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Article
Publication date: 17 June 2004

Juan Florin and Alphonso O. Ogbuehi

Strategy and marketing scholars look at strategic issues from different points of view and attempt to explain strategic choice and performance from their unique…

Abstract

Strategy and marketing scholars look at strategic issues from different points of view and attempt to explain strategic choice and performance from their unique perspectives. This paper combines these perspectives in the context of international ventures and develops a conceptual framework integrating international marketing strategy decisions with entry mode decisions. The resulting contingency framework extends the hierarchical entry‐mode decision model and allows for a better specification of the strategy‐performance relationship in international business.

Details

Multinational Business Review, vol. 12 no. 2
Type: Research Article
ISSN: 1525-383X

Keywords

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Article
Publication date: 29 March 2013

Lourdes Perez, Jeryl Whitelock and Juan Florin

The aim of this paper is to gain a better understanding of how small technology start‐ups learn about a key customer in the context of B2B relationships, and to propose a…

Abstract

Purpose

The aim of this paper is to gain a better understanding of how small technology start‐ups learn about a key customer in the context of B2B relationships, and to propose a model of interfirm learning with customers.

Design/methodology/approach

Using a qualitative case‐based approach, the authors immerse themselves in the development of three learning alliances between technology startups and industry leaders, two successes and one failure, to gain an in‐depth understanding of the dynamics involved. Data were collected on both sides of the alliance dyad.

Findings

The paper delineates four learning cycles: alliance inception, joint‐learning, specialization and discovery. These learning cycles constitute sequences of increasing understanding, cooperation, and higher order learning between the partners; evolving from an exchange of existing knowledge to the joint development of new knowledge.

Originality/value

This study contributes to an integration of the alliance and marketing literatures by offering empirical evidence of a different type of alliance, namely the reciprocal learning alliance. It also contributes to broadening our understanding of market orientation in inter‐organizational settings. In the context of business‐to‐business relationships, the study has identified four critical dimensions of learning alliance success, and proposed how they could be measured: Learn about customers; Interact with customers; Customer‐specific investments; and Co‐develop breakthrough innovations. Finally, the study demonstrates the significant role played by “committed champions”.

Details

European Journal of Marketing, vol. 47 no. 3/4
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 29 March 2011

Jesús Cambra‐Fierro, Juan Florin, Lourdes Perez and Jeryl Whitelock

The purpose of this paper is to establish a framework for clarifying and extending the concept of inter‐firm market orientation (IMO) and to complement the relatively…

Abstract

Purpose

The purpose of this paper is to establish a framework for clarifying and extending the concept of inter‐firm market orientation (IMO) and to complement the relatively small body of literature related to this concept.

Design/methodology/approach

The conceptual framework is informed by empirical research based on a longitudinal multi‐case study.

Findings

This research identifies a nexus linking IMO with value creation in inter‐firm partnerships. The findings also suggest that IMO has an impact on companies' performance in terms of knowledge transfer, innovation and market access.

Research limitations/implications

IMO contributes to value creation processes in the context of strategic networks.

Originality/value

A discussion of these findings, together with implications for practice and proposals for further research, is provided.

Details

Management Decision, vol. 49 no. 3
Type: Research Article
ISSN: 0025-1747

Keywords

Content available
Article
Publication date: 1 March 2010

Sherrie Human, Thomas Clark, Charles H. Matthews, Julie Stewart and Candace Gunnarsson

Relatively few comparative studies have examined how perceptions across cultures might converge or diverge regarding careers in general and new venture careers in…

Abstract

Relatively few comparative studies have examined how perceptions across cultures might converge or diverge regarding careers in general and new venture careers in particular. Our research addresses this gap by providing a comparative study of career perceptions among undergraduate business students in three countries with different levels of experience with capitalism: Ukraine, South Korea, and the United States. Results suggest both surprising differences and interesting similarities between undergraduate students in the three countries with regard to how they perceive characteristics associated with entrepreneurial careers. Findings are discussed in the context of distinct differences and commonalities across cultures and implications for future research provided.

Details

New England Journal of Entrepreneurship, vol. 13 no. 1
Type: Research Article
ISSN: 2574-8904

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Article
Publication date: 3 April 2009

Natalia Martin Cruz, Ana Isabel Rodriguez Escudero, Juan Hernangomez Barahona and Fernando Saboia Leitao

This paper attempts to shed light on the effect of educational programmes aimed at entrepreneurs on innovation and business success.

Abstract

Purpose

This paper attempts to shed light on the effect of educational programmes aimed at entrepreneurs on innovation and business success.

Design/methodology/approach

We use as theoretical framework the theory of planned behaviour. We use a sample of 354 entrepreneurs from Castile and Leon, Spain. To estimate the model we use a path analysis (AMOS 7).

Findings

Individuals who are concerned about further management education and entrepreneurship education show themselves to be more innovative. Moreover, indirectly, by means of the relationship between innovation and success, specific entrepreneurship education contributes to obtaining better business results. However, to have reached high levels of formal education makes entrepreneurs less conformist regarding the activity of innovation. The existence of a direct effect of innovative behaviour on business success is confirmed.

Research limitations

The limitations which our study presents are principally related to the measurement of the variables. Some of the characteristics of education should be studied more deeply.

Practical implications

The results obtained lead us to recommend that the educational centres and institutions which organise the programmes should give preference to specialised education and less to entrepreneurship education when seeking to reinforce the innovative spirit of the entrepreneurs.

Originality/value

The debate concerning the effectiveness of entrepreneurship educational programmes is still undecided, so much so that both supporters and detractors of entrepreneurship education exist. For that reason, this paper aims to shed some light on the effects of the educational programmes aimed at the entrepreneur.

Details

Journal of European Industrial Training, vol. 33 no. 3
Type: Research Article
ISSN: 0309-0590

Keywords

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Article
Publication date: 11 February 2019

Marek Michalski, Jose Luis Montes and Ram Narasimhan

The purpose of this paper is to examine the non-linear aspects of the asymmetry-performance relationship under varying conditions of trust and innovation. Its novel…

Abstract

Purpose

The purpose of this paper is to examine the non-linear aspects of the asymmetry-performance relationship under varying conditions of trust and innovation. Its novel approach is useful for addressing the strategic elements of supply chain management (SCM) relationships based on trust and innovation decisions.

Design/methodology/approach

Results are based on a study of 90 managers from small- and medium-sized firms in Spain. Instead of a classical linear relationship analysis, the authors performed a non-linear analysis, using polynomial modeling and Warp 3 partial least squares method, which provides a more nuanced view of the data and constitutes an original approach to empirical research in SCM.

Findings

This study adds a new viewpoint on SC relationships by suggesting that not all trust and innovation development leads directly to performance improvement. The principal finding is, in varying trust and innovation contexts, that the influences of asymmetry on performance have uneven characteristics and follow non-linear paths.

Research limitations/implications

This study focuses on only one particular institutional environment in one country. The data are also cross-sectional, which makes it difficult to empirically test causality.

Practical implications

The findings provide rational insights to managers on when it is appropriate to reduce (or not) asymmetric relationships with partners.

Originality/value

Trust and innovation are important and ones of the key requirements of supply chain relationships in any environment, this study argues that the interactions of key SCM elements that drive members to better performance are more complex and non-linear.

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