Purpose The experience of successful firms has proven that one the most important ways to promote co-learning and create networked innovations is proper application inter-organizational knowledge mechanisms. This study aims use a resource-action-performance framework open black box on relationship between networking capability innovation performance. research population embraces companies in Iranian automotive industry. Design/methodology/approach Due latent nature variables studied,...

Sales research has widely noted the growing importance of social media in contemporary B2B selling. Yet, scholars have that measurement issues represent a challenge for advancing study use selling, since is lacking on high-rigour measures provide insights into how salespersons are leveraging their work. Accordingly, this develops and validates activity-based selling based two empirical studies. We find support all three dimensions insight generation, connecting engagement. The findings also...

Purpose The purpose of this paper is to understand if and how the adoption an open innovation (OI) strategy, that acquiring externally developed knowledge, influences performance firms relationship moderated by recruitment highly educated employees implementation employee training activities. Design/methodology/approach authors conducted analysis based on results 2010-2012 Italian Innovation Survey considered only manufacturing firms. Accordingly, econometric was 2,836 firm-observations....

Sales education has evolved significantly due to trends such as sales transformation, hybrid sales, and the growing relevance of in complex digital markets. However, there is a lack comprehensive educational research that can propose curriculum designs based on most relevant competencies for industry help respond recent challenges competitive technological terms. This study adopts competence-based multi-stakeholder perspective investigate emerging selling implement design model sales. It...

Purpose This paper aims to explore the impact of salespeople’s goal orientation and self-regulatory mode on their performance through sales ambidexterity technology infusion (STI) using a ecosystem approach. Design/methodology/approach adopts qualitative methodology, in-depth interviews with salespeople from diverse range industries, age profiles contexts, narratives original meanings related orientation, mode, ambidexterity, STI performance. Findings Sceptics are who may fear or hesitate...

Purpose This study aimed to provide an exploratory analysis of digitalization processes in small professional service firms (SPSFs) by examining their main drivers and barriers impact on customer management practices, considering the intra-organizational, inter-organizational offering dimensions. Design/methodology/approach adopted a qualitative, inductive research methodology based in-depth interviews with 19 owners or consultants tax/accounting firms, focusing role internal external...

In the age of sustainability, fashion industry is very concerned about environmental and social issues; nevertheless, it considered not completely sustainable. This study investigated sustainable orientation complex under-investigated footwear industry. paper presents results an exploratory, case-based research highlighting internal external drivers that companies perceive as relevant in terms configuration their supply chain subsequent impact on business. The analyzed all stages to better...

Over the past five decades, several studies have shown that students’ reticence toward choosing a sales career has remained constant. Their lack of awareness and misconceptions regarding job are two reasons behind this negative perception “work readiness.” Using conceptual model on student intention to pursue career, study goals: (a) understand whether students recognize changes in salesperson’s role (b) investigate new understanding these any impact feelings perceptions selling as choice....

Purpose The COVID-19 pandemic has led to major sales strategy and process changes as many interactions migrated from face-to-face virtual environments. nature of the changed, firms, function salespeople created new processes excel in As evolve further, this paper aims focus on understanding enduring shifts processes. In addition, study seeks understand characteristics how they are distinct temporary shifts. Design/methodology/approach This qualitative analysis provides a comprehensive...

The fashion industry is commonly considered to be unsustainable, being responsible for several economic, social and environmental burdens in which companies their supply chains are involved. Scholars refer as a cross-sector, grouping active different highly competitive businesses, such clothing, accessories, eyewear, jewellery, textiles footwear. Among these, footwear still under investigated. Consequently, this study aims at exploring company's orientation towards sustainability, the way it...

Purpose The main objective of this study is to assess the applicability and robustness information motivation behavioural skills (IMB) model in determining dietary supplement usage pregnant breastfeeding women. More specifically, we examine indirect effects online social capital internet use for health on through self-efficacy moderating role educational attainment. Design/methodology/approach Data was collected from 415 Italian women using a self-administered questionnaire. Hypotheses were...

Purpose This paper aims to explore the challenges and opportunities faced by buying centers in small medium enterprises (SME) manufacturing companies view of recent technological changes virtualization communication. Design/methodology/approach study uses a qualitative approach with multiple case studies portray complex realities within SME context. The authors selected five Italian diverse characteristics, practices policies relevant stakeholders before reaching saturation issues explored....

This study aims to fill a gap in the literature of internet adoption and usage within micro enterprises (MEs) context. The research are twofold: a) investigate factors that influence MEs developed countries; b) characterise term tools adopted benchmark different typologies them. After thorough analysis literature, model is created. It consists two parts. In first part, four hypotheses order relevant (company size, geographical location, type industry, level internationalisation). second part...

Understanding how technology investments create business value is a research priority in today's technology-intensive world. Drawing on literature review as well qualitative study, this suggests that sales can support both: externally focused tasks towards managing customer relationships and internal administrative tasks. To unleash its real potential, should be designed to enable rather than being perceived cost cutting tool. Today organisations are forced constantly invent new ways of...

The fashion industry is commonly considered to be unsustainable, being responsible for several economic, social and environmental burdens in which companies their supply chains are involved. Scholars refer as a cross-sector, grouping active different highly competitive businesses, such clothing, accessories, eyewear, jewellery, textiles footwear. Among these, footwear still under investigated. Consequently, this study aims at exploring company's orientation towards sustainability, the way it...