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Enterprise social networks (ESN) that enable faster communications and knowledge sharing at work are an integral part of many workplaces. Although the affordances potency and actualization constructs identify work context as important, few studies to date have teased out how the interactions between ESN’s affordances, users’ goals and the work context drive affordances actualization.

This research is a case study of a technology multinational that made the ESN Chatter mandatory for all internal communications. We conducted a thematic analysis of 40 h of non-participatory observation, 15 in-depth interviews and eight informal conversations with employees.

There was considerable variation in how employees across different functional roles perceived affordances’ potencies, leading to differences in the nature and intensity of actualization: while sales and project managers embraced Chatter, technical support participants mostly resisted it; visibility was the central affordance for sales and human resources, but persistence was more important for project managers and association for technical support and billing. An organizational culture of accountability, urgency and efficiency interacted with Chatter’s affordances in a mutually reinforcing way, strengthening accountability and accelerating processes. Collaboration was enhanced but in a mostly coercive way. While sales participants' motivation was boosted, the mandated use of Chatter rendered tasks not inputted in Chatter invisible and created antagonism between departments.

Practitioners should not underestimate the influence of different work contexts and employees' goals when implementing an ESN. Since employees are concerned with managing their workload and how others perceive them, they may resist ESNs that they perceive as creating additional work and they may attempt to manage impressions at the expense of the work climate. Organizations looking to implement an ESN as their main communication tool would greatly benefit from establishing training programs and clear guidelines on positive communication practices across functional roles such as sales and technical support, and between peers.

Our study is one of the first to shed light on the role of the work context, i.e. functional role and organizational culture, in explaining the intensity and specificity of affordance actualization across an organization.

The purpose of this paper is to investigate the factors influencing the development of social media marketing strategy in an international context. We specifically look at the potential drivers and barriers throughout the social media marketing strategy development process and how cultural differences shape social media marketing strategy decision-making among firms in international markets.

The study is conducted with an inductive research approach involving in-depth interviews with 32 firms from Finland, China and Brazil. Using inductive data analysis, we identify both internal and external factors that drive and hinder the development of firms’ social media marketing strategies. Moreover, we explore the essential elements in social media marketing strategy development based on the key practices observed among these firms, which enables us to conduct a comparative analysis of how cultural values influence the development of social media marketing strategies.

Our findings underscore the importance of both internal (i.e. resources and capabilities) and external (i.e. market-level and country-level) factors that influence the development of social media marketing strategy. Our analysis also unveiled four key practices throughout the social media marketing strategy development process: social selling, content marketing, risk management and relationship management. Additionally, we identified three distinct mindsets regarding firms’ social media selling objectives across companies in the three countries.

The comparative approach provides novel insight into firms' international social media marketing strategy. Our proposed conceptual model shows the development process of social media marketing strategy in the international context. The research propositions highlight the role of cultural values and open up new avenues for future research.

Although organizations are investing heavily in digital transformation (DT) of the sales function, implementation and exploitation at the sales force level are ongoing challenges. As sales managers serve as conduits of influence between top management and the sales force, the success of strategic initiatives, such as DT, hinges heavily on leveraging their influence to promote change adoption at the sales force level. Accordingly, this research is guided by the research question: how can sales organizations secure the buy-in of sales managers and induce their championing behaviors directed toward the sales force?. The purpose of this paper is to investigate how organizational and psychological resources influence sales managers' DT change champion through their change readiness.

Construing DT in sales as an organizational change that creates contextual job demands, the theoretical framework offers several hypotheses linking organizational and personal resources with sales managers’ change readiness and championing behaviors. The perceived impact of change is included as a moderating variable. Using data from a sample of 176 business-to-business sales managers, the hypotheses are tested using partial least squares structural equation modeling.

The authors demonstrate that two change-related organizational resources (change communication and change mobilization) and a personal psychological resource (psychological capital) facilitate sales managers’ emotional and cognitive change readiness, which, in turn, enhances their championing behaviors toward DT initiatives. Further, the authors find that perceived change impact augments the effects of organizational and psychological resources on change readiness, thus highlighting the importance of effective positioning of the outcomes of change.

This study provides practitioners with actionable guidance on securing the buy-in of sales managers for change initiatives such as DT. Specifically, communication and mobilization are critical inducements. Managers who score high on psychological capital can be targeted as change agents. Further, the impact of change needs to be framed positively, as the resultant perceptions magnify the effects of organizational resources.

While prior research has examined salespeople’s response to change, very little is known about the antecedents of change readiness and championing behavior among sales managers. Based on the results, the authors identify theoretical and managerial implications as well as future research directions.

This paper aims to examine the management controls that support (and fail to support) a craft brewery’s servitization journey from start-up, through growth, to maturity. It enriches our understanding of how management controls can facilitate the discovery of a service-identity that provides the foundation for servitization.

Drawing on in-depth interviews, fieldwork and secondary data analyses, this paper reports on a longitudinal case study of a craft brewery. The authors trace the case company’s servitization journey using a service-dominant logic theoretical perspective. This perspective focuses us on how the value of a product is cocreated with customers, rather than being created by the firm and then distributed.

The study found that many management controls emerged at the craft brewery from start-up to maturity. Some management controls supported a goods logic, while others supported a service logic. The findings highlight how people and cultural controls in particular enabled the company to move toward a service logic focused on servitization. These management controls informed the evolution of offerings, structure reconfiguration and resources at the craft brewery necessary to support servitization.

Studying a craft brewery contributes an alternative type of manufacturing context and shows how service-identity features such as craftiness, collectiveness, neolocalism and innovation affect a company’s servitization journey.

This study aims to examine the impact of culture on earnings management after changing to International Financial Reporting Standards (IFRS).

The study’s sample selection comprises all publicly listed firms in 25 countries between 2000 and 2017 from DataStream database with cultural dimensions ratings from Hofstede et al. (2010). The initial sample contained 2,451 firms.

This study provides evidence that the interaction between national culture and IFRS adoption remains influential in explaining differences in the magnitude of earnings management behavior across countries.

This study higlights how IFRS and the cultural values interact with each other and affect earnings quality. In particular, the authors provide evidence on the relationship between individualism, uncertainty avoidance, power distance and masculinity of national culture and earnings management and, primarily, find that national culture significantly influences the decisions of managers after adopting IFRS.

It is important for an exporting manufacturer to motivate its foreign channel partners to sell and promote its products. An excellent way to motivate such foreign channel partners is to give them exclusive territories. Unfortunately, there is a lack of knowledge regarding the determinants of territorial exclusivity. This study aims to investigate the relationship between organizational culture and territorial exclusivity and the moderating role of firm size in this relationship.

Survey data were collected from manufacturing small and medium-sized enterprises (SMEs) in Japan. To test the hypotheses, a regression analysis was conducted using the ordinary least squares technique.

Empirical evidence shows that the cultural values of collectivism and uncertainty avoidance influence territorial exclusivity; collectivist exporters are likely to use territorial exclusivity, whereas exporters with high uncertainty avoidance are not likely to use it. Furthermore, the larger the firm size, the smaller the impact of cultural values on territorial exclusivity; this suggests that large SMEs do not rely on their organizational culture to make decisions about exclusive territories.

The export marketing literature emphasizes the advantages of exclusive territories. By contrast, the channel management literature suggests that exclusive territories also have disadvantages. As exclusive territories have both advantages and disadvantages, it is crucial to answer the following question: What kinds of exporting manufacturers grant exclusive territories to their foreign channel partners? By addressing this question, this study contributes to a better understanding of export channel strategy.

This paper analyses the role of intellectual capital (IC) as a factor of the financial performance of entrepreneurial firms, which are recognized as the main drivers of economic growth and employment.

The sample consists of 188 business owners from Serbia. The primary data are collected using the questionnaire, while the secondary data come from the annual financial statements of their companies. The elements of IC as independent variables are grouped into three components: human, structural and relational capital; sales revenue and operating profit CAGR (5y) are used as dependent variables, while company size and industry type are used as control variables. Statistical analysis involves factor and regression analyses.

The results reveal that IC components contribute to the long-term financial performance of entrepreneurial firms. Specifically, the following elements have positive effects on financial performance: knowledge of the entrepreneur, process improvement and organisational culture. On the other hand, entrepreneurs’ social skills and tenacity were found to have a negative impact on revenue and operating profit growth, while support from informal networks had a negative effect on the growth of sales revenue.

This study aims to fill a gap in the literature on the impact of IC on the financial performance of entrepreneurial firms.

The rapidly changing international business landscape, driven by dynamic factors such as technology, emerging markets, and unpredictable crises, demands that organizations innovate to survive while gaining and sustaining competitive advantages. Culture, an intricate multilevel construct, presents challenges for transnational enterprises and international business as a key “soft” element of organizational strategy.

This paper employs a triangulated method combining a systematic literature search, machine learning, and qualitative thematic content analysis to explore the relationship between culture and innovation within the context of international business. The analysis involved scrutinizing 697 journal articles indexed in the Web of Science database.

Using k-means, which is an unsupervised machine-learning tool in Python, and hypertext preprocessor language scripting, we identified seven topic clusters and 94 keywords. Qualitative thematic content analysis facilitated the recognition of prevailing patterns in researchers' conceptualizations of the interplay between innovation and culture. We identified influential relationships between cultural configurations and innovation.

Our analysis contributes to developing a comprehensive research field map encompassing international business, innovation, and culture.

This study significantly enhances our knowledge of culture and international innovation. Future research that recognizes culture as a dynamic configuration at multiple levels (e.g. national, organizational, professional, and individual) and employs more comprehensive measures of innovation and culture could substantially advance our understanding of the intersection of culture and innovation in international business.

This study aims to investigate the influences on the digitalization of management control and the effects of this digitalization on management control tasks performed, management control instruments used and the organization of management control.

This empirical analysis is based on a survey of 189 management accountants and managers responsible for management control in Germany, Austria and Switzerland. Logistic regression analyses were used to test the investigated effects.

This study finds that digital competencies, standardization of processes and data management contribute to the digitalization of management control. This study further finds that digitalization significantly increases the coverage of strategic and operational management control tasks and the use of operational management control instruments but not of strategic instruments.

This study investigates the influence of digitalization in management control on strategic and operational management control tasks, instruments and organizations. In contrast, prior research has focused on single aspects of management control or analyzed the impact on the entire company. This is also the first study, to the best of the authors’ knowledge, to systematically identify potential influences on the digitalization of management control and analyze them empirically.

This study aims to explore how coworkers leverage epistemic objects and guanxi (a Chinese term defining relationships based on mutual dependence) network to promote knowledge integration of “who knows what” in the development of sustainable innovation.

This study used a mixed-methods research approach, including quantitative questionnaires, social network analyses and a qualitative ethnography, all of which were collected from a large enterprise in China.

Epistemic objects can promote knowledge integration of “who knows what” among coworkers during their innovation development process. In addition, structural holes in a coworker network will impede knowledge integration of “who knows what,” but guanxi can turn this impeding effect into a facilitating effect.

First, the focus on the role of epistemic objects in eliciting knowledge generates implications for creating employee identity and coordinating knowledge heterogeneity. Second, by demonstrating how epistemic objects trigger both affective and cognitive trust to promote knowledge integration of “who knows what,” the authors complement existing studies of knowledge management (KM). Third, by presenting how coworkers fill their structural holes in their collaborative innovation, the study reveals the nature of connecting the appropriate resources with the appropriate needs, which generates implications for social capital integration and innovation enhancement. Fourth, by showing how “structural hole controllers” become “structural hole fillers” under different conditions, the authors recognize the different ways in which brokers leverage their structural holes and highlight the unique role of Chinese guanxi culture in triggering a structural hole filling behavior, thereby contributing to the literature of structural hole theory and culture management. Fifth, by creating a full picture of how coworkers strategically leverage their knowledge of “who knows what” in the development of sustainable innovation, the authors identify the influential factor that stimulates innovation, adding to the literature on the interaction between KM and innovation. Sixth, the emphasis on the independent role of epistemic objects produces an implication for the interplay between object-control and human-control in innovation work.

This study supports organizational leaders to make optimal decisions in their innovation development process by suggesting them to invest in developing an integrated knowledge of “who knows what.” To achieve it, the authors suggest managers make good use of non-human artifacts to gain the identification with the knowledge of not only themselves but also the whole team, and award the “integrator” an honor for filling structural holes that may trigger the creation of more structural hole fillers. Furthermore, the focus on the independent role of epistemic objects as knowledge elicitors and trust triggers in innovation work generates another practical implication for managers to rethink the controlling role of objects and humans in the organization and modify their managerial practices accordingly.

By exploring how coworkers leverage epistemic objects and guanxi network to promote knowledge integration of “who knows what” in the development of sustainable innovation, this study reveals the role of object-control and human-control in facilitating knowledge practices for stimulating innovation, thereby contributing to the literature of KM and innovation.