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Article
Publication date: 29 November 2018

Feng Hsu Liu, Lu Jui Chen and Hung Tai Tsou

The purpose of this paper is to investigate the effects of original equipment manufacturing suppliers’ local network embeddedness on buyers’ relative attention and joint…

Abstract

Purpose

The purpose of this paper is to investigate the effects of original equipment manufacturing suppliers’ local network embeddedness on buyers’ relative attention and joint innovation through service innovation competence.

Design/methodology/approach

A structural equation model was analyzed using AMOS 21 with data derived from 165 buyers in the Taiwanese electronics industry.

Findings

From the buyer perspective, suppliers with embedded network relationships in emerging markets are perceived to be service oriented and to have relative attention and joint innovation that are attractive to buyers. In addition, the findings of empirical testing conducted in this study suggest that perceived exploitative and explorative service innovation competence partially mediate the relationship between perceived network embeddedness and relative attention, while explorative service innovation competence partially mediates the influence of perceived network embeddedness on buyers’ joint innovation.

Originality/value

This study innovatively employed a buyer perspective to examine the servitization of manufacturing suppliers and the effects of this on the buyer–supplier relationship, providing new insights into the role of service innovation competence as well as important theoretical and managerial implications.

Details

International Marketing Review, vol. 36 no. 3
Type: Research Article
ISSN: 0265-1335

Keywords

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Article
Publication date: 5 October 2018

Feng-Hsu Liu and Lu-Jui Chen

Original equipment manufacturing (OEM) suppliers must identify and communicate competences to ensure that they are successfully translated into competitive advantages…

Abstract

Purpose

Original equipment manufacturing (OEM) suppliers must identify and communicate competences to ensure that they are successfully translated into competitive advantages. This study aims to explore the competence-based marketing capabilities of suppliers based on competence-based marketing view. It integrates resource-based theory and resource dependence theory to conduct a detailed evaluation of the impact of competence-based marketing capabilities on collaboration development, which is classified as either exploitative or explorative collaboration between buyers and suppliers.

Design/methodology/approach

The partial least squares method was used to analyse and find direct support for the authors’ hypotheses based on cross-sectional data from a sample of 116 Taiwanese OEM suppliers.

Findings

The results find no support as recent arguments that the marketing of competence would directly affect collaborative relationships in a buyer–supplier relationship. The two mediating roles of relative attention from buyers and relationship learning with buyers were confirmed. The empirical findings indicated that relative attention from buyers partially mediates the relationship between competence-based marketing capabilities and exploitative collaboration development, while relationship learning completely mediates the relationship between competence-based marketing capabilities and two-pronged collaboration development.

Originality/value

This study provides a thorough examination of competence-based marketing capabilities, which have attracted substantial attention from business scholars but empirical research investigating and discussing how suppliers develop new collaborations with buyers is lacking.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 8 May 2018

Feng-Hsu Liu and Tseng-Lung Huang

While service innovation is an important issue for manufacturers, relatively little research lends empirical support to the perspective that service innovation enhanced by…

Abstract

Purpose

While service innovation is an important issue for manufacturers, relatively little research lends empirical support to the perspective that service innovation enhanced by collaborative competence may impact the competitive advantage of original equipment manufacturing (OEM) suppliers. This study aims to advance a service-dominant logic by empirically investigating the linkage between collaborative competence, service innovation and competitive advantage for OEM suppliers.

Design/methodology/approach

Surveys were completed by representatives of 142 Taiwanese OEM suppliers in the electronics industry.

Findings

The results of path analysis suggest that information competence and coordination competence have positive effects on both exploitative service innovation and explorative service innovation. There only appears to be a significant relationship between joint innovation competence and explorative service innovation. Furthermore, two-pronged service innovations contribute to a supplier’s internal and external competitive advantage.

Originality/value

The empirical findings have important research and practical implications that help elucidate the antecedents and outcomes of OEM suppliers’ service innovation.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 4
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 5 October 2018

Hsuan-Yu Hsu, Feng-Hsu Liu, Hung-Tai Tsou and Lu-Jui Chen

Technology has been central and has made service innovations technically feasible and economically viable. Top management support, however, plays an important role in…

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1476

Abstract

Purpose

Technology has been central and has made service innovations technically feasible and economically viable. Top management support, however, plays an important role in shaping a firm’s service innovation-related strategies and decisions. This study aims to propose a theoretical framework that delineates the relationships among openness of technology adoption, top management support and service innovation within social innovation context.

Design/methodology/approach

This study obtained the data through a survey of 176 information technology (IT) firms in Taiwan; IT managers were selected as the data collection sources. A partial least squares analysis was used to address sophisticated data analysis issues.

Findings

The empirical evidence indicates that openness of technology adoption enhances service innovation within social innovation context. Furthermore, top management support facilitates the relationship between openness of technology adoption and service innovation.

Research limitations/implications

The openness of technology adoption captures the interactions among top management support in shaping service innovation. Researchers should examine the nature of open technology infrastructure that will foster such service innovation from social innovation perspective.

Practical implications

The detailed findings offer practical suggestions for firms that are compelling to invest in advanced open technologies, giving opportunities for service innovation, solving social problems and meeting the new societal challenges. Additionally, firms may foster their top management’s positive intention to support service innovation by pre-planned support activities, such as allocating sufficient new service resources and qualified support technicians.

Originality/value

This study contributes to the evolving literature on the social innovation, service-dominant logic, and contingency theory. This analysis suggests that these perspectives offer a potentially useful view for integrating insights from different literature streams (e.g. openness, social innovation, service innovation, top management support and technology management) by examining them through a different conceptual lens, thus reinforcing existing findings.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 11 February 2014

Feng Hsu Liu

The purpose of this paper is to examine whether original equipment manufacturing (OEM) suppliers can affect the development of buyer competence by manipulating two…

Abstract

Purpose

The purpose of this paper is to examine whether original equipment manufacturing (OEM) suppliers can affect the development of buyer competence by manipulating two environmental factors: the development of competence in OEM supplier's external business relationships and the competitive pressure of the OEM supplier environment.

Design/methodology/approach

The sample population consisted of 1,000 OEM suppliers in the Taiwanese information technology (IT) industry. Partial least squares analysis was used to examine the causal relationships among the variables.

Findings

The empirical results revealed that the pressure of the external environment pushes OEM suppliers to develop competence through external business relationships. This competence in turn affects the development of buyer competence. Furthermore, OEM supplier impact on buyer competence development is positively associated with the importance of OEM supplier in outsourcing relationship.

Originality/value

The paper empirically examines whether the impacts of the OEM supplier derived from different sourced environments play distinct roles in the development of the OEM supplier's power.

Details

Journal of Strategy and Management, vol. 7 no. 1
Type: Research Article
ISSN: 1755-425X

Keywords

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Article
Publication date: 28 January 2014

Tseng-Lung Huang and Feng Hsu Liu

The purpose of this paper is to examine the extent to which presence, media richness, and narrative experiences yield the highest experiential value in augmented-reality…

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5713

Abstract

Purpose

The purpose of this paper is to examine the extent to which presence, media richness, and narrative experiences yield the highest experiential value in augmented-reality interactive technology (ARIT).

Design/methodology/approach

A survey is performed to collect data. Valid questionnaires of 344 ARIT users are identified. The hypothesized associations are analyzed using structure equation modeling.

Findings

Empirical results indicate that narrative experience induces a higher experiential value than other simulative experiences, including presence and media richness.

Practical implications

Results of this study provide a valuable reference for managers attempting to design an ARIT process in order to optimize the experiential value in various online simulation environments.

Originality/value

This study adopts an integrated framework that incorporates narrative theory, media richness theory, and presence in the online ARIT. Exactly how narrative experience, media richness, and presence affect the formation of experiential value in the ARIT process is explored as well.

Details

Internet Research, vol. 24 no. 1
Type: Research Article
ISSN: 1066-2243

Keywords

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Article
Publication date: 22 March 2013

Chih‐Fong Tsai, Ya‐Han Hu, Chia‐Sheng Hung and Yu‐Feng Hsu

Customer lifetime value (CLV) has received increasing attention in database marketing. Enterprises can retain valuable customers by the correct prediction of valuable…

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1936

Abstract

Purpose

Customer lifetime value (CLV) has received increasing attention in database marketing. Enterprises can retain valuable customers by the correct prediction of valuable customers. In the literature, many data mining and machine learning techniques have been applied to develop CLV models. Specifically, hybrid techniques have shown their superiorities over single techniques. However, it is unknown which hybrid model can perform the best in customer value prediction. Therefore, the purpose of this paper is to compares two types of commonly‐used hybrid models by classification+classification and clustering+classification hybrid approaches, respectively, in terms of customer value prediction.

Design/methodology/approach

To construct a hybrid model, multiple techniques are usually combined in a two‐stage manner, in which the first stage is based on either clustering or classification techniques, which can be used to pre‐process the data. Then, the output of the first stage (i.e. the processed data) is used to construct the second stage classifier as the prediction model. Specifically, decision trees, logistic regression, and neural networks are used as the classification techniques and k‐means and self‐organizing maps for the clustering techniques to construct six different hybrid models.

Findings

The experimental results over a real case dataset show that the classification+classification hybrid approach performs the best. In particular, combining two‐stage of decision trees provides the highest rate of accuracy (99.73 percent) and lowest rate of Type I/II errors (0.22 percent/0.43 percent).

Originality/value

The contribution of this paper is to demonstrate that hybrid machine learning techniques perform better than single ones. In addition, this paper allows us to find out which hybrid technique performs best in terms of CLV prediction.

Details

Kybernetes, vol. 42 no. 3
Type: Research Article
ISSN: 0368-492X

Keywords

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Article
Publication date: 30 October 2009

Chien‐Ta Bruce Ho, Shih‐Feng Hsu and K.B. Oh

The purpose of this paper is to investigate knowledge sharing (KS) to characterize its behavior in companies based on the concepts of theory of reasoned action and game…

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1870

Abstract

Purpose

The purpose of this paper is to investigate knowledge sharing (KS) to characterize its behavior in companies based on the concepts of theory of reasoned action and game theory (GT).

Design/methodology/approach

The paper proposes two models: Model A: KS process is constructed by capturing personal psychological feelings; and Model B: KS process is not only constructed by personal psychological feelings but also takes into consideration other people's decisions. By comparing the two knowledge‐sharing models' predictability performance, the authors are able to characterize the process of KS.

Findings

The results show that different companies require different models. On average, Model B with game concept has lower predictive accuracy than the Model A without game concept.

Research limitations/implications

The paper provides practical implications for manager to frame effective KS policies and also suggests future studies to improve measurement.

Originality/value

The values of this paper are: provide a methodology to determine whether individuals analyze decisions of others in making KS decisions; test the predictive ability of GT analysis in a KS modeling, and build a single‐instance two‐person game to characterize individuals' tacit KS behavior.

Details

Industrial Management & Data Systems, vol. 109 no. 9
Type: Research Article
ISSN: 0263-5577

Keywords

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