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Social impact research remains in its infancy. The purpose of the paper is to build on Keeling and Marshall’s (2022) “Call for impact” paper and develop a comprehensive social impact pathway (SIP) framework. The aim is to encourage marketing researchers, non-profits and corporations to pursue impactful work that is valued, planned, monitored and evaluated.

The conceptual paper explores the complexities of estimating social impact drawing from a range of illustrative cases.

The paper identifies a lack of clarity in the understanding and application of impact and presents a pathway aimed at increasing focus on social impact across future work to deliver the net-positive changes that are needed to reverse biodiversity decline, climate change and social and health inequalities that continue to be persist and be experienced by so many planet wide.

This paper contributes a pathway forward to encourage and support increased utilisation of the framework in future marketing research.

Mapping and measuring SIPs are concerted efforts directing understanding towards identifying the activities that are contributing to the delivery of outputs that can achieve intended outcomes. The measurement of impact directs investment towards activities that ensure net-positive gains are achieved.

Ever growing social inequities, health disparities, loss of biodiversity and environmental degradation occur when practices are left unchecked. A focus on impact avoids greenwashing practices, ensuring that an understanding of what has changed because of the work is transparently reported.

This paper aims to encourage marketing researchers to engage in social change projects, rather than solely disseminating academic findings. Emphasising the importance of an outside-in approach, this paper highlights the necessity of showcasing accumulated outcomes to demonstrate impact.

Although trade volumes in e-retailing have increased significantly in recent years, logistics service failures are inevitable, especially at the delivery stage. Therefore, it is essential to provide customers with effective recovery strategies to increase their satisfaction and repurchase intentions. There is a lack of empirical evidence on whether the response time or the discount offered in compensation is more crucial for customers. Therefore, this study aims to determine whether the response time or the discount offered for high and low criticality failures has a greater impact on customer satisfaction levels and repurchase intentions for female and male customers.

A scenario-based experimental design method has been adopted to collect data, and 697 participants aged 18 and 58 years have been reached. The research utilized a between-subjects design, incorporating three factors: gender (female vs male), criticality (high vs low) and compensation (7 days: 10% discount, 10 days: 20% discount and 14 days: 30% discount). Six scenarios depicting the failure of an online retailer were created, and factorial univariate ANOVA was conducted to test the hypotheses.

The study's results show that in terms of customer satisfaction, female customers attach more importance to the response time in the case of high criticality and the amount of discount offered in the case of low criticality. On the other hand, male customers give more importance to the response time in terms of customer satisfaction when they experience a high or low criticality failure. In the case of low criticality, response time is more important for male customers to increase their repurchase intentions, while the amount of the discount is more important for female customers.

The study demonstrates the relative importance of the response time and discount amount according to the criticality level of failures and to guide business managers in terms of the recovery strategies they will implement. It focuses on gender differences and determine whether the response time or discount amount is more important for male and female customers in high or low-criticality situations.

This study aims to investigate whether and how public air environmental concern (PAEC) affects corporate environmental, social and governance (ESG) performance in emerging markets.

This study measured PAEC using the Baidu index search keyword “雾霾 (PM2.5)” and assessed its impact on corporate ESG among Chinese A-share listed companies from 2011 to 2020 through regression analysis.

The empirical results indicate a positive relationship between PAEC and corporate ESG. Moreover, PAEC facilitates enhanced corporate ESG performance by mediating through corporate reputation and government environmental regulations. Heterogeneity analysis shows that the promotion effect of PAEC on ESG is more pronounced in the subgroups of companies with an excellent green image, low perceived uncertainty, strong management political connections, low short-termism, high industry technological levels and low pollution levels.

The practical implications of this study underscore the importance for policymakers, investors and companies to prioritize PAEC and its influence on corporate ESG performance.

This study contributes to ESG literature by highlighting the positive impact of external oversight, such as PAEC.

After completion of the case study, students will be able to appreciate the challenges in managing a pharma sales team by learning the nuances of business hygiene, learn how new managers taking over a pharma sales team analyze data of a sales territory by balancing both quantitative and qualitative factors, evaluate the challenges of performance management of sales teams and balancing the expectations of various stakeholders, understand the approach of sales and effort hygiene – correlating data points that may not be directly connected but have a dependency and learn to forecast and build a business projection

Innov-Health’s dermatology (skin and hair) division in West Bengal, an Eastern state of India, recently hired Pradeep Vir as the area business manager. Innov-Health, a leading 100-year-old global healthcare player, was headquartered in the USA, with categories spanning oncology, immunology, neurosciences, metabolic, dermatology and pain management. Its brand Acnend, an acne cream, the only product in the division, was a market leader in India. Acnend required doctors’ prescriptions to be bought and was sold by pharmacies via distributors. In India, Acnend was doing well at the end of the first quarter (January–March) of 2022 in a highly competitive product category. Vir had just joined the West Bengal territory with four major cities, each with a district manager (DM). The position had been vacant for the past three months, but the DMs had done well in their sales performance for Quarter 1. All of them had achieved their targets, so Quarter 2, when he joined, started on a high note. But Salil Govind, the regional sales manager, his boss, was very concerned that a territory that had no manager had been consistently doing so well. He was concerned that the territory had far greater potential than the Quarter 1 projections had laid out. Govind now wanted Vir to re-work the Quarter 2 projections of West Bengal on priority since April had already begun. As Vir started working on the data, he was perplexed. While at a very obvious level, all four DMs were outperforming, there were gaps in varying degrees in the effort levels of each. The cumulative key performance indicators such as inventory, call average and doctor coverage and the data essentials for business hygiene[1] were worrisome and needed to be addressed. In addition, the doctor coverage, resulting in conversion, left a lot to be desired. However, he was conscious that he was new to the organization and would have to tread carefully. He wanted to do well. Vir got down to analyzing and taking action.

This case study is suitable for use in graduate-level management programs. It can be useful in courses such as sales management, marketing strategy and marketing analytics. The case study is also well suited to introducing students to the basics of sales, sales productivity, territory management, managing a team and business forecasting. The case study provides students a step-by-step understanding of business hygiene, and how just looking at overall sales numbers may not be conclusive, but a deep dive into effort and productivity is far more useful for forecasting.

Teaching notes are available for educators only.

CSS 8: Marketing.

This study builds on the panarchy theory by viewing the supply chain as a socio-ecological system and further expands it by considering the within-level linkages internal to the supply chain level. Three types of linkages are considered: the two cross-level linkages with the planetary and the political-economic levels and the supply chain within-level linkages. The research questions are addressed using the data gathered by the Carbon Disclosure Project within its Supply Chain Programme.

This work aims to study, applying the lens of panarchy theory, how the planetary and the political-economic levels affect the supply chain within-level linkages for sustainability. Furthermore, the difference in how these cross-level linkages influence focal firms and first-tier suppliers is explored.

The results show that considering the planetary-supply chain linkage, climate change risk exposure is likelier to foster within-level linkages with buyers than with suppliers. Further, climate change mitigation investments have different roles in the different tiers: focal firms are pushed to strengthen the linkages with their suppliers when they lose efficacy in improving their carbon performance, whereas first-tier suppliers exploit investments to gain legitimacy. Discussing the political-economic level effect, perceptions from first-tier suppliers could be two-fold: they could perceive a mandating power mechanism or exploit policymakers’ knowledge to advance their capabilities.

The results contribute to the sustainable supply chain management literature by providing empirical evidence of the cross-level linkages theorised by the panarchy theory. Moreover, the concept of within-level linkages is proposed to apply the theory in this field.

Multinational business deliver value via multiple sites with similar operational capacities. The age of the Fourth Industrial Revolution (4IR) delivers significant opportunities for the deployment of digital tools for business optimization. Therefore, this study aims to study the Industry 4.0 implementation for multinationals.

The key objective of this research is multi-site systems integration using a reproducible, modular and standardized “Cyber Physical System (CPS) as-a-Service”.

A best practice reference architecture is adopted to guide the design and delivery of a pioneering CPS multi-site deployment. The CPS deployed is a cloud-based platform adopted to enable all manufacturing areas within a multinational energy and petrochemical company. A methodology is developed to quantify the system environmental and sustainability benefits focusing on reduced carbon dioxide (CO₂) emissions and energy consumption. These results demonstrate the benefits of standardization, replication and digital enablement for multinational businesses.

The research illustrates the ability to design a single system, reproducible for multiple sites. This research also illustrates the beneficial impact of system reuse due to reduced environmental impact from lower CO₂ emissions and energy consumption. The paper assists organizations in deploying complex systems while addressing multinational systems implementation constraints and standardization.

Despite the government’s efforts to protect domestic industries from foreign competition through tariffs, the industrial sector’s contribution to GDP continued to decline in Nigeria. Based on the scenario, this study assessed the symmetric and asymmetric effects of tariffs on industrial performance in Nigeria for the period 1988–2021. Tariff was captured with a tariff rate applied to the weighted mean of all products, while industry value added as a percent of GDP was used as a proxy for industrial performance.

Linear and nonlinear ARDL techniques were used for the analysis.

The symmetric (linear ARDL) results revealed that tariffs have a significant positive effect on industrial performance in both the short and long term. The asymmetric (nonlinear ARDL) results showed that a long-term asymmetry exists between tariffs and industrial performance. It revealed positive effects on industrial performance for both positive and negative tariff changes, with the negative change having a greater impact.

Generally, the results showed that the use of tariffs to protect domestic industries in Nigeria promotes industrial performance. The implication is that the declining contribution of the industrial sector to GDP in Nigeria is not a result of the tariff policy. It shows that the government should look beyond tariff policy to enhance the industrial contribution to GDP.

Nigeria should exercise caution in using tariff policies to protect domestic industries to avoid retaliation from their trade partners that could reverse the positive impacts.

The Multi-Stakeholder Recommendation System learns consumer and producer preferences to make fair and balanced recommendations. Exclusive consumer-focused studies have improved the recommendation accuracy but lack in addressing producers' priorities for promoting their diverse items to target consumers, resulting in minimal utility gain for producers. These techniques also neglect latent and implicit stakeholders' preferences across item categories. Hence, this study proposes a personalized diversity-based optimized multi-stakeholder recommendation system by developing the deep learning-based diversity personalization model and establishing the trade-off relationship among stakeholders.

The proposed methodology develops the deep autoencoder-based diversity personalization model to investigate the producers' latent interest in diversity. Next, this work builds the personalized diversity-based objective function by evaluating the diversity distribution of producers' preferences in different item categories. Next, this work builds the multi-stakeholder, multi-objective evolutionary algorithm to establish the accuracy-diversity trade-off among stakeholders.

The experimental and evaluation results over the Movie Lens 100K and 1M datasets demonstrate that the proposed models achieve the minimum average improvement of 40.81 and 32.67% over producers' utility and maximum improvement of 7.74 and 9.75% over the consumers' utility and successfully deliver the trade-off recommendations.

The proposed algorithm for measuring and personalizing producers' diversity-based preferences improves producers' exposure and reach to various users. Additionally, the trade-off recommendation solution generated by the proposed model ensures a balanced enhancement in both consumer and producer utilities.

The purpose of the current article is to examine the effect of the inefficient allocation of academic individuals in the Israeli labor market in terms of mismatch between their fields of education and occupation – a phenomenon referred in the literature as “horizontal mismatch” and “job-field underemployment” – on their duration of unemployment, in the local labor market.

A sample size of 8,554 participants have taken part in the survey by the Central Bureau of Statistics: Undergraduate students at academic institutions in Israel in the academic year of 2010–2011, who were sampled again in the academic year of 2017–2018, to determine the nature of their integration into the labor market, and the quality of their career progress. The study’s methodology is statistical-correlational, and its data mainly based on the answers of the participants in the research tool (questionnaire). A T-test for independent samples (via SPSS) has proven the key results.

The average cumulative annual duration of unemployment, as of graduation with a bachelor’s degree, among the mismatched graduates, was found to be higher than the average cumulative annual duration of unemployment among the matched graduates.

The current study’s originality lays both in its large sample size (8,554), and in the repeatability element of its sampling (test-retest reliability). Also, its findings regarding the consequences of the nature of the match between the educational field and occupational field – on the quality of integration of academics in the Israeli labor market, are pioneers in this field.

The present study examines the interplay between age, marital status, alpha female status and various adaptive performance dimensions among a cohort of 380 female professionals.

This study adopts a positivist approach to collect and analyse the data, utilizing appropriate statistical techniques to explore the relationships between the variables of interest.

The study elucidates the significant role of alpha female status in predicting adaptive performance. It finds that alpha females possess distinct competencies, particularly in learning and training, indicative of proactive behaviour and self-efficacy. While older participants tend to demonstrate higher performance levels, the study reveals no significant correlation between age and alpha female status, suggesting that leadership traits may develop independently of age. Furthermore, marital status exerts a modest influence on adaptive performance. The interplay of age and marital status significantly affects adaptive performance, potentially due to the Cumulative Advantage Paradigm, which is the accumulation of advantages or disadvantages throughout an individual's life course.

This study contributes to the existing literature by providing a nuanced understanding of how demographic factors converge to influence adaptive performance in professional settings. It highlights the importance of recognising and nurturing alpha females in organizations and considering the interactions between age and marital status when designing career development programmes and support systems.