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The purpose of this exploratory research is to analyse the marketing activities of software companies in the UK educational software sector. The paper aims to explore the marketing environment and to investigate whether there are differences in experiences, attitudes and approaches between different sizes of firms.

Semi‐structured, in‐depth interviews were undertaken with key respondents who had responsibility for marketing, marketing managers or owner/managers. Themes were identified alongside contextual social and organizational effects.

The marketplace is dominated by several large firms and heavily influenced by government. Overall, five factors were identified that were experienced by all businesses in the sector: challenges in identifying the “customer”; school's budgetary constraints; the IT competence of teachers; the importance of word‐of mouth recommendations; and, the use of partnerships. Differences between small and large firms centred on: understanding of competitive structure; perception of their business's marketing strengths; and, approaches to communication and interaction with customers.

Proposals for further research are offered.

The paper offers a profile of the educational software marketplace and indicates that a number of marketing issues similarly have an effect on all businesses. Differences in behaviour and attitudes are associated with company size and respondent professional/work expertise. In particular, smaller businesses tend to be customer oriented, but often not market oriented.

This paper aims to empirically explore the impact of absorptive capacity (AC) on explorative and exploitative innovation in business cluster settings, and the environment's moderating role on these relationships.

Using a sample of Central European companies, the paper applies multivariate data analysis techniques to test the effect of AC on innovation performance and potential moderators, respectively.

The empirical evidence indicates that AC impacts both explorative and exploitative innovation, and that the strength of the impact depends on the business clusters' level of dynamism and competitiveness. Environmental dynamism and competitiveness positively moderate the effect of AC on explorative innovation, and negatively moderate the effect of AC on exploitative innovation.

Several research limitations apply. First, only one interview per firm was conducted on a self‐reporting basis. Second, the survey's focus was on SMEs. Third, questionnaire translations and differing interviewer behaviour may bias the results.

The findings suggest that firms in business clusters must develop AC to gain the fruits of agglomeration effects. Furthermore, attention should be paid to the cluster's environmental conditions, since dynamism and competition play a significant role for innovation.

Although the importance of AC has often been highlighted, much more remains to be understood about its role in business cluster settings. This issue is addressed in this work by providing systematic, empirical evidence on how AC affects innovation performance at the firm level, and on how this relationship depends on the business cluster's environmental characteristics.

The purpose of this paper is to examine whether women encounter more social resistance than men do when they attempt to negotiate for higher compensation, and whether the gender and personality of the interviewer moderates that resistance.

The authors conducted an experiment to explore how gender and personality jointly influence interviewers’ decision making in job negotiations.

The authors found that: first, female interviewees who initiate negotiations in a job interview are penalized by both male and female interviewers; second, more agreeable interviewers are “nicer” than less agreeable ones to interviewees who ask for more pay, even after controlling for the interviewers’ gender; and third, more extraverted interviewers are “tougher” than less extraverted interviewers toward interviewees who initiate salary negotiation. These phenomena are more pronounced when interviewees are male as opposed to female.

Some limitations need to be brought to the reader’s attention. First, the participants of this study are undergraduate students. While most of them have job interview experience as an interviewee, few have any experience as an interviewer. In order to minimize this effect, we used human resources management students who previously had a course on hiring and selection in this experiment. Second, the order of the interviewees evaluated by participants, acting as interviewers, could cause an “order effect.”

This study contributes to the gender, personality, and negotiations literature, and “fills the gap” on the joint effect of gender, personality, and hiring decision making. Gender discrimination during job interviews suggests that business needs to address discrimination and diversity issues earlier. It may be wise for management to consider the potential bias of an interviewer’s gender and personality on their hiring decisions before the organization makes a final decision on which interviewee should be hired and how much salary should be offered.

To the best of the knowledge of the authors, no prior studies have explored the joint effect of gender and personality on negotiation behavior in a job interview setting from an interviewer’s perspective.

The Net Present Value (NPV) criterion of project evaluation has traditionally been accepted as the theoretically superior capital budgeting technique due to its concordance with the principal of value maximization. Recently, several authors have criticized the application of this criterion in that it understates the true value of an investment by ignoring 1. strategic growth opportunities, 2. the fact that management can discontinue the project before the end of its economic life, 3. the ability of management to delay the investment decision, 4. the arrival of information throughout the life of the project, and 5. management's option to temporarily “shut down” the production process. Through these omissions, it has been asserted that the use of net present value criteria has undermined the levels of real investment in this country, and stunted economic growth.

The aim of this paper is to study the workings of commercial orientation, with a focus on performance management, in an environment that is characterised by limited competition between the public and the private sectors and a high level of government social responsibility.

An interpretive case study approach is adopted for this study. It draws on primary data from interviews with key personnel in public sector organisations, and on secondary data from government publications such as annual reports and budget papers.

This study shows that the market‐based performance management system has failed to achieve its intended objectives because it was introduced in a socio‐economic context that is hardly supportive of market management practices. The study shows that service delivery to the public has remained driven by social rather than economic imperatives. In the absence of other service providers, the Government's social responsibility towards its citizens has compelled service provision irrespective of the cost and reduced the cost‐benefit relationship in having informative costing systems.

Examining the workings of a market‐based performance management system in a non‐competitive setting provides evidence of the difficulty of achieving the intended benefits from the adoption of commercial practices in public sector agencies in some cases.

Whereas extant literature focuses on the adoption of business practices in the process of public sector reform, no prior study has looked at this concept in a non‐competitive market. Understanding the workings of the market practices in such an environment where contestability is limited is fundamental to policy makers and researchers.

The purpose of this study is twofold: to examine the types of activity that nurses undertake on an online community of practice (APN‐l) as well as the types of knowledge that nurses share with one another; and to examine the factors that sustain knowledge sharing among the nurses from their local perspectives.

An in‐depth case study with mixed methods was adopted to obtain rich and naturalistic data including online observations of the messages posted in APN‐l, interviews with 27 members of APN‐l, and content analysis of online messages.

The most common type of activity performed by members of APN‐l was “Knowledge sharing,” followed by “Solicitation.” Regarding the types of knowledge shared, the most common were “Institutional practice” and “Personal opinion.” The factors that have helped sustain knowledge sharing within the online community of practice include: a self‐selection; validation of one's practice with others who share a similar working situation; a need to gain better understanding of current knowledge and best practices in the field; a non‐competitive environment; the asynchronous nature of the online communication medium; and the role of the listserv moderator.

This study contributes to the growing knowledge base of communities of practice that span organizational boundary. Administrators can use the coding schema developed in this study to gauge current activities of existing online communities of practice. Additionally, they can use the six factors to sustain knowledge sharing community for fostering new/existing online communities of practice.

The purpose of this study is to test whether the realization rate on audit engagements increases with auditor tenure in competitive markets, suggesting the presence of initial audit lowballing.

Using regression analysis, we test this hypothesis with fee- and cost-related data from a sample of local governments audited by a single audit firm. Based on representations of the firm, we classify the audit market for the 127 cities, counties and school districts in our sample as competitive and the audit market for the 93 special district audits as non-competitive.

As hypothesized, we find that in the competitive market, the realization rate on audit engagements increases with auditor tenure but does not do so in the non-competitive audit market.

We cannot identify the specific engagements which were subject to a competitive bidding process, so we rely on the auditor’s representation of competitiveness by entity type.

To our knowledge, the central prediction of audit pricing models that the auditor’s realization rate increases with auditor tenure has not been tested in real audit markets because proprietary cost data are rarely available. Testing this prediction is the primary contribution of this paper.

This study aims to understand how open innovation (OI) environments can help organizations in implementing knowledge sharing (KS) practices defusing KS barriers.

An in-depth case study analysis on the strategic technology and innovation management (STIM) consortium at the Institute of Manufacturing of the University of Cambridge was performed during the 2019 and 2020 STIM program editions. To analyze data, this paper used the interpretive structural model on a sample of 20 managers participating in the STIM consortium, and this paper carried out an exploratory in-depth case study analysis to validate the results.

The findings shed light on the role of OI environments in defusing KS barriers in the process of inter-organizational KS.

Notwithstanding the importance of KS practices among organizations, only a few studies have recognized and investigated the role played by OI arrangements in enhancing KS practices.

This study aims to investigate the effects and implications of overconfidence in a competitive game involving multiple newsvendors. This study explores how overconfidence influences system coordination, optimal stocking strategies and competition among newsvendors in the context of the well-known newsvendor stocking problem.

The study applies robust optimization theory and the absolute regret minimization criterion to analyze the competitive game of overconfident newsvendors. This study considers the asymmetric information held by newsvendors regarding market demand and obtains a closed-form solution for the competing game. The effects of overconfidence on system coordination and optimal stocking strategies are examined.

The results of the study indicate that overconfidence can act as a positive force in reducing the effects of overstocking caused by competition and asymmetric information among newsvendors. The analysis reveals that there exists an optimal level of overconfidence that coordinates the ordering system of multiple overconfident newsvendors, leading to first-best outcomes under certain conditions. Additionally, numerical examples confirm the obtained results. Furthermore, considering newsvendors' expected profit, the study finds that a higher degree of overconfidence does not necessarily result in lower actual expected profit.

Despite the significant contributions of this study to theoretical and managerial insights, this study does have certain limitations. First, in the establishment of the belief demand function, the substitution ratio, which quantifies the transfer, is assumed to be an exogenous variable. However, in reality, this is often influenced by factors such as the price of goods and the distance between stores. Therefore, one direction worth studying in the future is to explore the uncertainty associated with the demand substitution ratio and integrate that as an endogenous variable into the optimization model. Second, this study does not address the type of product and solely focuses on quantitatively analyzing the effect of salvage value on the optimal stocking strategy. Future studies can explore the effect of degree of perishability and selling period of the product on the stocking. Third, the focus of uncertainty in this study revolves around market demand, and the implications of this uncertainty are significant. A recent study (Rahbari et al., 2023) addressed an innovative robust optimization problem related to canned foods during pandemic crises. The recent study's findings highlighted the effectiveness of expanding canned food exports to neighboring countries with economic justification as the best strategy for companies amidst the disruptions caused by the coronavirus disease 2019 (COVID-19) pandemic. Incorporating the issue of disruptions into the authors' research would be interesting and challenging.

From a managerial perspective, the authors' study provides a research paradigm for game-theoretic inventory problems in scenarios where the market demand distribution is unknown. While most inventory problems are analyzed and solved based on expectation-based optimization criteria, which rely on an accurate distribution of market demand, obtaining this information in practice can often be challenging or expensive for decision-makers. Consequently, a discrepancy arises between real-world observations and theoretical identifications. This study aimed to complement previous research and address the inconsistency between observations and theoretical identification.

The authors' research contributes to the existing understanding of overconfidence and assists individuals in making appropriate stocking strategies based on the individuals' level of overconfidence. Diverging significantly from the traditional view of overconfidence as a negative bias, the authors' results show the view's potential positive impact within a competitive environment, resulting in greater actual expected profits for newsvendors.

This study contributes to the existing literature by examining the effects of overconfidence in a competitive game of newsvendors. This study extends the analysis of the well-known newsvendor stocking problem by incorporating overconfidence and considering the implications for system coordination and competition. The application of robust optimization theory and the absolute regret minimization criterion provides a novel approach to studying overconfidence in this context.

This paper analyses the extent to which public sector (PS) and non-profit (NP) organisations' reports and reporting processes adopt an IR framework as model of dialogical accountings and accountability (DAA) for dialogue with stakeholders.

The paper provides an overview of accountings and accountability in PS and NP organisations. The concept of dialogical communication with stakeholders is studied. The theoretical framework of DAA is supported by empirical investigation through the case studies of two organisations, one PS and one NP organisation. To contextualize findings from the case study, Estonian private schools' published management reports were analysed to explore integrated reporting (IR) elements. The paper ends with discussion and conclusions.

NP and PS aimed to improve their reporting practices. Reporting in the PS organisation were based on traditional accounting and accountability models which work in stable and non-competitive environment. IR, as a format for DAA, could bring added value to the PSO, but the mechanisms to make it work are missing. The NP organisations were already spontaneously practising some IR elements. After learning about IR, the NP organisation committed to IR principles and benefited from its guidelines. Implementing IR together with the concepts of dialogical communication, the organisations could create and benefit from better cooperation with their stakeholders both internally and externally.

The case study research does not allow for generalisation of the results, which are limited to the case organisations' context and based on their management's subjective opinions. The limitation of qualitative content analysis as a research method in current study, is its possible subjectivity. The limitation is represented by the fact that only one year's data was for analysis.

This paper can be useful to any PS or NP institution willing to enhance its public accountability and developing dialogue with stakeholders for creation and innovation. This study serves to inform organisations that are searching for ways to improve awareness of IR for communication and co-creation purposes.

This study could help in defining the framework for a larger scale IR-related study in finding trends in PS and NP organisations. The study is a platform for exploring the aspects of developing dialogue with different stakeholders of IR implementation and application process.

The conceptual novelty of the research lies in connecting IRF and dialogical communication concept. The focus is to understand how IR expedites dialogical communication in light of IR framework. In current paper, we observe the presence of IR elements in public sector and non-profit sector organisations' reports.