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Article
Publication date: 3 December 2024

Yixuan Leng and Xiaoyu Zhao

This study aims to investigate account managers’ dual embeddedness (customer and internal embeddedness) in solution co-creation. The authors examine the mediating role of two-way…

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Abstract

Purpose

This study aims to investigate account managers’ dual embeddedness (customer and internal embeddedness) in solution co-creation. The authors examine the mediating role of two-way matching between suppliers and customers and the moderating role of customer requirement complexity.

Design/methodology/approach

The authors use a questionnaire to collect data from 566 account managers of supplier companies in China and conduct hypothesis testing through multiple linear regression analysis and bootstrapping.

Findings

The findings demonstrate that customer and internal embeddedness are distinct with different dimensions and are positively related to solution co-creation performance. Customer and internal embeddedness affect solution co-creation performance through two-way matching in the customer requirement definition and solution integration phases, respectively. The interaction term of customer and internal embeddedness indirectly affect solution co-creation performance through two-way matching, and customer requirement complexity strengthens this main effect.

Originality/value

To the best of the authors’ knowledge, this study is the first to examine dual embeddedness at the individual level and distinguish between the customer and internal embeddedness of account managers by different dimensional classifications. The authors clarify the difference and relationship between customer and internal embeddedness in solution co-creation and investigate the mediating and moderating roles of two-way matching and customer requirement complexity, respectively. This study expands the theoretical research on social embeddedness theory and business-to-business solutions and provides useful insights into the solution co-creation practice for account managers and suppliers.

Details

Journal of Business & Industrial Marketing, vol. 40 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 19 April 2023

Yixuan Leng and Xiaoyu Zhao

The purpose of this study is to examine supplier–customer capabilities in solution co-creation and how they are matched from a relational process perspective.

318

Abstract

Purpose

The purpose of this study is to examine supplier–customer capabilities in solution co-creation and how they are matched from a relational process perspective.

Design/methodology/approach

Using a qualitative approach, the authors identified 20 sets of supplier–customer capability matches by conducting in-depth interviews with 34 matched informants and retrieving suppliers’ archival data (project documents and success stories).

Findings

The authors identified 20 capability matching sets (21 supplier and 23 customer capabilities) and developed a process-based model of bilateral capabilities that match at the organizational level in solution co-creation. The authors reveal their match forms (complementarity and compatibility) and offer suggestions for future research.

Research limitations/implications

This paper is qualitative; quantitative studies are required for testing and extending the initial conclusions.

Practical implications

This study guides the supplier and customer to cultivate different capabilities at different stages of solution co-creation and alerts them to the importance of capability complementarity and compatibility.

Originality/value

To the best of the authors’ knowledge, this study is the first to introduce the bilateral perspective into dynamic capability research in the context of solution co-creation. The authors discuss the abilities the supplier and customer must possess at different stages and how they match dynamically. The analysis extends the research on solution-specific capabilities and dynamic matching, offering useful implications for solution co-creation in practice.

Details

Journal of Business & Industrial Marketing, vol. 38 no. 12
Type: Research Article
ISSN: 0885-8624

Keywords

Available. Open Access. Open Access
Article
Publication date: 13 February 2024

Amer Jazairy, Emil Persson, Mazen Brho, Robin von Haartman and Per Hilletofth

This study presents a systematic literature review (SLR) of the interdisciplinary literature on drones in last-mile delivery (LMD) to extrapolate pertinent insights from and into…

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Abstract

Purpose

This study presents a systematic literature review (SLR) of the interdisciplinary literature on drones in last-mile delivery (LMD) to extrapolate pertinent insights from and into the logistics management field.

Design/methodology/approach

Rooting their analytical categories in the LMD literature, the authors performed a deductive, theory refinement SLR on 307 interdisciplinary journal articles published during 2015–2022 to integrate this emergent phenomenon into the field.

Findings

The authors derived the potentials, challenges and solutions of drone deliveries in relation to 12 LMD criteria dispersed across four stakeholder groups: senders, receivers, regulators and societies. Relationships between these criteria were also identified.

Research limitations/implications

This review contributes to logistics management by offering a current, nuanced and multifaceted discussion of drones' potential to improve the LMD process together with the challenges and solutions involved.

Practical implications

The authors provide logistics managers with a holistic roadmap to help them make informed decisions about adopting drones in their delivery systems. Regulators and society members also gain insights into the prospects, requirements and repercussions of drone deliveries.

Originality/value

This is one of the first SLRs on drone applications in LMD from a logistics management perspective.

Details

The International Journal of Logistics Management, vol. 36 no. 7
Type: Research Article
ISSN: 0957-4093

Keywords

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