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Papers 3601
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Graham R. Massey7
Estimated H-index: 7
(University of Technology, Sydney),
Paul Wang10
Estimated H-index: 10
(University of Technology, Sydney),
Andrew Kyngdon3
Estimated H-index: 3
(University of Western Australia)
Abstract The importance of interpersonal trust in exchange relationships is well-established, and trust is known to have two important and distinct underlying forms, one cognitive, the other affective. Despite this, trust studies often model only the cognitive task-related form and omit the affective form. This article achieves two main objectives. First it demonstrates that interpersonal trust is best considered a bidimensional construct consisting of both cognitive and affective components, an...
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Weng Marc Lim8
Estimated H-index: 8
(Swinburne University of Technology),
Pervaiz K. Ahmed22
Estimated H-index: 22
(Monash University),
M. Yunus Ali8
Estimated H-index: 8
(Monash University)
Abstract Data management is an integral part of knowledge engineering in business-to-business (B2B) marketing experiments. This article introduces the concept of data partitioning as a fresh and useful form of data management in the process of knowledge engineering in B2B marketing experiments; articulates the method for partitioning data in B2B marketing experiments; and discusses the implications of data partitioning in the form of data and resource maximization for B2B marketing experiments. ...
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Sandeep Salunke4
Estimated H-index: 4
(Queensland University of Technology),
Jay Weerawardena21
Estimated H-index: 21
(University of Queensland),
Janet R. McColl-Kennedy33
Estimated H-index: 33
(University of Queensland)
Abstract This study examines how B2B service firms organize and manage knowledge in order to deliver new value adding solutions and in turn competitive advantage, addressing calls for research into this important, yet neglected area. Specifically, this study: (1) examines the role of the antecedents of knowledge integration capability (KIC) in service innovation-led competitive advantage in project-oriented B2B service firms; and (2) models and empirically tests the links between KIC and service...
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Raisa Yakimova (University of Huddersfield), Martin Owens (Sheffield Hallam University), Jörg Sydow14
Estimated H-index: 14
(Free University of Berlin)
Abstract Although management scholars recognize that intention of formalization influences the manner in which formal controls are applied within organizations, this issue has been largely overlooked in research on strategic alliances including franchise networks. We investigate formalization intent (the way in which controls are initiated and executed) by asking: How do franchisor formal controls promote trust and brand-supportive behavior among franchisees? On the basis of case study research ...
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Sommer Kapitan5
Estimated H-index: 5
(Auckland University of Technology),
Ann-Marie Kennedy5
Estimated H-index: 5
(University of Canterbury),
Nicole Berth (Auckland University of Technology)
Abstract Business-to-business (B2B) buyers are finding it increasingly difficult to judge the true sustainability of supply chain partners (Oruezabala & Rico, 2012). Yet three-quarters of buyers in the OECD report they will dismiss potential supply chain partners who fail to meet sustainability criteria (Pierre, 2008). B2B firms then, cannot afford any confusion over their sustainability practices and positioning. Unfortunately, there are no sustainability positioning measures for firms to asses...
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Guangming Cao12
Estimated H-index: 12
(University of Bedfordshire),
Yanqing Duan14
Estimated H-index: 14
(University of Bedfordshire),
Alia El Banna4
Estimated H-index: 4
(University of Bedfordshire)
Abstract While marketing analytics plays an important role in generating insights from big data to improve marketing decision-making and firm competitiveness, few academic studies have investigated the mechanisms through which it can be used to achieve sustained competitive advantage. To close this gap, this study draws on the dynamic capability view to posit that a firm can attain sustained competitive advantage from its sensing, seizing and reconfiguring capabilities, which are manifested by t...
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