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The purpose of this study is to develop a model of a starting situation for relationship initiation in turbulent business networks.

The study is designed as an extreme single case study that takes its point of departure in a company’s bankruptcy in the Swedish automotive industry.

This study illustrates how a new business relationship can start from a resource combination previously controlled by one actor (i.e. a single company) in a turbulent business network, thereby bringing nuances to the common understanding that new relationships start in stable business networks where resource combinations are developed between actors in established business relationships.

Previous studies have stated that the development of a mutual orientation between actors leads to the formation of a business relationship. The business relationship then leads to resource adaptations between the two companies. The developed model, however, illustrates that this pattern can be reversed in situations of turbulence. Hence, previously adapted resources might lead to the formations of a business relationship. Based on this observation, the authors argue that there are reasons to question if previous models of business relationship initiation and development in business networks are adequately equipped for analysis in turbulent business networks.

This study aims to capture how the association between a multichannel relational communication strategy (MRCS) and customer performance is contingent upon such customer performance (low- versus high-performance customers) and to reconcile past contradictory results in this marketing-related topic. To this end, the authors propose and validate the method of quantile regression as an unconventional, yet effective, means to proceed to that reconciliation.

This study collected data from 4,934 customers of a private pension fund firm and accounted for both firm- and customer-initiated relational communication channels (RCCs) and for customer lifetime value (CLV). This study estimated a generalized linear model and then a quantile regression model was used to account for customer performance heterogeneity.

This study finds that specific RCCs present different levels of association with performance for low- versus high-performance customers, where outcome customer performance is the dependent variable. For example, the relation between firm-initiated communication (FIC) and performance is stronger for low-CLV customers, whereas the relation between customer-initiated communication (CIC) and performance is increasingly stronger for high-CLV customers but not for low-CLV ones. This study also finds that combining different forms of FIC can result in a negative association with customer performance, especially for low-CLV customers.

The authors tested the conceptual model in one single firm in the specific context of financial services and with cross-sectional data, so there should be caution when extrapolating this study’s findings.

This study offers nuanced and precise managerial insights on recommended resource allocation along with relational communication efforts, showing how managers can benefit from adopting a differentiated-customer performance approach when designing their MRCS.

This study provides an overview of the state of the art of MRCS, proposes a contingency analysis of the relationship between MRCS and performance based on customer performance heterogeneity and suggests the quantile method to perform such analysis and help reconcile past contradictory findings. This study shows how the association between RCCs and CLV varies across the conditional quantiles of the distribution of customer performance. This study also addresses a recent call for a more holistic perspective on the relationships between independent and dependent variables.

The study aims to examine the indirect relationships via application (app) brand self-relevance emotions and self-relevance that underlie the relationships between perceived value of mobile apps and (brand) love with respect to mobile apps. The study further investigates the moderating role of user–app relationship duration in the formation process of brand love for mobile apps from a dynamic and long-term perspective.

A multiple moderated-mediation model is developed and empirically tested with a sample of 396 users of popular Chinese mobile educational apps.

The study reveals that utilitarian value exhibits positive indirect relationships with brand love for mobile apps through increased positive self-relevance emotions. All three types of perceived value of mobile apps (utilitarian, hedonic and social) affect app brand love positively via self-relevance. These three types of perceived value were found to be serially linked to brand love through self-relevance and self-relevance emotions. Furthermore, empirical evidence is found for the moderating effects of user–app relationship duration.

By testing mechanisms simultaneously in an integrative model, this study investigates the reasons for app brand love that attract a user into a lasting relationship with an app and extends knowledge of the app brand love building process in inducing strong and positive brand–self connections. Our study also makes practical contributions by offering insights into delivering the most desired benefits to mobile app users according to different contextual conditions, in order to attract and retain users in a more cost-effective manner.

Cultivating loyal customers is a pressing concern for streamers. The present study investigates how to build interpersonal relationships with streamers and whether different interpersonal relationship factors lead to repurchase intention and WOM intention in live streaming commerce. The moderating effect of gender is also examined.

A self-administered questionnaire was completed by 429 live streaming commerce users in mainland China. Partial least squares structural equation modeling was used to test the research hypotheses.

The results indicate that all four streamer attributes (expertise, authenticity, attractiveness, and homophily) have a positive influence on swift guanxi, and swift guanxi is effective in predicting both calculative commitment and affective commitment. In addition, all interpersonal relationship factors (swift guanxi, calculative commitment, and affective commitment) significantly affect repurchase intentions, with only affective commitment being linked to WOM intention. Also, the moderating role of gender was confirmed in expertise – swift guanxi, attractiveness – swift guanxi, cognitive commitment – repurchase intention and affective commitment – repurchase intention linkages.

This paper contributes to the live streaming commerce literature by integrating swift guanxi, calculative commitment, and affective commitment to understand the repurchase intention and WOM intention from the relationship-building process perspective. In addition, this paper enriches the source credibility and source attractiveness models by identifying gender boundaries on the effectiveness of these models in predicting swift guanxi.

Artificial intelligence (AI) is transforming consumers' experiences and how firms identify, create, nurture and manage interactive marketing relationships. However, most marketers do not have a clear understanding of what AI is and how it may mutually benefit consumers and firms. In this paper, the authors conduct an extensive review of the marketing literature, develop an AI framework for understanding value co-creation in interactive buyer–seller marketing relationships, identify research gaps and offer a future research agenda.

The authors first conduct an extensive literature review in 16 top marketing journals on AI. Based on this review, an AI framework for understanding value co-creation in interactive buyer–seller marketing relationships was conceptualized.

The literature review led to a number of key research findings and summary areas: (1) an historical perspective, (2) definitions and boundaries of AI, (3) AI and interactive marketing, (4) relevant theories in the domain of interactive marketing and (5) synthesizing AI research based on antecedents to AI usage, interactive AI usage contexts and AI-enabled value co-creation outcomes.

This is one of the most extensive reviews of AI literature in marketing, including an evaluation of in excess or 300 conceptual and empirical research. Based on the findings, the authors offer a future research agenda, including a visual titled “What is AI in Interactive Marketing? AI design factors, AI core elements & interactive marketing AI usage contexts.”

This study explores the role of international tour operators as the agents assuming the governance and the upgrading of the tourism global value chains (TGVCs), with a special focus on their influence on the development of technological capabilities (TCs) in the hotel industry.

The data used in this article originates from a survey carried out in 2016 on Spanish small and medium-sized hotel companies. An ordinal regression analysis is employed to test the hypotheses proposed in this research.

This study finds that tour operators exert a positive effect on the technological upgrading process in the hotel industry by stimulating small and medium-sized enterprises (SMEs) to invest in TCs. The causal mechanisms through which these effects take place differ across the various stages of the relationship between hotel companies and tour operators.

The results have implications both for hotel management in terms of how hotels take advantage of technological upgrading to become more competitive, and for public administrations in terms of what measures can boost the development of hotel TCs in order to increase their added value.

To date, very few studies have analysed the tourism sector based on the influence on the development of TCs of SME hotels by combining GVC concepts and the resource-based view. It is also the first time that the causal mechanisms are shown to explain such influences.

Sales organizations embrace technological innovation. However, salespeople’s willingness to use new technology influences a firm’s return on investment, representing a significant concern for the organization. These concerns highlight tensions regarding the tradeoffs associated with technology implementations. The purpose of this study is to offer insights that help reduce the complexities of sales technology (ST) by exploring the changing dynamics of contemporary business relationships.

This paper synthesizes the ST literature using the service ecosystem perspective to propose the sales techno-ecosystem (STE) framework, providing new insights into organizational decision-making related to the ongoing digital transformation of sales tasks.

This synthesis of the ST literature with the service ecosystem seeks to clarify the impact of technology within the evolving nature of buyer–seller relationships by providing four unique perspectives.

Perspective 1 reviews the sales-service ecosystem framework and develops the theoretical underpinnings and relevant terminologies. Perspective 2 summarizes critical aspects of the ST literature and provides foundations for future research in the STE. Perspective 3 offers a more granular view, explicating roles and contexts prevalent in buyer–seller–technology interactions. Perspective 4 provides a set of tenets and advances research questions related to each tenet.

The culmination of these four perspectives is the introduction of five key tenants designed to help guide strategy and research.

The paper advances Hartmann et al. (2018) service ecosystem paradigm by explicating critical aspects of its ST domain to generate insights for theory and practice.

This paper aims to investigate the competencies that researchers need to develop and employ for successful collaborative research.

The authors use a reflexive approach built on participant observation of six cases of collaborative research in public procurement and logistics.

The authors identify and explain two major competencies that are required for successful collaborative research. The first is boundary-spanning competence that represents the researchers' ability to move fluidly from the academic milieu to the practitioner's environment. The second is reflexivity competence that allows the researchers to learn from each collaborative research project they participate in and further improve their boundary-spanning competence.

This study goes beyond the list of skills for collaborative research reported in the literature to describe two major competencies that researchers should develop to perform successful collaborative research. This reflection may serve as a starting point for the development of a sociological understanding of the collaborative research field.

As many businesses faced economic disruption due to the Covid-19 pandemic and sought financial relief, existing bank relationships became critical to getting a loan. This study examines factors associated with the development of personal relationships of rural small businesses with community bank representatives.

We applied a mixed-method approach. We employed descriptive statistics, principal factor analysis and logistic regression for data analysis. We distributed an online survey to rural small businesses in five states in the United States. Key informant interviews with community bank representatives supplemented the survey results.

A business owner’s trust in a banker was positively associated with the establishment of a business–bank relationship. However, an analysis of individual trust’s components revealed that the nature of trust is complex, and a failure of one or more components may lead to decreased trustworthiness in a banker. Small businesses that preferred personal communication with a bank were more inclined to relationship banking.

Due to the relatively small sample size and cross-sectional data, our results may not be conclusive but should be viewed as preliminary and as suggestions for future research. Bankers should be aware of the importance of trust for small business owners and of the actions that lead to increased trustworthiness.

The study extends the existing knowledge on the business–bank relationship by focusing mainly on social (instead of economic) factors associated with the establishment of the business–bank relationship in times of crisis and high uncertainty.

Based on the mentoring literature, this study aims to explore the mentoring functions developed by the travel industry and develop a multiple mentoring function scale (MMFS) for tour leaders.

Study One of this research involved in-depth interviews with 23 tour leaders for establishing the initial question bank and pilot test scale. In Study Two, the initial scale was pilot tested by 225 tour leaders for identifying the factor structure through exploratory factor analysis. In Study Three, the model was verified through confirmatory factor analyses of 251 calibration samples. In Study Four, cross-validation was verified by 227 validation samples.

In Study One, through the content analyses, an initial question bank of 51 questions was established. The question bank was reviewed by 15 experts, resulting in the development of a pilot test scale of 36 questions. In Study Two, 16 questions were retained after the initial scale was pilot tested, and four dimensions were identified, including career competency, reverse mentoring, career development and psychosocial functions. In Study Three, the model was verified through confirmatory factor analyses and confirmed to have good reliability and construct validity. Finally, a first-order, four-factor scale that consisted of 16 questions was established. In Study Four, cross-validation was verified.

MMFS establishment underwent a rigorous development process, and the scale’s reliability and validity are supported. It is suggested that future research should develop and construct a multifunctional model for tour-leading professionals based on the MMFS to evaluate the long-term impact of the MMFS.

Previous studies have mainly focused on typical mentoring functions. Multiple mentoring functions derived from the characteristics of tour leaders and guides have rarely been discussed. This research can fill the gap in the application of mentoring system to human resource management research in the tourism industry. As a result, this four-dimensional multiple mentoring functions scale provides a progressive perspective and be regarded as the first version of the scale development in the tourism industry.

基于师徒文献, 本研究探讨了旅游业的师徒功能, 并为旅游领队发展多元师徒功能量表（MMFS）。

研究一, 涉及与 23 位领队的深度访谈, 以建立初始题库和预试量表。研究二, 初始量表由225名领队进行试测, 通过探索性因素分析确定因素结构。研究三, 通过验证性因素分析251个校准样本以验证模型。研究四, 由 227 个验证样本进行复合效化。

研究一, 经过内容分析, 建立了51道题的初始题库。初始题库由 15 位专家审阅, 最终形成36 个问题的预试量表。研究二, 预试量表进行预试后, 保留了16个问题, 确定了四个构面, 包括职业能力、反向师徒、职业发展和社会心理功能。研究三, 通过验证性因素分析对模型进行验证, 证实具有良好的信度和建构效度。建立了一个由 16 个题项所组成的一阶四因素量表。研究四, 复合效化获得验证。

过往的研究主要集中在典型的师徒功能上。很少有人讨论基于领队和导游的特点而衍生出的多元师徒功能。本研究填补了师徒制在旅游行业人力资源管理研究中的应用空白。因此, 这四个构面的多元师徒功能量表提供了一个渐进的视角, 被视为量表发展的旅游业第一版。

MMFS的建立经历了严格的开发过程, 量表的信度和效度得到支持。建议未来的研究应基于 MMFS开发和建构旅游领队专业人士的多元功能模型, 以评估MMFS 的后续影响。

Basándose en la bibliografía sobre la mentoría, este estudio exploró las funciones de mentoría desarrolladas por el sector de los viajes y elaboró una escala de funciones de mentoría múltiple (MMFS) para guías y jefes de grupo turísticos.

En el Estudio Uno de esta investigación se realizaron entrevistas en profundidad a 23 guías turísticos para establecer el banco de preguntas inicial y la escala de prueba piloto. Estudio Dos, la escala inicial fue sometida a una prueba piloto por 225 guías de tours para identificar la estructura factorial mediante un análisis factorial exploratorio. Estudio Tres, el modelo se verificó mediante análisis factoriales confirmatorios 251 muestras de calibración. En el Estudio Cuatro, la validación cruzada se verificó mediante 227 muestras de validación.

Estudio Uno: a través de los análisis de contenido, se estableció un banco de preguntas inicial de 51 preguntas. El banco de preguntas fue revisado por 15 expertos, lo que dio lugar a la elaboración de una escala de prueba piloto de 36 preguntas. Estudio Dos, se retuvieron 16 preguntas, tras la prueba piloto de la escala inicial, y se identificaron cuatro dimensiones, que incluían la competencia profesional, la mentoría inversa, el desarrollo profesional y las funciones psicosociales. Estudio Tres, el modelo se verificó mediante análisis factoriales confirmatorios y se confirmó que tenía una buena fiabilidad y validez de constructo. Por último, se estableció una escala de primer orden y cuatro factores que constaba de 16 preguntas. En el Estudio Cuatro, se verificó la validación cruzada.

Los estudios anteriores se han centrado principalmente en las funciones típicas de la mentoría. Rara vez se han tratado las funciones múltiples de mentoría derivadas de las características de los guías y jefes de grupo turísticos. Esta investigación puede llenar el vacío existente en la aplicación del sistema de mentoría a la investigación de la gestión de recursos humanos en la industria turística. Como resultado, esta escala de funciones de mentoría múltiple de cuatro dimensiones proporciona una perspectiva progresista y puede considerarse como la primera versión del desarrollo de la escala en la industria turística.

El establecimiento de la MMFS se sometió a un riguroso proceso de desarrollo, y la fiabilidad y validez de la escala están respaldadas. Se sugiere que en futuras investigaciones se desarrolle y construya un modelo multifuncional para guías profesionales de turismo basado en la MMFS para evaluar el impacto a largo plazo de la MMFS.