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Article
Publication date: 1 January 1999

Peter Geib

The aim of this research is to evaluate effective U.S. organization and management strategies in Vietnam's transition economy. The goal is to show effective organizational…

479

Abstract

The aim of this research is to evaluate effective U.S. organization and management strategies in Vietnam's transition economy. The goal is to show effective organizational planning in terms of international firm structure as well as market entry strategies. Vietnam's economic reforms initiated in 1987 have created an important emerging market increasingly integrated with the Southeast Asian Political‐Economic system. The research fulfills several scholarly needs. It fulfills a need for information on the transition of a centralized command economy to a market economy. It also fulfills a need for an evaluation of effective management strategies including localization, training and development, relationship marketing, and niche marketing.

Details

Competitiveness Review: An International Business Journal, vol. 9 no. 1
Type: Research Article
ISSN: 1059-5422

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Article
Publication date: 1 September 2005

Peter Geib

The goal of this paper is to evaluate the strategic priorities for small and medium‐size U.S. firms in post WTO China. Within this context the objectives are several fold…

8

Abstract

The goal of this paper is to evaluate the strategic priorities for small and medium‐size U.S. firms in post WTO China. Within this context the objectives are several fold including: The impact of the World Trade Organization as an agent of globalization, problems of market entry, risk assessment, and the priorities of internal firm reorganization. The analysis shows that smaller firms can succeed. But it is exceptionally difficult to do business in China for smaller firms. It is also true that larger manufacturing firms will do better. Other issues examined in relation to risk assessment include financing, corruption, legal guidelines, and cultural concerns. This research methodology is based on a continuing series of on‐site structured interviews with key influencers in Shanghai, Beijing, Hong Kong, and Singapore from 1988 to the summer of 2002 including a recent 18 month research leave in the Far East.

Details

Competitiveness Review: An International Business Journal, vol. 15 no. 2
Type: Research Article
ISSN: 1059-5422

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Article
Publication date: 1 March 1993

B.W. Miller

Reports on Great Plains Software′s successful marketing of an accounting software programme. Attributes the company′s successful creation of a niche market to its ability to…

127

Abstract

Reports on Great Plains Software′s successful marketing of an accounting software programme. Attributes the company′s successful creation of a niche market to its ability to provide excellent customer service and quality products. Illuminates the software company′s attention to employee training and recognition, and to maintaining partner relationships with agents.

Details

Managing Service Quality: An International Journal, vol. 3 no. 3
Type: Research Article
ISSN: 0960-4529

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Article
Publication date: 1 September 2006

Akmal S. Hyder and Desalegn Abraha

The importance of the Baltic states has increased due to increase of capital inflow from the West. A large part of the foreign involvement takes the form of alliance with local…

43

Abstract

The importance of the Baltic states has increased due to increase of capital inflow from the West. A large part of the foreign involvement takes the form of alliance with local partners in the region. But how these alliances operate and fulfill the objectives of the partners in the Baltic states remain almost unexplored. By the help of depth interviews, four alliances, two in Estonia and the other two in Lithuania, have therefore been studied in this research work. The theoretical framework is based on the concepts of motives, resources, learning, network, performance and general environment. Cost reduction, market seeking, and development and maintenance of services have been the main motives of foreign firms in entering into the alliances. No clear cut motive is observed from the local partners’ side. Learning has been found important for both the partners and concerns cultural differences, local knowhow and adaptation to the Western way in doing business. A broader view of performance is presented by including network development in the article. Profitability, market share, and sales have been seen as short term while network development and relationships as longterm performance criteria in the alliances. The role of general environment on alliances and its impact on network development have also been observed. This study further suggests that alliances offering service dominated products concentrate on the local markets, while alliances offering products with less service elements have export as the target.

Details

Competitiveness Review: An International Business Journal, vol. 16 no. 3/4
Type: Research Article
ISSN: 1059-5422

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Article
Publication date: 6 March 2017

Philips Oluwaseun Ayeni and Niran Adetoro

The purpose of this paper is to examine perceived and factual realities of open access predators and further delve into usage patterns of predatory open access journals (OAJs) by…

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Abstract

Purpose

The purpose of this paper is to examine perceived and factual realities of open access predators and further delve into usage patterns of predatory open access journals (OAJs) by researchers and its implication on quality assurance in Library and Information Science Research. It also investigates factors promoting use of these outlets, as well as authors’ perspectives on quality control for OAJs.

Design/methodology/approach

The paper reviewed available literature on OAJs and the proliferation of predatory journals. It also presents author’s viewpoint on the implication of using predatory journals for Library and Information Science Research in Nigeria.

Findings

The number of predatory publishers globally has grown rapidly from 18 in 2011 to 693 in 2015, whereas standalone journals increased from 126 to 507 in 2015. Library and information science (LIS) studies were published in some of the listed predatory journals by Jeffrey Beall, and this has reduced global recognition of LIS researchers in Nigeria. Upcoming authors were easily attracted to publishing their work in predatory journals because of fast review process, prompt publishing and quest for global visibility. Checking against plagiarism, ensuring quality control, increased awareness for non-use of predatory journals were some of the recommendations given.

Practical implications

It is clear that if LIS educators report their research in predatory OA outlets, individual and institutional reputation will be affected which may eventually lead to low ranking status of institutions. Nigerian universities low ranking status by several indices can be traced to the nonappearance or low scholarly literature published in reputable and respected journal outlets. Scholars with less quality studies will not be invited to feature as reviewers and international panelist in reputable thematic conferences and meetings neither can they be invited as external examiners in universities abroad.

Originality/value

This work is very valuable in evaluating the growth of predatory journals in Library and information Science Research in Nigeria. It provides distinctive ways to evaluating OAJs and how to identify and avoid predatory journals.

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Article
Publication date: 18 June 2019

Francisco Javier Carrillo, Bo Edvardsson, Javier Reynoso and Egren Maravillo

This paper aims to deepen the understanding of resource integration for value co-creation within service-dominant logic (SDL), by drawing on key knowledge management (KM) concepts.

685

Abstract

Purpose

This paper aims to deepen the understanding of resource integration for value co-creation within service-dominant logic (SDL), by drawing on key knowledge management (KM) concepts.

Design/methodology/approach

This conceptual study introduces three key KM concepts, namely, object, agent and context to SDL; thus, deepening the understanding of how resources are becoming when actors are engaged in co-creating value-in-context.

Findings

This paper extends understanding of actors’ uses of knowledge in their efforts to co-create value. Paradoxically, SDL takes a phenomenological approach to understanding value co-creation, whereas KM embraces a realist-phenomenological view. Emphasizing knowing rather than knowledge reveals that there is no object without an agent, no agency without context and no knowledge without value-alignment. Thus, the paper contributes to theorizing about resource integration through SDL by identifying the need for effective alignment between relevant objects, capable agents and meaningful contexts for value to emerge. The paper also contributes with four facilitators of object-agent-context alignment: tacit knowledge contextualization, collective sensemaking, shared values among engaged actors and feedback on alignment effectiveness.

Originality/value

It advances current conceptualizations of resource integration and value co-creation in SDL by paying explicit attention to a KM perspective.

Details

International Journal of Quality and Service Sciences, vol. 11 no. 3
Type: Research Article
ISSN: 1756-669X

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Article
Publication date: 21 June 2013

Antonio Ghezzi, Michael Georgiades, Peter Reichl, Nicolas Le‐Sauze, Carla Di Cairano‐Gilfedder and Riccardo Managiaracina

The future development of the internet is not only heavily dependent on its technological evolution, but also on business sustainability for the interconnection ecosystem the web

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Abstract

Purpose

The future development of the internet is not only heavily dependent on its technological evolution, but also on business sustainability for the interconnection ecosystem the web relies on, where various players characterized by fairly different economic structures and interests are coexisting. Therefore, in this paper the authors aim to propose a methodological framework for developing innovative interconnection business models.

Design/methodology/approach

Starting from a comprehensive as‐is analysis including the selection of appropriate service scenarios, market activities are abstracted through an archetypization process. Based on that, a value network for the future marketplace is proposed and makes it possible to design a business model for carriers, before, as last step, both the value network configurations and the to‐be business model are evaluated.

Findings

The framework to assess the future internet ecosystem depicts the interconnections value network, shedding light on its key activities; it proposes the establishment of a new dynamic interconnection marketplace based on an emerging interconnection value network where traditional and original roles coexist; and it evaluates the introduction of sending party pays and bid‐and‐ask solutions for governing the marketplace and its business models.

Originality/value

The authors' approach addresses carriers, over‐the‐top providers and technology providers as well as end user groups, specifically aiming at fostering the evolution of the future internet by means of developing innovative value configurations and business model options with a substantial impact for a broad set of stakeholders on a global scale. Thus, the canvas of guidelines presented and discussed in this paper covers all stakeholders in the interconnection ecosystem and provides a solid starting point for upcoming implementations.

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Article
Publication date: 15 September 2021

Rayees Farooq

The purpose of this study is to offer the bibliometric analysis of the Journal of Knowledge Management (JKM) to understand how the literature has developed over time.

1644

Abstract

Purpose

The purpose of this study is to offer the bibliometric analysis of the Journal of Knowledge Management (JKM) to understand how the literature has developed over time.

Design/methodology/approach

This study used bibliometric approaches to analyze a sample of 669 studies from 1997 to 2021. This study focused on performance analysis and scientific mapping of articles using the R package.

Findings

The results indicate that the number of publications during the period has significantly increased which shows a growing interest of researchers in the JKM. This study highlights new emerging themes such as change management, change readiness, product innovation and digital libraries which uncover exciting avenues for new research opportunities. USA and UK were the most productive countries in terms of the number of citations followed by few European countries including Spain, Finland, Germany and Sweden. However, it is worth noting that India was the most productive country in the emerging economies.

Practical implications

This study will act as a guide for researchers of various fields to evaluate the development of scientific publications in a particular theme over time, especially for those who are in the field of knowledge management (KM).

Originality/value

This study aims to accomplish the systematic bibliometric analysis of the JKM for more than two decades, providing useful insights into the key developments in the field of KM. This study is more rigorous and comprehensive in terms of the analytical techniques used.

Details

VINE Journal of Information and Knowledge Management Systems, vol. 53 no. 6
Type: Research Article
ISSN: 2059-5891

Keywords

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Article
Publication date: 6 April 2012

Kaj Storbacka

The paper aims at generating a better understanding of the design elements and related management practices of strategic account management programs, in order to assist firms…

4278

Abstract

Purpose

The paper aims at generating a better understanding of the design elements and related management practices of strategic account management programs, in order to assist firms wishing to design such programs.

Design/methodology/approach

The research process is based on systematic combining of literature, empirical data from interviews with nine multi‐national firms, interaction with the firms during the research, and the knowledge resource base of the Strategic Account Management Association.

Findings

A strategic account management program (SAMP) is defined as a relational capability, involving task‐dedicated actors, who allocate resources of the firm and its strategically most important customers, through management practices that aim at inter‐ and intra‐organizational alignment, in order to improve account performance (and ultimately shareholder value creation). The research identified four inter‐organizational alignment design elements: account portfolio definition, account business planning, account‐specific value proposition, account management process; and four intra‐organizational design elements: organizational integration, support capabilities, account performance management, account team profile and skills. The management practices pertinent to each element are discussed.

Practical implications

Firms need to ensure that a SAMP is configured so that there is fit between the design elements discussed. Focus should be put on identifying framing elements that set the foundation for configuring effective programs, as they determine the prerequisites for other elements.

Originality/value

The paper contributes to the literature on strategic account management by summarizing extant research and developing an organizing framework, informed by an empirical study.

Available. Open Access. Open Access
Article
Publication date: 22 February 2022

Sasu Tuominen, Helen Reijonen, Gábor Nagy, Andrea Buratti and Tommi Laukkanen

The motivation for this study comes from decision making related to strategic marketing orientations in international markets. The authors examine if customer orientation and…

21822

Abstract

Purpose

The motivation for this study comes from decision making related to strategic marketing orientations in international markets. The authors examine if customer orientation and customer relationship orientation perform as two distinct constructs in driving firm innovativeness, and how together they support business growth among export firms. This study aims to suggest a customer-centric strategy for export firms that drive innovativeness and growth.

Design/methodology/approach

An international corporation specialized in company information services provided a list of the contact information of Italian companies. The authors sent an email request to respond to an online survey and received 416 effective responses from firms operating in export markets. The authors propose and empirically test a model in which customer orientation, customer relationship orientation and innovativeness predict business growth. This model controls for the effects of firm size, industry and customer type (B2B vs. B2C).

Findings

The study findings suggest that customer orientation and customer relationship orientation are two distinct strategic orientations driving innovativeness. However, they do not directly affect business growth. Instead, they require the innovativeness of an exporter to materialize as business growth.

Practical implications

The results of the study recommend business strategies focusing not only on customer needs and satisfaction but also on retaining current customers and building customer relationships in international markets. Firms can learn from international customers and develop effective customer-centric strategies to spread the acquired information into the internal decision-making as it contributes to firm innovativeness and business growth in international markets.

Originality/value

This study is one of the pioneering studies combining customer orientation and customer relationship orientation, showing their theoretical and empirical divergence. This study is also among the first which tests how the two strategic orientations together with innovativeness promote business growth among export firms. The authors add understanding of the synergistic effects both of using customer information and developing deeper relationships on firm innovativeness and performance among exporters.

Details

International Marketing Review, vol. 40 no. 3
Type: Research Article
ISSN: 0265-1335

Keywords

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