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Article
Publication date: 29 November 2022

Jorge Alberto Marino-Romero, Pedro R. Palos-Sanchez and Félix Velicia-Martin

The aim of this research is to analyze the success of digital transformation (DT) in the management and performance of organizations. To do so, the role of IT and its ability to…

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Abstract

Purpose

The aim of this research is to analyze the success of digital transformation (DT) in the management and performance of organizations. To do so, the role of IT and its ability to integrate in organizations that provide professional services with high added value for their clients are investigated. These services require highly developed skills as they solve complex problems for the clients and this means that success depends on gathering knowledge from different sources (customers, public administrations and competitors). This study analyses the decisive and complementary role of IT in this process.

Design/methodology/approach

The analysis combines quantitative and qualitative methods. After questioning managers of Spanish KIBS companies about certain components of DT, the gathered data are subsequently processed with PLS-SEM to establish causal relationships.

Findings

The results show that digital capability is the determinant of DT. It has a positive effect on the digital resources integrated in KIBS companies and on their organizational performances.

Research limitations/implications

Future research should continue to analyze other components of TD that drive the organizational performance of KIBS firms, such as technological culture or government policies that encourage digital transactions. The present study analyzes data from companies that are part of a single economic sector in Spain which may limit the conclusions drawn. It would be particularly useful to confirm the applicability of the results in companies operating in different markets to explore the direct relationship between digital capability and organizational performance.

Practical implications

This research has implications for managers of KIBS companies, as it shows the high potential of the ability of IT to implement and manage a TD process. Managers can benefit from IT management practices using the appropriate tools (ERP, CRM and management software) to gain more knowledge of customer behavior with the possibility of easily codifying and analyzing the data, which significantly influences innovation activities. The objective is to develop a strong internal capability to absorb knowledge from day-to-day interactions with customers by using IT effectively. This process leads to an improvement in the organizational performance of KIBS companies, as they become more effective in decision making with improved internal communication, generate greater employee satisfaction and reach new customers. Following strategies aimed at the implementation and use of the technological resources studied creates more agile firms and helps to close the production gap between SMEs and large companies.

Social implications

The results obtained can help create sustainable businesses through cloud-based technology tools. It can provide insights for policy makers to implement economic policies that help SMEs to become more competitive and sustainable.

Originality/value

The development of digital technologies and the ability to manage them is one of the decisive factors that conceptualizes DT and improves organizational performance. This research contributes to the understanding of the need for managers of KIBS companies to follow strategies oriented towards the digitization of their organizations and for the collaborators to have a high level of IT training, especially in the use of cloud technology.

Details

Journal of Service Theory and Practice, vol. 33 no. 2
Type: Research Article
ISSN: 2055-6225

Keywords

Article
Publication date: 1 October 2019

José Ramón Saura, Pedro Palos-Sanchez and Alicia Blanco-González

The importance of information service offerings is directly linked to decision-making processes for buying and selling in business-to-business (B2B) companies. B2B companies…

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Abstract

Purpose

The importance of information service offerings is directly linked to decision-making processes for buying and selling in business-to-business (B2B) companies. B2B companies intend to offer information that helps other companies choose a product or service. This paper aims to identify the relationship between the types of information offered by a B2B company in its B2B marketing strategy and the decision-making of the companies which buy products and services.

Design/methodology/approach

For this purpose, a data set has been consulted that contains 439 observations that are the result of transactions using customer relationship managements (CRMs) of B2B-type companies. A total of 9 different products were consulted from 20 B2B vendors that manage their transactions with CRM software for B2B operations. A total of 439 different transactions were recorded by these vendors during 2018 (n = 439) with their information service offerings strategies. The results were analyzed with the partial least squares structural equation modeling.

Findings

The results showed that the significance of the relationship between internal control factors and external control factors (H4) is the strongest one when using information services offerings strategies in a B2B environment. The results of this research can help B2B companies to improve their decision-making strategies and to define the structure of the information offered in their B2B marketing plans.

Originality/value

This research makes a contribution to an existing gap, which is to identify what the most important information is for purchasing companies in B2B environments and the relationship with this information, so that B2B purchasers can make good decisions thanks to the information service offerings strategy of the selling companies using CRMs.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 15 February 2023

Pilar Ficapal-Cusí, Joan Torrent-Sellens, Pedro Palos-Sanchez and Inés González-González

Due to the crisis originated by the COVID-19 pandemic, an important number of workers have been incorporating the telework modality. In this context, the distance from the…

Abstract

Purpose

Due to the crisis originated by the COVID-19 pandemic, an important number of workers have been incorporating the telework modality. In this context, the distance from the workplace generates new dilemmas for work performance. In the paper the authors study the role of some individual and social antecedents on telework outcomes. In particular, they empirically investigate the direct relationship between trust (TR) and telework performance (PER) and explore mediators of that relationship such as social isolation (SI) and fatigue (FA).

Design/methodology/approach

A theoretical model with three main hypotheses is proposed and tested using partial least square structural equation modeling (PLS-SEM). The study sample, of an exploratory nature, consists of a dataset of 201 teleworkers working in Spanish companies.

Findings

The relevance of the proposed model is demonstrated and FA is found to be the factor that most affects (negatively) PER, followed by TR (positively) and SI (negatively). Beyond the direct effects, the results provide support for the role of SI and FA in mediating the relationship between TR and PER.

Originality/value

This paper discusses the PER dilemma and proposes and tests a background model that may be useful for future research. The results are of interest to human resource managers, consultants, academics and telework tool developers and managers. Practices are proposed to improve TR or to reduce feelings of SI or FA. The research provides a practical evaluation tool for telework implementation.

Details

International Journal of Manpower, vol. 45 no. 1
Type: Research Article
ISSN: 0143-7720

Keywords

Article
Publication date: 14 May 2020

Félix Velicia Martín, Luis Dona Toledo and Pedro Palos-Sanchez

The central objective is to determine the main components of a brand that become a “beloved” brand in the minds of consumers applied to football teams.

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Abstract

Purpose

The central objective is to determine the main components of a brand that become a “beloved” brand in the minds of consumers applied to football teams.

Design/methodology/approach

The authors conducted a quantitative causal study using partial least squares (PLS) with a sample of 824 participants using an online questionnaire.

Findings

Brand love is a construct composed of five dimensions: passion, connection with the brand, intrinsic rewards, emotional attachment and thinking and frequent use. It also demonstrates that the consequences of brand love for football teams are loyalty, willingness to invest and word-of-mouth communication.

Research limitations/implications

Managers of large football clubs must emphasize achieving an emotional connection with their fans and develop their marketing strategies on building long-term emotional relationships which will result in greater investments.

Practical implications

Given the competitive and international environment of the sports sector, the conclusions will be of use for managers of sports clubs and companies that develop sponsorship strategies. Another important contribution is the theoretical contribution of the brand in football teams and the psychological understanding of fans as consumers.

Originality/value

This is the first attempt to establish a model of the background and causes of brand love with respect to football teams and a context also not analysed as is the Spanish one. The analysis does not only focus on the emotional relationship but also include how the possible investment of the fans is modelled.

Details

International Journal of Sports Marketing and Sponsorship, vol. 21 no. 4
Type: Research Article
ISSN: 1464-6668

Keywords

Article
Publication date: 25 January 2024

José A. Folgado-Fernández, Nuria Huete-Alcocer, Ricardo Hernández-Rojas and Ona Vileikis

Conserving appropriately the culture and heritage of a city through sustainable tourism is a key element for its economic development. Heritage cities generate economic, social…

Abstract

Purpose

Conserving appropriately the culture and heritage of a city through sustainable tourism is a key element for its economic development. Heritage cities generate economic, social and environmental benefits through tourism management. This study aims to intend, in the context of economic sustainability of the territory and promotion, to improve the understanding of the relationship between the sources of information of tourists and their motivations, with satisfaction and future behaviour intentions. For this, a study has been carried out in the Old Town of Cáceres (Spain), a city recognised as a world heritage property by UNESCO.

Design/methodology/approach

This study applies a descriptive analysis, based on frequencies. For data collection, a structured questionnaire has been used to identify the opinion of tourists during their visit to the heritage city of Cáceres.

Findings

This study demonstrates the existence of a positive relationship between the sources of information and the tourist experience with their future behavioural intentions and satisfaction of their visit. All this in the global context of the destination for sustainable economy and the UN Agenda 2030 for sustainable development. Furthermore, the results of the study suggest that the motivations of tourists are the most important factor in explaining the overall experience and loyalty of tourists to a city.

Research limitations/implications

A limitation of this study is the data set used. The results must be contextualised at the time and place when the questionnaire was conducted.

Practical implications

The proposed model makes it possible to advance future heritage tourism strategies, in terms of planning and communication of the heritage resources of a destination. Tourism heritage institutions should increasingly invest in communication improvements based on new technologies and social media. At the same time, integrated planning with special policies for the sustainable protection of heritage can make important progress in the tourist and cultural development of the destination.

Originality/value

This article tests for the first time within the context of heritage cities in Spain and in the context of a sustainable economy and cultural heritage for destination, the relationship between different sources of site promotion information and future tourist behaviour intentions. It provides original evidence of the value of applying the underlying theory of the proposed model in a world heritage tourist destination.

Details

Journal of Cultural Heritage Management and Sustainable Development, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2044-1266

Keywords

Article
Publication date: 5 July 2022

Estela Núnez-Barriopedro, Pedro Cuesta-Valiño and Sara Mansori-Amar

The study of the background to programmatic advertising is of great interest in the context of digital marketing. Therefore, the main aim of this research is to define a…

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Abstract

Purpose

The study of the background to programmatic advertising is of great interest in the context of digital marketing. Therefore, the main aim of this research is to define a structural equation modelling (SEM) model, which allows studying the relationship between the usefulness and privacy of online ads to increase the effectiveness and efficiency of campaigns through the use of computation and big data.

Design/methodology/approach

A cross-sectional descriptive study based on the Web Browsers Survey was carried out on a sample of 24,062 Internet users by the Association for Media Research. The partial least squares structural equation modelling method (PLS-SEM) was applied to evaluate the model with the study constructs and test the hypotheses.

Findings

The result of this research allows us to know how perceived usefulness (U) and perceived annoyance (A) affect users' privacy concerns (P) and concerns about the storage and use of their data through cookies (C). The authors also seek if there is any relationship between privacy concerns (P) and cookies (C) on users' level of Internet usage (IU).

Originality/value

One of the novelties of this study is the consideration not only of Internet user perceptions but also their concerns about privacy and the use of cookies, as key variables in the strategic management of the use of programmatic advertising in digital marketing.

Details

Corporate Communications: An International Journal, vol. 28 no. 2
Type: Research Article
ISSN: 1356-3289

Keywords

Abstract

Details

International Journal of Manpower, vol. 45 no. 1
Type: Research Article
ISSN: 0143-7720

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