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This paper considers the nature of the business model and its strategic relevance to negotiations. We elaborate a substantive definition of the business model as decisions enforced by the authority of the firm; this definition enables the analysis of business models through the analysis of individual firm choices. We situate negotiation outcomes within the strategy literature by considering “ambivalent value” – value produced by the interaction of partner firms that does not necessarily accrue to any of them. The extent of “ambivalent value” is unclear, but its persistence, despite changing structural market features, promises to help sustain superior profits in the long run. We conclude with an exploration of some ways in which firms’ business models may impact their negotiation outcomes. Several of the proposed pathways work intuitively through the intrinsic characteristics (motivation, personality, etc.) of agents negotiating on behalf of the firm; others operate independently of those characteristics.

The purpose of this paper is to examine how French senior consumers deal with duality between perceived risk and perceived value associated with functional foods (FFs) and to analyze whether the risk-value trade-off may help to derive different consumer profiles.

Data were collected from 220 senior consumers (50-70). A two-step clustering analysis was carried out on factor scores of perceived value and perceived risk. Discriminant analysis was then employed to verify the classification reliability, and analysis of variance was performed to profile the clusters on the basis of additional variables.

Four distinctive profiles of FF senior consumers were identified. Significant differences were found to be attributed to personality traits. Interestingly, the “Trustful enthusiasts” and the “Ambivalents” consumers do not differ in their repurchase intention, despite a significant discrepancy in risk perception.

The study is an opportunity to offer a segmentation of this attractive growing target of health-enhancing products. The typology can help the practitioners to find out a new valuable scope of messages to better communicate to elderly market.

The research seeks to contribute to the existing knowledge on seniors’ nutrition-related behavior, by proposing a segmentation still lacking in research works. Since FF perceived value appears to be multidimensional and not only utilitarian, the study provides a new insight into the experiential approach of health-enhancing eating. Also, it shows how the differences between FF consumers could be attributed to certain personal variables.

Neutrality is a much debated value in library and information science (LIS). The “neutrality debate” is characterised by opinionated discussions in contrasting contexts. The purpose of this paper is to fill a gap in the literature by bringing these conceptions together holistically, with potential to deepen understanding of LIS neutrality.

First, a literature review identified conceptions of neutrality reported in the LIS literature. Second, seven phenomenographic interviews with LIS professionals were conducted across three professional sectors. To maximise variation, each sector comprised at least one interview with a professional of five or fewer years’ experience and one with ten or more years’ experience. Third, conceptions from the literature and interviews were compared for similarities and disparities.

In four conceptions, each were found in the literature and interviews. In the literature, these were labelled: “favourable”, “tacit value”, “social institutions” and “value-laden profession”, whilst in interviews they were labelled: “core value”, “subservient”, “ambivalent”, and “hidden values”. The study’s main finding notes the “ambivalent” conception in interviews is not captured by a largely polarised literature, which oversimplifies neutrality’s complexity. To accommodate this complexity, it is suggested that future research should look to reconcile perceptions from either side of the “neutral non-neutral divide” through an inclusive normative framework.

This study’s value lies in its descriptive methodology, which brings LIS neutrality together in a holistic framework. This framework brings a contextual awareness to LIS neutrality lacking in previous research. This awareness has the potential to change the tone of the LIS neutrality debate.

This study builds on a first study by Macdonald and Birdi (2019) that argues the concept of neutrality within library and information science (LIS) demands a sensitivity to context often omitted in existing literature. This study aims to develop the conceptual architecture of LIS neutrality in a way that is more conducive to reconciling the contextual nuance found in within the first study.

The approach taken develops LIS neutrality through a Wittgensteinian lens. Two distinct ideas are explored. First, Wittgenstein's notion of a “grammatical investigation” is used to map the varied contexts in which neutrality is used within professional practice. Liberal neutrality is explored as an analogy to lend plausibility to the concept's heterogeneity. Second, Wittgenstein's “family resemblance” develops the concept in a way that facilitates greater contextual understanding.

Three features of liberal neutrality literature: conceptual heterogeneity, distinct justifications for specific conceptions and the possibility that neutrality may operate with limited scope are applied to LIS neutrality. All three features successfully translate, leaving “latent conceptual space” to understand LIS neutrality as nuanced and multifaceted. Second, “family resemblance” also translates successfully, bringing its own pedagogical benefits.

This study's originality lies in its development of LIS neutrality using a descriptive Wittgensteinian lens. Understanding the concept via this paradigm may facilitate a more productive discussion of LIS neutrality and pave the way for a new, less polarised, normative response to it.

The purpose of this paper is to explore the use of ambivalence in benefit‐based segmentation of convenience food in Norway.

Building on the attitude‐ambivalence literature and research about food convenience, a hierarchic cluster analysis is performed based on a nation‐wide representative survey of 1,154 Norwegian consumers.

The study's effort to use attitudinal ambivalence as a basis for benefit or attitude segmentation proved to be useful in finding segments with different profiles in the area of convenience food. The results reveal three consumer segments based on evaluation of quality, value, ambivalence and perceived morals towards convenience food: the “Convenient”, the “Ambivalent”, and the “Dissatisfied” consumer. While the Convenient have positive feelings and the Dissatisfied negative feelings toward convenience food, the Ambivalent have mixed feelings and feel guilt when eating ready meals. The ambivalent consumers share beliefs, attitudes, values and behaviour at a position somewhere between the “Convenient” and the “Dissatisfied” on most variables. However, in some areas they are close to the “Dissatisfied”, e.g. on variables such as perceived nutritional value, serving/buying ready meals, time used for making dinner or planning their meals. In a few areas they are closer to the “Convenient”, e.g. appeal to children, consuming, soups and pasta, and age above 60.

Future research on benefit or attitudinal segmentation should consider including a measure of perceived ambivalence associated with the investigated products or services.

The practical implications are addressing a potential for the convenience food industry and subsequently suggesting a positioning strategy to adopt ambivalent consumers.

The paper presents new insights into consumer benefit segmentation and in empirical research on convenience food with a particular focus on ambivalence and moral attitudes.

This study employs the concept of emotional ambivalence, in an exploration of the complex emotions experienced by organizational members during organizational change.

The study entailed 37 in-depth interviews conducted in two English housing associations. The interview transcripts, as well as organizational documents and research fieldnotes were subject to thematic and narrative analysis.

The emotions experienced by organizational members during organizational change are inherently ambivalent.

Results show that engaging with organizational members who experience ambivalent emotions in response to change offers an important resource which can be utilized by change managers.

Building on social identity theory, the purpose of this paper is to examine how European managers construct their multiple identities after being acquired by a Chinese firm and to determine the key factors contributing to the changing dynamics of multiple organizational identities.

The paper presents a qualitative, single case study of a Chinese acquisition of a European manufacturing firm at two points in time.

We find that multiple identities initially trigger ambivalence toward the acquisition, but over time, the ambivalence diminishes. The reduction of ambivalence results from concurrent integration and separation: a newly constructed boundary spanning the organization separates positive identities from negative ones, and integration interventions foster the development of a new, shared identity.

The findings reveal that organizational identity change is facilitated by the aligning of a post-merger identity with the acquired organization's historical identity and by creating an ambivalent boundary spanning identity.

Both Hong Kong and Singapore leverage teacher collaboration to improve student learning, but state reforms differ in how teacher collaborative capabilities are prioritized. This paper provides a nuanced comparison of Hong Kong and Singapore teachers' values (risk-taking, power distance and uncertainty avoidance) to develop insights into how different policy focuses cultivate teachers' capabilities to focus on improving student learning.

Employing Hargreaves and Fullan's (2012) concept of professional capital, statistical analyses determine teachers' values profiles of high, medium and low professional capital in the respective contexts. Leveraging related research on Singapore teachers (Lee and Lee, 2018), nuances in teachers' values in the Hong Kong results are identified via cluster analysis and explained via structural equation modelling.

Medium professional capital Hong Kong teachers' values matched Singapore's, but teachers in other clusters are nuanced. Compared to Singapore teachers with similar levels of professional capital, high professional capital Hong Kong teachers have higher uncertainty avoidance, while low professional capital teachers are the opposite. In Hong Kong, high uncertainty avoidance values positively influence teacher leadership and focus on student learning. Nevertheless, as with their Singapore counterparts, high professional capital Hong Kong teachers have low power distance and high risk-taking values.

This paper raises awareness regarding policy's influence in cultivating teachers' values and their transformational change capabilities. By comparing two hierarchical Chinese societies, the discussion questions whether Chinese and Western cultural influences are mutually exclusive, and whether transformational change in cultural values, if achievable, is necessary.

This study aims to examine different consumption attitudes between two age-based cohorts of female consumers as it relates to the processing of marketing communications.

Three studies use 10 iterations of an ad for an alcoholic beverage. Ads vary in the number of models, age of those models and ad value message. Cohorts are divided into pre-millennial (35 and older) and millennial (18–34) age groups. Subjects respond to a variety of statements associated with the ads. ANOVAs are run to determine significant differences or similarities between cohorts.

Women of different ages have different value systems. Pre-millennials prefer ads featuring other-focused value messages and containing multiple female models. That preference is moderated for those who feel a strong closeness to other women. They prefer ads featuring single female models with other-focused messages. Millennials express no preference for the number of models or value messages. Those with high perceptions of closeness to women, however, express a preference for ads featuring multiple models, irrespective of value message. Further, perceived age similarity between consumers and models moderates the pre-millennial’s versus millennial’s attitude toward ads featuring mature female models and single versus multiple models.

Only American women were surveyed for this research. Further, only one product was used to assess attitudes.

Advertisers must be cognizant of the age of targeted consumers. Further, any cultural values expressed in ads have different impacts depending on consumer age. Finally, the number of models can have an impact on consumer attitude depending on viewers’ age and preference.

This research fills an existing lacuna in studies involving female consumers by exploring and testing significant differences among women of different ages and value systems and their attitudes toward marketing communications.

There is a long history of interest in the concept of ambivalence, as the contributions to the present volume show. It is therefore somewhat remarkable that until very recently, ambivalence has not been explicitly employed in research on intergenerational relations in later life. Given the popular acceptance of contradictory feelings about parents (Cohler, 1983) and the frequent portrayal of such contradictions in cultural products (Reinharz, 1986), this may be a major gap in research. However, the question remains: Is some degree of ambivalence in fact characteristic of parent-child relationships in later life? If so, do participants in these relationships identify ambivalence when it occurs? Further, is intergenerational ambivalence related to other variables of interest? This chapter presents results from a study that addressed the issue of ambivalence in older parent-adult child relations. Measures of intergenerational ambivalence were developed and employed in a sample of 189 older women.