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This article focuses on what makes small businesses successful and whether consistent patterns of success can be identified.

Certified B Corporations (B Corps) represent a prominent manifestation of applying stakeholder principles in practice by emphasizing social and environmental performance and striving to create value for all stakeholders. This paper aims to investigate an important question that has been unexplored so far in a vast body of literature on stakeholder management and fast-growing research on B Corps: does the timing of a B Corp’s certification impact the firm’s economic and social performance?

The research on the timing of obtaining B Corp certification is built around three intriguing puzzles: the impact of certification timing on a firm’s economic performance, social performance overall and social performance per stakeholder. In particular, the study examines the relationship between B Corp’s certification date and firms’ financial and social performance between 2017 and 2020.

Based on the data from 168 privately owned B Corps in the USA, the results of our study suggest that while there is no financial benefit associated with earlier certification, there are significant improvements in social performance. Yet, a firm’s social performance improvement is not uniform among its stakeholders.

This study explored the impact of B Corp certification’s timing on the firm’s economic performance within only three years, from 2017 to 2019. This limitation comes from the specifics of the PrivCo database. Measuring a firm economic performance over a longer period may benefit the research on B Corp certification’s timing and which can be a promising path for future research.

When it comes to practical implications, it is important that firms deciding to pursue a B Corp certification understand that certification may not result in an immediate financial impact. This practical implication, though, may need to be calibrated depending on the extent to which participating organizations publicize their certification.

Despite the growing popularity of B Corps in the USA and worldwide, it has been a black box when it comes to understanding when exactly firms should start to pursue B Corp certification to enhance their social value creation. Thus, this study is well timed to contribute to unpacking this black box by showing that the earlier a firm obtains B Corp certification, the more social value it would create. To the best of the authors’ knowledge, this is the only study to date that explored the social performance implications of timing to certify as a B Corp.

When it comes to practical implications, it is important that firms deciding to pursue a B Corp certification understand that certification may not result in an immediate financial impact. This practical implication, though, may need to be calibrated depending on the extent to which participating organizations publicize their certification.

The purpose of this paper is to apply firm aspiration theory to explore how firms respond to government product ratings.

Longitudinal examination of nine automobile manufacturers during National Highway Traffic and Safety Administration crash tests in the USA.

Firms take specific external actions to influence the political mechanisms that support ranking schemes when product ratings are below those of rivals and when previously highly rated products decline. In addition, firms receiving rankings above those of their competitors are found to be less likely to take such action, even when their overall ratings declined. Similarly, firms seeing improvements in previously low-rated products will take fewer actions aimed at influencing the political mechanisms that support rating schemes.

The primary contribution of this research is in establishing when firm product ratings will result in actions to influence external ratings criteria. Previous research has shown that firms respond to organizational ratings by taking action aimed at improving subsequent performance. The current research builds on such work by applying aspiration theory in an effort to predict and explain when and why certain ratings will attract firm attention to the external mechanisms that support such ratings.

This study aims to examine the implications of short-term and long-term reputation change because of government agency responses to firm product defects.

This study’s findings have important implications for both scholars and practitioners. From a scholarly perspective, the authors create a more fine-grained examination of reputation that may be used to assess various performance dimensions. From a practice perspective, managers must realize that reputation can be one of an organization’s most important resources as it meets each of the valuable, rare, inimitable and nonsubstitutable criteria associated with those resources capable of providing sustainable competitive advantage.

Analysis of 17,879 product recalls from 15 automobile manufacturers in the US suggests that firms with higher long-term reputations are more likely to face regulator sanctions when a reputation-damaging event happens. On the other hand, firms with higher short-term reputations are less likely to face sanctions in such circumstances. Finally, firms whose short-term reputation exceeds their long-term reputation are less likely to be sanctioned by regulators when reputation-damaging events occur.

There are several limitations that should be addressed. First, as our reputation measure is based on government investigations of potential defects, vehicles that have never been inspected are not included in the sample. Although this number is likely extremely low, omitting vehicles that have never been inspected leaves out some high-reputation firms from the sample. In addition, the study relies on a single-firm stakeholder that is capable of punitive actions.

From a practical perspective, this study’s findings encourage managers to think about the temporal aspects associated with firm reputation, and to realize that stakeholders may react differently when their expectations are not met depending on an organization’s relative long- and short-term reputations. From a theoretic perspective, the primary contribution of this study is to illustrate how long-term and short-term changes in reputation can provide mixed signals to firm stakeholders regarding future performance.

This study explores the temporal aspects of firm reputation by examining how government sanctions vary depending on firms’ long-term (10 years) and short-term (1 year) reputation. The findings of this study contribute to current reputation research by illustrating the variation in government responses to product defects as a function of short-term and long-term reputation. In doing so, the important role of the timing of firm performance is considered.

Small and medium enterprises (SMEs) commonly struggle to acquire needed financial, human, and technological resources. The above being stated, recent scholarly research argues that SMEs that are able to successfully navigate the legitimacy threshold are better able to gather the resources they need to survive and grow. This article provides an empirical test of that claim by examining whether the presence of a corporate parent positively influences SME resource acquisition. Results of the study show that SMEs with corporate parents, when compared to like-sized independent SMEs, have higher credit scores, have more complete management teams, use more computers, and are more likely to be on the Internet. These differences are most pronounced for very small firms and diminish in significance as firm size increases. Study implications include the notion that presence of a corporate parent likely represents a successful navigation of the legitimacy threshold, positively increasing SME resource acquisition.

Traditional subject indexing and classification are considered infeasible in many digital collections. This paper seeks to investigate ways of enhancing social tagging via knowledge organization systems, with a view to improving the quality of tags for increased information discovery and retrieval performance.

Enhanced tagging interfaces were developed for exemplar online repositories, and trials were undertaken with author and reader groups to evaluate the effectiveness of tagging augmented with control vocabulary for subject indexing of papers in online repositories.

The results showed that using a knowledge organisation system to augment tagging does appear to increase the effectiveness of non‐specialist users (that is, without information science training) in subject indexing.

While limited by the size and scope of the trials undertaken, these results do point to the usefulness of a mixed approach in supporting the subject indexing of online resources.

The value of this work is as a guide to future developments in the practical support for resource indexing in online repositories.

The purpose of this study is to develop an understanding of how the “seven steps of selling” are used within the modern international business environment and the degree to which international sales executives are able to identify and adapt to differences in global markets.

A phenomenological type of approach was used. In-depth interviews were conducted with international sales executives (based either in the USA or UK) that operated across multiple different regions of the world.

This study provides a holistic assessment of the international business-to-business sales process. This study outlines four key aspects of the sales process that differ from traditional domestic industrial selling. Then, the study suggests examining the international sales process as a stage-based approach, versus exclusively focusing on the sales process as a seven-step process. Third, the study focuses on differences between regions of the world.

From an academic standpoint, this study highlights a number of avenues to pursue. In addition, this study underscores the limited volume of research focused on international sales force management, especially the differences within the sales process. Limitations focus on issues pertaining to the sales executives examined within the study.

Firms looking to enter or expand their international market presence will be able to use the results of this study focusing on the international sales process. Firms can apply the results of this study to build both initial and continuous training programs.

This study identifies aspects that occur during each stage of the international sales process to provide a detailed account of the activities that international salespeople are engaged in. Further, this study suggests that the stages of the sales process differ between transactional exchanges and strategic relationships. However, this study offers more insight on the development of strategic long-term relationships, as the majority of the sales executives focused on the strategic relationship development during the interviews. As a last step within this study, seven country-specific issues are described.

This paper examines the relationship between international diversification and performance by matching a sample of 400 U.S. and 400 Korean firms on industry type and testing the relationship over five years (1992–1996). Results indicate that U.S. firms show a positive association with regard to international diversification and performance, but a negative relationship between product diversification and performance. Korean firms, however, show a positive association with both types of diversification. In addition, Korean firms' strategies were associated more with sales‐based measures, while U.S. firms were associated more closely with profit‐based measures. These results suggest that the two countries do not approach diversification in the same way.

Mary Parker Follett has been categorized as both an individualist and a collectivist, based on statements in her varied writings over two decades. This paper argues that, instead, Follett approached the issue of the true nature of man using a Hegelian dialectical technique, emerging with a distinct position that merges the best of both extremes into a unique synthesis. While the traditional individualist/collectivist dichotomy still holds sway in much of the management literature, several recent theories that take a perspective similar to Follett’s are discussed. The analysis makes clear that, once again, Follett’s ideas were ahead of their time.