Aineistot 21-30 / 96
Solution sales process blueprinting
(Inderscience Publishers, 2018-10-15)
By utilising the blueprinting technique, this study develops a sales process framework that visualises different activities, actors, and customer touch-points in the solution sales process. Based on a multiple-case study ...
Managing for success : the role of transactional and relational mechanisms in buyer-supplier relationships
(University of Primorska, Faculty of Management, 2015)
Firms are collaborating more in supply chain network and identiﬁed the importance of business relationships. This idea was embraced by academic and empirical research in operations management since last decade. Therefore, ...
Industrial clusters, flagship enterprises and regional innovation
(Taylor & Francis, 2018-10-25)
For a sample of all 88 counties in the State of Ohio over a 5-year period, this study documents the effect of flagship enterprises and concentrated industrial clusters on regional innovation. Consistent with the agglomeration ...
How entrepreneurial SMEs compete through digital platforms : the roles of digital platform capability, network capability and ambidexterity
Digitalization offers unprecedented opportunities for entrepreneurial small and medium-sized enterprises (SMEs). However, many entrepreneurial SMEs lack resources and capabilities or suffer from inertia, which hampers these ...
Towards a multi-level servitization framework : conceptualizing ambivalence in manufacturing firms
Purpose - The dominant-view within servitization literature presupposes a progressive transition from product to service orientation. In reality, however, many manufacturing firms maintain both product and service orientations ...
Careers in context : an international study of career goals as mesostructure between societies' career-related human potential and proactive career behaviour
Careers exist in a societal context that offers both constraints and opportunities for career actors. Whereas most studies focus on proximal individual and/or organisational‐level variables, we provide insights into how ...
Macro talent management in Finland : contributing to a rapidly evolving knowledge economy
This chapter analyzes Finland’s rapid transition to a knowledge economy and the challenges that the country is facing today from a macro talent management (TM) perspective. The Global Talent Competitiveness Index (Lanvin ...
How individual cognitions overshadow regulations and group norms : a study of government venture capital decisions
(Springer Nature, 2019-10-26)
This paper explores how government venture capitalists approve or reject financing applications. Based on longitudinal observations, complemented by interviews, documentation, and secondary data, the findings show the ...
A multilevel perspective on organizational buying behavior in coopetition - an exploratory case study
This article offers a new and interesting perspective on organizational buying behavior by focusing on the simultaneous existence of both cooperation and competition, that is, coopetition. Coopetition may bring undesired ...
Developing and validating a multi-dimensional scale for operationalizing industrial service offering
Purpose – The purpose of this paper is to develop a new scale for measuring the scope (i.e. breadth and depth) of industrial service offering. Design/methodology/approach – The scale and its constructs are developed by ...