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This paper aims to elucidate what concepts of encroachment in business-to-consumer markets explain the market share increase of companies with sustainability value propositions. It documents the encroachment field, analyses the practice of ten companies and proposes and defines the additional concept of transparency encroachment.

Semi-structured interviews were conducted with representatives of companies with an increase in customers and market share due to their sustainability value proposition. These were supplemented with secondary data, like documented interviews, sustainability reports and reports on market development. The interview transcripts and secondary data notes were coded using template analysis.

As the literature on encroachment assumes that new value propositions take away market share from incumbents due to advantages for customers, it is questionable whether it can explain how value propositions with advantages for society as a whole can encroach markets. The results of this study show that the dominant forms of encroachment in the current literature – high-end encroachment, low-end encroachment and business model encroachment – can only partly explain encroachment through sustainability value propositions. An additional encroachment form is identified: transparency encroachment.

This research adds greater clarity to what companies do when they encroach markets with sustainability value propositions. Furthermore, the pattern of transparency encroachment is discussed to define the common aspects of this concept and to argue why these aspects are needed for encroachment. It implies that marketing activities should start from the perception that customers are allies – and not kings – in the development toward higher levels of sustainability.

The paper offers practical implications insofar as it deconstructs three aspects of transparency encroachment that are enacted by companies. Customer awareness, unique experience and customer contribution are all needed to enact transparency encroachment. It is argued that other companies introducing sustainability value propositions to encroach markets should find their own application of these three aspects to create the potential for successful encroachment.

Because of the focus on sustainability aspects of value propositions, this study generates knowledge about the marketing and encroachment of products with a relatively positive impact on society. Adoption of the identified concept of transparency encroachment contributes to sustainable development.

To date, there has been very little marketing research that explores the role of sustainability value propositions in the encroachment of markets. Nonetheless, nowadays customers seem to look beyond their own benefits and are increasingly demanding a new approach that builds upon the sustainability aspects of products. This research adds greater clarity to encroachment through sustainability value propositions.

It is not any exaggeration to state Dubai as a global city. Furthermore, the Dubai World Trade Centre (DWTC) acts as a gateway for international visitors into this city. Starting from a business center in 1979, the tower has grown to house more than 3 million attendees annually. The tower expanded from its 39-story establishment to a full-blown project encompassing concourses, venues, and business offices. The 40-years’ experience enables the DWTC to establish itself as the chief organizer of more than 500 events in a year. Furthermore, relying on its excellent training program, customer-centric approach and active leadership participation, the DWTC has molded many leaders that solve futuristic problems. DWTC has driven economic growth in the local business environment for ancillary services as well. DWTC facilitates almost 3.3% of Dubai’s GDP, thus, putting things into perspective concerning its contribution to the local economy. Hence, DWTC acts as a beacon of light for the bright prospects of Dubai’s future, therefore, cementing its position in world trade.

This paper aims to explore the intersection between service and social innovation, using a service-dominant logic (SDL) ecosystem approach to analyze how service innovations cocreate transformative value for individuals and communities.

A case study, with different data sources, is used to understand different innovations in a program that provides financial training to women in poverty in Colombia.

In the program’s service ecosystem, actors worked in tandem to develop dialogical service innovations. These service innovations transformed into social innovations, cocreating transformative value at different levels of the service ecosystem, including beneficiaries, families and communities.

First, this study illustrates how, during service value cocreation experiences, a dialogical innovation path occurs with the simultaneous participation of different service entities. Second, it uses transformative value cocreation to integrate service and social innovations conceptually. Third, it reveals how service innovation cocreates transformative value at different levels of the service ecosystem. Fourth, it shows how technology in its material and immaterial forms, working as an operand and operant role, respectively, facilitates service innovations.

This study illustrates how a wider service focus including all actors involved, in addition to a holistic view of beneficiaries, can prompt service and social innovations.

Service and social innovations have been seen as parallel fields. This study uses SDL to integrate these types of innovation processes and outcomes by applying the concept of transformative value.

This paper aims to focus on how salespeople use emotions to build connections and facilitate value proposition co-creation (VPCC) in B2B complex services sales.

This paper uses video recordings of authentic B2B sales meetings in a two-part qualitative study.

This paper proposes a set of salesperson emotional behaviors that influence the co-creation of value propositions with customers. This paper uncovers five salesperson emotional behavior archetypes influencing VPCC.

This study advances the value proposition literature by linking salespeople’s emotional behaviors with micro-level activities in the collaborative crafting of value propositions. The unique methodology may encourage researchers to apply video recordings in future studies.

The study provides managerial guidelines for improved selling competence and sales team organization.

This study’s findings represent a new insight into the actual manifestations of salesperson emotional behaviors that are commonly discussed but rarely observed directly.

The purpose of this paper is to examine the challenges and solutions emerging when fashion brands develop and test circular economy solutions within their existing business models.

The paper is based on a 34-month case study in a global fashion brand, which launched a new in-store product take-back initiative.

The results indicate that fashion brands need to cope with multiple challenges in the process of developing circular business models in the organization, including: diverging perspectives of value and unclear success criteria, poor alignment with existing strategy, limited internal skills and competences, and limited consumer interest.

The results of this paper are grounded in a single case study and thus limitations associated with broad generalizations apply. In addition, the paper only investigated one aspect of circularity, namely, product take-back and did not investigate design for circularity, product reuse, recycle and other circularity related issues.

The findings derive from practical experiences of a fashion brand implementing an in-store product take-back system in the existing business model. The study reveals new insights into the actual process of making circular fashion operable.

Transformative service research (TSR) and social marketing share a common goal, which is to institute social change that improves individual and societal well-being. However, the mechanism via which such improved well-being results or so-called “transformation” occurs, is not well understood. The purpose of this paper is to examine the claims made in the TSR literature to identity the themes and scholarly meaning of “transformative” service exchange; ascertain the mechanisms used in service contexts to realize transformation, including to motivate long-term, sustainable societal change; and develop a transformative service exchange continuum to guide research and managerial approaches that aim to create uplifting social change. The authors recommend their continuum as a framework to inform how social marketing and service scholars design service solutions to address wicked social problems.

This paper presents a qualitative study where Leximancer, a text-mining tool, is used to visualize the structure of themes and concepts that define transformative service exchanges as explained and applied in the literature. Additionally, a profiling analysis of transformation as it is discussed in the TSR literature is used to identify the mechanisms that service marketers have developed to establish current theorization of service thinking for social change. These qualitative phases of analysis then inform the development of the transformative service exchange continuum.

A scoping review identified 51 articles across 12 journals, based on this study’s selection criteria for identifying transformative service exchanges. The Leximancer analysis systematically and efficiently guided the authors’ interpretation of the large data corpus and was used in the identification of service themes. The use of text-mining software afforded a detailed lens to enrich the authors’ interpretation and clarification of six high-level concepts for inclusion on a transformative service exchange continuum.

This paper aims to unpack the meaning of transformative service exchange by highlighting the mechanism(s) used by researchers when designing social change outcomes. It contributes to TSR via the development of the continuum across micro, meso and macro levels. The temporal nature of transformative service exchanges is also elucidated. This continuum integrates current TSR studies and can guide future service studies in the TSR and social marketing domains.

The purpose of this paper is to investigate a case of in‐sourcing a key resource verses using the standard mode of operation of utilizing an established out‐sourcing firm. The studied organisation is a large telecommunication firm in North America. The aim of the paper is to illustrate how a new approach to the organisational procurement decision making process to facilitate competitive advantage was influenced by simplicity rather than simple cost reduction.

Single illustrative case study testing the usefulness of the composite out‐sourcing decision framework decision making framework together with a clear focus on total value adding elements of service delivery.

The analysis that in‐sourcing critical tasks or processes are advantageous to the case study organization as well as to the smaller internal department that it directly impacts.

When undertaking business projects or programs of projects, there are many cases where business processes may be outsourced or sub‐contracted. While out‐sourcing does, and will in the future, play a large role in cost reduction and giving the buying firm the ability to focus on core competencies, there is still the niche market to in‐source critical tasks and retain critical resources. Decisions need to be based on value contribution rather than simple cost reduction.

This paper's value has been to illustrate some frameworks, tools and techniques used to explain how a particular insourcing/outsourcing decision was undertaken in a business project context and it explains the rationale behind decisions being made.

This study investigates how a globally-oriented, developing country enterprise formulates and implements ethics strategies, policies and behaviours with respect to its stakeholders, and how the case company discloses and utilises its ethics strategies, policies and behaviours to gain competitive advantage and create stakeholder value.

A longitudinal single case study is presented featuring a tea producer and marketer in Sri Lanka, one of the country’s largest exporters, that is targeting a global consumer market. Applying Spiller’s (2000) framework for ethical business practices, this research analyses data collected in a series of interviews in combination with content analysis of company annual reports and sustainability reports covering 2010 to 2019 supplemented by on-site observation.

Analysis reveals that the company maintains ethical strategies, policies and behaviours with respect to its prominent stakeholders, and strategically discloses those practices. The firm’s proactive disclosures of its business and sustainability ethics practices enabled it to establish and sustain competitive advantage over its competitors. The findings are discussed in light of their theoretical and practical implications, identifying areas for future studies.

This is the first ethics study to include both longitudinal documentary analysis and personal interviews in a single case study based in Sri Lanka. It contributes to discussion regarding balancing ethics and sustainability as parts of business strategies for reputation building and value creation through identifying salient stakeholders and ethics-based non-financial disclosures by contemporary business organisations.