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This paper aims to reveal the effect of organizational learning on market orientation, job satisfaction on market orientation, organizational learning on business innovation, job satisfaction on business innovation and market orientation on business innovation.

Research was designed to use quantitative approach to understand causal relationship of variables. partial least squares structural equation modeling (PLS-SEM) was used to facilitate this approach. Questionnaire was given to 46 dairy cattle milk cooperatives in East Java, Indonesia.

Research findings are explained as follows: both high organizational learning and high job satisfaction can produce high market orientation, organizational learning reduces business innovation, job satisfaction increases business innovation and market orientation reduces business innovation of dairy cattle milk cooperatives in East Java, but this reduction is not statistically significant.

This research has identified that business innovation is affected by job satisfaction, while market orientation is affected by organizational learning and job satisfaction. Next research shall be conducted on another business type or business group but in greater population.

It is expected that the results of this research will provide guidance for dairy cattle milk cooperatives in East Java concerning with how to improve market orientation and business innovation based on organizational learning and job satisfaction.

This research has determined factors that affect market orientation and examined its impact on business innovation after observing the aspects of organizational learning and job satisfaction.

The present paper reviews the research literature on trust in bargaining and mediation. Several models of trust within the bargaining process are also described. It is concluded that trust means different things, depending upon the relationship under investigation. Trust among negotiators can refer to a personality trail (how trusting a negotiator is of others) or to a temporary state. Within the state perspective, trust often refers to one of three orientations: (1) cooperative motivational orientation (MO), (2) patterns of predictable behavior, (3) a problem‐solving orientation. Trust between a negotiator and constituents usually refers to a cooperative MO (i.e., shared loyalty) between these two groups. The addition of a mediator can impact both the opposing negotiators' relationship and each negotiator‐constituent relationship; the mediator also has direct and indirect relationships with the parties and their constituents. Future directions for research on trust are identified.

The purpose of this paper is to explore how social value orientation and domain knowledge affect cooperation levels and transcription quality in crowdsourced manuscript transcription, and contribute to the recruitment of participants in such projects in practice.

The authors conducted a quasi-experiment using Transcribe-Sheng, which is a well-known crowdsourced manuscript transcription project in China, to investigate the influences of social value orientation and domain knowledge. The experiment lasted one month and involved 60 participants. ANOVA was used to test the research hypotheses. Moreover, inverviews and thematic analyses were conducted to analyze the qualitative data in order to provide additional insights.

The analysis confirmed that in crowdsourced manuscript transcription, social value orientation has a significant effect on participants’ cooperation level and transcription quality; domain knowledge has a significant effect on participants’ transcription quality, but not on their cooperation level. The results also reveal the interactive effect of social value orientation and domain knowledge on cooperation levels and quality of transcription. The analysis of the qualitative data illustrated the influences of social value orientation and domain knowledge on crowdsourced manuscript transcription in detail.

Researchers have paid little attention to the impacts of the psychological and cognitive factors on crowdsourced manuscript transcription. This study investigated the effect of social value orientation and the combined effect of social value orientation and domain knowledge in this context. The findings shed light on crowdsourcing transcription initiatives in the cultural heritage domain and can be used to facilitate participant selection in such projects.

This paper aims to examine how knowledge sharing behavior is influenced by three sets of dynamics: a rational calculus that weighs the costs and benefits of sharing; a dispositional preference that favors certain patterns of sharing outcomes; and a relational effect based on working relationships.

Concepts from social exchange theory, social value orientation, and leader‐member exchange theory are applied to analyze behavioral intentions to share knowledge. The study population consists of employees of a large pension fund in Canada. Participants answered a survey that used allocation games and situational vignettes to measure social value orientation, propensity to share knowledge, and perception of cost and benefit.

The results suggest that personal preferences about the distribution of sharing outcomes, individual perceptions about costs and benefits, and structural relationship with knowledge recipients, all affect knowledge sharing behavior significantly. Notably, it was found that propensity to share knowledge is positively related to perceived benefit to the recipient, thus suggesting that evaluation of cost and benefit in social exchange is not limited to self‐interest, but is also influenced by perceived recipient benefit. Moreover, it was found that the relationship with the sharing target (superior or colleague) also influenced sharing.

Most studies emphasize the organizational benefits of knowledge sharing. This study examines knowledge sharing from the perspective of the individual who approaches knowledge sharing as a social exchange that involves perceptions of costs and benefits, preferences about sharing outcomes, and relationship with the sharing target. The study also introduces innovative methods to measure social value orientation and propensity to share knowledge.

This study aims to present a model that can be used for predicting effective knowledge sharing behaviors in cross‐functional project teams.

Drawn from the extant literature, a coopetitive model of knowledge sharing is postulated. Data from 115 project managers are used to test the proposed model, using partial least squares (PLS).

The findings confirm the applicability and predictive power of the proposed model. Three dimensions of cross‐functional cooperation (cooperative task orientation, cooperative communication, and cooperative interpersonal relationships) were proved to directly drive effective knowledge sharing behaviors. The results show that competition affects effective knowledge sharing behaviors through influencing cooperative behaviors. In addition, this study shows that different dimensions of competition generate mixed impacts. Competition for tangible resources was found to positively affect cooperative communication of individuals, whereas competition for intangible resources (political competition) had negative impacts on cooperative communication and task orientations.

This study contributes to the extant literature by presenting a model that predicts effective knowledge sharing practices in cross‐functional projects. In addition, the results advance the current understanding of the concept and modeling of coopetitive knowledge sharing.

The proposed model of this study can be used by managers in order to facilitate problematic knowledge sharing processes within cross‐functional teams.

This study stands as one of the first attempts in providing a model that explains the forces behind effective knowledge sharing behaviors in cross‐functional teams. The model explores coopetition effect in a systematic way, which has not been previously studied.

The promotion of US exports has been a priority for the US Department of Commerce, with the aim of reducing the trade deficit. This, combined with the worldwide reduction in trade barriers, has opened up a number of foreign markets for US companies. A key element of export sales development is successful sales negotiations between US exporters and potential foreign buyers. This study examines sales negotiations between US exporters and foreign buyers from 47 different countries. A large‐scale model of the determinants of satisfaction in exporter‐importer sales negotiations is developed and tested. This model incorporates a series of antecedents (cultural divergence, contextual familiarity, goal compatibility, interdependence, trust, social orientation, cooperative orientation) and two major process variables (sense‐making and sense‐giving) which bring in a communications perspective. The effects of sense‐making and sense‐giving on flexibility and conflict and the impact of flexibility and conflict on satisfaction, the ultimate outcome variable, are also examined. The proposed model is tested with data gathered from 179 respondent US export/international sales managers. The fit was found to be excellent. Implications are provided for US export sales executives, along with a discussion of suggestions for future research.

This paper considers the progress that has been made during the past sixty years or so in the social psychological study of conflict. It begins with a brief description of the influence of the writings of Darwin, Marx, and Freud, of game theory, and of studies of cooperation and competition as they affected the study of conflict. The main body of the paper summarizes the research bearing upon five major questions that have been the major foci of inquiry in this area during the past twenty‐five years: (1) What conditions give rise to a constructive or destructive process of conflict resolution? (2) What circumstances, strategies, and tactics lead one party to do better than another in a conflict situation? (3) What determines the nature of the agreement between conflicting parties, if they are able to reach agreement? (4) How can third parties be used to prevent conflicts from becoming destructive? (5) How can people be educated to manage their conflicts more constructively?

This study aims to ascertain the extent to which a cooperative controlling a wine supply chain implements a performance measurement system (PMS) that monitors the effects of a circular economy (CE) strategy, developed through partnerships, on the economic and environmental sustainability of the value chain.

The study analyzes the characteristics of the closed-loop business model and uses the PMS to assess the contribution of CE partnerships to the sustainability of the value chain. The case study is based on interviews conducted on the cooperative's top management and supplemented with an analysis of external reports, related documents and direct observations.

The PMS was underpinned by enterprise resource planning (ERP), through which CE indicators control for the benefits generated on behalf of the cooperative and its CE partners.

Given the paucity of the studies that address the performance measurement of CE at the supply chain level and its relation to sustainability, this study sheds light on the role that PMS can play in tracking the contribution of CE partnerships to the sustainability of a wine value chain operating in agro-waste valorization. Furthermore, the performance measurement of the CE strategy contributes to an assessment of the responsible production of sustainable development goals at the supply chain level.

The aim of this paper is to examine the social responsibility orientation (SRO) gaps between the forest industry executives and societal members in the US Pacific Northwest.

Using mail survey responses to pre‐existing SRO scales, the two samples are grouped into distinct social orientation clusters and compared based on demographic and firm characteristic variables.

The forest industry executives were found to have a significantly lower SRO than societal members, indicating a more individualistic social orientation. Demographic analyses suggested that individualistic beliefs were more prominent in males and rural residents among general society respondents. However, SRO among business executives showed no significant differences based on demographics or firm characteristics.

The research was conducted within a specific region of the USA and as such these findings may not be generalized to other regions. The paper argues that one's SRO may have an impact on one's corporate social responsibility orientation; however, this remains an area that must be empirically investigated, both within and beyond the geographic and industrial context presented here.

Previous research has shown that executives with more egalitarian orientations can be more successful and inclusive problem‐solvers and negotiators. As businesses continue to face the challenge of balancing multiple stakeholders' demands, an understanding of gaps in SRO between business executives and general society provides a preliminary basis for companies to understand their misalignment with societal values and to find appropriate ways to narrow these gaps, wherever feasible.

The study represents the first region‐specific assessment of SRO. Additionally, the originality of the study lies in examining the SRO gap between industry executives and general society. Results prompt discussion surrounding the influence of social responsibility orientation gaps on an executive's ability to balance the demands of the firm and stakeholders.

Creating a new product or service promotes the status quo changes, seeking economic value and solving customer's urgent problems. Entrepreneurs play an important role in this changing process through start-ups and small and medium enterprises (SMEs), considered one of the leading forces driving an economy’s innovative and competitive power. However, despite the importance of entrepreneurs, public policies to foster entrepreneurship ecosystems could be ineffective in emerging countries. Therefore, action research proposes the qualification of entrepreneurs for the structuring of new businesses through remote orientation, connecting the country's main economic centers to emerging areas.

The study is qualitative research comprising two phases. The first phase consisted of four-month action research, connecting two researchers and three groups of specialists (from Sao Paulo), with three groups of entrepreneurs (located in Manaus in the Amazon region), through a remote orientation in entrepreneurship, lean start-up, lean product and process development (LPPD). The second phase, conducted by a third researcher, regards a case study grounded on interviews and data collection with the entrepreneurs to capture the outcomes of the remote orientation process.

The remote orientation helped shorten the geographical distance of Amazonas to approach the integration of business, research and knowledge exchange of such distinct areas in the same country. If a remote orientation program was established as public policy, it could enact subsequent cycles of the lean start-up model. Furthermore, the remote orientation could be an alternative to compose the training subsystem in the entrepreneurship ecosystem proposed by Isenberg (2011). On the other hand, a remote orientation could fail to shorten the distance of human values and beliefs, which cannot be neglected when facing a rich territory like the Amazon.

Because of the chosen research approach, a qualitative and exploratory study based on a combination of action research, interviews and case studies, the results may lack generalizability. However, further studies can replicate the remote orientation process conducted in the region of Manaus – Amazon, to obtain distinct results regarding the advantages, disadvantages and effectiveness of remote orientation as entrepreneurship ecosystem’s human capital dimension development.

The outcomes of this research have the potential to start discussions regarding the adoption of remote orientation as a public policy to develop entrepreneurship skills in emerging regions, not only in Brazil but worldwide. The Brazilian case could be a relevant benchmark due to the large territory and economic and social disparities impacting education and entrepreneurship.

Through start-ups and SMEs, entrepreneurship has innovation potential and is the most solid way to bring economic development. For emerging countries, it can be real game-changer in the economic order. The development of entrepreneurship skills through this remote orientation experience can help reduce the economic and social gaps in countries with relevant disparities like Brazil and other emerging countries.

This paper fulfills an identified need to “move the needle of entrepreneurship in the right direction” (Isenberg, 2010) by creating local solutions for global challenges. Policymakers and leaders need to continue the experiment and learn how to improve the entrepreneurship ecosystem. In this sense, the action research approach, combined with the remote orientation, proposes an alternative to promote changes in how human capital dimension can be developed in this challenging ecosystem.