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Article
Publication date: 7 August 2017

Jeen-Su Lim, William K. Darley and David Marion

The study aims to explore supply chain influence (SCI) on the linkages among market orientation, innovation capabilities and firm performance (FP), using the…

Abstract

Purpose

The study aims to explore supply chain influence (SCI) on the linkages among market orientation, innovation capabilities and firm performance (FP), using the resource-based view as a theoretical backdrop.

Design

Survey data from 182 top managers who are involved in strategy formulation and innovative direction of their companies was collected and analyzed using moderated multiple regression analysis.

Findings

Results revealed a moderating role of the SCI in that the proactive market orientation (PMO) and FP relationship is stronger when SCI is high, and innovation commercialization capability (ICC) and FP relationship is stronger when SCI is low.

Practical implications

Firms pursuing high PMO strategy must collaborate with supply chain function to achieve the full effect of PMO. Additionally, as supply chain is critical to meeting customers’ needs, these firms should allow supply chain to exert greater influence to enjoy the positive effects of PMO in addition to ensuring full integration into marketing strategy implementation. Also, firms with high ICC need to limit SCI to maximize the benefit of ICC on FP, just as innovation management needs to be cognizant of other functional areas.

Originality/value

The study investigates the potential moderating role of SCI on the relationships among market orientation, ICC and FP. The study fills a gap in the understanding of the nature and role of supply chain in the marketing–supply chain interaction, and the impact on FP.

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Abstract

Details

Tizard Learning Disability Review, vol. 2 no. 3
Type: Research Article
ISSN: 1359-5474

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Book part
Publication date: 11 August 2005

Gary D. Libecap

SESSION I: TECHNOLOGY TRANSFER

Abstract

SESSION I: TECHNOLOGY TRANSFER

Details

University Entrepreneurship and Technology Transfer
Type: Book
ISBN: 978-1-84950-359-4

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Book part
Publication date: 28 April 2005

Abstract

Details

Ethnographies of Law and Social Control
Type: Book
ISBN: 978-0-76231-128-6

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Article
Publication date: 1 January 1990

Ken Frazier

What could be a major advance in laser imaging has been developed at Sandia Laboratories in the USA.

Abstract

What could be a major advance in laser imaging has been developed at Sandia Laboratories in the USA.

Details

Sensor Review, vol. 10 no. 1
Type: Research Article
ISSN: 0260-2288

Content available
Article
Publication date: 1 June 2004

Abstract

Details

International Journal of Sustainability in Higher Education, vol. 5 no. 2
Type: Research Article
ISSN: 1467-6370

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Article
Publication date: 2 September 2014

Leah Hahn, Melissa Swierenga, Phil Millage, Adam Miller and Tim Streets

This paper aims to study K Bistro and its future in Marion, Indiana. K Bistro is a new restaurant that opened in the spring of 2012. The owner, Chef David Kay, has…

Abstract

Purpose

This paper aims to study K Bistro and its future in Marion, Indiana. K Bistro is a new restaurant that opened in the spring of 2012. The owner, Chef David Kay, has extensive culinary experience. Originally from Marion, Indiana, he has served as head chef for Marriott and Hilton hotels across the country.

Design/methodology/approach

Chef Kay recognized that there was a need for an upscale eatery in his hometown, and his passion for combining French cooking techniques with traditional Midwest cuisine has allowed him to introduce a new style of food to the area.

Findings

While Marion has several fast food restaurants, it is typical for families to drive to neighboring cities when they want a nice meal to celebrate a special occasion. Chef Kay hopes to change this trend by offering a more convenient option to the Marion community.

Originality/value

This is an original case study.

Details

Journal of Management History, vol. 20 no. 4
Type: Research Article
ISSN: 1751-1348

Keywords

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Book part
Publication date: 14 May 2003

Jonathan L Gifford

Abstract

Details

Flexible Urban Transportation
Type: Book
ISBN: 978-0-08-050656-2

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Article
Publication date: 1 February 2003

Forest R. David and Fred R. David

Analyses mission statements and defines them as “enduring statements of purpose” that distinguish one organization from other similar enterprises. Suggest that a…

Abstract

Analyses mission statements and defines them as “enduring statements of purpose” that distinguish one organization from other similar enterprises. Suggest that a well‐crafted mission statement can provide advantages or benefits to a company. States mission statements need to be longer than a phrase or sentence, but not a two‐page document, and not overly specific with regard to values, percentages, numbers, goals, or strategies. Concludes that better mission statements will give rewarding payoffs, meaning enhanced personal and business performance.

Details

Journal of Business Strategy, vol. 24 no. 1
Type: Research Article
ISSN: 0275-6668

Keywords

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Article
Publication date: 11 July 2016

Linden Dalecki

This paper aims to investigate how various sales personas interacted and played a role in the early growth of Ewing Kauffman’s Marion Laboratories in the 1950s.

Abstract

Purpose

This paper aims to investigate how various sales personas interacted and played a role in the early growth of Ewing Kauffman’s Marion Laboratories in the 1950s.

Design/methodology/approach

The approach taken is a variation of “retrodiagnosis” – wherein modern psychographic personas are used to profile historical actors. After reviewing trends in both the academic and trade literatures related to professional and entrepreneurial selling in complex environments, the foundational sales force at Marion Laboratories active in the 1950s was assessed using the five sales personas proposed in a 2011 Corporate Executive Board (CEB) study: namely, hard-workers, relationship-builders, lone-wolfs, reactive-problem-solvers and challengers.

Findings

Individual members of the foundational sales force at Marion Laboratories displayed a number of dominant persona and subdominant persona traits. The relative success and managerial challenges evidenced by individual members of Marion’s foundational sales force are consistent with the CEB sales persona performance patterns. Specifically, those with dominant challenger and lone-wolf personas were especially crucial in driving sales success – to the point that Marion rapidly rose to become the most notable sales force in the American pharmaceutical vertical.

Research limitations/implications

Given that only a single firm was investigated, along with the interpretive and qualitative nature of the study, the findings are not generalizable. Additional studies in a similar vein with similar findings would add further support to the current findings. Theoretical implications related to customer development and effectuation are touched on.

Practical implications

The investigation lends qualitative historical support to the CEB study. The question of optimal-sales-team-persona-mix is worth founder’s consideration.

Originality/value

This is the first study to use contemporary sales personas to investigate a historically significant entrepreneurial sales force.

Details

Journal of Research in Marketing and Entrepreneurship, vol. 18 no. 1
Type: Research Article
ISSN: 1471-5201

Keywords

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