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The purpose of the study is to confirm a conceptualised framework regarding organizational and environmental indicators of sales performance on sellers in a business-to-business environment. The study is based on the meta-analyses of sales performance by Churchill et al. (1985) and Verbeke et al. (2011).

A research instrument was used to establish whether three categories that were positioned into a framework of six dimensions can be perceived as valid and reliable. These categories related to organization and environmental indicators of sales performance. A wide variety of organization that are representative of different sectors and organizational sizes were included in the study. These industries and sectors are representative of the commercial sector of Norway.

A six-dimensional framework of organizational and environmental indicators was tested with success in the study. The different dimensions encompass a focus on the external environment, market orientation (internal environment), teamwork (internal environment), positive behavioral feedback (supervisory leadership), transformational leadership (supervisory leadership) and positive feedback (supervisory leadership).

A foundation is provided to structure the assessment of sales performance in business-to-business settings through the development of a business-to-business framework of organisational and environmental indicators in sales performance. In addition, a foundation for further studies on sales performance is delivered. Therefore, the study secures a practical orientation to organise and structure the process of business-to-business environmental and organisational planning through verified categories of organisational and environmental indicators, divided into six categories.

In light of the repercussions of the COVID-19 pandemic, electronic auditing otherwise known as computer-assisted audit tools and techniques (CAATTs) has become inevitable to automate the auditing process worldwide. Accordingly, the purpose of this study is to examine the influence of technological, organizational and environmental (TOE) factors on public sector adoption of CAATTs in developing countries such as Jordan under the COVID-19 pandemic conditions.

This study used 136 usable responses from the managers of internal audit (IA) of the Jordanian public sector entities. The data collected were analyzed using partial least squares-structural equation modeling. The TOE framework has been used in this study to consider a wide set of TOE factors. Then, this study suggests a CAATTs adoption model that incorporates the related technology factors of the diffusion of innovation theory to environmental and organizational factors. Further, this study contributes to the TOE framework by addressing government regulations, audit bodies’ support and audit task complexity as environmental factors affecting CAATTs adoption in the context of the public sector.

The results revealed that for technological factors, only the compatibility affects CAATTs adoption by the IA departments. For organizational factors, organizational readiness, top management support, auditors’ information technology competency and entity size were found to be significant factors. From the environmental factors, both government regulation and audit task complexity influence the CAATTs adoption. Besides, entity size moderates the influence of top management support on the CAATTs adoption in the public sector.

The findings could highlight the significance of the CAATTs adoption in the public sector institutions (by internal auditors) post-COVID-19, taking into consideration the TOE framework’s factors. Also, the findings are significant for the decision-makers and regulators in declaring new legislation for the electronic IA profession in the Jordanian public sector.

It turns out that the CAATTs adoption in the public sector can definitely enhance their ability to achieve the role of IA in preserving public funds and restricting corrupt practices within the public sector.

To the best of the authors’ knowledge, this study is one of the first studies that address the professional audit agency support and audit task complexity as environmental factors, as well as the entity size as an organizational factor, that affect CAATTs adoption in the IA department of the public sector.

Using the resource-based and the resource dependence theoretical approaches of the firm, the paper explores firm responses to supply chain disruptions during COVID-19. The paper explores how firms develop localization, agility and digitization (L-A-D) capabilities by applying (or not applying) their critical circular economy (CE) and blockchain technology (BCT)-related resources and capabilities that they either already possess or acquire from external agents.

An abductive approach, applying exploratory qualitative research was conducted over a sample of 24 firms. The sample represented different industries to study their critical BCT and CE resources and capabilities and the L-A-D capabilities. Firm resources and capabilities were classified using the technology, organization and environment (TOE) framework.

Findings show significant patterns on adoption levels of the blockchain-enabled circular economy system (BCES) and L-A-D capability development. The greater the BCES adoption capabilities, the greater the L-A-D capabilities. Organizational size and industry both influence the relationship between BCES and L-A-D. Accordingly, research propositions and a research framework are proposed.

Given the limited sample size, the generalizability of the findings is limited. Our findings extend supply chain resiliency research. A series of propositions provide opportunities for future research. The resource-based view and resource-dependency theories are useful frameworks to better understanding the relationship between firm resources and supply chain resilience.

The results and discussion of this study serve as useful guidance for practitioners to create CE and BCT resources and capabilities for improving supply chain resiliency.

The study shows the socio-economic and socio-environmental importance of BCES in the COVID-19 or similar crises.

The study is one of the initial attempts that highlights the possibilities of BCES across multiple industries and their value during pandemics and disruptions.

The introduction of quality management Internet of things (QM IoT) can help food supply chain members to enhance real-time visibility, quality, safety and efficiency of products and processes. Current literature indicates three main research gaps, including a lack of studies in QM IoT in the food supply chain, the vagueness of integrative adoption of new technology framework and deficient research covering both adoption attitude and intention in the same model. This study aims to propose an analysis model based on the technological–organizational–environmental (TOE) framework and reinforced by the collaborative structure to capture the importance of the supply chain network.

The partial least square-structural equation modeling (PLS-SEM) was applied to test the impacts of the adoption factors on QM IoT adoption attitude and intention among 197 respondents in food manufacturing in Thailand.

The results indicated that compatibility, trialability, adaptive capacity, innovative capability, executive support, value chain partner pressure, presence of service provider and information sharing significantly impacted the attitude toward QM IoT adoption, while adaptive capability, innovative capability and information sharing directly influenced the QM IoT adoption intention. Furthermore, the attitude toward QM IoT adoption positively impacted the QM IoT adoption intention.

This study contributed to academicians by proposing a more solid adoption framework for QM IoT area. In addition, the business practitioners could actively prepare themselves for the QM IoT adoption, whereas the service providers could provide better and suitable service.

This research contributes to the building of a more solid framework and indicates significant factors that impact the attitude toward QM IoT adoption and adoption intention.

Cause-related B2B marketing programs involve sponsoring organisations working with B2B suppliers with the help of non-profit organisations (NPOs) on practises relating to environmental friendliness, workforce diversity, human rights, safety, philanthropy and business ethics. The study aims to identify the combinatory factors driving the adoption of Digital B2B platforms for managing cause-related B2B marketing programs.

The study adopts an innovative approach of fuzzy-set qualitative comparative analysis (fsQCA) on data collated from top corporations in India supporting cause-related B2B marketing programs. Sponsoring organisations and NPO dyads (i.e. survey both) filled out an email survey on 264 cause-related B2B marketing programs.

The study establishes that the combination of technological, organisational and environmental factors would lead to the adoption of Digital B2B platforms in managing cause-related B2B marketing programs. The study identifies six combinations of these factors for adopting Digital B2B platforms within and across sponsoring organisations and NPOs.

The study findings would aid cause-related B2B marketers in developing Digital B2B platforms’ capabilities by understanding the different combinations of factors driving adoption. Digital B2B platforms’ capabilities can improve market performance if developed as core competencies.

The study findings would enable improvements in the implementation and performance of cause-related B2B marketing programs. Better management of cause-related B2B marketing programs would help increase beneficiary coverage and the realisation of societal goals.

To the author’s knowledge, this is the first study to apply the TOE framework in conjunction with complexity theory to explain the diffusion of adoption of Digital B2B platforms for managing cause-related B2B marketing programs.

The relevant importance of enterprise architecture (EA) to an organization has gained the attention of the public sector. However, its adoption rate remains slow on the uptake. Thus, this study aims to investigate the various factors associated with adoption intention based on the technological, organizational and environmental framework for federal and state types of public organizations to provide greater predictive accuracy and relevance of EA adoption in Malaysia’s public sector (MPS) context.

An empirical study was conducted through an online survey in Malaysia. Based on 255 samples from public organizations throughout Malaysia, a multigroup analysis with partial least square structural equation modeling was performed to identify the respective influencing factors for adopting EA by federal and state organizations in the Malaysian public sector.

Five organizational factors (clear communication, normative pressure, expected benefit, good governance and organization size) and two environmental factors (coercive pressure and mimetic pressure) were found to be significant factors influencing adoption intention for EA. Additionally, clear communication and coercive pressure were noted to be significant factors influencing adoption for both federal and state organizations. Other significant factors for federal organizations include expected benefit and normative pressure, whereas for state organizations, another significant influencing factor was good governance. The predictive accuracy for federal organizations was slightly higher at 74.6% than that of state organizations, that is, at 65%.

These findings imply that federal and state organizations respond to different factors that motivate their intention to adopt EA. These findings guide future intentional practice and ensure greater motivation for EA adoption.

The identification of specific factors that matter to the federal and state public organizations in driving intention to adopt EA in this study has provided significant information that could help in effective decision-making process for these organizations. Common strategies that emphasize on clear communication and coercive pressure can be applied to address EA adoption processes for both federal and state public organizations. Further to that, more specified strategies such as highlighting expected EA benefits and instilling good governance work more effectively for federal and state, respectively.

This study has provided a more extensive view of EA adoption in MPS by differentiating the discerning factors based on the technological–organizational–environmental framework significant for federal and state types of organizations. Hence, this could help in formulating strategies specified to the organization type and ensure greater success in EA adoption in both federal and state organizations.

This study aims to identify the impact of mobile payment on firm performance by developing a model based on the technology, organization and environment framework (TOE framework) including relative advantage, complexity, compatibility, innovativeness, mobile payment knowledge, critical mass, competitive pressure and external support.

The data were collected from the retail and service firms in Bangkok, Thailand (n = 387). Multiple regression analysis was applied to test the proposed model and carried out in SPSS version 25.

The results indicated that the TOE factors, including relative advantage, innovativeness, mobile payment knowledge, critical mass, competitive pressures and external supports, can predict firm performance. While innovativeness is the strongest predictor of positive firm performance, on the other hand, critical mass is found to be negatively significant on firm performance.

This research suggests that firms that accept mobile payment can identify the positive impact on firm performance and it is important for payment service providers and the government to work closely with firms.

As some merchants still refuse to implement mobile payment services in their business, this current study seeks to understand the impact of mobile payment. However, not many studies are reported its impact in Southeast Asia. This study is probably the first in Thailand to examine the impact of mobile payment on firm performance in the retail and service firms.

The study adopted a conceptualized technological, organizational and environmental (TOE) model to empirically investigate the factors affecting hotel managers’ attitudes toward intelligent agent technology (IAT) adoption in the hotel food supply chain management (HFSCM) and their intentions for future adoption.

In-person survey was carried out in luxury hotels in Florida.

The findings indicated that merely 5.7 per cent of hotels are fully implementing IAT. Perceived benefits, reliability, quality of human resources, information intensity and market capabilities had a statistically significant positive impact on hotel managers’ attitudes. However, complexity and cost had a negative influence on hotel managers’ attitudes toward IAT adoption in the HFSCM. Managers’ attitude further positively influences their intention to adopt.

The validated model helps guide hotel decision makers who are considering IAT adoption in the HFSCM. Hotels that are seeking sources for competitive advantages would better consider the TOE factors in IAT adoption prior to making a decision.

This is the first study that examined IAT adoption in the hotel industry from a theoretical and empirical perspective. The validated model proposed for the adoption of IAT in HFSCM enriched the TOE model and the diffusion of innovations theory.

本论文借用科技、组织、环境（TOE）模型, 实践检验了其酒店经理在HFSCM中对智能代理科技（IAT）的使用和未来使用意向。

采样地点在佛罗里达州的高级酒店, 采用面对面问卷的方式取样。

研究结果表明, 只有百分之 5.7 的酒店全面采用 IAT。感知好处 可依赖性 人力资源的质量 信息密度 市场能力等对酒店经理的态度有积极显著效果。然而, 复杂性和成本对酒店经理在HFSCM上采用IAT有负面影响。经理态度对使用意图有进一步积极影响。

本论文验证的模型对酒店决策者评估 IAT 在 HFSCM 方面的使用有着参考作用, 为了竞争优势, 酒店决策者应该考虑在决策前先考虑IAT使用的 TOE 因素。

本论文是首篇结合理论与实践, 在酒店行业检验对 IAT 使用的文章。在 HFSCM 中IAT使用的验证模型对 TOE 模型和 DOI 理论有显著意义。

酒店食品供应链管理 智能代理科技 IAT 使用 TOE 模型 酒店科技

Megaproject's construction is essential for the development and economic growth of any country, especially in the developing world. In Kuwait, megaprojects are facing many restrictions that discourage their execution causing a significant delay in bidding, design, construction and operation phases with the execution quality being affected. The objective of this study is to develop a complexity measurement model using analytic hierarchy process (AHP) for megaprojects in Kuwait, with a focus on the New Kuwait University multi-billion campus Shadadiyah (College of Social Science, Sharia and Law (CSSL)) as a case study.

The study applies a hybrid fuzzy analytic hierarchy process (FAHP) method to compare the results with those obtained using the conventional AHP method. This can facilitate the project management activities during the different stages of construction. Data were collected based on the results of a two-round Delphi questionnaire completed by seniors and experts of the selected project.

It was found that project modeling methodology was responsible for complexity. It was grouped under several categories that include technological, goal, organizational, environmental and cultural complexities. The study compares complexity degrees assessed by AHP and FAHP methods. “Technological Complexity” scores highest in both methods, with FAHP reaching 7.46. “Goal Complexity” follows closely behind, with FAHP. “Cultural Complexity” ranks third, differing between methods, while “Organizational” and “Environmental Complexity” consistently score lower, with FAHP values slightly higher. These results show varying complexity levels across dimensions. Assessing and understanding such complexities were essential toward the completion of such megaprojects.

The contribution of this study is on providing the empirical evidential knowledge for the priority over construction complexities in a developing country (Kuwait) in the Middle East.

The purpose of this study is twofold: first, to identify major project management (PM) complexities in principal construction contracting; and second, to study the contribution of project management offices (PMOs) to addressing such complexities.

A two-stage research design was adopted through a structured literature review (SLR) and a qualitative survey study.

The two-stage study resulted in mapping out the contribution of 10 functional areas to 15 complexity factors that were retrieved from the literature and categorized using the TOE (technical, organizational and environmental) framework. Six outcomes including (1) facilitated processes, (2) improved decisions, (3) improved coordination, (4) enhanced alignment, (5) addressed uncertainties and (6) integrated oversight were identified that describe how PMOs can contribute to tackling complexities.

Similar to other qualitative studies, this study has some limitations in terms of the replicability of results. Regarding the exploratory nature of this study to explain the contribution of PMO to complexity, further quantitative surveys can be conducted using a larger sample to statistically examine the significance of proposed relations between capabilities and complexity factors.

This study provides an understanding of the contribution of PMOs to tackling ever-increasing complexities embedded in construction contracting. The authors suggest requirements to be considered by professionals toward overcoming such complexities.

Although prior studies have separately investigated PMO functions and PM complexities, this study explores the link between these two spheres to discuss one important application of PMO in this context.