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The purpose of this study is to identify crucial and new product selling challenges in the Information and Communication Technology (ICT) sector for the companies operating in Business to Business (B2B) sales setting.

This study uses qualitative techniques of focus group discussion, semi-structure interviews and thematic content analysis to explore crucial and new product selling challenges. Total interpretive structuring modeling (TISM) is used to create a hierarchy amongst the factors and interpret the relationships amongst them.

This study identifies crucial challenges for the ICT sector. The TISM framework helped in identifying variables and explained the relationship between the identified variables.

The findings may have been affected by the small size of the sample, the research was restricted to Indian market only and the result would have varied across cultures and different domains.

Companies in the ICT sector are eager to develop new products but fail to sell it. Salespeople play a crucial role in diffusing the new product in the market. Addressing the challenges faced by salespeople will improve not only the sales of the new product but also the overall the operational efficiency of the sales force.

Although several studies have suggested that sales force is the major contributing factor to new product success, few studies have focused on the role of salespeople in new product launch, particularly with respect to challenges in new product selling.

This is the first study to identify new product selling challenges in the ICT sector.

The study aims to identify salespeople’s challenges while selling newly launched products in the fast-moving consumer goods (FMCG) sector by examining the holistic environment in which they perform their selling tasks. Furthermore, it develops a hierarchical model mapping the interrelationships between identified challenges to explore their dependence and driving power through qualitative research techniques.

The current study is exploratory and inductive in its research design. It used focus-group discussion (FGD), semistructured interviews and thematic content analysis (TCA) to identify new-product selling challenges in the FMCG sector. The identified factors were then worked into a hierarchical model using total interpretive structural modeling (TISM) to analyze their relationship. The factors were further classified into clusters based on their driving and dependence power, with the help of the Matrice d’Impacts Croisés Multiplication Appliquée à un Classement (MICMAC) technique

The TISM and MICMAC results identified salespeople’s most critical new-product selling challenges in the FMCG sector: product innovation, product differentiation, customer perception and market turbulence. An enhanced organizational focus on these factors will ensure that salespeople get adequate input to tackle the challenges they face while selling newly launched FMCG products.

The study was confined to identifying challenges in the FMCG sector alone but offered scope for application in other sectors.

This study will help organizations to identify and close gaps in the new-product selling process, thereby improving the performance of salespeople and contributing to a new product’s success. The study findings have a bearing on various stages of product development, management and life cycle. They also highlight the need for greater synergy between an organization’s sales force and other departments.

To the best of the authors’ knowledge, this research is unique in identifying new-product selling challenges in the FMCG sector. It also delineates the complex Web of interrelationships between them and classifies the identified factors based on their driving and dependence on power. The research results can help in organizational decision-making and sales practices, empowering salespeople in their new-product selling tasks.

The development of prefabrication into full-scale offsite manufacturing processes in the construction industry is paradigm-shifting. Moreover, Building Information Modelling (BIM) is becoming the primary mode of communication and integration in construction projects to facilitate the flow of information. Although research has been performed on BIM and Offsite Construction (OSC), integrating these two concepts remains ambiguous and complex and lacks documentation and structure, especially in New Zealand. Therefore, this paper develops a robust framework for OSC and BIM integration. The study focusses on identifying integration challenges and proposes strategies for overcoming these challenges.

This study applied scientometric analysis, a systematic literature review (SLR) and semi-structured expert interviews to investigate OSC and BIM integration challenges. Multiple themes were investigated and triangulation conducted in this research supports the creation of applicable knowledge in this field.

Multiple gaps, research trends and the pioneer countries in the paper's scope have been identified through scientometric analysis. Then, a classified cluster of challenges for OSC and BIM implementation and integration strategies of OSC and BIM were demonstrated from the findings. The interviews provided comprehensive and complementary data sets and analyses. The findings from the Systematic Literature Review and interview structured the integration framework.

The contribution of this paper to existing knowledge is a developed framework that serves as a guideline for the OSC stakeholders. This framework can assess OSC's alignment with BIM and consolidate strategies for incorporating OSC into a BIM-based project delivery process. The framework consists of 23 strategies categorised into 8 clusters: a policy document, training and professional development, documentation, technology management, governmental development, contract development, accurate definition and detailing and communication. The proposed strategies will streamline integration by reducing potential challenges, thus enhancing project productivity.

The objective of this chapter is to identify the key characteristics of Global Services businesses that will thrive and achieve success in the future. These factors are integrated into three main pillars, which we refer to as the Triple-Win. The first and most obvious pillar is technology as a tool. The second pillar is the design and sustainability of the business model, without which the previous factor would be merely a cost and not an investment. And last but not the least, there is the purpose which gives meaning to the proposal, focusing on the human being and their environment. The DIDPAGA business model sits at the intersection of these three elements.

The purpose of this paper is to delineate a research agenda to guide future service research investigating the digital transformation of financial service systems through Fintech – disruptive innovations by new market entrants that challenge the position of mainstream financial institutions.

Rooted in the philosophical foundations of “use-inspired research,” this paper addresses the managerially and societally relevant phenomenon of Fintech by identifying, and responding to, the individual challenges and problems associated with the digital transformation of financial services. This is accomplished through a computational text-mining approach to analyze the corpus of 1,545 published practitioner articles associated with Fintech, identification of managerial challenges therein and subsequent delineation of a novel research agenda.

By connecting managerial challenges relating to Fintech with the service literature, this paper develops a use-inspired research agenda that provides scholarly and managerially relevant research directions (RDs). These pertain to the complexity of digital financial service systems (micro level), orchestration of value co-creation with Fintech (meso level), and the development of elastic infrastructures, models and markets (macro level).

Fintech is an emerging phenomenon associated with the digital transformation of financial services. However, actual guidelines on how service research related to Fintech could be advanced from a theoretically as well as managerially relevant angle are unavailable to date. Here, the authors address this challenge and provide the field with 18 tangible RDs to advance service theory and practice.

The purpose of this paper is to guide future academic research addressing managerial challenges associated with Fintech and the digital transformation of financial service. Due to the explicit use-inspired nature of the work, the future research stemming from the agenda that the authors put forward here will be of benefit to decision makers and society more broadly.

This empirical research contributes to the discourse regarding the role of information and communication technologies in service in general, and the digital transformation on financial services in particular. The in-depth computational text-mining analysis is unbiased, replicable and provides the foundation for a use-inspired research agenda that is subsequently delineated.

Aim of the present monograph is the economic analysis of the role of MNEs regarding globalisation and digital economy and in parallel there is a reference and examination of some legal aspects concerning MNEs, cyberspace and e‐commerce as the means of expression of the digital economy. The whole effort of the author is focused on the examination of various aspects of MNEs and their impact upon globalisation and vice versa and how and if we are moving towards a global digital economy.

This chapter is a review and discussion of the experience of becoming an Electric Vehicle (EV) owner, with a focus on the importance of online EV communities on social media platforms in providing informal support to new owners during the transition into EV ownership and use.

Becoming an EV owner represents a significant disruption to drivers’ very established and comfortable driving practices. Electric cars force their owners to re-think long-habitual aspects of the driving experience, including driving behaviour, refuelling (practicalities and etiquette), route planning, and the extent of the car’s ‘sphere of access’.

Because of this disruption, new EV owners regularly encounter challenges, including charging, range, new technology, route planning, etiquette, and more. People often need support to overcome these challenges, and EV owner groups on social media are an important source of such support; new owners can receive advice on a range of issues. This chapter presents data extracted from EV owner social media group posts, analysing the discussions and advice that EV owners offer one another, and exploring the various forms of important support available to new owners/drivers.

This chapter shows how online EV communities are very actively used by EV owners and are of particular importance for new owners. These communities welcome new owners/drivers, offer support and advice, respond to questions, give recommendations, and encourage socialising and a form of group identity/bonding. With EV ownership rapidly increasing in many countries, online EV communities have a very important role to play in helping facilitate the international transition to electric mobility.

According to the construction literature, the number of projects applying integrated project delivery (IPD) principles is expected to increase in the new-normal era. However, given that the pandemic is not yet fully over, accurate and measurable data are not yet available. Also, there is a lack of empirical studies that could provide guidelines as to the application of IPD principles at the various stages of construction projects. Thus, the goal of this paper is to address this knowledge gap through case studies.

This paper follows a multi-step research methodology, namely, a literature review, case study and focus group discussions in the context of Canadian construction projects.

Based on the conducted literature review and focus group discussions, the authors identified: (1) new challenges in the various stages of the construction projects' life cycle, (2) their related proximity aspects (technological, organizational, geographical and cognitive) and (3) IPD principles that can address the identified challenges within their associated proximities. The results show that IPD relational principles can improve a project's organizational and cognitive proximities, while IPD digital integrative principles can enhance a project's geographical and technological proximities.

This study contributes to the theoretical checklists of challenges that the construction industry has experienced since the beginning of the pandemic, and to the practical guidelines of implementation of IPD principles to meet these challenges. The conducted case studies are timely and relevant, and their results provide new insights for key project stakeholders into the application of IPD to tackle new-normal challenges based on their proximity perspectives.