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This paper aims to analyse the valuation of cultural products and explores what this process means for organizations involved in their production and marketing.

The authors develop the arguments using a number of mini-cases and industry examples.

The main thesis is that the meaningfulness and value ambiguity of cultural products shift the focus of valuation away from the products themselves towards how certain agents in the socio-cultural environment identify and certify these products. This paper discuss how valuation takes place via selection systems and how the nature of cultural products drives the dominance of one selection system over others.

Theories on value creation needs to take consideration of the critical role played by the selection system instead of just the firms that produce these products.

Organizations engaged in producing highly symbolic products need to manage selection systems and related industry dynamics to establish an enduring competitive advantage.

Value creation is a collective social efforts. Every member of the society can play a central role in this process. Better engaging various member of the society to enable them actively participate in the value creation process is what organizations today need to consider, instead of just treating individuals in the society as a “customer” who only passively consume. This research calls for the true empowerment of every member of the society to facilitate collective creativity and participation in the value creation endeavour that benefits the entire society as a whole.

It is the first paper that has created a conceptual link between the type of selection system and product categories. In other words, it takes existing literature on value creation and selection system one step further by creating the alignment or match between types of selection system and types of product categories. Therefore, it offers academics and practitioners a much detailed understanding on how value creation is conducted across different product categories.

Social media, especially social media-based influencer marketing, has become an important factor in consumer decision-making. Studies have recently begun investigating how influencers affect consumer behaviour. Despite the increasing interest, the purpose of this study is to examine influencers’ evaluation impact on consumer behaviour are scarce.

An online study undertook research to gain further understanding. Specifically, the study examines the following: firstly, the impact of consumers’ perceived influencer credibility (IC), using the source credibility model in respect of purchase intention, attitude towards advertising and product; secondly, the impact of the organizational behaviour concept psychological ownership (PO) on consumer behaviour by showing that the concept has significant positive effects on attitude towards the product and purchase intention like in prior research; thirdly, the perceived connection and relationship between the influencer and consumer to understand the relations.

The results show that perceived IC serves as a significant criterion, determining purchase intention, attitude towards advertising and product, while contributing an instrument for transferring convincing messages, which increase the perceived connection to the influencer and the PO feeling for a product and, thus, influence consumer behaviour positively.

Theories on source credibility and a connection to the PO concept allowed to develop a framework to assess the importance of IC and its influence on consumers’ perception of the products that influencers advertise to better understand the interactions in the influencer marketing context.

The dispute over the benefit of diversity on the transactive memory system (TMS) has attracted the attention with the development of global collaboration. This paper aims to discover how knowledge heterogeneity (KH), categorized as explicit and tacit KH, affects TMS and to test the mediation effect of innovation climate (IC).

Data from a 6-month field study of 207 research and development (R&D) members and 7 expertize observers were analyzed by partial least squares structure equation model. Robustness check and Barron and Kenny mediation test were used to evaluate the model and confirm the mediation effect.

Tacit KH of R&D team negatively influences the development of TMS. Furthermore, IC partially mediates tacit KHs’ negative influence on the development of TMS.

These results distinguish the different influence of explicit and tacit KH on TMS and explore the mediating role of IC that has been confirmed affecting the development of TMS.

These results could motivate practitioners to address more attention to tacit KH, IC and the development of TMS in the R&D team members composition.

This study contributes not only to elucidate the different influence of explicit and tacit KH on TMS but also to the appropriate members composition of R&D team by considering the relationships among KH, IC, TMS and innovation performance.

This paper aims to focus on how salespeople use emotions to build connections and facilitate value proposition co-creation (VPCC) in B2B complex services sales.

This paper uses video recordings of authentic B2B sales meetings in a two-part qualitative study.

This paper proposes a set of salesperson emotional behaviors that influence the co-creation of value propositions with customers. This paper uncovers five salesperson emotional behavior archetypes influencing VPCC.

This study advances the value proposition literature by linking salespeople’s emotional behaviors with micro-level activities in the collaborative crafting of value propositions. The unique methodology may encourage researchers to apply video recordings in future studies.

The study provides managerial guidelines for improved selling competence and sales team organization.

This study’s findings represent a new insight into the actual manifestations of salesperson emotional behaviors that are commonly discussed but rarely observed directly.

Existing studies relating to value management in developing countries reveals that the Nigerian construction industry is also facing the challenge of not fully adopting value management practice into construction, let alone other sectors of the system. The introduction gives the correlation between sustainability and value management as techniques vital to the development of construction in Nigeria. The relative importance of value management is said to give an overview of the new advantages the practice brings to parties involved in an identified project concerned with using value management. Requirements, challenges and behavioural elements pertaining to value management in the Nigerian construction industry summarize the concerns with the application of value management in the country. The conclusion gives a general summary of the elements highlighted throughout this research.

Problem specification is a key front-end step in the innovation process. This paper aims to introduce ‘purpose-context’ – a conceptual framework to systematically explore problem-specification across mapped contexts. The framework’s logic is operationalized by the inherent structure of language – its syntax/grammar, which enables the systematic exploration of problem-specification. The method showcases two approaches to structurally explore the vast textual databases available to us today for problem-specification in innovation science, thereby furthering the pursuit of innovation through its foundational elements.

The conceptualization of the purpose-context framework was guided by logic and the scholarship of integration applied to bodies of work including innovation, design and linguistics. Further, the key elements of the conceptual framework were unpacked and structured using the syntax of language. Two approaches to operationalize the method were developed to illustrate the systematicity of the process. The construct was then validated by using it to systematically specify problems in the technical context of Raman spectroscopy and in the socio-technical context of international development. Overall, this paper is a work of relational scholarship of integration that bridges academic-practitioner gaps.

The purpose-context framework is well-suited for application in the innovation process with applicability across several abstraction levels. One key contribution is the recognition that a broader problem-specification exercise covering one-one, one-many, many-one, many-many problem-context mappings expands the range of potential solutions (innovations) to address the problem-space. Additionally, the work finds that it is possible to provide structure to the cognitive elements of the innovation process by drawing inspiration from the structure inherent in other cognitive processes such as language (e.g., parts-of-speech, phrase composition). Drawing from language is particularly appropriate as language mediates communication in any collective pursuit of the innovation process and furthermore because a large amount of information exists in textual form. Finally, this paper finds that there is merit in approaching innovation science from its foundational elements – i.e. data, information and knowledge.

While the purpose-context framework is broadly applicable, the methodical approach to provide structure to the front-end cognitive process is ‘one’ fruitful approach. We suspect other approaches exist.

The purpose-context framework is simple in its framing yet provides innovators, scholars and thought leaders, the ability to specify the problem space with greater coverage and precision. Further, in the solution-space, it provides them the ability to choose the breadth of solution scope (e.g. targeted solution addressing a single problem, targeted solution addressing a set of problems, the combination of solutions addressing a single problem and combination of solutions addressing a combination of problems). In addition, by pairing the creative front-end innovation process with machine power, this study provides a formal method to scale-up the coverage of creativity (and potentially that of solutions to those problems) and reduces the chances of missed/blind-spots in problem-specification. Finally, evaluating purpose-contexts leads to ‘capability-contexts’ – a capability-oriented viewpoint informing capability development decisions such as the focus of R&D programs and related resource allocation decisions.

The paper uses logic to connect multiple bodies of research with a goal to provide systematicity to problem-specification – problem-specification, which is an under-addressed part of the innovation process. The use of data to systematically explore problem-space lends it systematicity (repeatability and measurability) and is therefore, valuable to innovation science. The proof-of-concept demonstrates the conversion of concept into a method for practical application.

In the light of the case and the accompanying case questions, the students should understand the theoretical underpinnings of the Blue ocean strategy. Application and critical evaluation of analytical frameworks associated with the blue ocean strategy. Role of political, socio-cultural and technological factors undermining the success of any endeavor aimed at bringing about innovation in education in Pakistan. The critical balance that social enterprises need to develop between their commercial and social impact goals.

Founded in early 2014, LearnOBots was a young social enterprise spearheaded by Shamyl Bin Mansoor and Faisal Laghari. The venture aimed to provide science, technology, engineering, and mathematics-based, tech supported experiential learning to young kids, which would eventually help improve the educational standards in the country. This case presents the complex dilemma of an enterprise, which achieved market traction to its novel business idea but soon faced changing competitive dynamics that posed a challenge to the uncontested blue ocean strategy that the venture attempted to create. The case is a rich description of the idiosyncrasies that an innovative startup faces in emerging markets context. It gives an insight on the balancing act that social enterprises need to achieve between their business goals and social impact aspirations.

This case is geared toward undergraduate students enrolled in courses of strategy and entrepreneurship.

Teaching Notes are available for educators only.

CSS 3: Entrepreneurship.

Little attention has been paid to restructuring existing massive amounts of literature data such that evidence-based meaningful inferences and networks be drawn therefrom. This paper aims to structure extant literature data into a network and demonstrate by graph visualization and manipulation tool “Gephi” how to obtain an evidence-based literature review.

The main objective of this paper is to propose a methodology to structure existing literature data into a network. This network is examined through certain graph theory metrics to uncover evidence-based research insights arising from existing huge amounts of literature data. From the list metrics, this study considers degree centrality, closeness centrality and betweenness centrality to comprehend the information available in the literature pool.

There is a significant amount of literature on any given research problem. Approaching this massive volume of literature data to find an appropriate research problem is a complicated process. The proposed methodology and metrics enable the extraction of appropriate and relevant information from huge quantities of literature data. The methodology is validated by three different scenarios of review questions, and results are reported.

The proposed methodology comprises of more manual hours to structure literature data.

This paper enables researchers in any domain to systematically extract and visualize meaningful and evidence-based insights from existing literature.

The procedure for converting literature data into a network representation is not documented in the existing literature. The paper lays down the procedure to structure literature data into a network.

Despite the fact that customer orientation is increasingly used as a strategic guideline to ensure companies’ long-term success, it is too often left at conceptual level without any managerial or executive translation. To address this practical gap, the purpose of the paper is to build an executive perspective on customer orientation through the mechanism of customer value dimensions.

An intensive case study from a successful retail service business is used to illustrate how customer orientation is applied in actual strategic decision making at the executive level. The case business is a multi-sector service business that took a strategic turn toward customer orientation in the 2000s. As a result, the company has been able to increase their market share to become the market leader as well as stay ahead of the competition and increase customer loyalty.

The study provides a practical tool of disentangling customer orientation into four customer value dimensions and linking them with appropriate executive level strategic decision making.

The study helps executives uncover the inner meaning of customer orientation, move beyond traditional conceptualization of customer orientation, and adopt customer value orientation. This necessitates not only understanding customer value criteria, but also linking the diverse criteria to executive level strategic decision making.

The study concretizes and uncovers how customer orientation can be implemented by incorporating both economic, functional, emotional, and symbolic customer value dimensions into executive level strategic decision making.

The purpose of this research is to examine the factors that affect brand satisfaction of a Muslim customer who is making purchases from selling outlets on social media.

The study used a new mechanism of sampling for research studies relating to social media which. Further, we used hierarchical regression to analyze the moderation effects of religiosity.

The authors’ findings suggest that religiosity has moderation effects on the relationship between halal social media and brand satisfaction of a Muslim customer and even higher moderation effects on relationship between customer engagement and brand satisfaction of a Muslim customer.

The respondents of this research are completely unknown as the data has been collected from google-docs link sharing arrangement.

This study identifies factors that need to be focused on winning the brand loyalty of a Muslim customer.

This study provides a new sampling methodology to be used for the purpose of studies related to social media, which has been labeled as “social-media disguised snow ball sampling”. Further, this study is one of the few studies in the area of “halal social media”.