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This paper aims to report a research methodology that is used to identify business buyer segments by relating demographic indicators to the needs of various market segments.

The research was based on a survey in the office systems industry. The respondents were asked to evaluate the importance of marketing services that are used by dealers to select, evaluate, and retain vendors.

Market segments were identified and categorized using demographic and need‐based data. Discriminant analysis was able to distinguish between demographic market segments and to identify these segments based on their market needs.

This paper demonstrates a methodology to identify customer needs based on demographic data, lowering the cost of identifying the product and service needs of different market segments.

Demographic and need‐based business segmentation methods are widely used, However, empirically based research that bridges the gap between these two segmentation processes has not been previously reported.

One of the leading themes emerging out of recent management and organization research on China is the work on the micro–macro link – specifically, the connection between micro, interpersonal connections, ties, and networks on the one hand, and macro, interorganizational relationships, firm strategies, and performance on the other hand. This chapter provides an overview of the literature on the micro–macro link during China's institutional transitions. Based on a systematic search of the literature, we review 22 papers in nine leading journals that have empirically investigated the micro–macro link, with a focus on the antecedents, contingencies, and outcomes of managerial ties and interlocking directorates. We also propose how the network structure of managerial ties will evolve from cohesion to structural holes in different phases of China's institutional transitions. We conclude with a brief overview of the influence of China studies on research in other contexts and with a call for future research deepening our understanding of the crucial micro–macro link during institutional transitions.

The purpose of this paper is to contribute conceptually to debate on labour market dualisation by proposing a macro-micro and micro-macro (or macro-micro-macro) analytical approach to integrate actor-based explanations in the study of labour market dualisation.

This is a conceptual paper emphasising the need to combine qualitative and quantitative data and methods in studying the nature and incidence of labour market dualisation.

To study social divides – as a manifestation of labour market dualisation and, more generally, fragmentation – macro-micro and micro-macro (i.e. macro-micro-macro) relationships need to be established as part of an analytical approach to studying dualisation. This implies considering macro-level institutional and regulatory as well as micro-level workplace and organisational settings as factors in any analysis and interpretation of the determinants of labour market dualisation, i.e. integrating the dynamics of power and strategy as determinants of dualisation, fragmentation and more generally precariousness.

The paper points to the need to expand actor-based explanations within the labour market dualisation debate, which remains overly institutionalist in its approach. The authors propose a micro-macro-micro analytical approach as the way to systematise the study of concurrent macro-micro and micro-macro relationships shaping social divides in labour markets.

Of critical concern to the world is the need to reduce consumption and waste of natural resources. This study provides a multi-level exploration of the ways situational and transformational links between levels and challenges are related to the adoption and utilization of material flow cost accounting in Vietnam, to encourage green productivity.

Based on triangulation of public documents at different institutional levels and a set of semi-structured interviews, situational and transformational links and challenges for material flow cost accounting in Vietnam are examined using purposive and snowball sampling of key actors.

Using a multi-level framework the research identifies six situational and transformational barriers to implementation of material flow cost accounting and suggests opportunities to overcome these. The weakest links identified involve macro-to meso-situational and micro-to macro-transformational links. The paper highlights the dominance of meso-level institutions and lack of focus on micro transformation to cut waste and enable improvements in green productivity.

The paper identifies ways for companies in Vietnam to reduce unsustainability and enable transformation towards sustainable management and waste reduction.

The paper is the first to develop and use a multi-level/multi-time period framework to examine the take-up of material flow cost accounting to encourage transformation towards green productivity. Consideration of the Vietnamese case builds understanding of the challenges for achieving United Nations Sustainable Development Goal number 12, to help enable sustainable production and consumption patterns.

This study investigated the micro–macro link in the hospitality and tourism (H&T) sector, specifically considering whether the gender diversity, independence and board attendance rates of H&T firms' boards, alongside the moderation effect of board policies, played a significant role in tourism sector performance.

The 2011–2018 data were retrieved from the World Bank and the Thomson Reuters Eikon databases, and fixed effects panel regression was conducted.

While female directors were a significant driver of tourism sector performance in terms of tourist arrivals and tourism receipts, independent directors were effective in improving tourist arrivals only. Furthermore, moderation analyses demonstrated the inefficacy of board policies in enhancing these directors' contributions to the sector's development. Moreover, the findings revealed the inefficiency of board meetings.

Concerning the efficacy of board policies, the results suggest that firms' boards should review and revise their policies. Surprisingly, while board-diversity policies made no difference to female directors' role in the sector's development (although females were influential), board-independence policies produced unexpected results. In the absence of a board-independence policy, independent directors are influential, but if a policy exists, they are not.

Although prior firm-level studies tested whether board characteristics enhanced firms' performance in the H&T sector, they did not investigate whether board characteristics promoted tourism sector performance. Moreover, the moderating effect of board policies on boards' structures and tourism sector performance has not yet been examined.

The authors discuss the microfoundations of institutional theory, specifically as microfoundations are manifested in this volume of Research in the Sociology of Organizations. The authors argue that the main interest seems to be in better understanding macrofoundations: top-down forces from institutions to actors. Furthermore, throughout the volume institutions themselves are definitionally layered – in problematic ways – with a large array of other macroconstructs, including fields, logics, practices, habitus, situations, routines, and so forth. The authors argue that there is an opportunity to more carefully delineate microfoundations for institutional theory, by focusing on lower-level heterogeneity, agency, as well as the aggregate and emergent social processes that animate microfoundational explanation.

The purpose of this study is to conceptualize the business model from a value network perspective and to investigate how top managers' individual characteristics contribute to business model innovation.

On the basis of upper echelons theory and contingency theory, this study empirically examines the micro‐macro link between top managers' human and social capital and firm business model innovation.

Using survey data collected from 146 Chinese firms, the findings indicate that both top managers' managerial and entrepreneurial skills and managerial ties significantly lead to business model innovation. Furthermore, the interaction between entrepreneurial skills and managerial ties enhances, yet the interaction between managerial skills and managerial ties inhibits business model innovation.

By proposing a value network‐based definition for the business model, this study provides additional insights into the current debate on the definition and architecture of business model. Further, the current study contributes to an emerging body of business model research by demonstrating, for the first time, that a manager's individual characteristics can both directly and interactively drive business model innovation in the context of emerging economies.

This paper seeks to present a model which connects performance measurement at the business level to the concept of public goods usage, and thus incites a linkage between the micro- and macro-economic aspects of sustainability.

The paper presents the essentials of a public goods cost perspective in order to agitate discussion between statisticians, standard-setters for business reporting and practitioners who wish to explore new approaches in the topic of building performance indicators.

The paper illustrates what has been achieved in measuring the outcomes of sustainable development efforts and what still needs to be done in order to arrive at aggregate values for national and global commons.

The viability of the concept will depend on the co-operation of businesses and national statistics which test the feasibility of the proposed micro-macro-link through numerical studies. As the paper is published, efforts are under way with a piloting group to initiate a pertinent study, but the results have yet to be attained.

For practitioners in both the statistics profession and management accounting who are concerned with measurement of socioeconomic and environmental phenomena, this attempt at integrating sustainable development indicators to the managerial control system of companies might provide a valuable proposition. It also is a helpful contribution to the ongoing debate about the value and credibility of sustainability reporting.

If businesses make no attempts to exhibit numerically how they contribute to preserve and expand the societal commons, they will be confronted with ever-growing agitation from pressure groups and they might be bypassed in the discussion on the issue of sustainability parameters that those groups are advocating.

This is the first academic paper that demonstrates a reporting model that unites business accounts and national accounts.

Making links between micro and macro levels has been problematic in the social sciences, and the literature in strategic management and organization theory is no exception. The purpose of this chapter is to raise theoretical issues in developing micro-foundations for strategic management and organizational analysis. We discuss more general problems with collectivism in the social sciences by focusing on specific problems in extant organizational analysis. We introduce micro-foundations to literature by explicating the underlying theoretical foundations of the origins of individual action and interaction. We highlight opportunities for future research, specifically emphasizing the need for a rational choice programme in management research.

Cultures don’t clash … people do. Hidden below the veil of “incompatible cultures” is a complex network of human-to-human interaction involving information-exchange transactions that have gone awry. The multitude of these troubled exchanges results in what is often branded as “M&A failure, due to culture conflict.”

This chapter presents a theoretical discussion that features practical dynamics of the post-merger integration (PMI) process. The aim is to cultivate a deeper understanding of critical, less-acknowledged micro-level aspects of the post-merger integration stage, specifically, those which underlie the development and maintenance of an organization’s culture and lead to organization performance. It is the unseen information exchange among human actors that leads to the perceptible post-merger outcomes, such as cultural unity and task performance. The quality of these micro-exchanges leads to the value capture from the M&A transaction, thus determining the success – or not – of the combination.

Presented is a synthesis of numerous existing theories, perspectives, and ideas from various scholarly communities, combined with a drill-down to the basic human interactions that define a culture and lead to positive performance. Information flow is the sustenance of an organization, so when merging organizations restructure the information flow is abruptly disrupted, often at pronounced near-term cost. The information-flow channels must be mended for social unification and performance value goals of the combined organization to be realized. The information-transporting social networks of the organizational actors must therefore adapt and intermingle across the old-organizational faultlines. This is accomplished when individual actors alter their personal social networks and retool themselves for a new set of information-exchange interactions.

In closing, the author counsels managers to focus on the dyadic information exchange of their direct-reports as an actionable approach to PMI management. The chapter concludes by pointing researchers toward studying the micro-level aspects of PMI and offers computer modeling and simulation, and laboratory experiments as effective ways to study PMI dynamics at the micro-level of organization behavior. Such methods may also lead to an ability to forecast outcomes of specific post-merger integration scenarios.