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Các bài báo tiêu biểu
Cooperation and competition in relationships between competitors in business networks
Tập 14 Số 3 - Trang 178-194 - 1999
Traditionally the relationships between competitors in the industrial market
have been based on competition. The network approach and literature about
strategic alliances have provided new insights into cooperation between firms
based on the value chain. The empirical findings from two in‐depth studies, the
rack and pinion industry and the lining industry, show that a firm can be
involved in four ...
Service innovation in product-centric firms: a multidimensional business model perspective
Tập 29 Số 2 - Trang 96-111 - 2014
Purpose– This article aims to investigate the nature and characteristics of
business model elements required for successful service innovation. The authors
examine which unique resources and capabilities product-centric firms should
develop and deploy to pursue service innovation.Design/methodology/approach–
Data collected from several research projects support iterations across
empirical data and...
Towards an institutional theory of the dynamics of industrial networks
Tập 16 Số 3 - Trang 150-166 - 2001
The study of interorganisational cooperation has gained increased currency. An
important empirical and conceptual contribution in this field owes much to the
network approach. The picture provided by the network approach contrasts with
other models that regard cooperation as a mere contractual and legal
inter‐corporate connection. Whilst accepting the existence of formal types of
collaborative arr...
Barriers to smart services for manufacturing companies – an exploratory study in the capital goods industry
Tập 33 Số 6 - Trang 846-856 - 2018
Purpose The purpose of this paper is to identify and investigate non-technical
barriers for smart services in the capital goods industry.
Design/methodology/approach A multiple methodology approach is adopted. First,
qualitative workshops and interviews were conducted with 14 experts from five
companies. The findings generated subsequently provided a basis for a
large-scale quantitative survey of ...
The impact of customer knowledge and marketing dynamic capability on innovation performance: an empirical analysis
Tập 32 Số 7 - Trang 901-912 - 2017
Purpose This paper aims to explore the intermediary role of marketing dynamic
capability (MDC) in the relationship between customer knowledge management (CKM)
and product innovation performance (PIP). Design/methodology A conceptual model
is proposed and a survey instrument is developed. The model is tested
empirically in an organizational buyer/seller setting using a survey among
middle and top m...
New product development: using the salesforce to identify opportunities
Tập 12 Số 1 - Trang 33-50 - 1997
The development process for new products is critically dependent on
customer‐generated new product ideas. Although several conduits exist for
identifying and communicating these ideas, by far the most productive one is the
organization’s salesforce. While the integral role of salespeople as the linkage
between buyers and sellers is generally acknowledged by many researchers, little
empirical evide...
Putting the “service” into B2B marketing: key developments in service research and their relevance for B2B
Tập 38 Số 2 - Trang 272-289 - 2023
PurposeThe business-to-business (B2B) marketing literature is heavily focused on
the manufacturing sector. However, it is the B2B service sector that shows the
highest growth in gross domestic product (GDP). Beyond a vibrant stream of
literature on servitization, the B2B literature has neglected drawing on the
wider service literature. This paper aims to examine recent streams of service
research ...
Enhancing supply chain learning and innovation performance through human resource management
Tập 36 Số 3 - Trang 552-568 - 2021
PurposeDespite the importance, no study exists which investigates the role of
human resource (HR) in supply chain (SC) learning. This study aims to
investigate the effects of high-performance human resource management (HRM)
practices on different types of the SC learning (i.e. supplier, customer and
internal learning) and innovation performance.Design/methodology/approachThis
study applies structu...
The utilization of online sales forums by salespeople as a mesosystem for enhancing sales-activity knowledge
Tập 36 Số 4 - Trang 630-640 - 2021
Purpose Through the use of netnography, the purpose of this paper is to
investigate the interaction of 192 inside sales agents who collaborate within
discussion forums to create communities of practice (CoPs). Drawing on situated
learning theory and inside salespersons’ discussion forums, this study showcases
how inside sales agents use CoPs to better their sales activity knowledge. This
paper dis...
Sales activity systematization and performance: differences between product and service firms
Tập 28 Số 6 - Trang 494-505 - 2013
PurposeThe purpose of this paper is to study the impact that systematization of
sales activities through sales process management has, at the firm level, on
profitable sales growth in business‐to‐business (B2B) companies. The research
aims to compare companies focusing on service offerings to those focusing on
product offerings.Design/methodology/approachThe study is based on survey
data.FindingsD...