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This study aims to examine the underlying mechanism of buyer–seller ties and salespeople’s performance. Also examined was the moderating effects of the density of the customer network in which the salesperson is embedded.

The study developed a framework incorporating five key variables: strength of ties, network benefits, network density, sales effectiveness and sales revenue. The framework was tested using data from insurance companies in China.

Process regression and stepwise regression results indicated that information, influence and solidarity benefit will mediate the effects of strength of ties on sales effectiveness both when taken as a set and separately. Information, influence and solidarity benefit will mediate the effects of strength of ties on sales revenue when taken as a set, but only influence will mediate the effect separately. In addition, the positive relationship between strength of ties and solidarity benefit is weaker when network density is high.

Sales managers should initiate trainings and workshops about how to obtain high-quality information from customers, improving influencing power and establishing solidarity with customers. Moreover, salespeople should avoid conducting business with a group of customers if they are densely connected to one another.

On the one hand, this study contributes to the underlying mechanism research on buyer–seller ties and sales performance. On the other hand, it contributes to the contingency research on sales performance and the development of social network theory.

The purpose of this paper is to look at immigrant family business through the framework of social capital by investigating how the social capital of immigrant family business owners helps them obtain network benefits and improve business performance.

This paper presents an empirical investigation of 170 immigrant family business owners. The authors examine social capital as a multidimensional construct and focus on two attributes of social capital: structural embeddedness and relational embeddedness. In addition, this study examines how social capital influences business performance through the mediating effect of network benefits. Finally, the constructs of family capital and immigrant community capacity are also investigated.

The results suggest that the two attributes of social capital differed in their effects on network benefits, and that network benefits mediated the influence of social capital attributes on family business performance. Specifically, relational social capital influenced access to resources and information, and structural social capital influenced access to resources. Family ties affected network benefits and business performance, and immigrant community capacity had the predicted moderating effect on the relationship between immigrant community ties and network benefits.

This investigation has the potential to advance understanding of immigrant family businesses by assessing how the overall social capital of the family business owner influences business performance. The study also furthers the understanding of family capital and immigrant community capacity. In addition, these results serve practitioners by helping identify avenues to increase immigrant family business performance, an issue that is increasingly important today given the contribution of such businesses to the economic vitality of societies.

The purpose of this paper is to examine the key outage‐cost‐influencing applications (fault location and network restoration, fault reporting, field crew management, and reconfiguration) of the distribution management system (DMS) and analyzes the benefits provided by them. The objective of the study is an evaluation of their influence on outage costs deriving from the adoption of automatic equipment in managing distribution systems.

Cost and benefit calculations in this paper are made for a typical North European rural medium‐voltage network. The benefits are calculated in terms of outage costs for each of the above‐presented applications and compared with the investment cost, including the annual cost of maintenance, of the DMS. The empirical results and validation of the theoretical calculations are performed by an electric utility, where the DMS benefit evaluation is taking place.

By capitalizing the applications of the DMS, it is possible to acquire considerable benefits in outage costs. It is shown that the greatest cost‐based benefits are obtained from the fault location and field crew management applications. The case study further shows that the DMS can reduce the operation costs of utilities.

The calculations are based on network expert assumptions about System Average Interruption Duration (SAIDI), carried out for a specific overhead‐line network operating in a specific European rural medium‐voltage environment. Sharing of utilities' de facto SAIDI results as a basis for calculations would decrease the need for subjective expert assumptions in the future analyses.

Application of the proposed framework for decision making and lessons learned can support electric utilities when planning for unbundling and strategic target‐setting in the unbundled business model.

There are few reports available on similar actual DMS‐application‐based cost benefits due to the nature of private utility information that is preferably not disclosed.

The purpose of this paper is evaluate the public value of municipal Wi-Fi networks by examining their costs and benefits. Increasing attention has been focused on the digital divide, i.e. inequalities in digital access, use and benefits, to a lesser extent on technologies providing opportunities to overcome these inequalities. Different theoretical traditions have approached the problem of the digital divide, this research represents a synthesis by combining a bottom-up approach to calculating the benefits of municipal Wi-Fi networks with an in-depth analysis of the digital divide in Europe.

After a systematic literature review, the paper uses a bottom-up methodology to evaluate the public value of a municipal Wi-Fi network by quantifying its potential benefits and costs. In addition, it includes different types of users based on the access opportunities available to them. It develops different scenarios for these users depending on the connection alternatives and the digital skills available across European countries.

By using data from the euro-28, the paper shows that, in general, the private value of a municipal Wi-Fi network is negative, the public value is positive. However, a greater public value is depending on the extent to which the benefits can be attributed to expectations about the arrival and usage of e-government services.

Based on the quantitative analysis, the authors suggest that municipal Wi-Fi networks can provide the potential to bridge the digital divide. To generate public value, these networks have to be driven by a strong need for e-government services.

However, important factors in the adoption of these services are related to digital skills available in the particular region.

In addition, public investment is required to stimulate the growth of broadband infrastructure in a complementary manner to enable public wireless networks.

The paper combines new insights into the cost calculations of municipal Wi-Fi networks with socioeconomic data on digital skills to examine different types of users.

This paper develops an argument about how contentious changes unfold in organizational fields, focusing on the role of uncertainty – and the networks people use to address uncertainty. We propose that as controversial practice gains traction and spreads, the nature of uncertainty facing organizational decision makers also evolves. This dynamic has important implications for how different actors and networks can influence change. We illustrate our argument with a mixed-methods case study on the diffusion of domestic partner benefits across US Fortune 500 companies. Our findings shed light on how – and when – social activists, corporate elites, and middle managers can influence the corporate decision-making process.

Digital business platforms (DBPs) such as Alibaba and Google Shopping are partnership networks that use the Internet to bring service providers (e.g. retail vendors) and customers together. One of the benefits of DBPs is network effects, in which customers can purchase from multiple providers, giving rise to a unique network. However, few studies have explored which service providers benefit from network effects and which do not.

Using the theories of transaction costs and network analysis, the authors apply network models to DBPs to understand which service providers benefit from network effects.

The authors identify three segments of service providers: (1) those with high prominence (connection to providers with high network centrality), (2) those with high network constraint (adjacent to isolated providers) and (3) those with low prominence and constraint. The authors find that segments (1) and (3) benefit from reciprocated customer exchanges, and thus benefit from network effects, while high constraint segment (2) providers do not benefit from reciprocated exchanges. Moreover, the authors find that for segments (2) and (3) future sales have a negative association with unreciprocated customer exchanges, while segment (1) has no significant association between unreciprocated exchanges and future sales.

The authors discuss implications for a multisided platform (MSP), as it decides which service providers to attract, promote and recommend. They can use this study’s results to know which segments of providers will increase network effects to make the platform more valuable.

This paper provides managers of service platforms with strategies for managing relations with their service providers.

Service platforms are an important and disruptive business model. The authors need to understand how network effects operate to create efficient platforms.

This paper extends the literature on MSPs by quantifying network effects and showing not all service providers benefit equally on an MSP from network effects. Critical insights into network effects on the MSP are provided, including different ways it can impact provider sales.

The benefits of network relations for firms’ competitive advantage are increasingly acknowledged in the strategic management literature. Yet, the cost implications of engaging in network-specific relations, stemming from the irreversibility of sunk costs invested in creating network relations, are largely ignored. Such costs tend to be especially pronounced in high technology firms. It follows that the costs of creating network relations may mask the benefits of such relations, suggesting that networks can be a competitive risk for firms in cases where network relations unexpectedly terminate. This chapter adopts a cost-benefit approach to an empirical analysis showing that while in the long term, network relations enhance high technology firms’ performance, short-term efforts in creating network relations may hamper their performance. Furthermore, we show that greater technological intensity intensifies the negative performance implications of short term network participation and the positive performance implications of long term network participation.

Much of tourism development is predicated on the successful working of organisations alignment in the form of partnerships or “networks”. However, tourism networks have been relatively neglected as an area of academic study. This paper presents findings of research focusing on international tourism networks and draws out learning points from the examination of relatively successful examples. A review of relevant literature considers the definition and description of networks, their benefits, and identifiable success factors, and the research methodology applied is described. Discussion follows as to the main functions and benefits of tourism networks in relation to learning and exchange, business activity, and community. Key issues that emerge include: structure and leadership, resourcing, engagement of participants, inter‐organisational learning, and sustainability. The paper concludes by identifying significant success factors and consequential management implications with specific references to tourism destinations as learning communities.

Social media experience a rapid rise in recent years and steep into almost every aspect of people's lives by altering their lifestyles and creating an impact on their wellbeing. The purpose of the present study is to examine the influence of SNSs on life satisfaction among university students by first exploring what are the key gratifications which motivates them to engage in SNSs and then focusing on the psychological outcomes including social overload and social benefit from using SNSs that affects life satisfaction among the university students.

Theory of social influence and uses and gratifications theory were used in this study to examine the motivations for using SNSs, and the impact of psychological outcomes associated with SNSs usage, i.e. social benefit and social overload on life satisfaction among university students of Pakistan. Partial least squares-structural equation modeling is used to analyze the data.

The outcomes indicate that the need for maintaining interpersonal interconnectivity, entertainment value and social enhancement value derives the students' participation in social networking sites through which they encounter social benefit and social overload. The presence of social benefit enhances life satisfaction while social overload results in decreasing life satisfaction of students. Using social networking sites influences life satisfaction in the presence of social overload and social benefit while there is no direct influence of social networking sites on life satisfaction was evidenced.

The present study investigated the needs that drive the use of social media through the lens of UGT & Social influence approach. The other potential determinants of social media usage intention should be analyzed by employing variables of the other models.In this study social media was examined as a general platform used by the university students of Pakistan. In future researches the driving needs should be examined in the context of specific social networking sites.

The presented findings embraces the implications for the authorities of higher education institutions and policy makers as it provides the useful insights about student 2019s motivations and participation behavior in SNSs which would help in developing strategies for desirable results.

Educational institutions can utilize the research findings by incorporating social media tools in the academic system, student's interaction with their mentors will lead towards enhanced involvement of students and intellectual skills along with upgraded academic performance which will positively influence life satisfaction of the students.

The scarcity of findings was observed in the local environment specifically in the context of SNSs usage and well-being of the higher education students. This study addresses the motivational factors of SNSs usage and their psychological outcomes simultaneously and focused on the investigation of social media usage drivers and its outcomes among the university students of Pakistan.

Business accelerators facilitate new venture creation, and most research on the subject focuses on the performance of accelerated ventures. This paper aims to understand what entrepreneurs value in business accelerators and how this differs for women- and men-led ventures. The authors suggest that venture growth stage may play a mediating role in these relationships.

The authors use the resource-based view perspective to develop models of women- and men-led ventures’ valuation for business accelerator services. They also draw upon a database of 2,000 US entrepreneurs.

The authors found that, compared to men, women entrepreneurs place greater value on knowledge transfer benefits (i.e. business skills education) but lower value on networking benefits offered by accelerators. However, there are no significant differences in the valuations for these services between genders for high-growth ventures. Additionally, compared to men, women leading high-growth ventures place greater value on access to potential investors or funders.

This research serves as a practical guide for accelerator administrators and marketers who seek to adjust their business support offerings based on the value placed for the services by different populations of entrepreneurs.

The authors provide a business accelerator user’s perspective and highlight differences in valuation of accelerator services by women- and men-led ventures at different stages of venture growth.