Satyajit Jena, K.K. Guin and S.B. Dash
The purpose of the study is to examine key antecedent variables that affect buyers' relationship continuity intention and measure the relative importance of these key antecedent…
Abstract
Purpose
The purpose of the study is to examine key antecedent variables that affect buyers' relationship continuity intention and measure the relative importance of these key antecedent variables. It also aims to examine the mediating roles of an inter‐organizational trust (trust in supplier organization) and buyers' dependence in determining buyers' relationship continuity intention. To this effect, the paper groups the predictor variables of relationship continuity under two broad categories of factors, i.e. constraint‐based factors; and relationship building factors.
Design/methodology/approach
Data were collected from 137 steel buyers. Exploratory and confirmatory factor analysis was used to test the validity of the measures. The hypotheses were tested using structural equation modelling. The empirical tests included direct effect and mediating effects testing.
Findings
Trust in supplier was found to mediate the positive effects of communication and offer quality on buyers' relationship continuity intention. Trust in supplier was also found to mediate the negative effects of opportunistic behavior on buyers' relationship continuity intention. However, dependence on supplier does not predict buyers' relationship continuity intention.
Research limitations/implications
The study indicates that it is the relationship building factors and not dependence‐based factors that predict relationship continuity intention of buyers in BtoB relationships. Offer quality aspect has the highest effect on trust in the supplier, pointing to fact that buyers also need tangible evidence to develop trust in the relationship. The study has covered the perception of buyers only and therefore the views can be one sided. Further, there might have been a tendency for the respondents to select a particular supplier with whom they have a good relationship.
Practical implications
Marketing managers of suppliers should try to develop trust‐based relationships rather than dependence‐based relationship with their buyers. In order to build trust in the BtoB relationship, the study suggests that steel suppliers should invest in both economic and behavioral aspect of transaction. Further, suppliers should put performance management systems in place in their organizations that do not encourage opportunistic behavior in their salespersons.
Originality/value
The study relates to inclusion of both behavioral and economic antecedents of trust. Most of the prior studies in BtoB buyer‐seller relationships have focused on behavioral or economic antecedents of trust, but rarely have both aspects been studied together. This study gives an empirical basis on which steel companies can base their BtoB marketing strategy.
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Sharada Sringeswara, Jang Bahadur Singh and Sujeet K. Sharma
■ Understand the functionalities of various social media platforms. ■ Choose social media platforms to align various business goals. ■Consider how to develop strategies for…
Abstract
Learning outcomes
■ Understand the functionalities of various social media platforms. ■ Choose social media platforms to align various business goals. ■Consider how to develop strategies for monitoring, understanding and responding to different social media activities.
Case overview/synopsis
Acuver Consulting Private Limited (Acuver) is a niche, self-funded IT consulting services start-up. Founded in 2013 with the aim of providing IT consulting services in the supply chain domain, Acuver delivers IT solutions to the world’s leading IT conglomerates, Fortune 500 companies and emerging players across multiple geographies and industries. Changing consumer buying patterns in recent years has forced retailers and supply-chain businesses to invest in digital transformation projects, providing ample growth opportunities for Acuver. To meet increased demand, Acuver needs to acquire direct engagements with clients and hire the right talent to help it ride this growth wave. This case described challenges faced by the start-up in building visibility to expand its reach. The case provided an overview of the IT consulting services industry and Acuver’s vision. It then detailed the reasons for the company’s lack of visibility, which was curtailing its growth opportunities. It described the dilemma and possible strategies to overcome the problem statement. It also discussed the limitations associated with the potential strategies, which needed to be contemplated by the reader.
Complexity academic level
This case is appropriate for MBA and Executive MBA courses on Management of Information System, Digital Governance, Strategic Management of IT and Managing Digital Transformation.
Supplementary materials
Teaching notes are available for educators only.
Subject code
CSS 11: Strategy.
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Satyajit Barik and Tanaya Nayak
This paper aims to do a comprehensive analysis of the existing literature on workplace spirituality to address the intellectual framework of workplace spirituality and the…
Abstract
Purpose
This paper aims to do a comprehensive analysis of the existing literature on workplace spirituality to address the intellectual framework of workplace spirituality and the framework's future direction.
Design/methodology/approach
A multistep screening procedure was used to obtain data from the Scopus database, which included 648 papers ranging from 1998 to 2023. The bibliometric analysis is conducted by using VOSviewer and Biblioshiny.
Findings
The bibliometric analysis showcases that workplace spirituality is a multidimensional concept primarily studied in the organizational behavior domain. The most important research themes were organizational culture and spirituality. In addition, this paper advances workplace spirituality literature by identifying the keywords, prominent authors, journals and conceptual structure.
Research limitations/implications
The study summarizes the existing knowledge on workplace spirituality using bibliometric analysis, classifies thematic areas, identifies research gaps and suggests future avenues of research.
Originality/value
The review paper conducts a bibliometric analysis of the emerging area of workplace spirituality over time. These results can also serve as a guide for future research in the subject of workplace spirituality.
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Niraj Mishra, Praveen Srivastava, Satyajit Mahato and Shradha Shivani
This paper aims to create and evaluate a model for cryptocurrency adoption by investigating how age, education, and gender impact Behavioural Intention. A hybrid approach that…
Abstract
Purpose
This paper aims to create and evaluate a model for cryptocurrency adoption by investigating how age, education, and gender impact Behavioural Intention. A hybrid approach that combined partial least squares structural equation modeling (PLS-SEM) and artificial neural network (ANN) was used for the purpose.
Design/methodology/approach
This study uses a multi-analytical hybrid approach, combining PLS-SEM and ANN to illustrate the impact of various identified variables on behavioral intention toward using cryptocurrency. Multi-group analysis (MGA) is applied to determine whether different data groups of age, gender and education have significant differences in the parameter estimates that are specific to each group.
Findings
The findings indicate that Social Influence (SI) has the greatest impact on Behavioral Intention (BI), which suggests that the viewpoints and recommendations of influential and well-known individuals can serve as a motivating factor to invest in cryptocurrencies. Furthermore, education was found to be a moderating factor in the relationship found between behavioral intention and design.
Research limitations/implications
Prior studies on technology adoption have utilized superficial SEM and ANN methods, whereas a more effective outcome has been suggested by implementing a dual-stage PLS-SEM and ANN approach utilizing a deep neural network architecture. This methodology can enhance the accuracy of nonlinear connections in the model and augment the deep learning capacity.
Practical implications
The research is based on the Unified Theory of Acceptance and Use of Technology (UTAUT2) and expands upon this model by integrating elements of design and trust. This is an important addition, as design can influence individuals' willingness to try new technologies, while trust is a critical factor in determining whether individuals will adopt and use new technology.
Social implications
Cryptocurrencies are a relatively new phenomenon in India, and their use and adoption have grown significantly in recent years. However, this development has not been without controversy, as the implications of cryptocurrencies for society, the economy and governance remain uncertain. The results reveal that social influence is an important predictor for the adoption of cryptocurrency in India, and this can help financial institutions and regulators in making policy decisions accordingly.
Originality/value
Given the emerging nature of cryptocurrency adoption in India, there is certainly a need for further empirical research in this area. The current study aims to address this research gap and achieve the following objectives: (a) to determine if a dual-stage PLS-SEM and ANN analysis utilizing deep learning techniques can yield more comprehensive research findings than a PLS-SEM approach and (b) to identify variables that can forecast the intention to adopt cryptocurrency.