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Vendors’ social cues – physical or behavioural hints – have an impact on the professional buyer. However, little is known about that impact. The purpose of this paper is to place knowledge about the impact of social cues that other disciplines acquired in the context of business-to-business (B2B) marketing to contribute constructively to the research agenda.

By integrating findings on the processing of social cues and the behavioural response from the disciplines of neuroscience, biology and psychology (specifically the behavioural inhibition system [BIS]/behavioural activation system [BAS]-theory), this paper aims to provide an interdisciplinary perspective on the automatic evaluation of vendors by professional buyers.

Social cues are likely to be of substantial value in the (first) encounter between buyer and seller. Positively evaluated social cues create an approach-motivated behavioural intention, whereas negatively evaluated ones create avoidance. This process is probably predominantly mediated by trust and moderated by personality and contextual factors.

This paper stimulates research about the impact of social cues in a B2B context. While such knowledge would add practical value, this paper also explores possibilities for managers to use neuroscientific techniques to assess and train sales agents.

The impact of social cues is hardly covered in the B2B marketing literature, but they have an important impact on B2B decision-making. The conceptual framework combines the BIS/BAS theory (approach/avoidance) with the SOR-model (stimulus-organism-response), which is unique to the B2B marketing field.

The purpose of this paper is to explain why the high quality cassava flour (HQCF) value chain in Nigeria has not performed as well as expected. The specific objectives are to: analyse important sources of uncertainty influencing HQCF value chains; explore stakeholders’ strategies to respond to uncertainty; and highlight the implications of different adaptation strategies for equity and the environment in the development of the value chain.

The authors used a conceptual framework based on complex adaptive systems to analyse the slow development of the value chain for HQCF in Nigeria, with a specific focus on how key stakeholders have adapted to uncertainty. The paper is based on information from secondary sources and grey literature. In particular, the authors have drawn heavily on project documents of the Cassava: Adding Value for Africa project (2008 to present), which is funded by the Bill & Melinda Gates Foundation, and on the authors’ experience with this project.

Policy changes; demand and supply of HQCF; availability and price of cassava roots; supply and cost of energy are major sources of uncertainty in the chain. Researchers and government have shaped the chain through technology development and policy initiatives. Farmers adapted by selling cassava to rival chains, while processors adapted by switching to rival cassava products, reducing energy costs and vertical integration. However, with uncertainties in HQCF supply, the milling industry has reserved the right to play. Vertical integration offers millers a potential solution to uncertainty in HQCF supply, but raises questions about social and environmental outcomes in the chain.

The use of the framework of complex adaptive systems helped to explain the development of the HQCF value chain in Nigeria. The authors identified sources of uncertainty that have been pivotal in restricting value chain development, including changes in policy environment, the demand for and supply of HQCF, the availability and price of cassava roots, and the availability and cost of energy for flour processing. Value chain actors have responded to these uncertainties in different ways. Analysing these responses in terms of adaptation provides useful insights into why the value chain for HQCF in Nigeria has been so slow to develop.

Recent developments suggest that the most effective strategy for the milling industry to reduce uncertainty in the HQCF value chain is through vertical integration, producing their own cassava roots and flour. This raises concerns about equity. Until now, it has been assumed that the development of the value chain for HQCF can combine both growth and equity objectives. The validity of this assumption now seems to be open to question. The extent to which these developments of HQCF value chains can combine economic growth, equity and environmental objectives, as set out in the sustainable development goals, is an open question.

The originality lies in the analysis of the development of HQCF value chains in Nigeria through the lens of complex adaptive systems, with a particular focus on uncertainty and adaptation. In order to explore adaptation, the authors employ Courtney et al.’s (1997) conceptualization of business strategy under conditions of uncertainty. They argue that organisations can assume three strategic postures in response to uncertainty and three types of actions to implement that strategy. This combination of frameworks provides a fresh means of understanding the importance of uncertainty and different actors’ strategies in the development of value chains in a developing country context.

The application of circular building adaptability (CBA) in adaptive reuse becomes an effective action for resource efficiency, long-lasting usability of the built environment and the sped-up transition to a circular economy (CE). This paper aims to explore to which extent CBA-related strategies are applied in adaptive reuse projects, considering enablers and obstacles.

A stepwise theory-practice-oriented approach was followed. Multiple-case studies of five circular adaptive reuse projects in The Netherlands were investigated, using archival research and in-depth interviews. A cross-case analysis of the findings was deductively conducted, to find and replicate common patterns.

The study revealed that configuration flexibility, product dismantlability and material reversibility were applied across the case studies, whereas functional convertibility and building maintainability were less applied. Low cost of material reuse, collaboration among team members and organisational motivation were frequently observed enabling factors. Lack of information, technical complexities, lack of circularity expertise and infeasibility of innovative circular solutions were frequently observed obstacles to applying CBA.

This paper provides practitioners with a set of CBA strategies that have been applied in the real world, facilitating the application of CBA in future adaptive reuse projects. Moreover, this set of strategies provides policymakers with tools for developing supportive regulations or amending existing regulations for facilitating CE through adaptive reuse.

This study provides empirical evidence on the application of CBA in different real-life contexts. It provides scholars and practitioners with a starting point for further developing guiding or decision-making tools for CBA in adaptive reuse.

Between 2006 and 2016, local communities in semi-arid Bobirwa sub-district in the Limpopo Basin part of Botswana had endured notable fluctuations in the delivery of critical ecosystem services. These changes have been coupled with adverse effects on local people’s livelihood options and well-being. However, a few such studies have focussed on the semi-arid to arid landscapes. This study therefore aims to provide recent knowledge and evidence of consequences of environmental change on semi-arid arid landscapes and communities.

To examine these recent changes in key ecosystem services, the authors conducted six participatory mapping processes, eight key informant interviews and several rapid scoping appraisals in three study villages. The analyses were centred on changes in seasonal quantities, seasonality, condition of ecosystem service sites, distance to ecosystem service sites and total area providing these services. Drivers of change in the delivery of key ecosystem services and the associated adverse impacts on human well-being of these recent changes in bundles of ecosystem services delivered were also analyzed.

Results show that adverse weather conditions, drought frequency, changes in land-use and/or land-cover together with unsustainable harvesting because of human influx on local resources have intensified in the past decade. There was circumstantial evidence that these drivers have resulted in adverse changes in quantities and seasonality of key ecosystem services such as edible Mopane caterpillars, natural pastures, wild fruits and cultivated crops. Similarly, distance to, condition and total area of sites providing some of the key ecosystem services such as firewood and natural pastures changed adversely. These adverse changes in the key ecosystem services were shown to increasingly threaten local livelihoods and human well-being.

This paper discusses the importance of engaging rural communities in semi-arid areas in a participatory manner and how such information can provide baseline information for further research. The paper also shows the utility of such processes and information toward integrating community values and knowledge into decisions regarding the management and utilization of local ecosystem services under a changing climate in data-poor regions such as the Bobirwa sub-district of Botswana. However, the extent to which this is possible depends on the decision makers’ willingness to support local initiatives through existing government structures and programmes.

This study shows the importance of engaging communities in a participatory manner to understand changes in local ecosystem services considering their unique connection with the natural environment. This is a critical step for decision makers toward integrating community values in the management and utilization of ecosystem services under a changing climate as well as informing more sustainable adaptive responses in semi-arid areas. However, the extent to which decision makers can integrate such findings to inform more sustainable responses to declining capacity of local ecosystems in semi-arid areas depends on how they value the bottom-up approach of gaining local knowledge as well as their willingness to support local initiatives through existing government structures and programmes.

Change of climate is attributed to human activity that alters the composition of the global atmosphere observed over comparable periods. The purpose of this paper is to explore smallholder farmers' perceptions of climate change and compare it with meteorological data, as well as to identify perceived adaptation barriers and examine the factors that influence the choice of adaptation options in eastern Ethiopia.

In total, 384 sample households were chosen from four districts of the zone. A cross-sectional survey was used to conduct the study. Primary data was acquired through key informant interviews, focus group discussions and semistructured interviews, whereas meteorological data was collected from the National Meteorological Service Agency of Ethiopia. A Mann–Kendall statistical test was used to analyze temperature and rainfall trends over 33 years. A multivariate probit (MVP) model was used to identify the determinants of farmers' choice of climate change adaptation strategies.

The result indicated that temperature was significantly increased, whereas rainfall was significantly reduced over the time span of 33 years. This change in climate over time was consistently perceived by farmers. Smallholder farmers use improved varieties of crops, crop diversification, adjusting planting dates, soil and water conservation practices, reducing livestock holdings, planting trees and small-scale irrigation adaptation strategies. Moreover, this study indicated that sex of the household head, landholding size, livestock ownership, access to extension, access to credit, social capital, market distance, access to climate change-related training, nonfarm income, agroecological setting and poverty status of the households significantly influence farmers’ choice of adaptation strategies.

Further research is required to evaluate the economic impact of each adaptation options on the livelihood of smallholder farmers.

Institutional variables significantly influenced how farmers adapted to climate change, and all of these issues might potentially be addressed by improving institutional service delivery. To improve farm-level adaptation, local authorities are recommended to investigate the institutional service provision system while also taking demographic and agroecological factors in to account.

This study compared farmers' perceptions with temperature and rainfall trend analysis, which has been rarely addressed by other studies. This study adopts an MVP model and indicated the adaptation strategies that complement/substitute strategies each other. Furthermore, this study discovered that the choice of adaptation options differed between poor and nonpoor households, which has been overlooked in previous climate change adaptation research.

The very criticism of public policy being rigid and generalized on one hand, and insouciant and noncustomizable on the other has to be addressed to cope up with the comingled economic, social and environmental challenges. Policies that fail the litmus test of changing and challenging conditions will run the risk of not achieving their purpose and obstructing the ability of citizens, communities and businesses. This paper draws the case of Bangladesh to explore the principles of adaptive policies in the surfacing of the recently adopted Digital Commerce Management Guide 2021 under the National Digital Commerce Policy, 2020.

This is a qualitative paper that is based on both primary and secondary data. While secondary data on the policy crafted a strong call for increased adaptiveness, primary data extracted from the interviews presented several lacking and loopholes from respondents’ firsthand experiences. Based on secondary content and primary data from consumers and business owners of the most-used social commerce platform (a form of digital commerce), Facebook commerce, hereto referred to as F-commerce, this paper discusses the possible characteristics of adaptive policy-making for more innovative, contextual, gender-inclusive, efficient and environmentally sustainable policies.

The paper points out some reform and adjustment scope for the recently introduced digital commerce policy to make it more adaptive to the present and upcoming policy context.

It must be mentioned that there is a dearth of research on digital commerce policy and the platform as a whole.

Hence, this paper offers a fresh perspective toward time befitting policy formulation in the digital commerce sector and set in motion the policy attention that this platform requires.

This paper aims to explore the impact of salespeople’s goal orientation and self-regulatory mode on their performance through sales ambidexterity and sales technology infusion (STI) using a sales technology ecosystem approach.

This paper adopts a qualitative methodology, through in-depth interviews with salespeople from a diverse range of industries, age profiles and contexts, to explore the narratives and original meanings related to their goal orientation, self-regulatory mode, ambidexterity, STI and performance.

Sceptics are salespeople who may fear or hesitate to fully use the sales technology, whereas enthusiasts are ambidextrous salespeople with high STI, who are more open to change and able to face uncertainty, regardless of the differences in their background in terms of industry, age and experience.

STI may be influenced by individual factors, such as the salesperson’s goal orientation and self-regulatory mode. Hence, sales organizations should try to foster and facilitate further STI and sales ambidexterity, which are key to achieving positive outcomes in today’s technology-intensive sales settings.

This paper extends the current literature on sales technology and sales ambidexterity within a sales technology ecosystem perspective and provides new insight on the combined impact of these variables on the salesperson’s performance.

The purpose of this study is to provide an in-depth understanding of the B2B customers’ perspective regarding salespeople’s social media use.

The study adopts a qualitative approach based on semi-structured interviews with 26 key informants performing their job in customer role in various industries.

The authors inductively identify five themes regarding the B2B customers’ perspective of social media use in B2B selling. These themes allow for valuable implications for social selling activities and expected outcomes.

Against a growing body of literature on drivers, best practices and outcomes of social media use by B2B salespeople, less attention has been paid to the customer’s side. The authors extend current research by providing a more complete picture of social selling activities and expected outcomes.

This research aims to propose the development of a model that identifies, in essential services, the determining factors affecting the technological advances offered by different smart technologies in supermarket retail channels that influence citizens' quality of life, amidst the coronavirus disease 2019 (COVID-19) pandemic.

The data were collected using a cross-sectional questionnaire survey (n = 469). The authors applied the structural equation modeling (SEM) technique to test the hypotheses, along with the partial least squares (PLS) method for estimating latent variables and combining with the necessary condition analysis (NCA) method.

According to the results of the NCA method, the results were adequate, and more attention should be paid to the quality of life construct after finding the bottleneck point of 50%. In this sense, adaptive resilience was characterized as the main necessary predictor construct for quality of life. In addition, Generation Z and Millennials have the highest frequency of use in all smart technologies, with “assisted purchase” being the most widely used.

Finally, the effect of the pandemic changed the consumption routine with supermarkets, not being a mere option but a necessity in the context of a smart city.

As a result, the proposed model was consistent, showing that all direct and indirect SEM paths were validated, highlighting data security and privacy and resilience issues. In addition, the NCA method complemented the procedures performed in the SEM phase.

As empirical insights into when salespeople should integrate information and communication technology (ICT) into their sales tasks are limited, the purpose of this study is to investigate the impact of salespeople’s ICT orientation on role stress by considering the interplay of individual salesperson characteristics and the complexity of the selling environment, differentiating between customer and supplier complexity.

The authors develop an empirical framework based on the Job Demands-Resources model and previous research in the area of technology in sales. They test their hypotheses by means of a survey of 255 business-to-business salespeople which is analyzed using ordinary least squares regressions.

The results of this study show that ICT orientation generally helps salespeople to reduce role ambiguity. However, the benefits salespeople derive from ICT orientation to reduce role conflict depend on an interplay of both their job tenure and the average relationship duration with customers as well as the complexity of the selling environment.

This study contributes to research on the impact of technology use on salespeople by enhancing the understanding of contexts that make ICT valuable for them. In particular, the findings of this study demonstrate that the impact of ICT orientation on salespeople’s role stress depends on an interplay of individual salesperson characteristics, that is, resources, and environmental complexity characteristics, that is, demands.