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This paper aims to examine the impact of customer perceptions about a salesperson’s combined use of adaptive selling (AS) and selling orientation (SO) on customer trust in the salesperson. Based on insights from attribution theory, the contingency model of salespeople’ effectiveness, relationship marketing and market orientation literatures, the authors analyze the interplay between customer perceptions of salespeople’s AS and SO, and how this affects customer trust. Furthermore, adopting a contingency perspective, the authors investigate how two important situational variables (i.e. length of buyer–seller relationships and importance of purchase for the buyer) affect this relationship.

This study is based on regression analysis with two- and three-way interactions, using survey data from 134 business-to-business (B2B) buyers.

The results indicate that the interplay between AS and SO is negatively related to trust, and that the above situation is attenuated in sales contexts characterized by high purchase importance or enduring buyer–seller relationships.

The empirical findings are based on firms from a single industry. Second, a cross-sectional research design is adopted. Third, the absence of measures of objective performance (e.g. sales) might be regarded as a limitation.

The study suggests that salespeople willing to win customer trust should modify their approach across the relationship life cycle. Similarly, when purchase importance for the customer is low, salespeople interested in building relationships based on trust should combine AS and customer orientation. In contrast, when purchase importance is high, salespeople can only generate more trust by increasing customer orientation/reducing SO. These findings might inspire sales trainers and sales managers in developing training experiences based on adaptation and customer orientation.

The research contributes in several ways to the literature. First, the simultaneous effect of AS and SO on performance (i.e. customer trust) was investigated. Second, the analysis of the interaction between AS and SO was complemented by testing two important boundary conditions residing in the selling situation: purchase importance and relationship length. Third, this study is the first to examine the interplay among AS, SO and selling context outside using customer data from actual B2B sales interactions. Also, it enhances knowledge of the effects of AS on sales outcomes by adding a long-term, relational outcome (i.e. trust) to previous work that tended to focus on short-term outcomes (i.e. sales revenues). Furthermore, by investigating perceived benefits from the point of view of customers rather than sellers, our findings add to previous studies of AS which relied too heavily, or exclusively, on the voice of the seller. Finally, this study shed further light on the role played by SO in affecting customer-based performance.

Globalisation is generally defined as the “denationalisation of clusters of political, economic, and social activities” that destabilize the ability of the sovereign State to control activities on its territory, due to the rising need to find solutions for universal problems, like the pollution of the environment, on an international level. Globalisation is a complex, forceful legal and social process that take place within an integrated whole with out regard to geographical boundaries. Globalisation thus differs from international activities, which arise between and among States, and it differs from multinational activities that occur in more than one nation‐State. This does not mean that countries are not involved in the sociolegal dynamics that those transboundary process trigger. In a sense, the movements triggered by global processes promote greater economic interdependence among countries. Globalisation can be traced back to the depression preceding World War II and globalisation at that time included spreading of the capitalist economic system as a means of getting access to extended markets. The first step was to create sufficient export surplus to maintain full employment in the capitalist world and secondly establishing a globalized economy where the planet would be united in peace and wealth. The idea of interdependence among quite separate and distinct countries is a very important part of talks on globalisation and a significant side of today’s global political economy.

The purpose of this paper is to contribute to innovation and family business literature by establishing whether institutional involvement of private equity (PE) and banks in family firms moderates the relationship between family ownership and research and development (R&D) investment.

This paper used the socio-emotional wealth lens to carry out an econometric analysis on a large sample of Italian non-listed family firms. Using the sample selection model meant it was possible to account for potential selection bias arising from firms’ discretionary disclosure of R&D expenditure.

Family involvement in ownership reduced firms’ R&D intensity. When PE investors also held shares, the negative relationship was diverted. Bank involvement, however, did not have a significant effect on the relationship.

This paper enriches the innovation management literature by increasing the understanding of the determinants of R&D investments in family firms. The results support the view that non-financial priorities in family firms are contingent upon non-family shareholders. This enriches the debate about the heterogeneity of family businesses and is consistent with the socio-emotional wealth framework, which has shown that risk preferences may vary if desired and actual performances are different. This may be a fruitful area for future research.

Contradicting the assumption that institutional owners all share the same perspective, this study is the first to assess the impact of different institutional shareholders on R&D intensity of private family firms.

The purpose of this paper is to investigate the relationships in alternative food networks (AFNs) between the purchase of food, the motivations of consumers and their socio-demographic profiles.

The study includes a total sample of 1,200 individual questionnaires, administered to the customers of 34 AFNs in different urban areas. The methodology employed is multilevel regression analysis, which is useful for dealing with data with a nested structure.

The results allowed us to depict some findings: the most important motivations in purchasing decisions are the perceived quality as well as comfort with the location of the markets, shopping experience, variety of offered products and delivery methods. Other interesting results relate to the presence of children in the families and the role of women in the choice of quality food.

The observations could represent a basis for thinking about how to improve consumers’ behaviour and, at the same time, try to remove the obstacles to a greater recognition of the importance of AFNs by consumers.

The paper contributes to the debate on food policies. Indeed, the integration of the results into food policies could help to intercept the consumers’ trends and promote a transition of the food system towards a path of sustainability, in which the AFNs are the organisational expression of a change that concerns a wide geography and a large number of social and economic actors.

Resurgent interest in the life and work of the Italian Cambridge economist Piero Sraffa is leading to New Directions in Sraffa Scholarship. This chapter introduces readers to some of these developments. First and perhaps foremost is the fact that as of September 2016 Sraffa’s archival material has been uploaded onto the website of the Wren Library, Trinity College, Cambridge University, as digital colour images; this chapter introduces readers to the history of these events. This history provides sharp relief on the extant debates over the role of the archival material in leading to the final publication of Production of Commodities by Means of Commodities, and readers are provided a brief sketch of these matters. The varied nature of Sraffa scholarship is demonstrated by the different aspects of Sraffa’s intellectual legacy which are developed and discussed in the various entries of our Symposium. The conclusion is reached that we are on the cusp of an exciting phase change of tremendous potential in Sraffa scholarship.

How do entrepreneurs of the construction business express their vulnerability? Through which narratives? Why and how do they try to cope with the always present risk of their job and with increasingly unstable market conditions which make them more and more vulnerable?

The risk of failing in the construction business is high, especially with the economic, political, and structural conditions that the business is facing, and the weight of the businessmen’s decisions and actions increases. It is only through the passion for their job, by keeping their movements and rhythms of work, and by maintaining good trusted relationships that my informants try to cope with this risk. Through their narratives, they exorcise their fears and show their vulnerability.

Through my informants’ narratives, daily situations and thoughts, I want to challenge stereotypes linked to power and show how despite, or because, of their position of power my informants often feel vulnerable.

Through the human resources (HR) and knowledge management (KM) perspective as human-centric processes, the aim of this study is to explore how companies’ engagement in diversity (DIV), inclusion (INC) and people empowerment (PEMP) policies influences companies’ organizational performance, to support organizations in the shift to the Industry 5.0 framework.

Combining the HR management and the KM-driven organizational culture, a conceptual model is proposed for explaining companies’ higher organizational performance. Proposed hypotheses are tested with reference to a set of listed international companies traced by Refinitiv on a five-year time horizon (2016–2020) through 24,196 firm-year observations.

This research shows that companies engaged in DIV policies, INC practices and PEMP through education have higher profitability and are more valued by capital markets’ investors.

This paper draws attention to the need to overcome the reductionist view of HR and rethink KM architecture to cope with the growing challenge of HR integration according to the Industry 5.0 paradigm.

The purpose of this paper is to analyze the market of rosé wines in Italy, to outline retail strategies and to investigate to what extent the price is affected by branding these wines.

A survey has been carried out on retailers by collecting data about wines as intrinsic attributes (grape variety, blending, origin, alcohol content, etc.) and extrinsic attributes (brand, price, packaging, etc.) and about outlet and retail environment. The hedonic analysis required a rearrangement of data survey, while a Box-Cox transformation allowed to control the strong heteroskedasticity detected of the data.

Results provide strategies for still, semi-sparkling and sparkling rosé market segments. Still rosé wines are strongly differentiated, while the price is affected by the appellation, grape variety, blending, brand and outlet features. Two main strategies are suggested: the first focuses on appellations endorsing consumer’s brand loyalty; the second is driven by retailers while involving weaker brands. Different pictures emerged for semi-sparkling and sparkling wines, as producers and retailers tend to follow consumer’s preferences for fresh and easy drinking wines as well as to extend the product assortment.

Results for sparkling rosé wines cannot be generalized. The high fragmentation hinders the hedonic model performance in capturing the price effects of brands, appellations, grape variety and wine blend.

The hedonic analysis provides suggestions for rosé wine producers that should reinforce their brand through associations among intrinsic attributes, such as appellation, and extrinsic ones, such as price, while satisfying retailer requirements.

The paper contributes to the knowledge base about the Italian rosé wine market, which is mostly export-oriented. Model results help to understand why the domestic consumption is stagnant with respect to other countries such as France or the USA.

This paper aims to investigate the factors influencing chief executive officers’ (CEOs') intentions to implement cloud technology in Italian small and medium-sized enterprises (SMEs).

The study proposes a model that integrates the theoretical construct of the technology acceptance model (TAM) with a classification of perceived benefits and risks related to cloud computing. The study employs a structural equation modeling approach to analyze data gathered through a Likert scale-based survey.

The findings indicate that risk perception has a strong negative effect on the intention to introduce cloud technology in firms. This effect is partially offset by the perceived ease of use of the technology.

The study provides a new theoretical framework that integrates the TAM and a classification of perceived risks to provide a clear view of management's cognitive processes during technological change. Moreover, the results show the main factors influencing decisions regarding the implementation of cloud computing in firms in light of the perception of risks. Finally, this study provides interesting findings for cloud service providers (CSPs) about their customers' decision-making processes.

Starting from Gino Arias’s dictum on the uselessness of international trade theory for fascism, this contribution aims to demonstrate two main points. First, the free trade attitude displayed by fascism immediately before and after the “March on Rome” clashed with its nationalist origins. The nationalist movement had supported a strong protectionist policy starting from a rejection of the main principles of marginalist theory. This explains why some issues raised by Pareto and Barone which could have been used as arguments in favor of protectionism were neglected. In turn, this impasse played a major role in the rejection of Mihail Manoilescu’s theory in the thirties. The second point concerns the possibility of some – at least relatively – free theoretical debate on international trade theory and policy. When the regime set itself a clear objective, like the reduction of trade to begin with, and then autarky, the scope for free discussion narrowed to the point of eventually closing. In this context, refusing to support the regime’s choices in economic policy meant resigning oneself to becoming an outcast. A situation offering one more tessera in the complex mosaic of relations between science and politics in authoritarian regimes.