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Article

Jiaqing Xu, Weiling Jiao, Hao Chen and Yufei Yuan

Free trial is an effective strategy to gaining users’ data so as to strengthen and optimize product design. The purpose of this paper is to understand the IT companies'…

Abstract

Purpose

Free trial is an effective strategy to gaining users’ data so as to strengthen and optimize product design. The purpose of this paper is to understand the IT companies' dynamic decision-making behavior in the free trial of IT products and services context based on a three-stage theoretical framework and users' decision-making behavior in the respective stage.

Design/methodology/approach

A three-stage methodology is proposed to clarify relevant decision problems and actions in each stage from IT companies' and users' perspectives, respectively. It then investigates relating variables on IT companies' decision-making based on extant research and users' decision-making.

Findings

In this study, the authors argue that the IT companies have to make the offering, implementation and retention decision in different stage during the whole free trial process. Each decision is determined by several variables from their own and users, namely the offering decision is determined by product characteristics, network effects, product life cycle and WOM (word of mouth); the implementation decision is determined by the quality of products and services, trial type, incentive measures on user's usage and communication strategy; and the retention decision is determined by the product and price strategy.

Practical implications

The results are practical and can be used by IT companies as a decision basis or reference to make reliable decisions so that IT companies can take target measures to ensure the effectiveness of their free trial strategy so as to meet their users' needs based on products designed by data driven. Thus, the ultimate goal of supply chain management is achieved.

Originality/value

In this study, the decision-making process in the free trial of IT products and services context is investigated as a whole for the first time. From the IT companies' perspective, the process includes offering, implementation and retention decision stages, which are continuous and inseparable. The variables that determine IT companies' decision-making are identified based on users' decision and action. Hence, it represents a brand-new whole process perception to clearly understand the dynamic of the IT companies' decision-making. Considering users' decision and action, the final decisions of the IT companies will be more practical in respect of motivating, retaining and upgrading users.

Details

Journal of Enterprise Information Management, vol. 34 no. 1
Type: Research Article
ISSN: 1741-0398

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Article

Johannes J.L. Scheffer, Bastiaan P. Singer and Marc C.C. Van Meerwijk

The purpose of this research paper is to provide corporate real estate executives with a measurement tool for pinpointing and enhancing the contribution of corporate real…

Abstract

Purpose

The purpose of this research paper is to provide corporate real estate executives with a measurement tool for pinpointing and enhancing the contribution of corporate real estate to corporate strategy.

Design/methodology/approach

A measurement tool is designed by adopting a theoretical framework in which seven added values of real estate are aligned with nine corporate strategic driving forces. The practical applicability of this tool is validated by assessing the contribution of corporate real estate to corporate strategy at 14 Dutch‐based global corporations.

Findings

Many corporations still lack sufficient insight into the impact of corporate real estate decisions on corporate performance. Therefore, it is difficult for senior management and other stakeholders to grasp the actual contribution of corporate real estate.

Research limitations/implications

Future research may be conducted to investigate the exhaustiveness of the listed real estate issues. Moreover, the linkage between the added values and the strategic driving forces could be validated further in practice.

Practical implications

The measurement tool supports corporate real estate executives in aligning corporate real estate with corporate strategy. Thereby it contributes to the further recognition of the importance of real estate in a corporate setting.

Originality/value

Prior papers on the contribution of corporate real estate to corporate strategy have primarily been focused on either pinpointing various driving forces or linking specific property decisions to corporate strategy. This paper, however, unveils the linkage between fundamental drivers of corporate real estate and corporate strategy in a comprehensive management tool for portfolio analysis and strategy formulation.

Details

Journal of Corporate Real Estate, vol. 8 no. 4
Type: Research Article
ISSN: 1463-001X

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Article

Maria Burke

The purpose of this paper is to suggest a digital research framework that can be applied to many of the areas that encompass the discipline of information management.

Abstract

Purpose

The purpose of this paper is to suggest a digital research framework that can be applied to many of the areas that encompass the discipline of information management.

Design/methodology/approach

This communication proposes a new “Triple A” framework that allows the researcher to progress digital ideas by asking a series of staged questions. This is a progressive model consisting of three stages of acquaintance, adaption and application bounded by three major influencing issues of culture, communication and context. The Triple A framework is aimed to be flexible to apply to most styles of research yet robust enough to offer useful insights.

Findings

The model devised will assist (information management) researchers with choices of research approaches. It may be that early career researchers or those undertaking a postgraduate research will find this framework especially helpful to clarify thoughts and direction. The model aims to be useful and, whilst no doubt will be built on in future research, it is offered as foundation, an initial starting point, as those who work and study in information management fields endeavor to make new choices in our digitally managed information world.

Originality/value

The originality and value of this work is the proposition of a new model that will allow researchers to impose structure on ideas and encourage the viewing of work from a multi-disciplinary perspective within the growing and evolving digital areas.

Details

Journal of Documentation, vol. 74 no. 1
Type: Research Article
ISSN: 0022-0418

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Article

Jane Broadbent and Richard Laughlin

Engages with the call for more case study research and provides an example of a methodology informed by a Habermasian approach. Seeks to clarify the methodology and the…

Abstract

Engages with the call for more case study research and provides an example of a methodology informed by a Habermasian approach. Seeks to clarify the methodology and the methods adopted and provides an example of “middle range” thinking (Laughlin, 1995). Extends the insights provided by Laughlin (1987) in his argument for the adoption of critical theory and can be seen as entering into a discourse with this earlier work. Located in the context of an ongoing programme of research in the UK public sector, seeks to provide an exemplar of the application of a Habermasian discourse‐based approach, as well as providing an analysis of the strengths and weaknesses of the approach in practice. In the spirit of “middle range” thinking appears to use the frameworks provided as a foundation from which to commence the research process, yet use the experiences gained in undertaking the research as a way to develop the frameworks themselves.

Details

Accounting, Auditing & Accountability Journal, vol. 10 no. 5
Type: Research Article
ISSN: 0951-3574

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Article

Junguang Gao, Hui He, Donghui Teng, Xinming Wan and Shiyu Zhao

Because of the complexity of technological innovation and the dynamics of the technological environment, it is impossible for a single firm to have all knowledge needed…

Abstract

Purpose

Because of the complexity of technological innovation and the dynamics of the technological environment, it is impossible for a single firm to have all knowledge needed for technological innovation, making it essential for firms to conduct cross-border knowledge search and integration. However, it is very difficult for firms to acquire and assimilate cross-border knowledge. The purpose of this paper is to explore how an open innovation platform (OIP) helps firms to effectively search and integrate cross-border knowledge, and to understand the key roles that OIP plays during the cross-border knowledge search and integration processes.

Design/methodology/approach

This paper takes the case analysis method, which provides a comprehensively understanding on the complex process of cross-border knowledge search and integration as well as the internal mechanism. Drawing on the research paradigm of Eisenhardt (1989), Bakker and Akkerman (2014), this paper analyzes and verifies the mechanism of OIP cross-border knowledge search and integration based on extensive interviews.

Findings

First, this paper analyzes the process of cross-border knowledge search and integration through Haier open partnership ecosystem (HOPE), which is theoretically divided into three stages, including motivation formation, cross-border knowledge search and integration. These three stages have been further decomposed into the following seven steps: demands discovery, problems definition, problems decomposition, resource search, resource evaluation, technology redevelopment and test. In addition, this study investigates the manifestation of interrelationships among these stages and steps, depicting the pathways through which HOPE facilitates the firm’s cross-border knowledge search and integration. The conclusions indicate that OIP timely discovers the consumer demands during the motivation formation stage, effectively decomposes problems and find related technology resources during the search stage and improves the efficacy of integration stage.

Research limitations/implications

This study reveals the mechanism of OIP cross-border knowledge search and integration and draws some valuable conclusions, which contribute to the literature on cross-border knowledge search, enrich the research on problem-solving and also propose a new perspective to study the roles of OIP on innovation. However, there are still some limitations. First, this study is built on a single platform (HOPE), further studies may focus on more platforms to ensure the conclusions of this paper. Second, this study conducts data analysis using a simple encoding analysis, so it is possible that some critical information is emitted while collating and analyzing data. Meanwhile, for the research methods, qualitative and quantitative methods can be combined to analyze related issues, then the correlation and corresponding mechanism can be incorporated into the same framework to further verify the conclusions and generalize the results.

Practical implications

This paper theoretically analyzes how and why HOPE helps firms search and integrate cross-border knowledge. It provides not only a reference for OIP but also a proven and effective way for companies’ acquiring and integrating cross-border knowledge. Then it will further improve firms’ innovative abilities, especially disruptive innovation abilities.

Social implications

Technological innovation, especially disruptive innovation is not only a driving force of firms’ sustainable development but also a vital driver of national development. This paper clarified that OIP can help firms conduct successful disruptive innovation through cross-border knowledge search and integration, which will further increase national innovative competence and improve social welfare.

Originality/value

This paper extends the literature on the process of cross-border knowledge search and integration, as well as the roles of OIP. From a managerial standpoint, the conclusions have practical implications for firms to successfully acquire and integrate cross-border knowledge.

Details

Chinese Management Studies, vol. 15 no. 2
Type: Research Article
ISSN: 1750-614X

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Article

Vikas Goyal and Prashant Mishra

The purpose of this paper is to develop a conceptual framework for performance evaluation of channel partners in distribution relationships and develop a scale to measure…

Abstract

Purpose

The purpose of this paper is to develop a conceptual framework for performance evaluation of channel partners in distribution relationships and develop a scale to measure the proposed dimensions of performance.

Design/methodology/approach

The proposed framework is built on the theoretical foundations of salesforce control systems and organizational performance. The authors developed the measurement scale by the three-stage protocol and established the scale’s reliability, factor structure and validity through the data collected from 252 firm-channel partner dyads across automobile firms in India.

Findings

The proposed framework highlights three distinct dimensions of channel partners’ performance, i.e. output performance, the financial/other objective results; activity performance, the activities, behavior and process-compliance levels; and capability performance, the resources and capabilities of channel partners. An 18-item measurement scale is developed to measure the three proposed dimensions of channel partners’ performance.

Research limitations/implications

The proposed framework conceptualizes the three key dimensions of channel partners’ performance that can assist firms in exercising a focussed approach to performance management in distribution channel relationships and other inter-firm contexts. This study contributes to the legitimacy and further development of research in the area.

Practical implications

The measurement scale provides valid and reliable items for a rigorous performance analyses of channel partners, both at the individual level as well as at the level of the distribution channel as a whole. These performance analyses have multiple applications, right from managing the day-to-day channel activities to steering the channel strategy.

Originality/value

The paper presents a multidimensional conceptual framework for performance evaluation of channel partners and provides a suitable instrument for operationalizing future empirical research in the area.

Details

International Journal of Productivity and Performance Management, vol. 65 no. 4
Type: Research Article
ISSN: 1741-0401

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Article

Xiaomi An, Shaotong Xu, Yong Mu, Wei Wang, Xian Yang Bai, Andy Dawson and Hongqi Han

The purpose of this paper is to propose meta‐synthetic ideas and knowledge asset management approaches to build a comprehensive strategic framework for Beijing City in China.

Abstract

Purpose

The purpose of this paper is to propose meta‐synthetic ideas and knowledge asset management approaches to build a comprehensive strategic framework for Beijing City in China.

Design/methodology/approach

Methods include a review of relevant literature in both English and Chinese, case studies of different types of support frameworks in the UK, the USA, Singapore and Hong Kong, formulation of a meta‐synthetic support framework for Beijing City, and justification of its application to policy development by various studies. Three stages of meta‐synthetic support frameworks are proposed.

Findings

The suggested meta‐synthetic support frameworks are highly appropriate for the optimisation of, and innovation in, management and services systems of government information resources. The proposed knowledge asset management approaches offer significant practical value in improving the competence and capabilities of service‐oriented government, providing a set of solutions to identified, urgent problems, including a joint administration system for creating value, a release and distribution management system for sharing and protecting value, and a licensing and authorisation management system for adding value.

Research limitations/implications

This paper focuses on the formulation of a theoretical support framework for the reuse of government information resources and the justification of its effectiveness to guide policy development at strategic level. Case studies of its application at operational level are ongoing and will be discussed in future papers.

Practical implications

The suggested meta‐synthetic support frameworks support the efficiency, effectiveness and economy of intelligent traffic administration, good governance of value‐added services based on government information resources, and intellectual activity around city travel and traffic. The study has wide implications for the improvement of service‐oriented government performance, public satisfaction and the image of government.

Originality/value

The paper presents the adaptation of meta‐synthetic ideas and knowledge asset management approaches to collaboration, optimisation, innovation and compliance management issues in the reuse of government information resources. The advantages of different types of support systems and frameworks are integrated as a coherent whole for a strategic framework of legal, regulatory and standards support to China and Beijing.

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Article

Roland Yeo

This paper distils practical perspectives from experienced consultants on an integrative framework on organisational learning and performance. The foundation of this…

Abstract

This paper distils practical perspectives from experienced consultants on an integrative framework on organisational learning and performance. The foundation of this framework is governed by behavioural and cognitive learning theories. Convergent interviewing was the methodology used to verify the practicality of the framework and provide insight for further development. Data derived from four organisational development consultants confirmed the framework’s feasibility, but suggested additional issues to examine organisational learning further. The conclusion drawn is that there are distinct stages of learning but the relationship between them is robust and dynamic. Further, the notion of “triple‐loop learning” is often misconstrued in practical contexts due to its level of abstraction. Effective leadership is regarded as the leitmotif in driving strategic organisational learning initiatives. However, leaders must consider the time factor involved, as such initiatives can only take effect after a period of time rather than immediately.

Details

Team Performance Management: An International Journal, vol. 8 no. 7/8
Type: Research Article
ISSN: 1352-7592

Keywords

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Article

Susan Hoadley, Leigh N Wood, Leonie Tickle and Tim Kyng

– The purpose of this paper is to investigate and identify threshold concepts that are the essential conceptual content of finance programmes.

Abstract

Purpose

The purpose of this paper is to investigate and identify threshold concepts that are the essential conceptual content of finance programmes.

Design/methodology/approach

Conducted in three stages with finance academics and students, the study uses threshold concepts as both a theoretical framework and a research methodology.

Findings

The study identifies ten threshold concepts in finance that are clearly endorsed by finance academics. However, the extent to which students are explicitly aware of the threshold concepts in finance is limited.

Research limitations/implications

As well as informing further research into the design and delivery of finance programmes, the findings of the study inform the use of threshold concepts as a theoretical framework and a research methodology. The study does not explore the bounded, discursive, reconstitutive and liminal aspects of threshold concepts. Implications include the lack of recognition of more modern concepts in finance, and the need for input from industry and related disciplines.

Practical implications

The threshold concepts in finance provide the starting point for finance educators in the design and delivery of finance programmes. In particular, the threshold concepts in finance need to be made more explicit to students.

Social implications

Using the threshold concepts in finance as well as the other findings of this study to inform to finance curriculum design and delivery is likely to achieve better quality educational outcomes for finance students as well as better prepare them for professional finance roles.

Originality/value

The finance curriculum is under researched and for the first time this study identifies the threshold concepts in finance to inform the design of finance programmes.

Details

Education + Training, vol. 58 no. 5
Type: Research Article
ISSN: 0040-0912

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Article

Judith A. Holton

This study explores the efficacy of social movements thinking for mobilizing resources toward sustainable change in large-scale systems such as health and social services.

Abstract

Purpose

This study explores the efficacy of social movements thinking for mobilizing resources toward sustainable change in large-scale systems such as health and social services.

Design/methodology/approach

The study proceeds from a critical realist perspective employing a qualitative multi-case study approach. Drawing on the tenets of grounded theory (i.e. constant comparative analysis and theoretical sampling), data from semi-structured interviews and field notes were analyzed to facilitate theoretical integration and elaboration.

Findings

One case study explores the emergence of social movements thinking in mobilizing a community to engage in sustainable system change. Data analysis revealed a three-stage conceptual framework whereby building momentum for change requires a fundamental shift in culture through openness and engagement to challenge the status quo by acknowledging not only the apparent problems to be addressed but also the residual apathy and cynicism holding the system captive to entrenched ideas and behaviors. By challenging the status quo, energy shifts and momentum builds as the community discovers shared values and goals. Achieving a culture shift of this magnitude requires leadership that is embedded within the community, with a personal commitment to that community and with the deep listening skills necessary to understand and engage the community and the wider system in moving forward into change. This emergent conceptual framework is then used to compare and discuss more intentional applications of social movements thinking for mobilizing resources for large-scale system change.

Originality/value

This study offers a three-stage conceptual framework for mobilizing community/system resources toward sustainable large-scale system change. The comparative application of this framework to more intentional applications of social movements thinking to planned change initiatives offers insights and lessons to be learned when large-scale systems attempt to apply such principles in redesigning health and social service systems.

Details

Journal of Organizational Change Management, vol. 33 no. 5
Type: Research Article
ISSN: 0953-4814

Keywords

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