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Book part
Publication date: 16 August 2014

Anne-Maria Holma

This study provides a comprehensive framework of adaptation in triadic business relationship settings in the service sector. The framework is based on the industrial network…

Abstract

This study provides a comprehensive framework of adaptation in triadic business relationship settings in the service sector. The framework is based on the industrial network approach (see, e.g., Axelsson & Easton, 1992; Håkansson & Snehota, 1995a). The study describes how adaptations initiate, how they progress, and what the outcomes of these adaptations are. Furthermore, the framework takes into account how adaptations spread in triadic relationship settings. The empirical context is corporate travel management, which is a chain of activities where an industrial enterprise, and its preferred travel agency and service supplier partners combine their resources. The scientific philosophy, on which the knowledge creation is based, is realist ontology. Epistemologically, the study relies on constructionist processes and interpretation. Case studies with in-depth interviews are the main source of data.

Details

Deep Knowledge of B2B Relationships within and Across Borders
Type: Book
ISBN: 978-1-78190-858-7

Keywords

Article
Publication date: 12 October 2023

Shahriar Akter, Mujahid Mohiuddin Babu, Tasnim M. Taufique Hossain, Bidit Lal Dey, Hongfei Liu and Pallavi Singh

The main purpose of this study is to fill the research gap on how B2B global service firms integrate dynamic capabilities within their omnichannel management to influence positive…

Abstract

Purpose

The main purpose of this study is to fill the research gap on how B2B global service firms integrate dynamic capabilities within their omnichannel management to influence positive word of mouth (WOM), customer engagement (CE) and customer equity.

Design/methodology/approach

Drawing on the dynamic capability and WOM theories, a model has been developed that defines the subjects of the empirical test. The paper reports on data collected from 312 service-oriented global firms in Australia, through a cross-sectional survey. Data were analyzed using structural equation modeling.

Findings

The findings suggest that content management (i.e. information consistency, source trustworthiness and endorsement) and concerns management (i.e. privacy, security and recovery) capabilities are the two significant antecedents of positive WOM within a B2B omnichannel setting in international marketing. The findings also confirm the key mediating role of CE between positive WOM and customer equity.

Originality/value

The findings extend dynamic capability theory in the context of international marketing by linking WOM, CE and customer equity. The findings add further theoretical rigor by establishing the nomological chain between positive WOM and customer equity, in which CE plays a key mediating role.

Details

International Marketing Review, vol. 41 no. 1
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 14 June 2019

Anastasios Hadjisolomou

The purpose of this paper is to revisit discussions on managerial work, seeking to re-examine the front-line service manager’s position within the service triangle, and bring…

Abstract

Purpose

The purpose of this paper is to revisit discussions on managerial work, seeking to re-examine the front-line service manager’s position within the service triangle, and bring forward questions of agency that remain under-developed by scholars. Challenging the assumed unitarist and “consensus” standing point in organizations it recognizes that front-line managers, similarly to their subordinates, resist corporate demands and unveils stories of “battles” and disengagement towards their role, providing a rich empirical agenda regarding managerial misbehaviour. In order to explore front-line managers’ agency issues, the paper adopts the framework of the dimensions of misbehaviour, as developed by Ackroyd and Thompson (1999), to capture and to better describe and understand the recalcitrant agential practices by front-line managers.

Design/methodology/approach

The paper calls on qualitative data from two case study organizations in the Cyprus food-retail sector. In total, 46 interviews took place with participants across different departments and different management levels. This aimed for a better and deeper understanding of the research problem through understanding of the different perspectives.

Findings

The evidence reveals the intensification of FLSMs’ work and their feelings of pressure. FLSMs, however, did not stay apathetic and have utilized tactics to oppose the increasing workload and the expansion of their role. The paper classifies these tactics using the four dimensions of misbehaviour (Ackroyd and Thompson, 1999), namely, appropriation of time; work, product and identity. It shows that FLSMs not only resist corporate demands, like their subordinates, but also devised practices which are similar to workers. The data also reveal a variety in actions of misbehaviour between FLSMs depending on the level of customer interaction and their mobility on the shop floor.

Research limitations/implications

Students of managerial work overlooked the political realities of management and the contested nature of (front-line service) management work. As this study has shown FLSMs across the shop floor strongly identify more with “front-line employees” than senior management, protecting their own interests within the employment relationship via oppositional actions and disengagement. FLSM is, of course, in an agency relationship with capital; however, this neglects the heterogeneity in interests at different levels of management. This paper shifts the focus of management research away from the traditional agency argument and discusses FLSMs as “misbehaving agents”. It challenges the assumed unitarist and “consensus” standing point for FLSMs in organizations and calls HRM scholars to embrace a pluralist analysis in line management research.

Practical implications

This research shows that FLSMs misbehave as an expression of discontent towards the expansion and intensification of their role. Yet, the data reveal variation in the organization of FLSMs’ work across the shop floor and consequently variation in their actions of misbehaviour. This suggests that it is erroneous to presume a similar labour process for these managers and/or over-generalize their battling actions. HR practitioners will need to re-examine the roles of FLSMs in organizations, recognize the variety of interests within management, step away from rhetoric discourses of unproblematic devolvement of HR and managerial tasks to the front-line and appropriately review, redesign and re-organize front-line managerial work.

Social implications

Although research has fruitfully located the powerlessness of front-line managers as a central theme in their analysis, the complexity of the front-line management position within the social relations of interactive service work and their “logic of action” within their labour process remains a relatively marginal theme in research. Indeed, FLSMs’ position within the triangle, where managerial work is subject to degradation and trilateral conflicting dynamics and their battles within their own labour process, still remains under-explored. This study addresses this research lacuna focusing on the FLSMs’ experiences on the front-end and their actions of misbehaviour within their labour process.

Originality/value

The paper brings forward questions of agency that remain under-developed by scholars and unveils “stories of battles”. It discusses FLSMs as “misbehaving agents” a question that is only superficially addressed in resistance and managerial studies. This paper challenges the embedded HRM unitarist assumption that FLSMs are conscientiously agents of the capital and reveals evidence suggesting the plurality of interests across management. HRM scholars, especially those discussed line managers as HRM partners, have overestimated FLSMs’ identification with senior management and the strategic goals of the organization. As this study has shown FLSMs across the shop floor strongly identify with “front-line employees”, protecting their own interests within the employment relationship via oppositional actions and disengagement.

Details

Employee Relations: The International Journal, vol. 41 no. 5
Type: Research Article
ISSN: 0142-5455

Keywords

Open Access
Article
Publication date: 4 February 2021

Yasin Sahhar, Raymond Loohuis and Jörg Henseler

The purpose of this study is to identify the practices used by service providers to manage the customer service experience (CSE) across multiple phases of the customer journey in…

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Abstract

Purpose

The purpose of this study is to identify the practices used by service providers to manage the customer service experience (CSE) across multiple phases of the customer journey in a business-to-business (B2B) setting.

Design/methodology/approach

This study comprises an ethnography that investigates in real time, from a dyadic perspective, and the CSE management practices at two service providers operating in knowledge-intensive service industries over a period of eight months. Analytically, the study concentrates on critical events that occurred in phases of the customer journey that in some way alter CSE, thus making it necessary for service providers to act to keep their customers satisfied.

Findings

The study uncovers four types of service provider practices that vary based on the mode of organization (ad hoc or regular) and the mode of engagement (reactive or proactive) and based on whether they restore or bolster CSE, including the recurrence of these practices in the customer journey. These practices are conveniently presented in a circumplex typology of CSE management across five phases in the customer journey.

Research limitations/implications

This paper advances the research in CSE management throughout the customer journey in the B2B context by showing that CSE management is dynamic, recurrent and multifaceted in the sense that it requires different modes of organization and engagement, notably during interaction with customers, in different phases of the customer journey.

Practical implications

The circumplex typology acts as a tool for service providers, helping them to redesign their CSE management practices in ongoing service and dialogical processes to keep their customers more engaged and satisfied.

Originality/value

This paper is the first to infuse a dyadic stance into the ongoing discussion of CSE management practices in B2B, in which studies to date have deployed only provider or customer perspectives. In proposing a microlevel view, the study identifies service providers' CSE management practices in multiple customer journey phases, especially when the situation becomes critical.

Details

Journal of Service Theory and Practice, vol. 31 no. 3
Type: Research Article
ISSN: 2055-6225

Keywords

Article
Publication date: 1 October 1993

For western companies pursuing, or considering pursuing competitive strategy through Keiretsus recent indications from Japan of problems between Keiretsu partners will provide…

Abstract

For western companies pursuing, or considering pursuing competitive strategy through Keiretsus recent indications from Japan of problems between Keiretsu partners will provide food for thought.

Details

Marketing Intelligence & Planning, vol. 11 no. 10
Type: Research Article
ISSN: 0263-4503

Article
Publication date: 1 March 1994

Eric Sandelands

This special “Anbar Abstracts” issue of the Marketing Intelligence & Planning is split into nine sections covering abstracts under the following headings: Business Strategy;…

7957

Abstract

This special “Anbar Abstracts” issue of the Marketing Intelligence & Planning is split into nine sections covering abstracts under the following headings: Business Strategy; Marketing Strategy; Customer Service; Sales Management; Promotion; Marketing Research/Customer Behaviour; Product Management; Logistics and Distribution; Sundry.

Details

Marketing Intelligence & Planning, vol. 12 no. 3
Type: Research Article
ISSN: 0263-4503

Article
Publication date: 1 August 1994

Eric Sandelands

This special “Anbar Abstracts” issue of the Marketing Intelligence & Planning is split into nine sections covering abstracts under the following headings: Business Strategy;…

Abstract

This special “Anbar Abstracts” issue of the Marketing Intelligence & Planning is split into nine sections covering abstracts under the following headings: Business Strategy; Marketing Strategy; Customer Service; Sales Management; Promotion; Marketing Research/Customer Behaviour; Product Management; Logistics and Distribution; Sundry.

Details

Marketing Intelligence & Planning, vol. 12 no. 8
Type: Research Article
ISSN: 0263-4503

Article
Publication date: 1 February 2018

Joy M. Field, Liana Victorino, Ryan W. Buell, Michael J. Dixon, Susan Meyer Goldstein, Larry J. Menor, Madeleine E. Pullman, Aleda V. Roth, Enrico Secchi and Jie J. Zhang

The purpose of this paper is to present exciting and innovative research questions in service operations that are aligned with eight key themes and related topics determined by…

5527

Abstract

Purpose

The purpose of this paper is to present exciting and innovative research questions in service operations that are aligned with eight key themes and related topics determined by the Journal of Service Management (JOSM) Service Operations Expert Research Panel. By offering a good number of such research questions, this paper provides a broad range of ideas to spur conceptual and empirical research related to service operations and encourage the continued creation of deep knowledge within the field, as well as collaborative research across disciplines that develops and incorporates insights from service operations.

Design/methodology/approach

Based on a Delphi study, described in the companion article, “Service Operations: What Have We Learned?,” the panel identified eight key research themes in service operations where leading-edge research is being done or has yet to be done (Victorino et al., 2018). In this paper, three or four topics within each theme are selected and multiple questions for each topic are proposed to guide research efforts. The topics and questions, while wide-ranging, are only representative of the many ongoing research opportunities related to service operations.

Findings

The field of service operations has many interesting research topics and questions that are largely unexplored. Furthermore, these research areas are not only increasingly integrative across multiple themes within operations but often transcend functional disciplines. This creates opportunities for ever more impactful research with a greater reach throughout the service system and suggests that service researchers, regardless of functional affiliation, can contribute to the ongoing conversation on the role of service operations in value creation.

Originality/value

Leveraging the collective knowledge of the JOSM Service Operations Expert Research Panel to expand on the research themes generated from the Delphi study, novel questions for future study are put forward. Recognizing that the number of potential research questions is virtually unlimited, summary questions by theme and topic are also provided. These questions represent a synopsis of the individual questions and can serve as a quick reference guide for researchers interested in pursuing new directions in conceptual and empirical research in service operations. This summary also serves as a framework to facilitate the formulation of additional research topics and questions.

Article
Publication date: 1 May 1994

Eric Sandelands

Many organizations are investing much time and effort in the management of quality. A few enlightened ones even have a vision to be the best. G. Howland Blackiston, thepresident…

2161

Abstract

Many organizations are investing much time and effort in the management of quality. A few enlightened ones even have a vision to be the best. G. Howland Blackiston, the president of the Juran Institute, noted recently that, “All around the world companies are waking up to ‘quality’. Everyone is touting quality. Many are attempting it. Some organizations have gotten enviable results by using the concepts of ‘managing for quality’ dramatically to lower their costs, increase their profits and become more competitive in an increasingly competitive market. For these winners, quality has become an integral part of their business strategy”.

Details

Management Decision, vol. 32 no. 5
Type: Research Article
ISSN: 0025-1747

Article
Publication date: 1 March 1995

Martin Fojt

This special “Anbar Abstracts” issue of the Marketing Intelligence & Planning is split into seven sections covering abstracts under the following headings: Marketing Strategy;…

12053

Abstract

This special “Anbar Abstracts” issue of the Marketing Intelligence & Planning is split into seven sections covering abstracts under the following headings: Marketing Strategy; Customer Service; Sales Management; Promotion; Marketing Research/Customer Behaviour; Product Management; Logistics and Distribution and Sundry.

Details

Marketing Intelligence & Planning, vol. 13 no. 3
Type: Research Article
ISSN: 0263-4503

1 – 10 of over 134000