Search results

This case provides detailed information about digital technologies and business practices that may help offline retailers catch up with the trend of new retail. After studying the case and working on the assignment questions, students will be able to:▪ Understand new features of smart cash registers, including facial-recognition payment, purchase-sales-inventory management, customer profile and store management, which all are important for the long-term development of the retail business in the age of “new retail”.▪ Identify opportunities, practices and impacts of digital technologies, such as big data and artificial intelligence, on contemporary retail businesses.▪ Identify problems of traditional retail and suggest solutions by applying the concepts and tools learned above.▪ Apply digital marketing approaches and tools (e.g., social media, livestreaming and online word-of-mouth) to design marketing campaigns; students should include basic elements such as the 6Ms for effective marketing communications (market, mission, message, media, money and measure).

This case describes difficult situations facing Leo Shoudong Pan, the founder and CEO of Yun Dong Jia Technologies Co Ltd (YDJ), in marketing communications. With a motto of “Making it easy to open stores anywhere”, YDJ develops and sells smart cash registers, which provide a self-developed operating system and cloud computing services. Pan targets small and micro retailers, who are technology laggards when digital transitions had swept the world. His goal is to build a network of 100,000 pieces of smart cash registers across China, but he has only sold 8,000 pieces since he founded YDJ in 2016. He must make a breakthrough in the business. To drive leads and sales, he feels the urgency of conducting effective marketing communications with target customers and enhance their understanding on the value that YDJ creates for them. Monetary incentives are tangible but not yet fully demonstrated YDJ’s value. With the traditional retail approach, brick-and-mortar stores, especially those small-scaled ones, are not able to meet the market change; instead, they must adopt digital techniques to catch up with the trend of new retail, which is necessary for a long-term business development rather than just a temporary measure during the Covid-19 pandemic. Pan must craft more compelling messages. What customer value should be chosen as incentives to motivate the target market? How to conduct effective marketing communications correspondingly?

Senior undergraduate; Postgraduate; MBA; EMBA.

Teaching notes are available for educators only.

CSS 8: Marketing.

This paper aims to study the impact of human resource heterogeneity on firms’ cash-holding policies.

The authors construct a proxy for human resource heterogeneity using the dissimilarity in employees’ skill structure between the firm and its peers in the same industry.

The authors report evidence that firms with heterogeneous human resources hold more cash than other firms. This effect is more pronounced in labor-intensive firms and firms more susceptible to hold-up by employees, i.e. firms located in regions with more labor disputes and firms surrounded by more external employment opportunities. In addition, the authors demonstrate that high cash holdings triggered by human resource heterogeneity reduce the scale and efficiency of firms’ capital investment.

This study highlights the role of human resource heterogeneity in determining firms’ cash policies. This paper adds to the understanding of labor adjustment costs within the firm and provides insights into firms’ cash-holding decisions.

This study aims to examine the impacts of formal and informal hierarchical governances (HGs) on the performance of mega-projects and the mediating role of contractor behavior (i.e. perfunctory and consummate behaviors) in these relationships.

A total of 375 valid data entries from managers representing 375 mega-projects were analyzed through path analysis.

Both formal and informal HGs exert positive effects on the performance of mega-projects. While formal HG positively affects contractor perfunctory behavior and contractor consummate behavior, informal HG affects contractor perfunctory behavior only. Contractor behavior mediates the relationship between formal HG and project performance.

The impacts of potential moderators (e.g. institutional arrangement and complexity) on the relationship between HG and contractor behavior have not been considered in this study.

This study is useful for owners to enhance formal HG to improve contractor perfunctory and consummate behaviors, which in turn can enhance the performance of mega-projects.

This study expands the knowledge of mega-project performance management from the perspective of HG. It also contributes to the literature of contractor behavior within the context of mega-projects.

This study aims to explore the relationship between financing constraints and the innovation performance of Internet enterprises in the cross-border innovation cooperation network. The study also analyzes the moderating effect of the location of the cross-border innovation cooperation network.

The authors selected patent data, related transaction data and other data of A-share listed companies on Shanghai and Shenzhen stock exchanges from 2014 to 2019. The generalized moment estimation method of instrumental variables (IV-GMM) method was used to analyze the relationship between financing constraints and the innovation performance of Internet firms and the moderating effect of the cross-border innovation cooperation network location. The threshold value of the moderating effect of the network structure hole was calculated with the threshold model.

The empirical results show a significant inverted U-shaped relationship between financing constraints and the innovation performance in the cross-border innovation cooperation network of Internet enterprises. Network centrality positively moderates this relationship. There is a threshold for the adjustment effect of network-structural holes, and the adjustment intensity of structural holes changes before and after the threshold.

This study provides a new perspective for Internet firms in innovation cooperation networks to alleviate the negative impact of financing constraints on innovation performance. The inverted U-shaped relationship between financing constraints and the innovation performance of Internet enterprises is in two stages. The moderating range of network centrality and the structural hole besides the threshold of the moderating effect of a structural hole are detailed.

Building information modeling (BIM) is recognized as a major innovation in the architecture, engineering, and construction (AEC) industry. Understanding the factors that influence the AEC’s adoption of BIM will benefit the research and practice of BIM. The paper aims to discuss these issues.

This study provides empirical evidence for the accumulated knowledge of BIM adoption by examining the context of Chinese construction industry. Based on the technology-organization-environment (TOE) framework in the innovation diffusion literature, the authors develop a research model that integrates the critical success factors related to the technology of BIM, the construction company and the environment in Chinese construction industry. The authors collected two different data sets from engineering consulting firms and construction firms in China, and conducted rigorous analyses using a sophisticated statistical approach.

The authors found that the relative advantage of BIM was a major factor that enabled BIM adoption, while the complexity of BIM was an inhibiter. In addition, management support was also a significant antecedent of BIM adoption. However, organizational readiness was significant for engineering consulting firms but not for construction firms. Surprisingly, the authors did not find consistent significant impacts of any environmental factors. Last, younger firms were more likely to adopt BIM.

One of the first to apply the TOE framework to integrate three groups of factors that may explain BIM adoption in China. Such a comprehensive framework provides a much broader perspective of BIM adoption to evaluate the impacts of different antecedent factors. The authors conducted an empirical study based on survey data collected from two different types of companies, i.e., engineering consulting firms and construction firms, representing the two parties in the principal-agent relationship of a construction project. One of the first to apply a sophisticated statistical approach, i.e., partial least squares, to analyze the data in the BIM literature.

This study aims to explore the impacts of structural holes (SH) and guanxi and their interaction on the application and integration of tacit knowledge among co-workers in inter-organizational arrangements.

The relationships were examined using a mixed-methods research approach through 305 questionnaires and 50 interviews collected from a university and a pharmaceutical company in China.

SH hinders the application and integration of tacit knowledge, while guanxi promotes these latter. In addition, guanxi moderates the negative impact of SH on tacit knowledge application (TKA) and tacit knowledge integration (TKI).

By developing a framework to identify how co-workers strategically leverage their guanxi and SH to facilitate TKA and TKI, this study identifies the key factors that drive these latter in complex inter-organizational arrangements, contributing to the literature on knowledge management. In addition, the study makes a contribution to the advancement of SH theory by comparing guanxi with other social relationships in terms of their application to SH in different cultures, and recognizing the cultural contingencies that condition the effect of SH on knowledge management performance, thereby generating an important implication for the identification of the different roles that structural-hole owners play in brokerage situations. Finally, by comparing the difference between guanxi and interpersonal relationships in Chinese culture, this study provides a reasonable explanation for guanxi’s moderating effect on SH.

By uncovering the significance of guanxi cultivation with individuals who occupy yet-to-be-filled SH to make them more committed to the network, this study seeks to provide organizational leaders with helpful suggestions for the creation of incentives to fill SH.

By developing a framework to identify how co-workers strategically leverage their guanxi and SH to facilitate TKA and TKI, this study provides a theoretically defensible and empirically supported solution to the problems experienced by co-workers in applying and integrating tacit knowledge effectively in complex inter-organizational arrangements.

Lack of knowledge-sharing behavior (KSB) among construction project members hinders propagation of expertise, working methods, and lessons learned within an organization, and deprives the organization of a sustainable competitive edge. The present study investigates the combined effect of organizational antecedents of construction projects on members' KSB and provides a reference for developing management initiatives to motivate KSB.

Based on organizational theory and organizational behavior literature, five organizational antecedents associated with KSB from organizational culture and structure were identified. Subsequently, the authors used survey data from 152 organization members in Chinese construction enterprises to conduct the fuzzy-set qualitative comparative analysis (fsQCA) and reveal configurations of organizational antecedents influencing KSB.

This study identifies five configuration paths that are sufficient for shaping the KSB of construction project members, integrated into two types of driving modes, namely “trust-driven” and “incentive-driven”. Relevant discussions can guide managers of construction project organizations to position the driving strategies of KSB that match different organizational scenarios or constraints.

By analyzing the configuration effects of organizational antecedents on KSB, novel clues are provided for governing the deficiency of KSB among construction project members. This contributes to the literature on knowledge transfer and organizational behavior. The findings provide actionable insights for improving knowledge flow in construction project organizations and designing KSB guidance regimes.

This study aims to fill the research gap on the moderating effect of leadership empowerment on the relationship between relational capital and firms' innovation performance in the entrepreneurial ecosystem by addressing the following research questions: (1) How do different types of relational capital positively or negatively affect firms' innovation performance in China? (2) Does leadership empowerment play a moderating role in the above relationship?

Using data derived from the firms distributed in eastern, central and western China, the authors study the impact of relational capital, one of the dimensions of intellectual capital, on firms' innovation performance in the entrepreneurial ecosystem. Based on firms' operation process regarding the relationships with their external stakeholders, the authors divided relational capital into three aspects: trust, reciprocity and transparency. Furthermore, leadership empowerment is taken as the moderating variable in the above theoretical relationship.

There is significant evidence that trust, reciprocity and transparency have positive impact on firms' innovation performance. Leadership empowerment positively moderates the impact of trust and reciprocity on innovation performance. However, there is no significant moderating effect of leadership empowerment on the relationship between transparency and innovation performance.

In the era of the knowledge economy, the entrepreneurial ecosystem is a critical foundation for firms to improve their innovation capacity and performance, and intellectual capital is one of the most imperative drivers in terms of firms' innovation performance. Nevertheless, few studies have investigated thoroughly concerning the relationships among the entrepreneurial ecosystem, intellectual capital and innovation performance. As this study explores the relationships among the above three factors, it may have profound theoretical and practical significance for firms to extent external relationship networks, improve their innovation performance and strengthen their core competencies, which is of great significance to facilitate the construction of entrepreneurial ecosystem.

Coal is a critical global energy source, and fluctuations in its price significantly impact related enterprises' profitability. This study aims to develop a robust model for predicting the coal price index to enhance coal purchase strategies for coal-consuming enterprises and provide crucial information for global carbon emission reduction.

The proposed coal price forecasting system combines data decomposition, semi-supervised feature engineering, ensemble learning and deep learning. It addresses the challenge of merging low-resolution and high-resolution data by adaptively combining both types of data and filling in missing gaps through interpolation for internal missing data and self-supervision for initiate/terminal missing data. The system employs self-supervised learning to complete the filling of complex missing data.

The ensemble model, which combines long short-term memory, XGBoost and support vector regression, demonstrated the best prediction performance among the tested models. It exhibited superior accuracy and stability across multiple indices in two datasets, namely the Bohai-Rim steam-coal price index and coal daily settlement price.

The proposed coal price forecasting system stands out as it integrates data decomposition, semi-supervised feature engineering, ensemble learning and deep learning. Moreover, the system pioneers the use of self-supervised learning for filling in complex missing data, contributing to its originality and effectiveness.

The purpose of this study is to explore the impact of asymmetric trust on construction project management performance in China's construction industry. Moreover, the authors explore the mediating role of two types of knowledge sharing (explicit knowledge sharing and tacit knowledge sharing) in explaining the association between asymmetric trust and project management performance.

A theoretical model based on the research hypotheses proposed in this study was developed and a questionnaire survey was conducted with 271 professionals. The data collected was analyzed by the structural equation modeling (SEM) technique.

The results of this study indicate that there is a significant and negative association between asymmetric trust and project management performance. Moreover, two types of knowledge sharing (explicit knowledge sharing and tacit knowledge sharing) have different degrees of impact on improving project management performance. In addition, tacit knowledge sharing is a mediator between asymmetric trust and project management performance.

The data used in this study is from Chinese scenarios, so the research conclusions and application effects based on this are bound to have certain regional limitations. Besides, there are many factors that affect project management performance improving, and the relationships among them are so complex. The theoretical model proposed in this study may not be fully considered. Therefore, follow-up researchers can consider bringing more suitable variables into their researches, so that the theoretical researches can be more in line with the actual project management practice, and the specific mechanism for improving project management performance can be explained more deeply.

This research's value is as follows: Firstly, this paper contributes to the trust and relational governance literature by expanding the research perspective of mutual trust to asymmetric trust. Specially, this research designs a measurement scale for asymmetric trust and then reveals the impact mechanism of it on project management performance, which will certainly promote research paradigm change of trust. Secondly, this research is beneficial to knowledge sharing literature in the construction management field by expanding the research scope of knowledge sharing from a cross-organizational perspective.