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1 – 10 of over 5000Krishnan Iyer and Jayasimha K.R.
This paper aims to investigate the dynamics of the organizational buying process of radical software innovations. Acquisition of technology innovations by early adopting…
Abstract
Purpose
This paper aims to investigate the dynamics of the organizational buying process of radical software innovations. Acquisition of technology innovations by early adopting organizations has been studied previously with scant attention being given to the actual buying process and the risk mitigation mechanism. This paper addresses these gaps in the literature and this paper finds evidence to support that the organizational buying process of radical software innovations is different from the general models of organizational buying.
Design/methodology/approach
Methods from the grounded theory approach were used to conduct 20 in-depth interviews with senior industry practitioners. Purposive sampling was used to identify the participants.
Findings
A theoretical model of the organizational buying process of radical software innovations emerged with themes and concepts that explain the dynamics of the buying and adoption processes. The paper challenges the fundamental tenet of organizational buying that needs recognition triggers the buying process. An interesting nuance was found that risk is mitigated within the buying action itself.
Practical implications
An understanding of the buyer behaviour process will help marketers of radical software innovations to formulate the appropriate marketing response. Sales personnel can attune their customer interactions when helping customers to acquire a radical software innovation. Firms that want to be early adopters and innovate can tune their buying process in line with the findings.
Originality/value
This paper develops a typological buying model. It unravels the dynamics of the adoption process by discussing how early adopting organizations buy radical software innovations. New concepts with rich explanatory powers are discussed.
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Chamil Dilhan Erik Ramanayaka, Oluwole Alfred Olatunji and Asiri U. Weerasuriya
Beyond a mandated use, rationales behind executive choice to accept or reject building information modelling (BIM) are ambiguous. BIM acceptance is complex for organisations, and…
Abstract
Purpose
Beyond a mandated use, rationales behind executive choice to accept or reject building information modelling (BIM) are ambiguous. BIM acceptance is complex for organisations, and existing decision-making models are impractical to make realistic choices. A practical solution must assist a holistic reflection of internal and external BIM success factors. Nevertheless, extant literature is largely focused on software use and awareness. Thus, this paper aims to suggest a novel framework for assessing firm readiness, aimed at facilitating BIM uptake.
Design/methodology/approach
Extant explanatory studies are inadequate in assessing the soft nature of BIM uptake. Thus, a design science research was employed as an alternative methodology. A means-end analysis was utilised for solution incubation, and cross-disciplinary reasoning, the strategy to establish valid solutions on firm readiness. Previous studies were reviewed on BIM, technology acceptance (generally) and complexity.
Findings
“Technology attitude” is presented as involving more holistic variables than a simplistic reliance on software use to mirror BIM acceptance. Technology acceptance model (TAM) is appropriate to explain BIM attitude attributes, but its current use is sub-optimal. Selective information processing and unconscious thought theory were integrated into TAM to explain attitude formation from multiple perspectives, resulting in a novel BIM attitude scale (BIMAS). Upon verification, the proposed framework will facilitate an objective authentication of biases that associate with BIM acceptance.
Originality/value
Whilst BIM readiness is assessed largely with a primary focus on theory building, practical relevance must be at the forefront of BIM development. This study articulates that design science research can enhance the practical relevance of BIM adoption models. BIM acceptance attitude must be assessed through a verified scale contrary to the assessment of self-biases of executives in literature. BIMAS suggests a testable solution for this. Theory building research must be the future focus to enhance the relevance of this initial solution.
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Linlin Chai, Jin Li, Thomas Clauss and Chanchai Tangpong
The purpose of this study is to investigate the antecedents and the conditions of coopetition at the inter-organizational level.
Abstract
Purpose
The purpose of this study is to investigate the antecedents and the conditions of coopetition at the inter-organizational level.
Design/methodology/approach
This study is based on survey research methodology and analyzes the data from 138 companies regarding the antecedents and the conditions of their coopetition.
Findings
The results indicate that the interdependence between partners (i.e. the antecedent) positively affects interfirm coopetition, and that this relationship is contingent on the joint occurrence of opportunism (a behavioral condition) and technology uncertainty (a contextual condition). Specifically, highly interdependent firms are more likely to be involved in a coopetitive relationship when both opportunism and technology uncertainty are high. Interestingly, the authors’ data also show that opportunism or technology uncertainty alone may not be adequate in moderating the interdependence–coopetition relationship.
Research limitations/implications
This study contributes to the current literature in two meaningful ways. First, it empirically examines interdependence as a potential antecedent of interfirm coopetition. Second, it improves our understanding of the behavioral and contextual conditions that facilitate the formation of coopetitive relationships by examining the moderating roles of opportunisms and technology uncertainty in the relationship between interdependence and interfirm coopetition. The limitations of this study lie in its confined method of cross-sectional survey from the focal firm’s perspective. Future research may advance beyond this study through experimental and/or longitudinal research designs.
Practical implications
This study provides managers with two important practical insights in coopetition management. First, the findings suggest a two-step approach to help a firm assess and manage the level of coopetition in its relationship with a business partner. In addition, the findings provide a counterintuitive suggestion to managers that the joint conditions of high opportunism and high technology uncertainty indeed prime the relationship for the rise of coopetition, provided that managerial efforts are made to somewhat increase the level of interdependence in the relationship.
Originality/value
Despite the growing number of studies on coopetition, research still lacks knowledge about the antecedents and the conditions of inter-organizational coopetition, and this study aims to fill this gap.
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Jinwan Cho, Insik Jeong, Eunmi Kim and Hyo Eun Cho
Recent technological turbulence stemming from Industry 4.0 provides managerial opportunities and challenges simultaneously. In this context, the purpose of this study is to…
Abstract
Purpose
Recent technological turbulence stemming from Industry 4.0 provides managerial opportunities and challenges simultaneously. In this context, the purpose of this study is to explore the role of technological opportunism on innovativeness and discover the impact of innovativeness on new products performance in international markets.
Design/methodology/approach
To empirically test the hypotheses, the authors have collected survey data from 237 Korean exporting firms and applied structural equation modeling.
Findings
Empirical results indicate that technological opportunism, which represents technology sensing and responding capability, has a positive and significant influence on both exploratory and exploitative innovativeness. Also, explorative and exploitative innovativeness have positive and significant effects on new product performance in international markets.
Practical implications
This study highlighted the importance of technology sensing and responding capabilities to capture emerging opportunities, which may arise from Industry 4.0 technologies. In addition, sensing and responding capabilities will help a firm create a culture that values innovative proclivity, and in turn, will lead to superior new product performance in international markets.
Originality/value
Despite extensive scholarly interest in Industry 4.0, previous studies have neglected to address the potential impact of Industry 4.0 within the domain of new product development and its performance. Also, there have been several calls from the literature to address the managerial and strategic issues surrounding the Industry 4.0 phenomenon. In this study, the authors attempted to fill the research gaps in Industry 4.0 research studies through empirical examination.
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Boris Urban and Mandla Maphumulo
Research shows how with the evolution of technologies, technological opportunism enables firms to effectively identify and exploit innovations and opportunities through strategic…
Abstract
Purpose
Research shows how with the evolution of technologies, technological opportunism enables firms to effectively identify and exploit innovations and opportunities through strategic management practices, such as adopting an entrepreneurial orientation. The study’s purpose is to explain the nature of the relationship between technological opportunism and innovation performance, while accounting for any possible moderating effects of entrepreneurial orientation.
Design/methodology/approach
A cross-sectional design was used to collect primary data from targeted respondents (n = 347) in the South African banking sector. Initially, instrument validity and reliability is established and the hypotheses are tested using multiple regression analyses.
Findings
The findings support the hypotheses insofar higher levels of technological opportunism are positively associated with higher levels of innovation performance, which is moderated by entrepreneurial orientation in terms of innovativeness, risk-taking and proactiveness. Moreover, competitive hostility, as a control played a significant role in the moderation effect between technological opportunism and innovation performance.
Practical implications
Leaders need to appreciate the importance of an entrepreneurial organization in leveraging technological opportunities which is pivotal for emerging economies, rather than individual entrepreneurial activities, which are rarely scalable in African economies.
Originality/value
The study provides an original contribution by increasing the theoretical and empirical reach of research on entrepreneurial orientation and technological opportunism. Since the original scales have primarily been employed in developed economies, by verifying their psychometric properties, this now allows for further replication studies to take place in other similar emerging market contexts.
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Lu Yang, Baofeng Huo, Min Tian and Zhaojun Han
Digitalization encourages the manufacturer to engage in inter-organizational technological activities (i.e. supplier IT integration and supply visibility) with its major supplier…
Abstract
Purpose
Digitalization encourages the manufacturer to engage in inter-organizational technological activities (i.e. supplier IT integration and supply visibility) with its major supplier, which influences supply chain (SC) governance. This study tests a moderated mediation model that considers supplier IT integration and supply visibility as mediators between supply-side digitalization and supplier opportunism, and relational ties as a moderator in the relationship between inter-organizational technological activities and supplier opportunism.
Design/methodology/approach
Ordinary least square (OLS) regression is used to examine data from 200 firms in China describing their supply chain management (SCM) practices and perceived relationships with their major suppliers.
Findings
Supply-side digitalization is positively related to supplier IT integration and supply visibility. Supply-side digitalization has a positive indirect effect on supplier opportunism through supplier IT integration but a negative indirect effect through supply visibility. Relational ties weaken the positive effect of supplier IT integration and the positive indirect effect of supply-side digitalization on supplier opportunism. Relational ties also weaken the negative effect of supply visibility and the negative indirect effect of supply-side digitalization on supplier opportunism.
Originality/value
This study enriches understanding of SC governance in the digital age by empirically confirming that digital transformation brings both challenges and opportunities to SC governance and by clarifying the interplay of relational governance and technological activities. In addition, this study contributes to the SC digitalization literature by empirically validating the role of digitalization in promoting inter-organizational technological activities, as well as by revealing its potential dark side.
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This study seeks to draw on the strategy implementation approach and the resource‐based view of the firm (RB theory) to investigate the relationships among competitive strategies…
Abstract
Purpose
This study seeks to draw on the strategy implementation approach and the resource‐based view of the firm (RB theory) to investigate the relationships among competitive strategies (i.e. differentiation and cost‐leadership), responsive market orientation (RMO), proactive market orientation (PMO) and firm performance. The purpose is to show that competitive strategies have a significant effect on market orientation and market orientation has a significant effect on firm performance.
Design/methodology/approach
The paper designed a mail‐survey that was sent to senior executives, which resulted in 189 usable surveys. Data were analysed using partial least squares (PLS) to test the hypotheses.
Findings
The findings show that both competitive strategies influence RMO and PMO, which then influence firm performance. However, the results show that differentiation strategy has a stronger influence on RMO and PMO than cost‐leadership strategy, and that PMO has a stronger influence on performance than RMO.
Research limitations/implications
The study examined one set of capabilities (RMO and PMO); research opportunities exist for identifying other firm capabilities (e.g. organisational learning) and their relationships with competitive strategies.
Practical implications
Strategy implementation is a valid route to firm performance. Therefore, marketing managers must simultaneously develop competitive strategies and RMO and PMO to obtain increased firm performance outcomes.
Originality/value
The study conceptualises market orientation as RMO and PMO, and suggests that this treatment of market orientation is important in understanding its role in the competitive strategies of firms and consequent firm performance.
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Mahsa Kamalipoor, Morteza Akbari, Seyed Reza Hejazi and Alireza Nazarian
COVID-19 has affected most business activities, including technology-based business. The higher the business vulnerability rating, the greater the impacts. After identifying three…
Abstract
Purpose
COVID-19 has affected most business activities, including technology-based business. The higher the business vulnerability rating, the greater the impacts. After identifying three dimensions of vulnerability (exposure, business sensitivity and response capacity), this study aims to determine the potential components and indicators of the vulnerability of technology-based businesses.
Design/methodology/approach
Using the indicator approach, a comprehensive vulnerability model was developed for assessing the vulnerability of the technology-based business against COVID-19.
Findings
In this study, COVID-19, as a biological threat and an exogenous shock, was considered the exposure dimension. Business characteristics, job characteristics, business owner-manager demographics, product and supplier characteristics were identified as the sensitivity dimension, while resources, human capital, technological capitals, social capitals, institutional capitals, infrastructures, management capacity and supply chain capabilities were defined as the adaptive business capability or response capacity. To determine vulnerability and response capacity against exogenous shocks and a pandemic crisis, the framework can act as a useful checklist for managers and owners of technology-based businesses.
Originality/value
Research on the COVID-19, especially in the technology-based business, is still at the emergent stage. This study is a pioneering effort to review the literature on business vulnerability and provide a framework to reduce business vulnerability using the indicator-based approach.
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The paper seeks to understand the implications of partner opportunism for project relationships.
Abstract
Purpose
The paper seeks to understand the implications of partner opportunism for project relationships.
Design/methodology/approach
Based on the theoretical literature, the paper presents a conceptual model considering the perspective of the organization impacted by partner opportunism.
Findings
The model proposes that partner opportunism lowers willingness to engage by creating perception of loss. The undesirable impact of opportunism on perceived loss is less if the partner has made high relation-specific investments. Also, the negative impact of perceived loss on willingness to engage is less if the partner is difficult to substitute.
Research limitations/implications
The model can be tested in the context of information technology (IT) relationships because of scope for opportunism in IT project relationships. Data can be collected through experimental vignettes.
Originality/value
The model contributes by investigating novel aspects of governance, behavioral consequences of opportunism and relation-specific investments in project relationships. The paper suggests that organizations can protect themselves against the ill effects of partner opportunism by enabling their stakeholders to invest substantial time and effort in the relationship and fortify relational quality and bonding.
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Nadia Jimenez, Sonia San-Martin and Jose Ignacio Azuela
The purpose of this paper is to analyze the role of four important variables in the development of customer loyalty in mobile commerce. These variables are personal (propensity to…
Abstract
Purpose
The purpose of this paper is to analyze the role of four important variables in the development of customer loyalty in mobile commerce. These variables are personal (propensity to use information and communication technologies (ICTs)), transactional (opportunism), and relational (trust and satisfaction).
Design/methodology/approach
A broad sample of 1,053 mobile customers in Mexico was studied using the structural equation analysis methodology.
Findings
The results offer evidence on how trust and satisfaction can increase loyalty and motivate purchases via mobile devices. In addition, the results show evidence of the indirect effect (mediated through trust) of opportunism, and propensity to use ICTs on loyalty.
Practical implications
Achieving customer satisfaction is revealed as the main strategy enterprises should seek in order to encourage repetitive purchases via mobile devices and customer loyalty. At the same time, companies should consider that the customers most likely to use ICTs, and those who perceive less opportunism can also be very loyal as a result of a higher level of trust when making purchases using mobile devices.
Originality/value
The contributions of this paper are: (1) to analyze the generation of loyalty in mobile commerce using a conceptual model that includes variables of different theoretical perspectives and nature, both positive and negative. (2) To provide empirical evidence from a sample of mobile users who have already bought goods via mobile phone, contributing to prior literature that has focused on analyzing the behavior of mobile phone users who do not make purchases via mobile phones. (3) To study mobile commerce in an emerging market with notable potential for growth (Mexico), which has not been studied at length in previous literature.
Objetivo
El presente trabajo analiza el papel de cuatro importantes variables en el desarrollo de la lealtad de los compradores por móvil. Variables de índole personal (propensión al uso de las TICs), transaccional (oportunismo) y relacional (confianza y satisfacción).
Metodología
Una amplia muestra de 1053 compradores por móvil en México es analizada mediante la metodología de ecuaciones estructurales.
Resultados
Los resultados ofrecen evidencia sobre la capacidad de la confianza y la satisfacción para incrementar la lealtad y motivar la compra a través del móvil. Además, se muestra evidencia del efecto indirecto (mediado a través de la confianza) del oportunismo y la propensión al uso de las TICs sobre la lealtad.
Implicaciones prácticas
La consecución de la satisfacción del comprador se revela como la principal estrategia que deben seguir las empresas que buscan fomentar la repetición de la compra a través del móvil y la confianza de sus actuales compradores. A la par, las empresas deben considerar que los clientes más propensos al uso de las TICs y los que perciben menos oportunismo pueden ser más leales, al aumentar su confianza en la compra por móvil.
Originalidad/valor
Las contribuciones son: (1) Analizar la generación de la lealtad en el comercio móvil utilizando un modelo conceptual que incluye variables de distintas perspectivas teóricas y de naturaleza tanto positiva como negativa. (2) Ofrecer evidencia empírica de una muestra de usuarios de teléfono móvil que ya han comprado por este medio, contribuyendo a la literatura previa que se ha centrado en analizar el comportamiento de los usuarios de teléfono móvil no compradores. (3) Estudiar el comercio móvil en un mercado emergente (México) poco estudiado en la literatura previa y con un notable potencial de crecimiento.
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