In recent decades, the debate about the strategic potential of corporate social responsibility (CSR) and the existence of a possible relationship between CSR and competitiveness has become increasingly relevant. However, the literature has not analysed in detail why this influence occurs and what the key elements that determine increasing competitiveness are. This study analyses the roles of innovation and investment in the ways in which CSR influences competitiveness. The results from an empirical study of 236 companies show no direct influence of CSR on competitiveness, but innovation and investment are shown to affect CSR's influence on competitiveness indirectly and significantly. These results demonstrate a total mediation effect of innovation and investment on CSR's influence on competitiveness. The theoretical and practical implications of this study are discussed together with its limitations and potential for future research. Copyright © 2017 John Wiley & Sons, Ltd and ERP Environment

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Purpose – The first purpose of this research is to analyze the influence of adaptive selling, as perceived by customers, on customer satisfaction – both with the salesperson and the company – and loyalty to the supplier. In addition, this study aims to examine to what extent the organizational position occupied by the buyer moderates the results obtained (i.e. satisfaction and loyalty) as a consequence of a salesperson’s adaptive selling behavior. Design/methodology/approach – Data obtained from a survey of organizational buyers from a wide range of industries are analyzed through structural equation modeling. Findings – Findings from the study indicate that perceived adaptive selling significantly increases satisfaction with the salesperson, satisfaction with the supplier and loyalty to the supplier while controlling for length of the buyer–seller relationship. In addition, these effects are stronger when the contact person at the buying company is the general manager as opposed to the purchasing manager. Originality/value – Despite today’s emphasis on relationship selling, the research on the consequences of adaptive selling has employed primarily sales-related criteria (e.g. sales, quota). This is the first study to analyze the influence of adaptive selling on several customer relational outcomes in a business-to-business context and to analyze the moderating influence of the hierarchical position of the buyer.