Purpose: Inspired by an efficacy debate, this paper aims to understand to what extent do entrepreneurs value business accelerators and what contributes to this value. And as entrepreneurs consider accelerators to be a viable alternative to traditional business incubators, the research seeks to...

Purpose: Drawing from the contingency model, this study aims to investigate the moderating effects of business-to-business (B2B) buyer personal characteristics on the relationship between sales activities and sales effectiveness. Design/methodology/approach: As an application of engaged...

Purpose: This paper aims to empirically validate an integrated model, combining fuzzy analytical hierarchy processing and quality function deployment, used to construct a purchasing performance (PP) matrix for engineering procurement and construction companies (EPCs). The relationship is...

Purpose: This paper aims to present a new framework that describes the relationship among market entry order and timing, the advantages accruing to first-movers and late-movers, entry timing premium (ETP), marketing strategy and enduring market performance of the firms. The framework,...

Purpose: This study aims to confirm earlier findings that differences between merger and acquisition (M&A) participant firms are a hurdle for successful mergers and shows that merger outcomes can also be affected by the post-merger integration duration (PMID). Design/methodology/approach:...

Purpose: The purpose of this paper is to attempt to better understand the relationship between organizational ethical climate, the internalization of ethical codes (INT), perceived control and business-to-business (B2B) and retail salesperson job performance. This research develops and tests a...

Purpose - The purpose of this paper is to analyze the need for developing a return on trade show information (RTSI) index; this index would be used to measure the impact of information gathered at trade shows on long-term decision making within the organization. Also, the paper aims to suggest...

The purpose of this paper is to establish the importance and approaches in securing an organization's legitimacy from the network community of customers, suppliers and manufacturers, including private investors and state-owned institutions when marketing their products. The paper presents an...

Overview of Value Chain Analysis: Exchange between firms is central to the study of business ? to ? business marketing. Firms perform activities to facilitate these exchanges, principally resources, en route to developing their competitive advantages, in turn creating a basis for...

Purpose: The purpose of this paper is to study two aspects of new product development (NPD) success – the impact of learning and the impact of structure – are studied. Design/methodology/approach: A multiple case study method within a single setting consisting of in-depth interviews of two...