Managers are frequently exposed to abstract, theoretical concepts, of which some are attended to while others are neglected. To become meaningful for managers, new abstract concepts must be reflected upon and given content. In this paper, we explore how and to what extent managers understand and...

Purpose – Aims to address the important but little researched question of why so many firms fail and so few succeed in their pursuit of opportunities. Design/methodology/approach – By reporting investment behaviour and performance among firms in the turbulent seafood industry, it was...

Purpose – Due to their limited resources small‐ and medium‐sized firms are often assumed not to influence or “drive” their industries or markets. However, based on insights from social cognition and studies of firms' reputations it is argued that small firms might benefit from actively...

Purpose – The purpose of this paper is to investigate how buyers and sellers in cross-cultural business relationships manage cultural differences to ensure functional, successful business relationships. Failure to consider specific cultural issues may lead to the failure of business ventures...

Purpose – The purpose of this paper is to participate in the discussion related to why IS projects, both in Western and in Eastern European countries, e.g. Poland, often fail. One major reason is claimed to be poor implementation, and the article asks whether the stakeholders involved overlook...

Purpose – The purpose of this paper is to provide insight into why shareholders often claim dissatisfaction with the results delivered by their boards. A central reason is that boards fail to get their critical decisions effectively implemented. The paper also focuses on whether boards apply...

Purpose – The purpose of this paper is to investigate Chinese food retailers' positioning strategies. Specifically, retail segments and critical factors related to the nature of the food supplier relationships that may be influenced by the positioning strategies are investigated....

Purpose – This paper aims to investigate the impact of a firm's marketing strategy on involving customers in new product development. Special attention is to be paid to three facets of a marketing strategy: product differentiation, competitor orientation and brand profiling emphasis....

Purpose – This paper aims to address how firms cope when input due to primary uncertainty is unpredictable, and thus timely and adequate supply to customers are impossible to guarantee. Design/methodology/approach – Two sets of data are applied to capture uncertainties, flexibilities and...

In spite of the emphasis on needs by marketing scholars almost no research efforts directed towards this topic have been reported in the organisational buying behaviour literature. The nature of organisational buying needs is explored, and how various organisational and environmental factors...