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Not that long ago, half of all sales research was demonstrably if not unequivocally “atheoretical” (Williams and Plouffe, 2007). The foundational argument of this paper is that stronger theoretical development and application of theory in sales research is critical for the sales field to retain its relevancy. The purpose of this paper is to underscore that deliberate and cogent application of HWV (2018) is scant in the recent sales literature (over five years after publication in Journal of Marketing) for one or both of two reasons: scholars either do not understand the paper and/or are fearful of (mis)applying it.

More than simply introducing the articles to this special issue of the European Journal of Marketing (EJM), this paper also makes a number of important, overdue contributions. Although Hartmann, Wieland and Vargo’s JM (HWV, 2018) theoretical and conceptual paper has been well-received by the sales community, it has seen limited meaningful integration or application in sales research since its publication. This paper thus clarifies key misunderstandings and misperceptions with HWV (2018) so that sales researchers can more impactfully apply it to future sales research.

This paper identifies and then explains key aspects of service-dominant logic (S-D logic) and commonly misapplied and/or misunderstood aspects of HWV (2018) to guide future sales research. Ultimately, the overarching goal of this special issue of EJM is to focus a “spotlight” on sales theory development, while simultaneously demonstrating – through the five articles the special issue reports – that with purposeful effort, rich theoretical insights can effectively be applied to both “classic” and more current and emergent sales research topics.

Because HWV (2018) draw heavily upon S-D logic, it follows that some aspects of their article have been misinterpreted or misapplied by sales scholars. In particular, the critical concept of “crossing points” (both of the “thick” and “thin” variety) are explicated and detailed further, so as to afford sales researchers with better knowledge and insight on how to apply these key tools within HWV (2018).

The practical implications of this paper primarily revolve around further educating and clarifying for sales researchers “how” to better apply HWV (2018) to sales research, rather than simply citing it in passing. The paper also concludes by providing a summary and introduction to each of the five EJM special issue articles.

The originality and value of this paper and this special issue of the EJM is twofold. First, both this paper and the entire special issue itself emphasize the ongoing importance of advancing sales research through the meaningful and cogent application of theory. Second, the paper demonstrates that purposeful effort can lead to successful applications of HWV (2018) – as exhibited by the five articles in the EJM special issue – such that rich theoretical insights can be woven into both traditional and contemporary sales research topics.

The purpose of this paper is to develop a narrative framework for doing empirical research into business ethics and shows, through two examples, how the framework can be applied in practice in this context. The focus is on interview-based research.

A theoretical research based on literature review was conducted.

In the developed narrative framework, two main kinds of analysis are distinguished: an analysis of the narrative and a narrative analysis. An analysis of the narrative is a matter of classifying and producing taxonomies out of the data. The purpose of a narrative analysis is to construct a story or stories based on the data. Narrative analysis differs from the analysis of narratives in that the story does not exist prior to the analysis, but is created during the analysis.

The proposed narrative framework helps those doing empirical research into business ethics avoid simplistic “black and white” interpretations of their material, and helps them to show that ethical realities in the business world are often complex, various and multiple.

The paper offers a methodological framework for those doing qualitative research into business ethics which will increase the quality and rigor of their studies.

A value of the narrative approach is that the stories offer researchers an entry point to understanding the complexity of ethics and how people make sense of this complexity. The paper shows in detail how the methods presented can be used in practice in empirical research.

This paper aims to synthesize health-care leaders’ experiences of the competencies required for crisis management.

The systematic review followed the joanna briggs institute (JBI) guidance for systematic reviews of qualitative evidence. The search strategy included free text words and medical subject headings and peer-reviewed qualitative studies published in English, Finnish and Swedish and was not limited by year or country of publication. The databases searched in March 2022 were Scopus, PubMed, CINAHL, ABI/INFORM and the Finnish database Medic. Gray literature was searched using MedNar and EBSCO Open Dissertations. Studies were screened by title and abstract (n = 9,014) and full text (n = 43), and their quality was assessed by two independent reviewers. Eight studies were included. The data was analyzed using meta-aggregation.

Fifty-one findings (themes and subthemes) were extracted, and 11 categories were created based on their similarities. Five synthesized findings were developed: the competence to comprehend the operational environment; the competence to stay resilient amidst change; the competence to adapt to and manage change; the competence to manage and take care of staff; and the competence to co-operate and communicate with diverse stakeholders.

This systematic review produced novel information about health-care leaders’ experiences of the competencies required for crisis management during COVID-19. This study complements the field of research into crisis management in health care by introducing five original and unique competency clusters required for crisis management during the acute phase of COVID-19.

Service-dominant logic acknowledges that actors can influence how service ecosystems evolve through institutional work, but empirical research is only nascent. This paper advances understanding of ecosystem change by proposing that dynamic capabilities are a special type of operant resources enabling actors to conduct institutional work. Consequently, the purpose of this paper is to explore which dynamic capabilities are associated with proactively influencing service ecosystems.

Drawing on service-dominant logic, institutional work and dynamic capabilities, this exploratory study assumes an actor-centric perspective and proposes a conceptual model with a hierarchy of dynamic capabilities as the antecedents for successfully influencing service ecosystems. The research model was tested with survey data using partial least squares structural equation modeling.

Among the dynamic capabilities studied, “visioning” and “influencing explicit institutions” directly affect “success in influencing service ecosystems,” whereas “timing” does so indirectly through “influencing explicit institutions.” The other dynamic capabilities studied have no significant effect on “success in influencing service ecosystems.” “Success in influencing service ecosystems” positively affects the “increased service ecosystem size and efficiency.”

In addition to reactively positioning and competing at the marketplace, firms can choose to proactively influence their service ecosystems’ size and efficiency. Firms aiming to influence service ecosystems should particularly develop dynamic capabilities related to visioning, timing and influencing explicit institutions.

This research is the first service-dominant logic investigation of the linkage between the actors’ dynamic capabilities and their ability to influence service ecosystems.

This study aims to explore how people bodily narrate and use collective memory to clarify their embodied experiences regarding a city which they memorise.

Drawing on 1,359 short stories collected by the online travel portal Visit Turku about ‘How the city feels’, the fine-grained embodied experiences of people are represented through descriptions of their feelings towards the city of Turku.

Based on the analysis, two aspects through which the respondents narrated their embodied experiences of cities have been identified: (1) the sociomaterial entanglements with the city and (2) the humane relationship with the city.

This study is limited to short stories acquired online, raising questions of anonymity and representativeness. Thus, these narrations are constructions which have to be interpreted as told by specific people in a certain time and place.

Tourist agencies should pay attention to the value of looking at written stories as bodily materialisations of people’s experiences of city destinations. Understanding this would strengthen the cities’ competitiveness.

By empirically highlighting how people memorise a city through narrations, the study offers novel viewpoints on the embodied experiences in cities as well as the cultural constructs these narrations are based on, thus broadening our understanding of how cities become bodily entangled with us.

This study aims to explore the link between mortality and climate change. The focus is in particular on individuals’ adaptation to temperature changes. The authors analyze the relationship between climatic change (measured by temperature rate) and mortality in 23 Organisation for Economic Co-operation and Development countries during 1970-2010.

This study performs the adaptation regression model in the level form as a dynamic panel fixed effects model. The authors use a non-linear threshold estimation approach to examine the extreme temperature changes effect on the temperature–mortality relation. More specifically, the study explores whether the large increases/decreases in temperature rates affect mortality rates more than the modest changes.

This study indicates that the temperature–mortality relation is significant in early part of the sample period (before 1990) but insignificant during the second part (after 1990). After including controlling factors, as well as nation and year fixed effects, the authors provide evidence that people do adapt to the most of the temperature-related mortalities. Also, this study provides evidence of the non-linear relationship between national temperatures and mortality rates. It is observed that only after 5 per cent increase in the annual temperature, the relation between temperature and overall mortality is significant.

Most studies cover only one specific country, hence making it difficult to generalize across countries. Therefore, the authors argue that the best estimation of the health effects of temperature change can be found by modeling the past relationships between temperature and mortality across countries for a relatively long period. To the authors’ knowledge, previous studies have not systemically tested the adaptation effect across countries.

The purpose of this paper is to explore if an expatriate’s career situation at the level of the couple (single career couple (SCC)/dual career couple (DCC)) is related to the expatriate’s work-to-personal-life conflict (WLC) and if the expatriate’s gender is related to WLC. The authors also investigate if the level of WLC is different for men and women in a DCC or SCC (interaction).

The study was conducted among 393 Finnish expatriates who were in a relationship and were working. A moderated hierarchical regression was utilized in the data analysis.

Gender or DCC/SCC status was not separately related to WLC but an interaction effect between gender and a couple’s career status on WLC was significant. In DCC couples, women experienced more WLC than men. In SCC couples, women experienced less WLC than men.

The findings indicate that organizations should develop practices to support both DCCs and SCCs, for instance, by providing mentors for expatriates and their family members, or through organizing family events for company employees. Couples should also negotiate their roles and responsibilities in both the personal life and work-life spheres before moving abroad and also during the time they live abroad, especially women involved in a DCC and men involved in an SCC.

This is the first study focusing on expatriates’ WLC that simultaneously takes account of how the gender and career situation of the couple are related to it.

Today, academic work includes increasingly informal and collaborative activities. This research attempts to determine whether stakeholders in the development of learning spaces in higher education could benefit from the principles of co-working space. This paper aims to determine whether a need exists for co-working space as a learning space solution from the viewpoint of academic space users. This determination will be made by examining the following research question: How does the co-working space concept meet user expectations regarding academic space?

The research question is answered by investigating users’ experiences of existing learning spaces in higher education in light of future workplace needs. Users’ requirements are examined by analysing user experience survey and interviews. The results are confirmed by focus group interviews and examined in the light of co-working space characteristics that are identified in the literature from the viewpoint of workplace management by searching for similarities between descriptions in the literature and the empirical data.

This research suggests that academic space users would appreciate it if the spaces they use would reflect some of the co-working space characteristics. These characteristics are community, multipurpose office, high accessibility and attractive workplace. A less applicable co-working space characteristic is space as service.

The results of this study are based on one case, which limits the generalisability of the results.

The results provide suggestions for corporate real estate management and stakeholders in academic institutions to consider when renovating outdated spaces.

The paper expands the literature on learning spaces in higher education and related practices by linking it with co-working spaces, thereby contributing to a field that has not yet been explored in depth.

This paper aims to understand how social value is created in a context characterized by institutional complexity. By identifying stakeholders interacting in a social enterprise and the logics guiding their expected and experienced value, the study describes how social value is created when different institutional logics embedded in strong-tie networks are bridged.

Concepts of structural holes and institutional logics were applied to the empirical case of a social enterprise. Interviews provided the primary empirical material, but multiple data collection methods were used.

A shared goal facilitated co-existence of competing value logics, and provided common space forming multiple social value outcomes as products of the different logics.

Limited to one case, this study shows that the interaction of otherwise unconnected stakeholders in a social enterprise, and their embeddedness in different institutional logics, provides one explanation for why and how social value is created.

Acknowledging and addressing gaps in knowledge and resources can lead to social value creation if social enterprises remain open to different logics. This suggests that co-existence of different logics can be a key factor for successful social value creation in social enterprises, if the competing logics are turned into complementary sources.

Dependency on logics from different networks of stakeholders shapes social enterprises to produce outcomes consistent with the different logics. The multiplicity of social value outcomes poses challenges for evaluating the success of social enterprises, especially when the tendency is to use evaluation approaches from the for-profit sector, focusing on the economic logic.

The need to understand work processes and end-users has become an issue in corporate real estate and workplace management. Flexible work practices and technological advancement allow end-users to move outside the building boundaries. This influences workplace management to become more service-oriented and demand-driven, and better serve the needs of end-users. For that, this paper aims to investigate the ways in which new workplace services support the knowledge creation processes of mobile workers.

This study is exploratory and follows a multiple-case study strategy. Literature is reviewed on workplace and knowledge theories, and the market analysis consists of data from 57 firms that offer services to support the mobile knowledge worker.

Workplace services were categorized into three new groups that support knowledge creation processes for the mobile knowledge worker in various work environments. The analysis indicated that new services are driven by technological development and community formation around the physical or virtual place.

The proposed service groups can be examined as new business opportunities by workplace service providers, and the results suggest that the CRE managers should re-think their service portfolios, boost their collaboration with the service providers and invest in building a community.

This paper categorizes workplace services from a mobile knowledge worker perspective and follows a service-oriented approach to workplace management.