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Effective planning requires the participation of different functions and may be hampered by lack of integration and information quality (IQ). This paper aims to investigate the relationships among integration, uncertainty, IQ and performance, in the context of the production planning and control function. The literature lacks in-depth studies that consider these factors altogether, showing how they interact and how they contribute to improve business performance.

The authors introduce the variable of planning performance, which represents the quality of the production plans/planning process and is related to the frequency and causes of modifications to these plans. The relationships among the mentioned constructs are investigated by means of multiple case studies.

The results illustrate that integration is positively related to planning performance, and this relationship is mediated by IQ and moderated by uncertainty.

The presented analysis may help practitioners to foster interfunctional integration, better cope with uncertainty and improve information management, aiming to achieve better planning performance. The managers can choose integration and IQ improvement mechanisms that better fit to their environment/reality, using the four different cases as a benchmark. Moreover, this research contributes to the literature exploring this contingency perspective by means of in-depth case studies, considering that most of the existing research adopting this perspective is survey-based.

The purpose of this study is to provide a contextualized understanding of how business-to-business (B2B) firms use the sales development function for efficient and effective lead funnel management.

The authors adopted a qualitative field-study approach and interviewed 13 people from eight firms. While software as a service (SaaS) firms are the most prevalent application context for the sales development function, the authors also included respondents from non-SaaS firms to develop an in-depth understanding of the contextualized nature of the sales development process.

Sales development processes can be applied in outbound prospect-focused, outbound account-based, inbound prospect-focused and inbound account-based lead management contexts. The sales development processes of lead research, engagement and handover vary depending on the nature of the lead management context. These processes are supported by the appropriate design of organizational, technological and people platforms.

The authors explain how sales development as a form of inside sales can support effective lead funnel management in B2B firms through technology-enabled lead research and nurture processes designed to prepare customers for meaningful conversations with field sales.

To the best of the authors’ knowledge, this study is the first to focus purely on the sales development function as a form of inside sales. They explain how the sales development processes relating to lead research, engagement and handover are conducted in four distinct application contexts to qualify leads for the outside salesforce.

Digital ecosystemic business environments challenge dyadic approaches to value creation and particularly to business-to-business (B2B) sales. This paper aims to offer a novel conceptualization of the connection between value creation and B2B sales, which indicates practical implications and builds an agenda for future research.

This conceptual paper integrates theoretical insights on service-dominant logic, service ecosystems, interactional value co-creation and B2B sales. This paper uses anecdotal evidence from the field of B2B sales to illustrate theoretical concepts developed in the paper.

The paper develops the concept of value idea emergence (VIE), the process through which B2B entities become aware of a pursuable benefit. The paper further proposes that value (co-)creation in ecosystems happens through VIE’s intertwinement with the process of value proposition creation, a process, which includes all activities needed to bring a value proposition to a customer. The paper then discusses the role of B2B in these processes and proposes an agenda for future research.

The novel conceptualizations of value (co-)creation can help B2B sales managers to understand the ecosystemic nature of the interactions that affect sales and value creation in the current business environment.

The paper contributes to the literature on B2B sales and value creation by proposing a novel concept of VIE, introducing a conceptual model of interactive value (co-)creation in ecosystems and reformulating the role of B2B sales in value creation. These theory-developing insights can be used to guide both academic and managerial attention to interactions happening in the ecosystem outside of the buyer-seller dyad.

The purpose of this study is to assess how intergovernmental panel on climate change’s (IPCC’s) sixth assessment report of Working Group I (WGI), a Summary for Policymakers (SPM), has evaluated the current climate change situation. The author uses the qualitative content analysis (QCA) method (i.e. summative content analysis [SCA]) to identify critical points of the SPM.

To better understand the WGI report and its SPM, the author uses the thematic analysis, often called the QCA method. This study takes more steps and uses one of the main qualitative content analysis approaches (i.e. SCA). Therefore, QCA (SCA) can help the author count the occurrence of certain words using computer-assisted qualitative data analysis software that quantifies the words in the data. This process helps the author to understand codes and patterns (e.g. the concept in the results section).

Interestingly, the AR6 says more about adaptation for policy makers in sections C (Climate information for risk assessment) and D (Mitigation of future climate change) than in sections A and D. Finally, this study concludes that the IPCC WGI SPM has addressed evidence on global climate change policymaking for SPMa, SPMd (mitigation-based strategies and mitigation policy [MP]) and SPMb, SPMc (adaptation policy and adaptation-based strategy).

First, this study refers only to the contribution of WGI, a SPM. The findings of this study do not necessarily provide a full understanding of what the AR6 WGI SPM says about climate change. It points out that the QDA Miner software and Voyant tool do not include all variables and examples where mitigation and adaptation-based strategies are discussed. The guidance for coding is based on the approved version of IPCC AR6 WGI SPM. The final limitation is that the relatedness of key words (e.g. confidence, high and warming) is sometimes ambiguous; even experts may disagree on how the words are linked to form a concept. Thus, this method works at the keyword level. A more intelligent method would use more meaningful information than keywords.

This study used qualitative data analysis (SCA) to explore what was said about climate change in four sections of the IPCC AR6 WGI SPM, which may influence current and future global climate change policymaking.

This study aims to investigate how art events can enrich novice visitors by transforming their practices.

This research uses an interpretive case study of the art exhibition “1/1/1/1/1” in the Oppenheim gallery in Wroclaw. It draws on multiple sources of evidence, namely, novice visitors’ interviews, observation including photo studies and content analysis of art-makers’ mediation sources. This study is an example of contextual theorizing from case studies and participatory action research with researchers as change agents.

The evidence highlights that aesthetic values and experiences are contextual to practices and are transformable into other values. The findings illustrate the role of practice theory in studying how art-makers inspire the transformation of practices, including values driving the latter.

The findings provide implications for transformations of co-creating contextual values in contemporary visual art consumption and customer experience management.

Practical implications to arts organizations are also provided regarding cultural mediation conducted by art-makers. Exhibition makers should explain the meanings of the particularly visible artefacts to allow visitors to develop a congruent understanding of the meanings. The explanations should not provide ready answers or solutions to the problem art-makers suggest to rethink.

The social implication of our findings is that stakeholders in artistic ventures may undertake adequate, qualified and convergent actions to maintain or transform the defined interactive practices between them in co-creating contextual aesthetic values.

The study provides new insights into co-creating values in practices in the domain of contemporary art exhibitions by bringing the practice theory together with an audience enrichment category, thus illustrating how novice visitors get enriched by transforming their practices led by contextual values of “liking” and “understanding”.