Search results

This paper aims to understand an emerging paradigm for business-to-business selling, Sales 2.0, which connects various enabling technologies within leading sales processes to drive improved business and relational outcomes. In the context of Sales 2.0, this paper addresses the need for buyer–seller dyadic sales research in the literature and highlights the importance of understanding buyer and seller perspectives regarding technology expectations and relationship-building performance.

This research utilizes a dyadic (salesperson–customer) data collection methodology, involving 74 matched salesperson and customer responses (37 dyads) to an online survey. Existing salesperson (self-report) measures of customer technology expectations and relationship-building performance with customers were utilized and adapted to provide dyadic measures to test for buyer–seller perceptual differences.

The dyadic data analysis supports the presence of significant perceptual differences between the salesperson and their customer, respective of customer technology expectations and relationship-building performance measures. In particular, the analysis reveals bidirectional perceptual differences for the two measures, whereas the salesperson underestimates the importance of their customer’s technology expectations, but overestimates their relational performance relative to their customers.

As technology continues to transform salesperson interactions with customers, the value of capturing a deeper understanding about those interactions increases. This study uses matched salesperson–customer dyads from a health-care sales organization to provide researchers and practitioners with insightful findings with respect to buyer–seller interactions and perceptual differences. Further, the research uniquely advances dyadic measures of customer technology expectations and relationship-building performance with customers to advance sales research in the context of Sales 2.0.

The purpose of this paper is to profile the Worldwide Hospitality and Tourism Themes (WHATT) theme issue “The hospitality and tourism industry in Canada: what are the main challenges and solutions?” with reference to the experiences of the lead theme editor and the writing team.

This paper uses structured questions to enable the theme editor to reflect on the rationale for the theme issue question, the starting-point, the selection of the writing team and material and the editorial process.

It has been observed that involving authors of different academic and professional backgrounds in all aspects of hospitality and tourism is daunting but valuable. The outcomes of a broad-ranging collaboration yield fresh insights, a deeper understanding of the issues and an array of possible responses to the theme issue question.

The theme issue outcomes provide lines of enquiry for others to explore and reinforce the value of WHATT’s approach to collaborative working and writing.

The collaborative work reported in this theme issue offers a unified but contrarian response to the theme’s strategic question. Taken together, the collection of articles constitutes a provocative yet authoritative call to action in response to the problems highlighted.

This paper aims to profile the Worldwide hospitality and Tourism Themes (WHATT) issue “What are the key innovative strategies needed for future tourism in the world?”, with reference to the experiences of the theme editor and writing team.

This paper uses structured questions to enable the theme editor to reflect on the rationale for the theme issue question, the starting point, the selection of the writing team and material and the editorial process.

This paper provides a framework to facilitate discussions between international scholars in hospitality and tourism to re-define a buzzword. For this theme issue, the buzzword was “innovation”. Summaries of 13 papers written on innovative strategies in hospitality and tourism around the world were then analysed to fine-tune the definition.

The theme issue outcomes provide lines of enquiry for others to explore and reinforce the value of WHATT’s approach to collaborative research and writing.

The collaborative work reported in this theme issue offers a unified but contrarian response to the theme’s strategic question. Taken together, the collection of articles provides a detailed picture of the key innovative strategies needed for future tourism.

Reviews the acquisition of Forte plc, the longest established UK hotel company, by Granada plc. The Granada Group, a television and leisure conglomerate, launched a £3.3 billion hostile takeover bid for Forte on 22 November 1995, in one of the UK’s most expensive takeovers this decade. This marked the end of family control of a hotel group created by Lord Forte in the 1930s. Identifies the factors underpinning Granada’s success and in particular managerial style and approach.

Policy brief on how to mitigate the negative impacts of Universal Credit on financial insecurity and crime based on the paper d’Este, R. and Harvey, A. (2022), “The unintended consequences of welfare reforms: Universal Credit, financial insecurity, and crime”, The Journal of Law, Economics, and Organization.

Argues that learning and strategy should be indistinguishable and that the organization should seek to drive its own internal structures for learning with the same vigour and urgency as its business strategy. Considers the practicalities of crafting and implementing a learning design related to organizational priorities that also enables participants to address their own learning needs and obtain an externally accredited award for learning at work. Explains how a “cascade” approach, creating interdependencies and shared ownership of work projects, can be used to embed accredited learning.

Considers the inter‐linking business relationships between aspects of strategy formulation, implementation and performance as they relate to the hospitality industry. The “relating strategy” theme is developed and elaborated by reviewing approaches to strategy and external analysis, structure and performance. Includes case examples from Forte Hotels, Granada Group plc, Hilton International, Holiday Inn Worldwide and Hyatt International Corporation.

The purpose of this paper is to propose a framework for analyzing the relationships between the antecedent factors, mediators and consequences of sustainable operations (SO), which can be applied for empirical studies in the manufacturing industry.

Based on the importance of identifying the determinants of SO, a qualitative and exploratory research was developed through an extensive review of the literature.

The main theoretical contribution of this research on organizational studies is the SO analysis proposition framework, which allows the elaboration of scales, based on observable variables of each factor, as well as evaluating the influence intensity of the relations between the constructs.

The proposed framework of this research was developed to analyze companies of the manufacturing industry. In order to use the proposed framework in other industries (commerce, services), it will be necessary to make adaptations and adjustments on the observable variables and constructs.

The paper has an important theoretical value in proposing scales for the SO factors and can be useful for future quantitative approach and surveys. Consequently, the researcher will be able to evaluate the scales of the factors and the intensity of the relations between observable variables in the formation of the constructs, as well as the intensity of influence among the constructs.