bluuebunny/crossref_metadata_2025_split huggingface dataset:
Sofia 2008: Globalization and the Management of Information Resources
Authors: Solis Jacqueline 
Published: April 2009

PurposeThe purpose of this paper is to provide an overview of the “Sofia 2008: Globalization and the Management of Information Resources” conference, held in Sofia, Bulgaria in November 2008.Design/methodology/approachThe paper gives an outline of the issues, content, speakers, participants, social networking and location of this conference.FindingsThe Sofia 2008 conference offered an excellent balance of informative presentations and social opportunities to meet other attendees and to discuss current topics in libraries, information management, and LIS education.Originality/valueThe paper provides a report of the biennial international conference of value to international information and library professionals and LIS educators.
Categorizing networked services
Authors: Thorbjørnsen Helge , Pedersen Per E. , Nysveen Herbjørn 
Published: April 2009

PurposeThis paper aims to investigate the properties and attributes of networked services and to propose a general categorization scheme for such services.Design/methodology/approachTwo separate studies were conducted to test the validity and applicability of the categorization scheme. First, industry experts categorized a set of pre‐selected mobile services based on the services' dominant source of value. Second, a large‐scale end‐user study of the same services was conducted for testing cross‐service differences between the proposed service categories in terms of what drives perceived customer value. It is argued that services can be categorized on the basis of whether their dominant source of value stems from intrinsic, user network, or complement network attributes.FindingsThe study results largely support the proposed categorization scheme. The two studies suggest that categorizing networked services as driven by either intrinsic, user network, or complement network attributes is fruitful and helps pinpoint fundamentally different drivers of perceived customer value. The drivers investigated in the end‐user study explain 60 percent of the variance in customer value.Research limitations/implicationsThe current categorization scheme will have stronger and clearer implications when the full array of antecedents and consequences of intrinsic, user network, and complement network attributes have been investigated.Practical implicationsThe categorization scheme may provide managers with important guidelines regarding the kinds of business models and marketing means that will work best for the three different categories of networked services.Originality/valueThe paper contributes with a conceptual framework for understanding and categorizing both extrinsic and intrinsic drivers of service value. It extends and integrates previous work on network effects and adoption research and also offers empirical insight into an under‐researched topic.
Market orientation and performance: modelling a neural network
Authors: Silva Manuela , Moutinho Luiz , Coelho Arnaldo , Marques Alzira 
Published: April 2009

PurposeThis paper aims to investigate the impact of market orientation (MO) on performance using a neural network model in order to find new linkages and new explanations for this relationship.Design/methodology/approachThis investigation is based on a survey data collection from a sample of 192 Portuguese companies. A neural network model has been developed to identify the effects of each dimension of MO on each dimension of performance.FindingsRelationship among MO and performance was corroborated but MO's impact is poor and based on its first dimension, market intelligence generation.Research limitations/implicationsFurther research in this field should be conducted using other tools offered by neural network modelling.Practical implicationsManagers should give more attention to cross‐functional co‐ordination in order to improve market intelligence dissemination and responsiveness and, thus, global performance.Originality/valueThe paper presents the development of a neural network model to analyse this relationship.
The impact of improvisation training on service employees in a European airline: a case study
Authors: Daly Aidan , Grove Stephen J. , Dorsch Michael J. , Fisk Raymond P. 
Published: April 2009

PurposeThe purpose of this paper is to examine the value of improvisation training, as used in schools of acting, in preparing front‐stage service employees perform their roles when interacting with customers as cabin crew in Aer Arann, a regional Irish airline.Design/methodology/approachTo discern the relevance and impact of improvisation training, a case study methodology was employed. The subjects of the investigation were seven recently hired cabin crew personnel for Aer Arann. Data for the case study were collected from the new hires at three different times.FindingsThe study shows that participants both enjoyed the improvisation training and found it to be very valuable as preparation for their roles in the airline. A key finding was that the new hires strongly recommended that improvisation training be incorporated into the airline's regular induction training programme. Specifically, participants felt the improvisation training improved their confidence, effectiveness, ability to adapt, spontaneity and comfort in successfully handling unique situations.Research limitations/implicationsAs with many case studies, the study presented here focuses on a single company for its data generation. Further, because of the realities of commercial life, the subject pool is quite small, i.e. due to the demands of their position, only seven new hires were available for the 12 hours needed to conduct the training, as well as the subsequent assessment activities. Nevertheless, the case study enabled the authors to gain meaningful insights into the utilisation of improvisation training in a real‐world setting.Originality/valueThe research makes several key contributions. First, it links theory and practice by demonstrating in a real world context the efficacy of framing service as theatre. Second, based on the service theatre literature, the paper details the utility of improvisation training as a means of preparing front‐stage service employees for the rigours of their jobs. Finally, the research presents new, empirically based insights regarding the value and contribution of improvisation training in the services sector.
Antecedents to permission based mobile marketing: an initial examination
Authors: Jayawardhena Chanaka , Kuckertz Andreas , Karjaluoto Heikki , Kautonen Teemu 
Published: April 2009

PurposeThis paper's aim is to develop a conceptual model to examine the influence of four antecedent factors (personal trust, institutional trust, perceived control and experience) on consumers' willingness to participate in permission‐based mobile marketing. The model is to be tested empirically across three European countries and gender.Design/methodology/approachData are collected from surveys of consumers in Finland, Germany and the UK. The partial least squares (PLS) approach is utilised to test the model fit.FindingsThe main factor affecting the consumers' decision to participate in mobile marketing is institutional trust, which is a significant factor in all three countries and across gender. The influence of other antecedent factors are less pronounced. On the whole, it is found that the more experienced consumers become with mobile marketing, the less influence perceived control will have on permission. There are notable variations across gender, with perceived control being an important determinant of permission for men, while it is not so for women.Research implications/limitationsThe results indicate the relative importance of four antecedents in the likelihood of consumers giving their permission to companies to send mobile marketing messages.Practical implicationsAs institutional trust is the most important determinant of permission based mobile marketing, mobile marketers should focus on building a strong and positive media presence and image, and thereby influence consumers' likelihood of giving permission to mobile‐based marketing.Originality/valueThis is the first international empirical investigation of the different antecedents of permission‐based mobile marketing.
Brand authentication: creating and maintaining brand auras
Authors: Alexander Nicholas 
Published: April 2009

PurposeThis paper aims to consider the process of creating and maintaining brand auras through the assertion of authenticity and to address the gap in the literature.Design/methodology/approachA case study research strategy was adopted. The organisational processes considered justified the case study approach. Interviews with key actors were supported by other methods of gathering data and the triangulation of findings: documentary analysis and participant observation also provided valuable insights.FindingsThe paper evaluates the validity of Beverland's six attributes of authenticity to the brand considered in this research. The results show that three of the attributes are more significant in the case considered here: stylistic consistency, relationship to place and downplaying commercial motives.Research limitations/implicationsFuture research may wish to consider other mass‐market products and the relative importance of identified sources of authenticity. Consideration should be given to the degree to which consumers are willing to assimilate and act on messages related to authenticity and its antecedents.Originality/valueThe findings are conceptually developed with reference to Leigh et al.'s levels of authenticity and considered with reference to six sources of authenticity important in the creation of brand auras. This paper originally and innovatively considers authenticity by looking indepth at the way in which a company operating in a mass‐market context, rather than a luxury market setting, seeks to assert authenticity.
The effect of entrepreneurship education programmes on satisfaction with innovation behaviour and performance
Authors: Cruz Natalia Martin , Rodriguez Escudero Ana Isabel , Hernangomez Barahona Juan , Saboia Leitao Fernando 
Published: April 2009

PurposeThis paper attempts to shed light on the effect of educational programmes aimed at entrepreneurs on innovation and business success.Design/methodology/approachWe use as theoretical framework the theory of planned behaviour. We use a sample of 354 entrepreneurs from Castile and Leon, Spain. To estimate the model we use a path analysis (AMOS 7).FindingsIndividuals who are concerned about further management education and entrepreneurship education show themselves to be more innovative. Moreover, indirectly, by means of the relationship between innovation and success, specific entrepreneurship education contributes to obtaining better business results. However, to have reached high levels of formal education makes entrepreneurs less conformist regarding the activity of innovation. The existence of a direct effect of innovative behaviour on business success is confirmed.Research limitationsThe limitations which our study presents are principally related to the measurement of the variables. Some of the characteristics of education should be studied more deeply.Practical implicationsThe results obtained lead us to recommend that the educational centres and institutions which organise the programmes should give preference to specialised education and less to entrepreneurship education when seeking to reinforce the innovative spirit of the entrepreneurs.Originality/valueThe debate concerning the effectiveness of entrepreneurship educational programmes is still undecided, so much so that both supporters and detractors of entrepreneurship education exist. For that reason, this paper aims to shed some light on the effects of the educational programmes aimed at the entrepreneur.
Purchasing orientation
Authors: Lindgreen Adam , Révész Balázs , Glynn Mark 
Published: April 2009

PurposeThe purpose of this article is to provide a brief summary of all the articles in this special issue.Design/methodology/approachBriefly discusses each article in this special issue.FindingsThis special issue of Journal of Business & Industrial Marketing aims to understand in greater depth both business‐to‐business purchasing and various types of buyer‐seller relationships. The authors selected 14 articles that provide an in‐depth understanding of the critical issues involved in purchasing orientations.Originality/valueThe article highlights how the papers in the special issue seek to understand in greater depth both business‐to‐business purchasing and various types of buyer‐seller relationships.
Effect of strategic purchasing on supplier development and performance: a structural model
Authors: Sánchez‐Rodríguez Cristóbal 
Published: April 2009

PurposeThis purpose of this paper is to introduce strategic purchasing (SP) and supplier development (SD) as constructs that could have the potential to contribute to the success of relationship marketing efforts. Based on the relational view of the firm, the authors propose that SP is an antecedent of SD practices and can create value for the buying firm in terms of better purchasing performance.Design/methodology/approachHypotheses derived from the key features of SP and SD practices are tested using structural equation modeling through field research on a sample of 306 manufacturing companies in Spain.FindingsFindings from this study indicate that there is significant evidence to support the hypothesized model in which SP exerts a direct influence on SD practices and purchasing performance, as well as an indirect impact on purchasing performance mediated through SD.Research limitations/implicationsFurther research is necessary to increase our understanding of a buyer's strategic purchasing and supplier development practices and more specifically how suppliers could develop a supporting environment to facilitate the strategic alignment of these two concepts. The limitations of the survey are also discussed.Practical implicationsThe findings from this study provide supplying firms with an understanding of how buying firms use SD to deploy their SP initiatives in order to achieve improvements in purchasing performance.Originality/valueWhile there is some literature analyzing SP and the implications for buyer‐supplier relationships, the relationship between SP and SD practices and their effect on purchasing performance has not been yet analyzed.
Purchasing strategies in supply relationships
Authors: Svahn Senja , Westerlund Mika 
Published: April 2009

PurposePurchasing has emerged as a key source of competitive advantage. This paper aims to explore how different purchasing strategies are connected to complex supply relationships and to the goal of purchasing.Design/methodology/approachThe study draws on the literature on industrial network theory and industrial buying behaviour.FindingsThe contribution describes six types of purchasing strategies that firms exert. These strategies depend on the complexity of supply relationships and the buyer's purchasing goal. Conventional products and services are bought through transactional exchange relationships, whereas strategically important items are purchased through intentional supply networks.Practical implicationsPurchasing strategies of a firm emphasise either efficiency or effectiveness of operation. The type of exchange varies according to the nature of supply relationships: it is either transactional or relational. A key implication for managers is that they should recognise the goal of buying, the strategic importance of the object of purchasing, and choose accordingly between the different types of supplier structures.Originality/valueThe paper shows that firms' purchasing strategies depend on the nature of their supply relationships and the motive for purchasing. Different strategies emphasise different aspects and events that ultimately manifest themselves in the firms' business models.
A dialectical model of buyer‐seller relationships
Authors: Dampérat Maud , Jolibert Alain 
Published: April 2009

PurposeThe purpose of this paper is to focus on building and testing a model of buyer‐seller relationships from a dialectical perspective. It aims to provide both academics and managers with a better understanding of the relationships among the key relational variables in business settings. The model distinguishes four levels of social complexity (individual, interaction, relationship, and intergroup level) and includes the key relational variable for each level.Design/methodology/approachData were collected from 151 French professional buyers. Exploratory and confirmatory factor analysis was used to test the validity of the measures. The hypotheses were tested using structural equation modeling. The empirical test includes linear, non‐linear, moderating, and mediating effects testing.Research limitations/implicationsThe limitations of the study relate to the sample of respondents and the measurement scales. More precisely, the sample is based on a unique company's customer data file and a single informant source. Results confirm the hypothesized model and its four‐level structure.Practical implicationsThis study demonstrates that buyer relational orientation as well as seller expertise influence the course of business relationships. Although the necessity to train salespeople is obvious, the importance of training buyers is not as well documented. This study shows that they both need to be trained to manage business relationships appropriately.Originality/valueThis research examines the relationships among the key relational variables within a framework of four successive levels of explanation. It provides an alternative approach to studying business relationships.
Is personalization of services always a good thing? Exploring the role of technology‐mediated personalization (TMP) in service relationships
Authors: Shen Anyuan , Dwayne Ball A. 
Published: April 2009

PurposeDespite the strong intuitive appeal of personalization (through employees or, increasingly, through the use of software applications), relatively little is known about its role in managing service relationships. This study aims to explore the burgeoning area of technology‐mediated personalization and its effects on customer commitment to service relationships.Design/methodology/approachA theoretical perspective based on integrated reviews of service research and relationship marketing is developed and used to guide the exploration of personalization effects with qualitative data.FindingsPersonalization is not always good enhancement to service: its effects have contingencies and vary across the categories. Continuity personalization seems to be a promising area for researchers and practitioners.Research limitations/implicationsPersonalization effects should be rigorously studied. Continuity personalization seems to offer a promising area for future research.Practical implicationsThe intuitive belief about personalization is probably misleading. Whether or not personalization strategies help service relationships depends on their capacity to generate positive inferences on dimensions of performance, benevolence, and value provision. Out of the three types, continuity personalization offers a promising strategic option for managing ongoing customer relationships if well implemented.Originality/valueThe counter‐intuitive insights into personalization effects on relationship continuity address issues of theoretical and practical concerns.
Purchasing services online: a two‐country generalization of possible influences
Authors: Dall'Olmo Riley Francesca , Scarpi Daniele , Manaresi Angelo 
Published: April 2009

PurposeThis research aims to investigate consumers' likelihood of purchasing services online in two countries, the UK and Italy, which differ significantly in the population's uptake of internet shopping. Four influences are considered: service type, contact with service provider prior to online purchase, familiarity with service provider, and experience with internet purchasing.Design/methodology/approachFor motor insurance and travel, respondents were asked to indicate the probability of purchasing on the internet the service of a provider they had used before, after a face‐to‐face contact with the provider, and also without prior contact with the service provider. Respondents were asked the same questions also for a provider they had not used before.FindingsDifferences in the relative uptake of internet shopping in the two countries did not alter the general results: a need for face‐to‐face contact with the service provider prior to online purchase and a preference for buying services from a familiar provider. Previous general experience of online shopping increases the likelihood of purchasing online.Research limitations/implicationsFuture studies should examine a broader range of service categories and should consider travel products of different complexity.Practical implicationsOnline/offline integration of service provision is very important, as consumers highly appreciate some form of human contact, prior to online purchase, even in countries where consumers are more used to shopping from home.Originality/valueThe paper provides a better understanding of the influences on consumers' likelihood of purchasing services online. Findings are generalized in two countries, with different uptake of internet shopping.
Effect of service provider's communication style on customer satisfaction in professional services setting: the moderating role of criticality and service nature
Authors: Webster Cynthia , Sundaram D.S. 
Published: April 2009

PurposeThis study aims to examine the relationship between service providers' communication style and customer satisfaction and how service criticality and nature moderate this relationship.Design/methodology/approachThe methodology included systematic sampling of consumers of professional services.FindingsAlthough a service provider's communication style significantly relates to customer satisfaction, the relationship is moderated by service criticality and service nature. To enhance customer satisfaction, communication characterized by high affiliation is more important in high‐ than in low‐critical situations. Low dominance in communication is more important in low‐critical situations, but the level of dominance is unimportant in high‐critical situations. On the other hand, high affiliation is more important for credence services, but the level of affiliation is unimportant for experience services. Low dominance is more important for experience services, and high dominance is more important for credence services.Research limitations/implicationsThe findings imply that service firm managers need to train their employees to consider the criticalness and the nature of the service being sold and then how to adjust their communication style accordingly. Because the research reported here focuses on professional services, future research needs to determine the effects of communication style on customer satisfaction for other types of services.Originality/valueIn conclusion, the findings generally support the theoretical orientations of the social interaction model and script theory in that there is a positive relationship between customers' satisfaction with service providers' communication style and with the service rendered. However, service criticality and the service nature need to be considered when deciding on the optimum service employee communication style.