bluuebunny/crossref_metadata_2025_split huggingface dataset:
Consumer co‐creation and new product development: a case study in the food industry
Authors: Filieri Raffaele 
Published: January 2014

PurposeThe ever changing needs of customers require companies to speed up the new product development process. Thus, the web and social media enable companies to interact and to share knowledge with customers, and to cocreate new products with them. The purpose of this study is to analyze the innovation outputs companies can achieve by involving customers at the “fuzzy front end” of the new product development (NPD) process.Design/methodology/approachA case study method has been adopted because the phenomenon under investigation is new, it is hard to find similar researches, and the study attempts to increase researchers’ understanding of such phenomenon. The case study method has enabled the exploration of the strategies used and the results achieved by an international food company, which has involved ordinary customers at early stages of its NPD process, namely at the idea generation and screening stages.FindingsThe case study shows that customers freely provide valuable, original, new, and feasible ideas that can foster product and service innovation, and may also trigger process innovation. Thus, the case study shows how the company has outsourced to customers the idea generation and screening stages of the NPD. The case illustrates how the food company has used the ideas gathered from customers to develop new products and new services. Increasingly, it shows also how the company has gathered strategic information about consumers’ needs and desires (marketing intelligence). Finally, this research discusses the importance of knowledge codification facilitators and of informal, peer‐to‐peer, and transparent communication as enablers of consumers’ ideas sharing.Research limitations/implicationsThe single case study approach may prevent the generalization of results.Originality/valueIn marketing and innovation research, there is a dearth of studies on how companies are involving customers through the web at early stages of their NPD process. In addition, there is a lack of in‐depth discussion about the innovation outputs generated through cocreation activities.
The ways companies really answer consumer complaints
Authors: Ryngelblum Arnaldo L. , Vianna Nadia W.H. , Rimoli Celso A. 
Published: January 2014

PurposeThe purpose of this paper is to question whether companies follow a deliberate strategic internal pattern while responding to consumer complaints or they always offer consumers a fair redress.Design/methodology/approachA complaint sample from consumers addressed to the main Brazilian companies in four industries were examined. The responses directly provided to consumers were contrasted to those given after the mediation of Procon‐SP, the main Brazilian consumer protection agency. As an additional source of evidence a documentary research was conducted with other participants of the complaint process.FindingsResults showed that companies retain or postpone the solution of complaints in order to discourage complainants, but once they appeal to consumer protection agencies their demands are satisfied, even when companies do not fully agree with them. This seems to reveal a strategic intent on their part.Research limitations/implicationsAlthough the sample examined was not probabilistic, the evidence generated by the data collection and also the documents examined confirmed the results, enhancing the findings.Practical implicationsGovernment and consumer protection organizations could use this information to envision new ways to perfect regulation in order to avoid a complaint increase.Originality/valueThe results call the attention to the ways companies respond to consumer complaints, suggesting they do have a strategic intent regarding the solutions provided that go beyond offering a fair redress, as is recommended by marketing models highlighting market orientation and consumer satisfaction.
Intellectual capital: national implications for industrial competitiveness
Authors: Phusavat Kongkiti , Comepa Narongsak , Sitko‐Lutek Agnieszka , Ooi Keng‐Boon 
Published: January 2014

PurposeThe paper is based on a project with the Department of Industrial Work (DIW) in Thailand for promoting intellectual capital (IC), which aims to boost the country's long‐term industrial competitiveness. The purpose of this paper is to focus on examining the interrelationships between IC and economic development (i.e. GDP per capita) in Thailand and other neighboring countries in Southeast Asia. The second objective is to identify the IC targets to help enable the DIW to propose future policy initiatives relating to IC.Design/methodology/approachThe key steps include a selection of IC indicator(s) to assess IC impacts on the country's economic development. There are five countries (Indonesia, Malaysia, the Philippines, Singapore and Thailand) to be examined for the IC impacts due to their economy sizes. The methodology involves statistical analysis for understanding the interrelationships and identifying the IC targets for Thailand and the future policy initiatives are derived through the review discussion with DIW administrators.FindingsInitially, two IC indicators were selected. However, only National Intellectual Capital Indicator (NICI) was statistically significant to the GDP per capita. A further examination revealed that the NICI target for Thailand and a remaining three countries needs to reach 5.0, in order to move from the efficiency‐driven to the innovation‐driven stage. The economic development stages are outlined by the Global Competitiveness Report (published by World Economic Forum) which indicates a GDP per capita over $US 17,000.Originality/valueThe paper underlines the need for the DIW to continue a development of the IC‐related performance indicators for local firms, in both manufacturing and service sectors. In the past, the DIW has encouraged them to primarily measure quality and productivity (including Economic Value Added) as their key non‐financial area. The IC‐related indicators may emerge as one of several alternatives for productivity and quality measurement.
Factors determining firms' perceived performance of mobile commerce
Authors: San Martín Sonia , López‐Catalán Blanca , Ramón‐Jerónimo María A. 
Published: January 2014

PurposeThe purpose of this paper is to analyse which factors impact firms' perceived performance in mobile commerce (m‐commerce). Introducing the perspective of firms, the paper advances the literature of m‐commerce adoption that mainly focuses on the consumer standpoint.Design/methodology/approachThe authors complement the technology‐organization‐environment (TOE) framework by adding customer value for the firm and the relationship marketing and fit‐viability approaches. Using a sample of 125 Spanish firms, structural equations models are used to validate measures and test the proposed hypothesis.Research limitations/implicationsThe main limitation of this work is the sample size. New studies using larger and more heterogeneous samples in terms of size could consolidate the results achieved in this work, that must be understood as a first step in the analysis of firm m‐commerce adoption.FindingsFindings show that the perception of performance by firms engaging in m‐commerce depends on the extent to which firms' activity fits mobile business, technological competence and customer value for the firm.Practical implicationsContent providers, operators or payment platforms may find in the paper arguments to favour the incorporation of clients to this new channel.Originality/valueThis is one of the few papers adopting the perspective of firms, since most of the literature approaches the matter from the consumer standpoint.
Agent based decision support in the supply chain context
Authors: Hilletofth Per , Lättilä Lauri 
Published: January 2014

PurposeThe purpose of this paper is to investigate the benefits and the barriers of agent based decision support (ABDS) systems in the supply chain context.Design/methodology/approachTwo ABDS systems have been developed and evaluated. The first system concerns a manufacturing supply chain while the second concerns a service supply chain. The systems are based on actual case companies.FindingsThis research shows that the benefits of ABDS systems in the supply chain context include the possibility to increase versatility of system architecture, to improve supply chain visibility, to conduct experiments and what‐if analyses, to improve the understanding of the real system, and the possibility to improve communication within and between organizations in the supply chain. The barriers of ABDS systems in the supply chain context include the difficulty to access data from partners in the supply chain, the difficulty to access data on a higher level of granularity, and the difficulty to retrieve data from other information systems.Research limitations/implicationsThe research is explorative in nature therefore empirical data from similar and other research settings should be gathered to reinforce the validity of the findings.Practical implicationsThis research provides knowledge and insights on how ABDS systems may be developed and used in the supply chain context and demonstrates its main benefits and barriers.Originality/valueThis research expands the current research of benefits of ABDS systems to the supply chain domain and also addresses the barriers of ABDS systems to a larger extent than previous research. Comparisons to other simulation based decision support systems are also given.
Using trade show information to enhance company success: an empirical investigation
Authors: Bettis‐Outland Harriette , Johnston Wesley J. , Dale Wilson R. 
Published: January 2014

PurposeThis paper seeks to provide an exploratory empirical study of the variables that are part of the return on trade show information (RTSI) concept, which is based on the use and value of information gathered at a trade show.Design/methodology/approachThe research is designed to explore relationships and identify those variables that are a particularly important part of the RTSI concept. The paper provides an exploratory test of the relationship between a series of variables that are related to the value of information gathered at trade shows. Data were collected from trade show attendees approximately 60 days after the trade show. A multiple regression model was developed that explores the relationship between the dependent variable that focuses on information value and the independent variables on various aspects of information acquisition, information dissemination, and information use.FindingsThe final multiple regression model found a significant relationship for several variables and has an adjusted R2 value of 0.552. Four significant independent variables were identified – one each in the information use and the shared information categories and two in the information acquisition category. These findings present an interesting picture of how information is used within an organization after it is acquired at a trade show.Research limitations/implicationsThe research is limited by the multiple regression model used to explore the relationships in the data. Also, data from only one trade show were used in the model.Practical implicationsThis paper focuses on the intangible, longer‐term benefits as important considerations when determining the value of new trade show information to the firm. The evaluation of trade show information also should include these intangible benefits, such as improved interdepartmental relations or interactions as well as discussions with other trade show participants in finding new uses for information that impacts the company's future success, as well as shorter‐term benefits such as booth activity.Originality/valueThe paper offers a unique approach for determining the value of information acquired at trade shows. Though information gathering has been included as an outcome variable in previous trade show studies, no other research has studied the value of this new trade show information to the company.
Helicopter view: an interpersonal relationship sales process framework
Authors: Wiatr Borg Susanne , Vagn Freytag Per 
Published: January 2014

PurposeThis paper aims to offer a two‐dimensional holistic framework for analyzing interpersonal relationships in the sales process in a business‐to‐business (B2B) context.Design/methodology/approachThis paper takes the form of a literature study of the key concept, i.e. “interpersonal relationship”, three behavior‐based theoretical streams, and an eclectic range of existing models within the existing buyer‐seller literature.FindingsThe framework presented suggests that interpersonal relationships are comprehensible from four perspectives or levels in a sales process – i.e. environment, firm, sales cycle, and sales characteristics. The finding illustrated in the framework is that, in order to understand and manage interpersonal relationships in a sales process effectively, it is valuable to apply a holistic picture, thus including all four levels. This is because dynamic forces exist not only within each layer, but also between layers. In addition, it was found that existing normative directions that focus on managing interpersonal relationships in a sales process are currently contingent upon the level at which the analysis takes place. The findings suggest that future normative directions should instead apply a multi‐perspective approach.Practical implicationsThe helicopter view framework of interpersonal relationships in a sales process presented here enables businesses to understand and optimize the interpersonal relationship strategy in their selling process.Originality/valueBy adopting a cross‐paradigm philosophy and a multi‐method approach, this paper offers a new, comprehensive framework for understanding a B2B selling process that focuses on interpersonal relationships. Furthermore, it presents a normative relationship management overview relevant to both academics and practitioners.
Effect of minor additions of Fe on bulk alloy microstructure and tensile properties of the low Ag‐content Sn‐1Ag‐0.5Cu solder alloy
Authors: Abdul Ameer Shnawah Dhafer , Binti Mohd Said Suhana , Faizul Bin Mohd Sabri Mohd , Anjum Badruddin Irfan , Xing Che Fa 
Published: January 2014

PurposeThe purpose of this paper is to investigate the effects of small additions (0.1 and 0.3 wt%) of Fe on the bulk alloy microstructure and tensile properties of low Ag‐content Sn‐1Ag‐0.5Cu lead‐free solder alloy.Design/methodology/approachSn‐1Ag‐0.5Cu, Sn‐3Ag‐0.5Cu and Sn‐1Ag‐0.5Cu containing 1 and 3 wt.% Fe solder specimens were prepared by melting pure ingots of Sn, Ag, Cu and Fe in an induction furnace and subsequently remelting and casting to form flat dog‐bone shaped specimens for tensile testing. The solder specimens were subjected to tensile testing using an INSTRON tester with a loading rate 10‐3 s‐1. To obtain the microstructure, the solder samples were prepared by dicing, molding, grinding and polishing processes. The microstructural analysis was carried out using scanning electron microscopy/Energy Dispersive X‐ray spectroscopy. Electron backscatter diffraction (EBSD) analysis was used to identify the IMC phases.FindingsIn addition to large primary β‐Sn grains, the addition of Fe to the SAC105 alloy formed large circular shaped FeSn2 IMC particles located in the eutectic regions. This had a significant effect in reducing the elastic modulus and yield strength and maintaining the elongation at the SAC105 level. Moreover, the additions of Fe resulted in the inclusion of Fe in the Ag3Sn and Cu6Sn5 IMC particles. The additions of Fe did not have any significant effect on the melting behaviour.Research limitations/implicationsThe paper provides a starting‐point for studying the effect of minor additions of Fe on the drop impact and thermal cycling reliability of SAC105 alloy considering the bulk alloy microstructure and tensile properties. Further investigations should be undertaken in the future.Originality/valueThe effect of Fe addition on the bulk alloy microstructure and tensile properties of the SAC105 alloy has been studied for the first time. Fe‐containing SAC105 alloy may have the potential to increase the drop impact and thermal cycling reliability compared with the standard SAC105 alloy.
Contract design and supply chain management in the luxury jewellery industry
Authors: Brun Alessandro , Moretto Antonella 
Published: January 2014

PurposeThe purpose of this paper is to identify the role of contract design in overcoming critical demand management (DM) issues in the luxury jewellery industry. The goals are the identification of the main critical issues of the DM process and the analysis of the contribution of contract re‐design to solve them.Design/methodology/approachThe paper follows an exploratory approach using a case‐based methodology. Data are collected through a sample composed of four brand‐owning companies and 37 multi‐brand retailers in the luxury jewellery industry.FindingsThe paper offers insights into contract design in the luxury jewellery industry. In particular, the critical issues of the DM process determined by inadequate contract design are identified, thus highlighting their influence on the critical success factors of luxury companies. In addition to the characteristics the contract should have to overcome the critical issues have been proposed.Research limitations/implicationsThe research provides initial insights into the important role of contract management in jewellery luxury companies. To date, the analysis is predominantly qualitative and not sufficiently statistically significant to generalise the results.Practical implicationsThis paper raises a number of important issues for jewellery brand owners who are reluctant to consider the retailer's perspective in a collaborative way during the DM process.Originality/valueThis paper is one of the first attempts to study contract design specifically applied to jewellery luxury companies, with a main focus on the DM process.
Predictors for e‐government adoption in Jordan
Authors: Alomari Mohammad , Woods Peter , Sandhu Kuldeep 
Published: January 2014

PurposeThis paper aims to engage with the growing debate on the factors that affect e‐government adoption in the developing country of Jordan. The change from traditional interactions between government and citizens in Jordan to interaction via the web needs further exploration in order to understand the factors that might affect e‐government adoption by citizens. This paper therefore aims to report on a study to identify the main factors that influence citizens' intention to adopt e‐government websites in Jordan, using a theoretical framework consisting of diffusion of innovation theory (DOI) and the technology acceptance model (TAM).Design/methodology/approachA survey study of 400 Jordanian citizens who were internet users investigated the influence of the aforementioned factors on the adoption and use of e‐government websites. Multiple regression analysis was used to test the hypotheses.FindingsContrary to previous research, trust in the internet, relative advantage, compatibility and perceived ease of use were not found to be significant predictors of intention to use e‐government websites. Trust in government, website design, beliefs, complexity and perceived usefulness were significant factors in Jordanian citizens' intention to use e‐government websites.Originality/valueThis study is one of the few to examine what influences adoption and use of e‐government websites by citizens in the Middle East. The study clearly identifies the relationship between the constructs of “beliefs” (religious views) and website design and e‐government adoption, and explores the influence of attitudes towards e‐government adoption in Jordan. Although previous studies show similarities between the constructs related to DOI (relative advantage and complexity) and those related to TAM (perceived usefulness (PU) and perceived ease of use (PEoU)), this research shows the importance of including these constructs when considering the topic of e‐government adoption in a Middle Eastern country.
Matches and gaps in the green logistics market
Authors: Martinsen Uni , Björklund Maria 
Published: January 2014

PurposeThe interface between logistics service providers (LSPs) and shippers is an area that has received little attention in previous research and even less has been done when environmental issues are added to this interface. Nonetheless, the perception among researchers and the industry is that in many instances, supply and demand in this green interface does not coincide. The purpose of this paper is, therefore, to identify the matches and gaps between LSPs' green supply and the shippers' green demand.Design/methodology/approachThis paper is based on a web‐based survey sent out to Swedish LSPs and shippers. A gap analysis based on mean values and confidence intervals was conducted.FindingsFindings indicate that the LSPs overachieve when it comes to green categories and also that they are aware of this situation. Shippers, on the other hand, interestingly are not aware of this and they seem satisfied with what they perceive is offered by LSPs.Research limitations/implicationsContrary to previous research, the paper specifies matches and gaps in the green LSP‐shipper interface. As the survey covered actors in the Swedish market, future research would benefit from similar analyses from other countries.Practical implicationsThe findings are of use for LSPs' understanding of shippers' environmental demands, and thereby enable them to adapt better to market demand. Similarly, shippers can use the findings to understand green supply and possibly change their demands accordingly.Originality/valueThis paper adds to the knowledge of the green LSP‐shipper interface. Furthermore, it uses gap analysis, which appears to be something not previously done within environmental logistics research.