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Article
Publication date: 11 June 2019

Rocio Rodriguez, Göran Svensson, Nils M. Høgevold and David Eriksson

The purpose of this paper is to compare the similarities and differences relating to sustainability initiatives between health-care organizations. The aim is to provide a…

Abstract

Purpose

The purpose of this paper is to compare the similarities and differences relating to sustainability initiatives between health-care organizations. The aim is to provide a framework of factors and their determinants to enable a profiling of organizational sustainability initiatives.

Design/methodology/approach

Based on an inductive approach, judgmental sampling was applied to select relevant health-care organizations. Informants were identified according to their knowledge of their organizations’ sustainability initiatives.

Findings

Several factors and their determinants for characterizing differences and similarities were found. The results also reveal that organizational sustainability initiatives are either value-driven or business-driven.

Research limitations/implications

The reported framework of factors and their determinants serves the purpose of profiling organizational sustainability initiatives. Opportunities for further research are provided.

Practical implications

This paper provides managerial guidance for characterizing the differences and similarities with respect to organizational sustainability initiatives in relation to other organizations.

Originality/value

This study establishes a framework for characterizing organizational sustainability initiatives. It also contributes to reveal whether organizational sustainability initiatives are value – or business-driven and considers intrinsic-oriented differences and extrinsic-oriented similarities.

Details

Corporate Governance: The International Journal of Business in Society, vol. 19 no. 4
Type: Research Article
ISSN: 1472-0701

Keywords

Article
Publication date: 10 October 2018

Nils M. Høgevold, Göran Svensson, Rocio Rodriguez and David Eriksson

The purpose of this paper is to examine to what extent that a selection of economic, social and environmental factors is taken into corporate consideration (importance and…

Abstract

Purpose

The purpose of this paper is to examine to what extent that a selection of economic, social and environmental factors is taken into corporate consideration (importance and priority) the longitudinal aspects of sustainable business practices.

Design/methodology/approach

This study is based on an inductive approach taking into account the longitudinal aspects and an in-depth case study of a Scandinavian manufacturer recognized for its initiatives and achievements of sustainable business practices.

Findings

The key informants indicated that economic factors are always important when it comes to sustainable business practices, social factors are to some extent important, and the environmental factors are generally important.

Research limitations/implications

The planning, implementation and follow-up of sustainable business practices and related efforts require a consideration of economic, social and environmental factors.

Practical implications

The framework of a triple bottom line (TBL) dominant logic for business sustainability applied may guide the corporate assessment to plan, implement and follow-up the importance and priority of the longitudinal aspects of sustainable business practices.

Originality/value

A TBL dominant logic for sustainable business practices adequately frames corporate efforts regarding importance and priority making a relevant contribution addressing the longitudinal aspects to complement existing theory and previous studies.

Details

Management of Environmental Quality: An International Journal, vol. 30 no. 3
Type: Research Article
ISSN: 1477-7835

Keywords

Article
Publication date: 30 July 2019

Rocío Rodríguez-Rivero, Isabel Ortiz-Marcos, Luis Ballesteros-Sánchez and María Jesús Sánchez

The purpose of this paper is to analyze the quintessential methodology of the international development (ID) projects, the logical framework approach (LFA), to find out…

Abstract

Purpose

The purpose of this paper is to analyze the quintessential methodology of the international development (ID) projects, the logical framework approach (LFA), to find out which changes are required to increase the level of effectiveness of these projects.

Design/methodology/approach

This research presents a thorough review of literature relating to the evolution of the LFA. This theoretical analysis formed the basis for a closed-ended questionnaire on the methodology and how it could be improved, from which the responses of 56 project managers experienced in the LFA were collected. Data were statistically analyzed through correlation matrix and ANOVA analysis by SPSS software. The questionnaire included a last open-ended question where professionals suggested how they would develop the methodology, opening a new path to effectiveness through participative approaches.

Findings

The research reveals that the LFA needs to be improved, and points to the next steps in the evolution of this mature methodology. An interesting insight is that although some suggestions are broadly accepted, such as the integration of risk management, other proposals could be open to further discussion depending on the organization.

Research limitations/implications

The main weakness is related to the sample, which is reduced to 56 project managers from the same country (Spain).

Originality/value

Since interventions for development are made by practitioners, considering their suggestions to improve the LFA is a major step to enhance the management of ID projects.

Details

International Journal of Managing Projects in Business, vol. 14 no. 2
Type: Research Article
ISSN: 1753-8378

Keywords

Open Access
Article
Publication date: 20 April 2022

Rocio Rodriguez, Mornay Roberts-Lombard, Nils M. Høgevold and Göran Svensson

This study aims to propose a conceptual framework based on organisational and environmental indicators of business-to-business sellers’ sales performance in services firms.

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Abstract

Purpose

This study aims to propose a conceptual framework based on organisational and environmental indicators of business-to-business sellers’ sales performance in services firms.

Design/methodology/approach

A descriptive research design was applied and data was gathered from 389 respondents across industries and different-sized services firms in Norway using a self-administered questionnaire.

Findings

Results show that the proposed six-dimensional framework of organisational and environmental indicators can be applied to manage seller–customer relationships in a business-to-business environment.

Research limitations/implications

A six-dimensional framework of organisational and environmental indicators is tested successfully in services firms.

Practical implications

Increasingly, services firms will need to work closely with business-to-business sellers to proactively adapt to market changes through a co-creation approach to build long-term seller–customer relationships.

Originality/value

To the best of the authors’ knowledge, no previous study has focused on relationship marketing in business-to-business relationships that proposes a conceptual framework based on organisational and environmental indicators of business-to-business sellers’ sales performance in services firms.

Details

European Business Review, vol. 34 no. 4
Type: Research Article
ISSN: 0955-534X

Keywords

Article
Publication date: 29 May 2020

Rocío Rodríguez, Göran Svensson and Greg Wood

This study aims to assess the determinants of corporate direction in sustainable development through time in a B2B setting.

Abstract

Purpose

This study aims to assess the determinants of corporate direction in sustainable development through time in a B2B setting.

Design/methodology/approach

This study has been conducted in one industry, and overcoming contextual bias as a judgmental sampling was used to select the organizations studied in a Business to Business (B2B) setting.

Findings

The determinants of sustainable development in this study indicate the existence of different corporate directions in a B2B setting taken through time in the healthcare organizations studied. The determinants found are change in organizational leadership, financial assets of the organization, religious orientation of the organization, organizational connection to the healthcare system, internal values of the organization and top-staff orientation in the organization.

Research limitations/implications

The empirical findings reported in a B2B setting have disclosed key determinants of corporate direction in sustainable development.

Practical implications

The determinants provide managerial guidance to assess the corporate direction in a B2B setting taken in the continuing development of sustainable practices in these organizations.

Originality/value

This study contributes to a multidimensional framework of determinants in a B2B setting to assess the corporate direction taken in sustainable development through time in a B2B setting. The organizational gap between past and present sustainable development provides guidance to assess the corporate direction in B2B taken by an organization into the future.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 4 June 2018

Sergio Román, Rocío Rodríguez and Jorge Fernando Jaramillo

Mobile technologies have become indispensable in sales. However, there is a lack of agreement about whether mobile technology use facilitates the sales job or contributes…

2004

Abstract

Purpose

Mobile technologies have become indispensable in sales. However, there is a lack of agreement about whether mobile technology use facilitates the sales job or contributes to the salesperson’s stress and reduced job satisfaction. To address this controversy, this study aims to examine the effect of mobile technology use (smartphones, laptop computers and tablets) on salespeople’s role stress and job satisfaction.

Design/methodology/approach

Hypotheses are tested using responses of 265 sales employees working for a broad range of industries in Spain.

Findings

This study shows that mobile technology use during working hours has a positive effect on job satisfaction through a mediating process that involves role stress. In addition, the impact of mobile technology use on role stress is strengthened by technological compatibility.

Originality/value

The current study extends previous research by moving beyond a focus on technology-centric outcomes (i.e. sales performance) to understanding broader, more psychological outcomes, namely, role stress and job satisfaction. Importantly, previous research reporting that salespeople feel “plugged in” to a device all day have not made the distinction about when the mobile device is used. One important difference in this study is that it exclusively focuses on mobile technology use during working hours.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 5
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 30 July 2019

Luis Ballesteros-Sánchez, Isabel Ortiz-Marcos and Rocío Rodríguez-Rivero

The purpose of this paper is to identify and investigate the main challenges that project managers (PMs) face in the current projectification environment.

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Abstract

Purpose

The purpose of this paper is to identify and investigate the main challenges that project managers (PMs) face in the current projectification environment.

Design/methodology/approach

This research was conducted by means of semi-structured interviews and questionnaires. The participants in the study were 15 PMs and 57 project team members. A content analysis of the data was conducted by an inductive approach to determine the strengths and weaknesses that the PMs and project team members perceived.

Findings

The research reveals interesting insights, such as the identification of emerging challenges for the PMs of today, which include dealing with communications issues, motivating project team members, providing leadership and increasing team members’ emotional management and confidence.

Research limitations/implications

The main limitation is the size and location of the sample, which represents the points of view of 15 Spanish PMs and the members of their work teams and sets aside the cultural aspects.

Originality/value

This new era is changing how organizations and managers must deal with people management, evolving toward more flexible and engaging leadership styles. This paper helps to provide new insights concerning the emerging challenges and needs of PMs, while integrating team member’s perceptions.

Details

International Journal of Managing Projects in Business, vol. 12 no. 3
Type: Research Article
ISSN: 1753-8378

Keywords

Article
Publication date: 25 August 2022

Rocio Rodriguez, Nils M. Høgevold, Carmen Otero-Neira and Göran Svensson

The purpose of this paper is to test the direct effect of B2B sellers' skills on relative and absolute sales performance.

156

Abstract

Purpose

The purpose of this paper is to test the direct effect of B2B sellers' skills on relative and absolute sales performance.

Design/methodology/approach

Based on a questionnaire survey and deductive approach. A total of 236 useable questionnaires out of 315 are returned, generating a response rate of 74.9%.

Findings

Only one out of twelve hypothesized relationships in the research model of the direct effect of B2B sellers' skills on relative and absolute sales performance turned out to be significant.

Research limitations/implications

Indicate that the researchers’ current understanding of the effect of sales performance indicators on sales performance, based on B2B sellers' skills, is narrow and simplistic.

Practical implications

Results indicate that there are skills other than the tested ones (i.e. interpersonal, adaptiveness and selling-related knowledge), that can have direct effects on B2B sellers' relative and absolute sales performance.

Originality/value

Sheds light on the ambiguous direct effect of B2B sellers' skills on sales performance and the almost non-existent direct effect on B2B sellers' relative and absolute sales performance.

Details

Journal of Organizational Change Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0953-4814

Keywords

Article
Publication date: 15 March 2019

Rocio Rodriguez and Göran Svensson

The purpose of this paper is twofold. First, to examine, on the basis of a teleological time orientation, the differences and similarities between actions that take place…

Abstract

Purpose

The purpose of this paper is twofold. First, to examine, on the basis of a teleological time orientation, the differences and similarities between actions that take place before and after the sales and purchases of advanced service solutions; and second, to stress that an active consideration of time facilitates the development of satisfactory service solutions to the service provider (SP) and service receiver (SR) (both) and maintenance of the long-term and complex business-to-business (B2B) service relationships in contrast to a passive consideration of time.

Design/methodology/approach

The authors have applied a multi-method design based on: in-depth interviews with key informants at software providers and their customers; analysis of textual documents and structured observations of customer-software provider actions; and follow-up interviews. This study is based on four phases in an industry to examine different views to enable data triangulation.

Findings

Complex B2B service relationships are affected by time in an active way, namely, time in the present is linked to customer expectations and their perceptions through two points: the experience (from past) of the SP and the SR and the service solution, previsualized (from future) before the service is implemented. Each interaction between the seller and the buyer progressively changes the mindset of both from the initial position of each (active consideration of time).

Research limitations/implications

The paper highlights the importance of an active treatment of time and cross-functional SP teams, since the individual salesperson may not possess the knowledge or resources to successfully deal with SR demands in complex B2B service relationships.

Practical implications

SPs should train, support, supervise and evaluate the whole team so that it interacts properly and performs appropriate and timely actions toward a successful outcome with their SRs.

Originality/value

The paper contributes to enhance the understanding of time-oriented sales and purchases in complex B2B service relationships based on advanced service solutions, all of which have rarely been addressed in either previous studies or in theory.

Details

Marketing Intelligence & Planning, vol. 37 no. 4
Type: Research Article
ISSN: 0263-4503

Keywords

Article
Publication date: 27 April 2020

Rocio Rodriguez, Carmen Otero-Neira and Göran Svensson

The research aims to describe the foundation of healthcare organizations’ past and present sustainability endeavors; describe the direction of a health-care organizations…

Abstract

Purpose

The research aims to describe the foundation of healthcare organizations’ past and present sustainability endeavors; describe the direction of a health-care organizations’ sustainable development; reveal and characterize what determines the foundation and direction in a public health-care sector; and provide some insights into social marketing for sustainability endeavors.

Design/methodology/approach

Based on a semi-inductive approach, judgmental sampling was applied to select relevant health-care organizations. Informants were identified according to their knowledge of their organizations’ sustainability initiatives.

Findings

Offer insights into the foundation of sustainability endeavors and the direction of sustainable development for upstream social marketing in the studied public sector. The social marketing perspective is a common factor of relevance for the studied public hospitals.

Research limitations/implications

The foundations of sustainability endeavors undertaken across the studied health-care organizations have not so far been homogenous. The direction of sustainable development has also varied across the studied public healthcare organizations and there is a need to move beyond individuals and shift from a micro to a macro/structural environment of sustainable development, so as to observe the effectiveness of any social marketing intervention.

Practical implications

This study highlights the importance of applying an upstream social marketing approach and programs, as part of a social marketing strategy, to promote and stimulate sustainable change in health-care organizations.

Social implications

Contrary to the common sense predominating in many societies nowadays regarding sustainability endeavors and sustainable development, we conclude that neither the foundation of such endeavors nor the direction of sustainable development has progressed adequately in the studied public healthcare sector. As social marketing is intended to benefit society and foster social change, the macro level of intervention of the upstream approach clearly reveals its usefulness in the public health area.

Originality/value

Reveals two axes based on a social marketing approach. One is of micro and macro determinants characterizing the direction of sustainable development in a public sector. Another is of homogeneous and heterogeneous foundations of sustainability endeavors.

Details

Journal of Social Marketing, vol. 10 no. 2
Type: Research Article
ISSN: 2042-6763

Keywords

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