European Business Review最新文献

{"title":"Salespeople’s sales performance skills in B2B of services firms – a cross-industrial study","authors":"Nils M. Høgevold, R. Rodríguez, G. Svensson, Carmen Otero-Neira","doi":"10.1108/ebr-03-2023-0089","DOIUrl":"https://doi.org/10.1108/ebr-03-2023-0089","url":null,"abstract":"\u0000Purpose\u0000This study aims to examine the role of salespeople’s skills in relative and absolute SP in business-to-business (B2B) settings of services firms. This conceptual logic reported in meta-analytical works, that salespeople’s skills relate directly to their sales performance (SP), is questioned.\u0000\u0000\u0000Design/methodology/approach\u0000his research relies on existing theory and previous studies on SP drivers and SP measures. The literature identifies a set of common denominators on the role of salespeople’s skills regarding their SP, all of which are tested in this study. Based on a deductive approach and questionnaire survey, 732 service firms in Norway were targeted. A total of 389 questionnaires were returned, generating a response rate of 53.1%.\u0000\u0000\u0000Findings\u0000A total of 10 out of 12 hypothesized relationships in the research model dealing with the relationship between SP drivers and SP turn out to be non-significant. The hypothesized relationship in the research model between relative and absolute SP is also supported.\u0000\u0000\u0000Research limitations/implications\u0000The results reported in this study, based on a large sample of service firms, empirically confirm that the direct effect is generally overestimated. Empirical evidence is provided that sheds additional light on the role of salespeople’s skills in relative and absolute SP in B2B settings of services firms.\u0000\u0000\u0000Practical implications\u0000This study offers meaningful and relevant insights into the monitoring of SP drivers to practitioners in B2B sales settings of services firms. Salespeople need to learn about gathering knowledge in training programs about each customer and their specific situation. Firms should strive to recruit salespeople who possess the appropriate skills, taking into consideration their customers and specific situations related to them, such as experiences from competitors. Salespeople may be organized around similar customers and similar customer situations, rather than geographical assignments.\u0000\u0000\u0000Originality/value\u0000Overall, this research contributes insights into the role played by salespeople’s skills in relative and absolute SP in B2B settings of services firms. In particular, the research contributes additional insights into the non-existent role of interpersonal presentation and communication skills, adaptiveness of sales approach and sales behavior skills and product/technology-related knowledge skills in salespeople’s relative and absolute SP in B2B settings of services firms.\u0000","PeriodicalId":47867,"journal":{"name":"European Business Review","volume":null,"pages":null},"PeriodicalIF":4.2,"publicationDate":"2023-08-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45115283","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Responding to the imprecisions of social enterprise identity: considering the role of participatory governance","authors":"Teresa Savall Morera, M. Solórzano-García, Carmen Guzmán","doi":"10.1108/ebr-04-2023-0099","DOIUrl":"https://doi.org/10.1108/ebr-04-2023-0099","url":null,"abstract":"\u0000Purpose\u0000This study aims to understand the importance of participatory governance in the identity of social enterprises (SEs). To this end, this paper provides a framework by means of the value co-creation process and by drawing from the service-dominant logic perspective and the stakeholder theory. An explanation is also provided regarding the opportunity to include fundamental issues in defining SE collective identity, such as those related to an organisation’s participatory nature of involving the stakeholders affected by its activities, the exercise of democratic decision-making and its autonomy from the state and market.\u0000\u0000\u0000Design/methodology/approach\u0000On the statistical exploitation of a large international data set, the authors approach the conceptualisation of SEs by providing an index to measure their social, economic and governance characteristics, thereby enabling these enterprises to be categorised into different groups.\u0000\u0000\u0000Findings\u0000This study found that the inclusion of the governance dimension in the research incorporates the greatest variability between the various models of SE, thereby justifying participatory governance as the raison d’être of the two fundamental schools in SE, namely, Anglo-Saxon and European.\u0000\u0000\u0000Practical implications\u0000This research offers a tool to policymakers to be used as a criterion of classification and hierarchical organisation for public procurement. It enables the various organisations to be ordered and takes social and cultural influence into consideration. This tool would be highly useful as a support of social entrepreneurship from the public environment, especially at the local level.\u0000\u0000\u0000Originality/value\u0000This study justifies the value of incorporating participatory governance as a distinctive dimension for the definition of categories of SEs. Furthermore, an index to craft taxonomies of SEs is developed based on social, economic and governance indicators, which provides a framework that facilitates the empirical research of the SE.\u0000","PeriodicalId":47867,"journal":{"name":"European Business Review","volume":null,"pages":null},"PeriodicalIF":4.2,"publicationDate":"2023-08-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46304154","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The reciprocal relationship between search engine optimization (SEO) success and brand equity (BE): an analysis of SMEs","authors":"Jun-Cheng Chen, Sylvain Sénéchal","doi":"10.1108/ebr-02-2023-0045","DOIUrl":"https://doi.org/10.1108/ebr-02-2023-0045","url":null,"abstract":"\u0000Purpose\u0000Search engine optimization (SEO) has long been a key topic in marketing research, but there are very few studies addressing SEO success and brand equity (BE). Thus, this study aims to investigate the interdependence of SEO success and BE, with a specific focus on small- and medium-sized enterprises (SMEs).\u0000\u0000\u0000Design/methodology/approach\u0000The study involved conducting interviews with SEO and digital marketing experts, followed by a comprehensive analysis of their responses to investigate the mutual association between BE and SEO. The analysis of the interview data was conducted using the grounded theory approach.\u0000\u0000\u0000Findings\u0000The placement of a brand on top of search engine results is perceived as an indication of its credibility by searchers. Well-established brands tend to have superior SEO performance due to the impact of search algorithms and their powerful brand recognition. Lesser-known brands should improve their SEO performance to enhance their BE.\u0000\u0000\u0000Practical implications\u0000This study makes a significant contribution to the understanding of the interdependence between SEO and BE. Specifically, this study provides SMEs with effective SEO strategies to enhance their BE in the future.\u0000\u0000\u0000Originality/value\u0000This study presents unprecedented findings on the reciprocal relationship between SEO success and BE. The study also highlights the potential risk for SMEs of falling into a negative spiral due to poor SEO performance and offers practical business solutions to address this issue.\u0000","PeriodicalId":47867,"journal":{"name":"European Business Review","volume":null,"pages":null},"PeriodicalIF":4.2,"publicationDate":"2023-07-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42059700","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Transformational leadership, job engagement, and championing behavior: assessing the mediating role of role clarity","authors":"Fatima Majid, Muhammad Mustafa Raziq, M. Memon, Adeel Tariq, J. Rice","doi":"10.1108/ebr-01-2023-0028","DOIUrl":"https://doi.org/10.1108/ebr-01-2023-0028","url":null,"abstract":"\u0000Purpose\u0000This paper aims to examine how role clarity mediates the effect of transformational leadership on job engagement and championing behavior in support of the conservation of resources theory.\u0000\u0000\u0000Design/methodology/approach\u0000The authors used a cross-sectional approach to collect data from managerial/nonmanagerial employees within the Pakistani hospitality industry via online and offline questionnaires. A total of 170 responses were used in the data analysis using partial least squares structural equation modeling to test the hypothesized relationships.\u0000\u0000\u0000Findings\u0000Findings show that transformational leadership directly predicts improved role clarity and job engagement. Moreover, role clarity leads to job engagement and championing behavior. Role clarity exhibits a partial mediation effect on job engagement and full mediation on championing behavior.\u0000\u0000\u0000Originality/value\u0000To bridge the gap in leadership literature, this research assesses the underlying effect of role clarity on the relationship between transformational leadership and its positive outcomes. It provides theoretical and managerial implications regarding the role of transformational leadership characteristics and outcomes.\u0000","PeriodicalId":47867,"journal":{"name":"European Business Review","volume":null,"pages":null},"PeriodicalIF":4.2,"publicationDate":"2023-07-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46438552","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Influence of managerial practices, productivity, and change management process on organizational innovation capability of small and medium businesses","authors":"Sheshadri Chatterjee, Ranjan Chaudhuri, D. Vrontis, A. Galati","doi":"10.1108/ebr-02-2023-0049","DOIUrl":"https://doi.org/10.1108/ebr-02-2023-0049","url":null,"abstract":"\u0000Purpose\u0000This paper aims to examine the influence of managerial practices, productivity and change management process (CMP) on organizational innovation capability of small and medium businesses. This study also investigates the moderating role of technological turbulence (TT) on organization capability.\u0000\u0000\u0000Design/methodology/approach\u0000A theoretical model was developed based on existing literature and theories. It was then validated using the partial least squares structural equation modeling technique to analyze 327 responses from small and medium businesses. Moderator analysis was conducted to investigate how TT moderates organizational innovation capability.\u0000\u0000\u0000Findings\u0000This study found that management practices have a significant and positive influence on the innovation capability of small and medium business. The study also found that both CMP and modern technology adoption are crucial toward improving their innovation capability. Finally, the study also demonstrated that TT has a significant impact on organizational innovation capability.\u0000\u0000\u0000Research limitations/implications\u0000This research study has proposed an effective theoretical model of the relationship between managerial practices and organizational innovation capability. The proposed model is effective in demonstrating to managers and leaders of small and medium businesses the importance of managerial practices, CMP and the adoption of modern technologies on organization innovation capability, which can help to develop new products.\u0000\u0000\u0000Originality/value\u0000This research is unique, as the proposed model is the first of its kind to establish the relationship between managerial practices of small and medium businesses with organizational innovation capability. No other extensive study has proposed such a model especially for these businesses. Also, the explanative power of the proposed model is 72%, which shows the effectiveness of the proposed model.\u0000","PeriodicalId":47867,"journal":{"name":"European Business Review","volume":null,"pages":null},"PeriodicalIF":4.2,"publicationDate":"2023-07-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41678736","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Hustle and influence: the dynamics of illicit small business and political connections","authors":"Maher Al Sayah, Charbel C. Salloum, Hajer Jarrar, Laura Salloum, Jean-François Verdié","doi":"10.1108/ebr-05-2023-0138","DOIUrl":"https://doi.org/10.1108/ebr-05-2023-0138","url":null,"abstract":"\u0000Purpose\u0000This study aims to explore the political dimension of social network theory and assess how these connections motivate entrepreneurial activity and enhance postentry stages. The authors take an individualistic approach to the topic of institutional deterioration by uncovering the potential opportunities it can create, as entrepreneurship often arises when a market opportunity is perceived.\u0000\u0000\u0000Design/methodology/approach\u0000This study used a quantitative approach, using a self-selection sampling method to target private entities that own electric generators (also known as “illicit SMEs”) who are providing electricity services to the community despite the deterioration of the public energy sector in Lebanon. Data was collected through a survey administered electronically to 230 illicit SMEs, using a judgmental sampling method to ensure representation from all Lebanese governorates. The collected data was analyzed using ordinal least squares regression models.\u0000\u0000\u0000Findings\u0000The findings indicate a significant relationship between institutional deterioration and the reinvestment rate of entrepreneurs, with the moderating effect of political connections suggesting that the impact of institutional deterioration is dependent on the strength of an entrepreneur’s political connections.\u0000\u0000\u0000Practical implications\u0000The research findings demonstrate the significant influence of social ties and political connections on entrepreneurial activities, particularly in the context of SMEs that are providing services “illegally”. These results shed light on the importance of considering the role of social and political factors in the success and sustainability of entrepreneurial ventures operating in challenging environments.\u0000\u0000\u0000Originality/value\u0000Entrepreneurial studies typically focus on free market platforms and supply-demand associations, assuming perfect government conditions. However, this study differs from previous research by highlighting the positive impact of social ties on entrepreneurial market access within a socially linked environment. The findings suggest the importance of considering social connections in entrepreneurial studies, particularly in challenging economic and political contexts.\u0000","PeriodicalId":47867,"journal":{"name":"European Business Review","volume":null,"pages":null},"PeriodicalIF":4.2,"publicationDate":"2023-07-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48283274","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Coworkers’ interpersonal justice and team citizenship behaviors: mediation of social exchange and identity and moderation of extraversion","authors":"Marc Ohana, F. Stinglhamber, Gaëtane Caesens","doi":"10.1108/ebr-08-2022-0155","DOIUrl":"https://doi.org/10.1108/ebr-08-2022-0155","url":null,"abstract":"\u0000Purpose\u0000The purpose of this study is to examine the effect of coworkers’ interpersonal justice (defined as the extent to which one is treated by coworkers with dignity, courtesy and respect) on team citizenship behaviors. More precisely, the authors first test the mediating role played by both team-member exchange and team identification in this relationship. Further, they examine the moderating role of extraversion in these two mediating mechanisms.\u0000\u0000\u0000Design/methodology/approach\u0000Based on 134 subordinate–supervisor dyads, the authors conducted moderated multiple mediation analysis.\u0000\u0000\u0000Findings\u0000The results of this study showed that, for highly extraverted employees, coworkers’ interpersonal justice positively influences team citizenship behaviors because of an exchange relationship of better quality among the team members. In contrast, for employees with low or medium levels of extraversion, the positive effect of coworkers’ interpersonal justice on team citizenship behaviors is explained by their higher identification with the team.\u0000\u0000\u0000Practical implications\u0000This paper holds important implications for management practice in teamwork environment. Given coworkers' interpersonal justice role in determining team citizenship behaviors, the findings of this study highlight the importance of establishing a work culture where each employee treats others fairly.\u0000\u0000\u0000Originality/value\u0000Overall, these findings indicate that, depending on the level of employees’ extraversion, mechanisms grounded in the social exchange and the social identity perspectives act as complementary mechanisms in the team-focused justice–citizenship behaviors relationship.\u0000","PeriodicalId":47867,"journal":{"name":"European Business Review","volume":null,"pages":null},"PeriodicalIF":4.2,"publicationDate":"2023-07-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48612512","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The art and science of scholarly writing: framing symmetry of specificity beyond IMRAD","authors":"D. Eriksson","doi":"10.1108/ebr-01-2023-0004","DOIUrl":"https://doi.org/10.1108/ebr-01-2023-0004","url":null,"abstract":"\u0000Purpose\u0000The purpose of this paper is to provide scholars with a robust, easy-to-follow structural model for crafting compelling academic publications. Recognizing the diversity of research methodologies and genres, the paper proposes the symmetry of specificity framework as a guide to maintaining coherence, depth and relevance across different sections of an academic paper.\u0000\u0000\u0000Design/methodology/approach\u0000This paper presents a theoretical framework – “symmetry of specificity” – through an iterative approach inspired by supervision and examination of theses, writing and reviewing research papers and editorial work. The framework builds upon the established IMRAD model and uses the concept of symmetry to explain the structural elements of academic publications. Its unique contribution lies in elucidating the two-dimensional funneling process that takes place within academic writing, and providing a nuanced understanding of how to maintain balance between different sections.\u0000\u0000\u0000Findings\u0000The symmetry of specificity framework introduces a novel perspective on academic writing, emphasizing the concept of “symmetry in specificity”. It shows how maintaining a balance in detail and focus across different sections of a research paper can significantly enhance its coherence and relevance. By elucidating the interaction between theory and data in research writing, it provides valuable insights into the nuances of crafting a compelling academic paper.\u0000\u0000\u0000Research limitations/implications\u0000While the proposed symmetry of specificity framework may not be universally applicable across all types of research, it provides a solid foundation for the development of alternate structures tailored to specific research paradigms. There is ample opportunity for future research to explore adaptations of this model for various types of academic writing, offering a fresh perspective on structuring academic publications and potentially sparking new discussions and innovations in this realm.\u0000\u0000\u0000Practical implications\u0000This framework can aid both novice and experienced scholars in structuring their research papers effectively. By offering a conceptual roadmap, it guides the writer through the complex process of academic writing, from crafting the methodology and analysis sections to articulating compelling conclusions. Thus, it serves as a useful tool in enhancing the quality and impact of research communication.\u0000\u0000\u0000Originality/value\u0000This paper presents a unique approach to structuring academic publications that goes beyond the conventional IMRAD model. By offering a theory-based structural model, it contributes to an underexplored area in academic writing and opens up new avenues for pedagogy and practice in research communication.\u0000","PeriodicalId":47867,"journal":{"name":"European Business Review","volume":null,"pages":null},"PeriodicalIF":4.2,"publicationDate":"2023-07-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41834233","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Mapping the two-way relationship between management practices and firm innovation: the mediating role of business environment, degree of competition, and energy policies","authors":"F. Rehman","doi":"10.1108/ebr-10-2022-0212","DOIUrl":"https://doi.org/10.1108/ebr-10-2022-0212","url":null,"abstract":"\u0000Purpose\u0000This study aims to evaluate the two-way relationship between management practices and firm innovation along with the dual mediation of business environment, degree of competition and energy policies in Greece, Italy, Turkey and Portugal.\u0000\u0000\u0000Design/methodology/approach\u0000The study has derived data from the World Bank Enterprise Survey 2019 for Greece, Italy, Turkey and Portugal and analyzed through partial least squares structural equation modelling (PLS-SEM) to find results.\u0000\u0000\u0000Findings\u0000The outcomes of PLS-SEM revealed that management practices and firm innovation have two-way positive significant relationship with each other in Greece, Italy, Turkey and Portugal. The results exposed that the management practices and firm innovation have two-way positive significant relationship with the business environment, degree of competition, and energy policies in Greece, Italy, Turkey and Portugal. The findings also clarified that the business environment, degree of competition and energy policies have dual mediating role between management practices and firm innovation in Greece, Turkey and Portugal. Surprisingly, business environment does not have dual mediation in Italy.\u0000\u0000\u0000Practical implications\u0000These useful insights would enable practitioners and direct policymakers to develop and apply more magnificent management practices to boost up innovation among firms.\u0000\u0000\u0000Originality/value\u0000Although the topics of management practices and innovation have received a great concern of academia, but this is the first study that offers a comprehensive model of the relationship in these domains.\u0000","PeriodicalId":47867,"journal":{"name":"European Business Review","volume":null,"pages":null},"PeriodicalIF":4.2,"publicationDate":"2023-06-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48768889","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"University-firm cooperation: how do small and medium-sized enterprises become involved with the university?","authors":"Rosivalda Pereira, Mário Franco","doi":"10.1108/ebr-12-2022-0265","DOIUrl":"https://doi.org/10.1108/ebr-12-2022-0265","url":null,"abstract":"\u0000Purpose\u0000This study aims to investigate how small- and medium-sized enterprises (SMEs) perceive the benefits and obstacles with university cooperation for themselves and regional development, setting out from the personal relations the parts have formed.\u0000\u0000\u0000Design/methodology/approach\u0000A quantitative approach was adopted, using a sample of 336 Brazilian SMEs that had undertaken some cooperation with universities in the past years.\u0000\u0000\u0000Findings\u0000From structural equation modelling, results show that interpersonal relations interfere in the type of cooperation formed, these being a catalyst in formalizing the cooperation. These relations also interfere in the perception of barriers and benefits of cooperation for the firm.\u0000\u0000\u0000Practical implications\u0000The results are clearer in the firm domain and less so in the region, implying that university-SME cooperation does not yet present clearly disseminated benefits so that firms can be more aware of the results. The barriers to cooperation seem to be overcome by interpersonal relations but also by the contracts established since they were more evident in the informal type of cooperation.\u0000\u0000\u0000Originality/value\u0000This study provides more empirical evidence about these relations in a context of low socio-economic development, a topic which is still under-explored in the field of university-firm cooperation.\u0000","PeriodicalId":47867,"journal":{"name":"European Business Review","volume":null,"pages":null},"PeriodicalIF":4.2,"publicationDate":"2023-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46122565","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}