Search results

1 – 10 of 23
To view the access options for this content please click here
Article
Publication date: 5 March 2018

Petri Parvinen and Essi Pöyry

In mature global business-to-business (B2B) product markets, management of external sales channels, governed by contractual relationships, is a key determinant of business…

Abstract

Purpose

In mature global business-to-business (B2B) product markets, management of external sales channels, governed by contractual relationships, is a key determinant of business performance. However, existing sales channel management literature lacks focus on contractual governance and reseller management success. The purpose of the study is to systematically review different governance theories in relation to sales channel management and to show which factors are the most influential in making or keeping external sales channels effective.

Design/methodology/approach

A case study on a large B2B information and communication technology (ICT) company is used to reflect on the way the different theoretical governance perspectives explain sales channel management success. Interviews and mini-questionnaires were used to collect data.

Findings

Expressions of interdependence and equality alongside persevered personal relationships are important in managing daily business activities and in avoiding bad will at the reseller’s grass-root level. Future-oriented planning, long-term-oriented support and jointly set incentive systems are important for reseller management. Degree of professional management sets resellers apart through shifts in power balance.

Research limitations/implications

A multi-theory governance perspective offers a holistic view over reseller management and provides a comprehensive view over different sales channel management issues and their relative importance.

Practical implications

The findings highlight the importance of long-term orientation and cooperation in setting up a reseller management system to gain and nurture distributors’ trust and commitment towards the manufacturer.

Originality/value

The study is the first to comprehensively use governance perspective in studying reseller management.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article
Publication date: 23 February 2018

Maurits Kaptein, Richard McFarland and Petri Parvinen

This paper aims to develop and test a method of automating, for online retailers, the practice of adaptive selling, which is typically used by salespeople in face-to-face…

Abstract

Purpose

This paper aims to develop and test a method of automating, for online retailers, the practice of adaptive selling, which is typically used by salespeople in face-to-face interactions. This method customizes persuasive messages for individual customers as they navigate a retailer’s website.

Design/methodology/approach

This paper demonstrates a method for the online implementation of automated adaptive selling using sales influence tactics. Automated adaptive selling is compared to nonadaptive selling in three e-commerce field studies.

Findings

The results reveal that adaptive selling is more effective than nonadaptive selling. The click-through rates increased significantly when adaptive selling was used.

Research limitations/implications

This paper highlights the effectiveness of existing theories concerning adaptive human-to-human selling and their utility to online selling. The authors demonstrate the added value of adaptive selling in e-commerce, thereby opening up a novel area of research into adaptive selling online. While the paper focuses on the adjustment of sales influence tactics, other factors could be investigated for adjustment in future research (e.g. prices).

Practical implications

The methods, described in detail, are readily available for implementation by online retailers. The implementations are timely and increasingly valuable as e-commerce expands into interpersonal channels (e.g. instant messengers and social media).

Originality/value

To the authors’ knowledge, this paper is the first to formally implement automated adaptive selling as described in the ISTEA model in an e-commerce setting.

Details

European Journal of Marketing, vol. 52 no. 5/6
Type: Research Article
ISSN: 0309-0566

Keywords

To view the access options for this content please click here
Article
Publication date: 4 September 2017

Minna Matikainen, Leena Olkkonen, Nina Katajavuori, Petri Parvinen and Anne Juppo

This study aims to examine the attitudes of physicians towards the pharmaceutical industry and investigates how these are reflected when a new drug is introduced.

Abstract

Purpose

This study aims to examine the attitudes of physicians towards the pharmaceutical industry and investigates how these are reflected when a new drug is introduced.

Design/methodology/approach

The qualitative theme-interview study adopts the innovation diffusion perspective and is conducted with 22 general practitioners and specialists.

Findings

Physicians’ positive relationship orientation and active interaction can result in early adoption of new drugs with product advantage. In comparison, negatively oriented and passively interacting physicians will adopt a new drug later based on research evidence- and experience-based reasoning and opinions of their colleagues.

Research limitations/implications

The objective was to obtain a deeper understanding of the research themes. Further qualitative studies in different countries and health care environments with a larger sample size would improve generalizability of results.

Practical implications

It’s necessary to find an optimal win – win situation that fulfils both parties’ needs, while decreasing unnecessary and time-consuming marketing activities and avoiding waste of limited resources and allowing physicians to participate in activities that better serve their primary needs. Managers in pharmaceutical companies should ensure their sales representatives act in appropriate and professional ways, interact openly and reciprocally and provide accurate and objective information.

Originality/value

The study demonstrates that the physician–pharmaceutical industry relationship has developed from being ethically precarious and having non-professional related personal benefits, towards becoming a more sustainable collaboration. The mutually beneficial collaboration supports physicians’ professional development, enabling better patient care and relieving strain on limited resources.

Details

International Journal of Pharmaceutical and Healthcare Marketing, vol. 11 no. 3
Type: Research Article
ISSN: 1750-6123

Keywords

To view the access options for this content please click here
Article
Publication date: 6 June 2016

Minna Matikainen, Harri Terho, Petri Parvinen and Anne Juppo

This study examines the role and relative impact of market orientation, product orientation and relationship orientation on new product launch performance, investigating…

Abstract

Purpose

This study examines the role and relative impact of market orientation, product orientation and relationship orientation on new product launch performance, investigating product advantage and market-based assets as alternative mediating mechanisms, which link these strategic orientations to launch performance.

Design/methodology/approach

Survey data from the pharmaceutical industry are used to test hypotheses in the research model using partial least squares modeling.

Findings

Findings show that while each examined strategic orientation relates positively to launch performance, their performance effects and related mechanisms vary significantly. Results demonstrate a firm’s relationship orientation is the strongest predictor of launch performance, and accumulated market-based assets represent an alternative relational mediator besides product advantage linking firms’ orientations and launch performance.

Research limitations/implications

The empirical study is based on cross-sectional data collected in one specific industry sector. The authors encourage researchers to confirm the key findings in different industry and other contextual settings.

Practical implications

New product launch can be effectively managed as a relational activity. Firms benefit from paying explicit attention to strategic orientations and relationships. Especially, top management should foster a relationship-oriented organizational culture, develop relational competences and fully use the firm’s accumulated market-based assets for increased launch performance.

Originality/value

The study extends knowledge on the role of strategic orientations in launch performance by highlighting the significance of relationship orientations and providing novel knowledge on the key mediating mechanisms between strategic orientations and launch performance.

Details

Journal of Business & Industrial Marketing, vol. 31 no. 5
Type: Research Article
ISSN: 0885-8624

Keywords

Content available
Article
Publication date: 2 January 2007

Abstract

Details

Business Strategy Series, vol. 8 no. 2
Type: Research Article
ISSN: 1751-5637

To view the access options for this content please click here
Article
Publication date: 11 July 2017

Kristian Möller

This paper aims to present a commentary and reflection on Nenonen et al.’s paper on theorizing with managers.

Abstract

Purpose

This paper aims to present a commentary and reflection on Nenonen et al.’s paper on theorizing with managers.

Design/methodology/approach

The paper is a conceptual reflection.

Findings

The author finds much to agree with Nenonen et al.’s work, but finds some aspects where greater breadth could be added to further strengthen it. The author further suggest that the alleged gap should be critically examined.

Originality/value

This paper extends Nenonen et al. by proposing a broader framework for viewing the relevance and implementability of academic marketing research.

Details

European Journal of Marketing, vol. 51 no. 7/8
Type: Research Article
ISSN: 0309-0566

Keywords

To view the access options for this content please click here
Book part
Publication date: 10 November 2005

Petri Parvinen and Grant T. Savage

A common observation is that both single- and multi-payer health care systems will achieve lower overall costs if they use primary care gatekeeping. Questioning this…

Abstract

A common observation is that both single- and multi-payer health care systems will achieve lower overall costs if they use primary care gatekeeping. Questioning this common wisdom, we focus on the health care access system, that is, the way in which patients gain access to health care. Gatekeeping, the use of primary care providers to control access to more specialized physician and hospital services, has come under intense scrutiny in the United States and in Europe. The few international comparative studies that have focused on the issues of quality of care, cost containment, and patient satisfaction find weak or no support for common assumptions about gatekeeping. Hence, we examine the institutional environments in seven countries in order to: (a) define and categorize health care access systems; (b) identify the components of a health care access system; (c) explore the notion of a strategic fit between health care financing systems and access system configurations; and (d) propose that the health care access system is a key determinant of process-level cost efficiency. Drawing upon institutional and governance theories, we posit that the structure and organization of an access system is determined by how it addresses six essential questions: Who is covered? Which services are included? What are the points of access? How much time elapses before access? What are the ways of selecting among points of access? and Are services and their quality the same for everyone? This analytical framework reveals that national health care access systems vary the most in their points of access, access times, and selection mechanisms. These findings and our explanations imply that access systems are one of the only tools for demand management, that any lasting change to an access system typically is implemented over an extended time period, and that managers of health care organizations often have limited freedom to define governance structures and shape health care service production systems.

Details

International Health Care Management
Type: Book
ISBN: 978-0-76231-228-3

To view the access options for this content please click here
Article
Publication date: 20 June 2008

Juha‐Antti Lamberg, Kalle Pajunen, Petri Parvinen and Grant T. Savage

The purpose of this paper is to offer an explanatory process model of stakeholder management. The model shows how and why path dependence is manifested in stakeholder…

Abstract

Purpose

The purpose of this paper is to offer an explanatory process model of stakeholder management. The model shows how and why path dependence is manifested in stakeholder management issues.

Design/methodology/approach

The paper integrates stakeholder theory with key ideas from path dependence literature. The resulting propositions are examined in the context of a longitudinal case study of the United Airlines and US Airways abandoned merger in 2000‐2001

Findings

The paper's analysis demonstrates that initial conditions are accentuated by the sequence of actions, offering a plausible explanation for process outcomes.

Practical implications

On the practical side, the paper provides a problem‐solving tool for stakeholder management to analyze the stakeholder linkages during strategic initiatives.

Originality/value

The paper addresses an important research gap, exploring how stakeholder‐related path dependencies influence the process of conflict escalation.

Details

Management Decision, vol. 46 no. 6
Type: Research Article
ISSN: 0025-1747

Keywords

To view the access options for this content please click here
Article
Publication date: 26 July 2013

Petri Parvinen, Jaakko Aspara, Sami Kajalo and Joel Hietanen

The purpose of this paper is to study the impact that systematization of sales activities through sales process management has, at the firm level, on profitable sales…

Abstract

Purpose

The purpose of this paper is to study the impact that systematization of sales activities through sales process management has, at the firm level, on profitable sales growth in business‐to‐business (B2B) companies. The research aims to compare companies focusing on service offerings to those focusing on product offerings.

Design/methodology/approach

The study is based on survey data.

Findings

Despite the emergence of service‐dominant logic, B2B service and product companies still differ in how sales process management contributes to firm performance.

Research limitations/implications

The findings suggest that differences between service and product firms in their sales process management stem from the different underlying modes of interaction. The findings are generalizable to B2B companies.

Practical implications

The findings help businesses differentiate between productive sales process management practices in product and service firms.

Originality/value

The study contributes to the wider need of operationalizing ideas about sales process management at the level of organizations and business units.

Details

Journal of Business & Industrial Marketing, vol. 28 no. 6
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article
Publication date: 6 September 2011

Petri Parvinen, Jaakko Aspara, Joel Hietanen and Sami Kajalo

This paper aims to investigate the role of new value creation mechanisms in a company's sales strategy. Using value creation and strategic marketing as theoretical…

Abstract

Purpose

This paper aims to investigate the role of new value creation mechanisms in a company's sales strategy. Using value creation and strategic marketing as theoretical approaches, the study explores the underpinnings of blue ocean strategy (BOS) and categorizes ways in which BOS is reflected in sales management activities. The link to performance and the influence of contextual moderation are also examined.

Design/methodology/approach

The article reports on a study on sales management in a 168‐respondent survey of CEOs and sales directors of Finnish companies across industries. The operationalization is quantitative, and principal component analysis with the varimax rotation method is used to examine the companies' approach to executing BOS and the firms are categorized using the cluster analysis method. Furthermore, the linkage to self‐reported business performance is statistically analyzed.

Research limitations/implications

This study identifies four approaches to using BOS: strategic awareness‐building; customer‐specific solution orientation; enforcement‐orientation; and non‐employment of blue ocean thinking. While only the enforcement‐orientation cluster has superior performance to non‐users of BOS across the entire sample, there are surprisingly notable performance differentials within different combinations of contexts.

Practical implications

The study points out that enforcing BOS at the level of action and implementation in sales management pays off. The findings entail that choosing between the identified BOS approaches and implementing them should be context‐specific. Furthermore, the development of skills is emphasized over knowledge management.

Originality/value

For concepts primarily directed at managerial audiences, the theoretical foundations and empirical testability is often not the primary concern. This study presents investigative work geared at revealing the key factors underlying blue ocean strategies in sales management. The paper represents one of the first verifications of the link between blue ocean strategy and business performance.

Details

Management Decision, vol. 49 no. 8
Type: Research Article
ISSN: 0025-1747

Keywords

1 – 10 of 23