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The demand for healthcare innovation is increasing, and not much is known about how entrepreneurial firms search for and sell to customers in the highly regulated and complex healthcare market. Drawing on effectuation perspectives, we explore how entrepreneurial digital healthcare firms with disruptive innovations search for early customers in the healthcare sector.

This study uses a qualitative, longitudinal multiple-case design of four entrepreneurial Nordic telehealth firms. In-depth interviews were conducted with founders and senior managers over a period of 27 months.

We find that when customer buying conditions are highly flexible, case firms use effectual logic to generate customer demand for disruptive innovations. However, under constrained buying conditions firms adopt a more causal approach to customer search.

Managers need to gain a deep understanding of target buying environments when searching for customers. In healthcare sector markets, the degree of flexibility customers have over buying can constrain them from engaging in demand co-creation. In particular, healthcare customer access to funding streams can be a key determinant of customer flexibility.

We contribute to effectuation literature by illustrating how customer buying conditions influence decision-making logics of entrepreneurial firms searching for customers in the healthcare sector. We contribute to entrepreneurial resource search literature by illustrating how entrepreneurial firms search for customers beyond their networks in the institutionally complex healthcare sector.

The purpose of this paper is to investigate how digital transformation changes highly traditional business processes and how it impacts value co-creation and co-destruction. More specifically, the aim is to examine, using the resource interaction approach, how the friction between non-digital and digital resources affects the co-creation and co-destruction of value in a network during digital transformation. Based on this, the authors provide managerial implications on how to handle simultaneous digital and traditional business processes to co-create value during digital transformation.

A case study is conducted of a digital platform provider and of three traditional confectioneries. In this analysis, the authors looked at the business processes of highly traditional confectioneries that have introduced online services through a digital platform and are undergoing digital transformation.

In some industries, it is neither possible nor advisable to fully digitalise all business processes, and companies have to partially retain their traditional, analogue character to create value. The process of value co-creation during digital transformation is affected by friction between the digital and non-digital resources and is mitigated by specific lubricants (e.g. mutual reliance, smooth personal communication, willingness to help, attitude towards change). This results in the improvement of processes and capabilities in terms of digital development and traditional production. Friction may also lead to value co-destruction, for example, as the result of transformation from face-to-face to digital interactions.

The authors contribute to research on the digital transformation of highly traditional companies that need to introduce new, digital technologies and resources while continuing their traditional processes. The authors develop the concept of lubricants that mitigate the friction between resources and, therefore, facilitate value co-creation in a business network. Additionally, the authors provide managerial implications for how to handle simultaneous digital and traditional business processes during digital transformation.

Despite an enormous body of literature on conflict management, intra-group conflicts vis-à-vis team performance, there is currently no study investigating the conflict prevention approach to handling innovation-induced conflicts that may hinder smooth implementation of big data technology in project teams.

This study uses constructs from conflict theory, and team power relations to develop an explanatory framework. The study proceeded to formulate theoretical hypotheses from task-conflict, process-conflict, relationship and team power conflict. The hypotheses were tested using Partial Least Square Structural Equation Model (PLS-SEM) to understand key preventive measures that can encourage conflict prevention in project teams when implementing big data technology.

Results from the structural model validated six out of seven theoretical hypotheses and identified Relationship Conflict Prevention as the most important factor for promoting smooth implementation of Big Data Analytics technology in project teams. This is followed by power-conflict prevention, prevention of task disputes and prevention of Process conflicts respectively. Results also show that relationship and power conflicts interact on the one hand, while task and relationship conflict prevention also interact on the other hand, thus, suggesting the prevention of one of the conflicts could minimise the outbreak of the other.

The study has been conducted within the context of big data adoption in a project-based work environment and the need to prevent innovation-induced conflicts in teams. Similarly, the research participants examined are stakeholders within UK projected-based organisations.

The study urges organisations wishing to embrace big data innovation to evolve a multipronged approach for facilitating smooth implementation through prevention of conflicts among project frontlines. This study urges organisations to anticipate both subtle and overt frictions that can undermine relationships and team dynamics, effective task performance, derail processes and create unhealthy rivalry that undermines cooperation and collaboration in the team.

The study also addresses the uncertainty and disruption that big data technology presents to employees in teams and explore conflict prevention measure which can be used to mitigate such in project teams.

The study proposes a Structural Model for establishing conflict prevention strategies in project teams through a multidimensional framework that combines constructs like team power conflict, process, relationship and task conflicts; to encourage Big Data implementation.

This paper aims to integrate the consumption perspective within the Industrial Marketing and Purchasing (IMP) debate. The study delves into how consumer communities can be conceived like other network business actors. The perspective of sustainable new ventures (SNVs) in the fashion industry is adopted, considering their specific connection with consumer communities.

Adopting a multiple case study methodology, this paper uses a qualitative approach. Data collection mainly relies on interviews conducted with 10 SNVs in the fashion industry; this sector is a fertile ground for studying sustainability and consumer communities. For data analysis, the abductive approach of systematic combining is applied.

The paper identifies four distinct types of consumer communities and four roles that they can assume as business actors in the business network. Owing to their engagement in these specific roles, consumer communities become part of the SNVs’ network, akin to other business-to-business players.

This study represents one of the initial endeavors to introduce consumption into the IMP theoretical framework. In this paper’s conceptualization, consumer communities are groups of consumers and collective actors in the business network. Additionally, this study advances the research on sustainability as a network concept by including consumer communities’ roles in business networks.

This paper aims to explore how customer involvement unfolds in the development of a smart product. Smart product development poses new challenges to firms. In particular, the buyers’ and users’ involvement has shown novel dynamics in smart product development. These peculiarities are linked with the specific characteristics of the digital technology embedded into the smart products. This study’s rationale is to analyse the frictions arising from potential divergent objectives between the focal firm and its customers when digital technologies are embedded in traditional products.

This study adopted an explorative and qualitative approach to investigate new emerging dynamics of customer involvement during technological development. A coffee machine producer is selected as a case study to uncover new insights and a novel perspective on the phenomenon of customer involvement in smart product development. Data analysis followed an abductive approach that allowed to identify the dimensions of friction emerging during the technological development process.

The case study analysis depicts that smart product development presents novel customer involvement dynamics. In particular, this study abductively identifies dimensions of friction emerging between the focal firm and buyers/users. Friction arises in the technological interface between the actors involved. These dimensions of friction address the complexities of developing technology in terms of smart products with customer involvement. This study suggests that embedding of technology into an existing product might change how customers are involved.

Even though customer involvement in product innovation has been extensively studied in management literature, this paper focused on a new type of innovation, smart products. To the best of the authors’ knowledge, no previous studies have yet empirically explored customers’ involvement while embedding digital technologies into existing products to create smart products. In particular, this study sheds light on the dimensions of friction emerging between the focal firm and the actors of the business network. This study unfolds novel contributions to the Industrial Marketing and Purchasing literature on technological development.

Scholars have emphasized intellectual capital’s importance for universities in obtaining competitive advantages and creating value. The purpose of this paper is to identify the influences of two components of intellectual capital, relational and human capital at the international level, and psychological capital on international orientation of academic entrepreneurs, and the mediating effects of international relational and human capital.

On the basis of a literature review, a theoretical model is proposed to explain the relationship between the studied variables. Our hypotheses are tested on a sample of 173 academic spin-offs of Spanish universities using bootstrapping methodology.

The results show that the international market relational capital and international human capital of academic entrepreneurs influence their international orientation, and that their psychological capital is directly, and indirectly, related to international orientation through international human capital and international market relational capital.

This study provides a better understanding of the antecedents of the international orientation of academic entrepreneurs, which would provide an important contribution to the literature on intellectual capital, academic entrepreneurship and internationalization. The achieved results highlight important implications for training of academic entrepreneurs and for managers and management teams of companies willing to enter, or even those already operating in, international markets.

In this study, the international orientation of academic entrepreneurs is explained through the psychological capital that is studied jointly with two components of intellectual capital, relational and human capital at the international level. Although some recent work has focused on the study of the internationalization of academic spin-off, this line of research is still incipient.