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The purpose of this research is to increase understanding of post-project business relationships in service-intensive projects, a topic unexplored to date. This research contributes to the project marketing research focusing on post-project interaction, by building a conceptual research framework capable of illustrating the path from the initiation of a relationship through the project’s afterlife.

A comparative case study is used across four different service-intensive project contexts to highlight the conceptual research framework, derived from the IMP-related interaction research, in practice.

According to the research findings, there are at least four potential post-project business relationships associated with service-intensive projects. Furthermore, the findings indicate that these relationships embody certain antecedent and process characteristics, enabling us to compile four distinct development paths.

The four cases of the empirical research were chosen on theoretical grounds to highlight the conceptual research framework in practice, and thus the purpose was mainly descriptive. The findings should be generalized only with caution, as more empirical research is needed in this emerging project context.

For managers, the findings provide practical guidance to deal with different post-project relationships. They will help managers to initiate, maintain and develop post-project relationships and to avoid a mismatch between relationship antecedent, processes and outcomes.

Post-project buyer – seller interaction has been studied by the project marketing research stream, but mainly from the perspective of social exchange and sleeping relationships. With the advent of service-intensive projects, however, a whole new breed of post-project business relationships is unfolding and demanding research attention. This research is a step toward understanding the different post-project business relationships associated with service-intensive projects.

Specific examples or brief case-histories in different fields or disciplines illustrate the inventive process from conception to realization.

The authors examine predictions made in 2007 by “China experts” about what the Chinese business environment would look like in 2017. Their predictions were accurate in respect of around two-thirds of the issues they were asked to consider. The authors focus on the one-third of issues about which they were wide of the mark and examine the likely reasons.

The newly named Anthropocene is a time of increasing conception, research, design, development, evaluation and exploitation of new artifacts and services. Objectivity: careful problem-analysis assures the authors’ understanding of innovating pathways.

Trial-and-error methods may be disorderly, log-type research records are not kept, accidents not considered relevant.

Examples cited are transdisciplinary, often requiring inputs from other economic or cultural sectors. These complexities should be of incalculable value to innovators with single-field backgrounds.

This study aims to focus on a specific project marketing concept, i.e. “discontinuity,” and analyzes how this concept emerged in project marketing, becoming its key scholarly embodiment, how it became decoupled from the increasingly service-intensive project business practice and what the relevance of discontinuity is for project marketers moving forward.

This study is built on a systematic literature review of 31 years (1993–2023) of publishing data from major marketing and management journals.

This study provides three findings. First, the author reveals the risks related to marketing scholars and practitioners losing sight of each other as business practices evolve much faster than scholarly research can keep up. Second, the author highlights the role of interdisciplinary collaboration in advancing conceptual innovations. Finally, the research elucidates the need for broader metatheoretical reflection to keep this research tradition on an upward trajectory.

The aim of this study is not to criticize project marketing, as many strands of business-to-business (B2B) marketing face the same challenge, but to elucidate a need for conceptual innovations, collaboration with practitioners and other disciplines and broader metatheoretical reflection to keep this research tradition on an upward trajectory.

This study makes several contributions to the project marketing research tradition. First, it reviews the emergence and dissipation of the concept of discontinuity, drawing on semantical, etymological and epistemological insights. It also reflects on recent disruptions in the marketplace and envisions future research trajectories for this elusive concept. In addition, the author develops a conceptual framework that combines project types with exchange elements in project and service businesses. This conceptual framework helps elucidate what part of the exchange is continuing and what is discontinuing in the resulting business relationships. Furthermore, the research contributes to B2B marketing more broadly by highlighting the fleeting correspondence between theory and the real world. It underscores the need for constant updates to maintain relevance.

Project marketing is the specific activity of companies selling projects-to-order. Interpersonal practice is known to be important in this type of marketing. While this interpersonal practice has been little studied, some previous research suggests that changes in the institutional macro environment have affected it. Therefore, the purpose of this paper is to study today’s interpersonal practice in project business and how the institutional environment conditions it.

Semi-structured interviews were conducted with marketing managers at project-based firms in different business sectors in France and Sweden. Data collection and analysis was informed by grounded theory.

The paper identifies three types of interpersonal practice in project marketing, referred to as the transactional, the work-based and the socializing. Changes in these are explained in relation to the three institutional logics identified in the data: the market institutional logic of business ethics, the corporate institutional logic of rationalization and the family institutional logic of gender equality.

Future studies can continue and broaden this work as it regards how the institutional conditioning of interpersonal practice varies with context.

By clearly categorizing the three types of interpersonal practice and their relative role today, companies can orient the activities of salespeople, business developers and other project marketers.

The paper highlights how business ethics and gender equality have changed interpersonal practices in project marketing.

The paper contributes to the current debate on project marketing by identifying three types of interpersonal practice and by illustrating how institutional logics condition and change these. The paper shows that extra-business activities are needed less than previous research has argued with regard to maintaining customer relationships in-between projects.

The purpose of this paper is to explore what value dimensions and related value components are highlighted in the value proposition of knowledge-intensive business services (KIBS), both at the relationship and project levels, how value propositions can differ between new and established customer relationships, and finally what is characteristic to the evolution of value proposition in the KIBS context.

This study uses a comparative, qualitative multiple case study method.

The aim is to offer a comprehensive picture of the variety of value components in KIBS relationships, likewise, how the nature and composition of value proposition changes as a relationship evolves from conducting a single project toward a more established customer relationship. Individual experts seem to possess a crucial role in that development.

This study contributes theoretically by providing insights into the current literature on core dimensions and components of value propositions in this specific context, and differences there can be between new and established customer relationships. The study also offers much-needed, context-specific knowledge of knowledge-intensive services for managers. Empirically, these findings reflect the perspectives of both the service provider and four of its customers, ensuring a multi-sided description of the phenomenon.

This study aims to explore how manufacturing firms master customer lock-in through value creation by servitization innovation strategies from the perspective of asset specificity.

A multiple case study with triangulation fashion is adopted to identify servitization innovation strategies. Several manufacturing firms were investigated, which are distributed in different positions of the value chain. Content analysis and abductive approaches are adopted to analyze the data. Moreover, an in-depth interview and participatory observation were conducted to refine the analysis results.

This study identified four different focusing points of servitization operations. Based on these, the paper further induces an innovative servitization strategy matrix of customer lock-in, concerning communion, intellectual, existential and insubstantial strategies. Furthermore, a conceptual model of customer lock-in by servitization innovation from the perspective of asset specificity is elaborated. It is suggested that companies can use tangible or intangible resources by sharing or storing operations to create servitization value.

This study theoretically proposes a conceptual model to extend servitization innovation as an intangible asset and adopt the new perspective of asset specificity to illustrate the value creation in servitization to generate customer lock-in.

This paper aims to advance understanding regarding a particular religious belief and buying behavior.

Two online experiments were conducted among diverse respondents. Study 1 used a one-way, between-subjects design with three conditions: afterlife salience, control and mortality salience. The dependent measure was built on the notion of first-price sealed-bid auction. Study 2 used a similar procedure with two conditions: afterlife salience and control. Mortality was made salient in both conditions.

Making afterlife salient boosted the willingness to pay. This effect did not result from mortality salience, which suggests that this research is a unique contribution beyond works rooted in Terror Management Theory. This effect was mediated through positive product thoughts.

There has long been an imbalance between theoretical speculation concerning religion and cognition and actual empirical documentation. The present research adds to the emerging body of empirical investigations into this relation. It contributes to the conceptual richness of the stream of literature by examining one aspect of religiosity that has rarely been studied: the belief in afterlife. In addition, the findings go beyond correlational patterns toward discovering nonobvious cause and effect. To the best of the authors’ knowledge, this research is one of the few works that experimentally manipulate the notion of afterlife belief. This research also extends the understanding of pricing and willingness to pay by identifying a subtle environmental influence not recognized before.

The retail sector is one of the largest property concerns in the UK at 154million m2 and worth almost £300billion in capital value (IPF, 2015). Whilst it continues to be a growth sector, many retail developments and supermarkets which have been constructed in the UK since a major boom in the 1980s have seen interventions to replace envelope fabric, update their appearance and be re-configured to suit changing tenant requirements. Others will be demolished to make way for new developments. The paper aims to discuss these issues.

If the cost of adaptations to meet the required outcome is too great, or other drivers are stronger, adaptation becomes conversion or renewal. This process may be more damaging to the environment in terms of energy use, emissions and material wastage but may enable better quality and performing buildings to replace older stock. These decisions will be managed by cost benefit analysis and return on investment (feasibility, viability, risk and market appetite). This paper seeks to understand if it is possible to extend retail building life by anticipating future needs in the retail sector by forecasting what happens after the building is no longer required by the initial user.

This research has attempted to capture the knowledge and experience of those responsible for advising the stakeholders that make the significant decisions in retail development. Whist the methods may have been less satisfactory in extracting data, it has shown that predicting adaptability is quite difficult for many reasons. A direction towards increasing long-term adaptability the development is summarised in a list of key deliverables.

This study has demonstrated a clear need to increase the consideration of defining design life as part of the performance information of a building or development, particularly in terms of whole life cost and asset value beyond the viable term of the end user and the value of the asset in terms of materials and resources (such as embodied CO2 emissions or sequestrated timber). Assessment of the design and evaluation process adopted when existing buildings are in the process of refurbishment is necessary to demonstrate this benefit.

There remains a major contradiction in the design approach for retail development; the choice between bespoke design which extends the design life and flexible design which maximises the interchangeability of end user. Buildings or parts of buildings may function better for longer if they are purpose built for key operators, anchor retail tenant or leisure use such as a cinema. However, these spaces are more likely to be changed most radically during an intervention to meet alternative functions in the future.

For adaptability to be possible and demonstrable it needs to be clearly communicated at all project stages by definition of design life phases in the brief, specification, construction contract and facilities management documentation. Adaptability can be monitored in the longer term by land registration mapping, planning and building control functions in the local authority as these extend above and beyond the scope of each owner or user, however it would be advisable for facilities managers to adopt clear documentation regarding the performance parameters expected at first occupation and how modifications and interventions can be applied for flexibility and adaptability to changing requirements.

This review of current practice in UK retail development has demonstrated that although design teams are thinking about the future of developments, they are also driven to meet current requirement because the immediate future is more important than the extended future for generating retail turnover. They are not expected to document any evidence of adaptability considerations. Retailers are equally unable to speculate far enough into the future and depend on immediate annual sales results to remain economically sustainable. This impasse will ultimately prevent any change in the status quo, and legislative intervention may be necessary if society prefers to see buildings within the urban fabric last longer than the terms of a 15-year lease.

This paper aims to provide a brief overview of the ethical challenges facing researchers engaging with web archival materials and demonstrates a framework and method for conducting research with historical web data created by young people.

This paper’s methodology is informed by the conceptual framing of data materials in research on the “right to be forgotten” (Crossen-White, 2015; GDPR, 2018; Tsesis, 2014), data afterlives (Agostinho, 2019; Stevenson and Gehl, 2019; Sutherland, 2017), indigenous data sovereignty and governance (Wemigwans, 2018) and feminist ethics of care (Cifor et al., 2019; Cowan, 2020; Franzke et al., 2020; Luka and Millette, 2018). It demonstrates a new method called an archive promenade, which builds on the walkthrough and scroll-back methods (Light et al., 2018; Robards and Lincoln, 2017).

The archive promenades demonstrate how individual attachments to digital traces vary and are often unpredictable, which necessitates further steps to ensure that privacy and data sovereignty are maintained through research with web archives.

This paper demonstrates how the archive promenade methodological intervention can lead to better practices of care with sensitive web materials and brings together previous work on ethical fabrications (Markham, 2012), speculation (Luka and Millette, 2018) and thick context (Marzullo et al., 2018), to yield new insights for research on the experiences of growing up online.

This paper aims to find common ground between the supposed incompatible meta-historical positioning of positivism and post-positivism through a turn to mnemohistory in management and organizational history.

Drawing on the idea of creative synthesis and positioning theory, the authors interject concepts from cultural memory studies in historical research on business and organizations to encourage management historians and organization theorists interested in joining the dialogue around how the past is known in the present. Using notions of “aftermath” and “events,” the idea of apositivism is written into historical organization studies to focus on understanding the complex ways of how past events translate into history. The critical historic turn event is raised as an exemplar of these ideas.

The overview of the emergence of the controversial historic turn in management and organization studies and the positioning of its adherents and antagonists revealed that there may be some commonality between the fragmented sense of the field. It was revealed that effective history vis-à-vis mnemohistory may hold the potential of a shared scholarly ethic.

The research builds on recent work that has sought to bring together the boundaries of management and organizational history. This paper explains how mnemohistory can offer a common position that is instrumental for theorizing the relationships among the past-infused constructs such as organizational heritage, legacy and identity.