Supplier-initiated ingredient/component branding

Aljafari, Abdullah M.; Brown, Tom J.

doi:10.1108/jbim-10-2018-0317

Cited by 6 publications

(5 citation statements)

References 82 publications

(148 reference statements)

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“…Based on this method, the minimum sample size should have 56 cases, which is smaller than the size of our final sample (67 cases). Finally, our research method and sample size are similar to other studies (Aljafari and Brown, 2020; Claro et al , 2018; Kienzler et al , 2019). Therefore, from a methodological perspective, the overall data collection procedure (including the sample size) supports our results.…”

Section: Methodsmentioning

confidence: 87%

Service innovation in medical device manufacturers: does the digitalization matter?

Smania

Mendes

Lizarelli

et al. 2021

JBIM

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Purpose This study aims to validate a model of relationships between critical factors such as service strategy, culture-climate, leadership, customer involvement, technology strategy and service innovation (SI). Moreover, it investigates the impact of SI on a company’s performance and the moderating role of digitalization in the relationships between critical factors and SI. Design/methodology/approach Primary data were collected through a survey and partial least squares structural equation modeling was used to analyze the collected data and test the research hypotheses. Findings The results suggest positive associations of service strategy toward culture-climate, leadership, customer involvement and technology strategy in terms of significance and effect size. However, only two factors (e.g. customer involvement and technology strategy) positively influence SI, which affects financial and non-financial performance. Furthermore, digitalization does not strengthen the influence of four antecedents (i.e. culture-climate, leadership, customer involvement and technology strategy) in SI. Originality/value First, the study provides a comprehensive framework of SI critical factors and their impact on company performance. Second, it links servitization, SI and digitalization. Third, it tests the effects of digitalization.

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Section: Methodsmentioning

confidence: 87%

Service innovation in medical device manufacturers: does the digitalization matter?

Smania

Mendes

Lizarelli

et al. 2021

JBIM

View full text Add to dashboard Cite

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“…PLS-SEM is considered appropriate because this research is exploratory in nature and in the early stages of theory development (Ali and Khalid, 2017; Gottfried et al , 2017; Hair et al , 2017b). PLS-SEM has been used in similar research (Aljafari and Brown, 2020; Kwiatek et al , 2020; Matthews and Edmondson, 2022; Steinle et al , 2020). Based on Kock and Hadaya (2018), Hair et al (2022) and Sarstedt et al (2022), the minimum sample size recommendation using the inverse square root method with a 5% significance level and a minimum path coefficient of 0.15 is 275 respondents.…”

Section: Methodsmentioning

confidence: 99%

The role of grit, engagement and exhaustion in salesperson productive procrastination

Edmondson

Matthews

Ward

2023

JBIM

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Purpose Due to the fact that most individuals tend to engage in some form of procrastination, it is important for organizations to investigate this phenomenon. The purpose of this study is to explore the impact of family–work conflict, grit, engagement and emotional exhaustion on productive procrastination for business-to-business salespeople. These specific antecedents are used to better understand what leads a salesperson to engage in productive procrastination in the workplace. Design/methodology/approach Using a Qualtrics panel, 305 business-to-business salespeople were surveyed to investigate what factors lead a salesperson to engage in productive procrastination. These salespeople were from a variety of industries to increase generalizability. All measures were taken from the extant literature. Partial least squares structural equation modeling was used to analyze the data. Findings Using the job demands-resources model as the framework, the results indicate that the type of engagement has a differential impact on a salesperson’s usage of productive procrastination such that cognitive engagement has a negative impact while emotional engagement has a positive impact on productive procrastination. Emotional exhaustion and family–work conflict lead to productive procrastination but grit minimizes productive procrastination usage. Originality/value To the best of the authors’ knowledge, this study is one of the first to explore the positive aspects of procrastination among salespeople. Specifically, this study focuses on productive procrastination and its antecedents. Relevant managerial implications that can help organizations better understand productive procrastination are discussed and examples are provided.

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“…PLS usage has been increasing in research (Askariazad and Babakhani, 2015). PLS-SEM has been used in similar research (Aljafari and Brown, 2020; Anaza et al , 2015; Kwiatek et al , 2022; Steinle et al , 2020). Based on Cohen (1992), the minimum sample size recommendation for the developed PLS-SEM model using a significance level of 5% for predictive power ( R 2 ) of at least 0.25 is 59 respondents.…”

Section: Methodsmentioning

confidence: 99%

Does the type of sales position matter? A multi-group analysis of inside vs outside sales

Matthews

Edmondson

2022

JBIM

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Purpose This study aims to investigate the differences between inside and outside business-to-business salespeople. Although prior research has highlighted a need to compare these two distinct sales positions, limited research examines the two. Specifically, this study investigates differences between inside and outside salespeople for the following constructs: positivity, intrinsic and extrinsic motivation, emotional exhaustion, job satisfaction and turnover intentions. Design/methodology/approach A Qualtrics panel of 210 business-to-business salespeople from a variety of US industries was used, with 43.8% classifying themselves as inside. Multi-group analysis using partial least squares structural equations modeling (PLS-SEM) was conducted where job type serves as the moderator for the entire model. Findings Results indicated four of six significant differences based on position. Specifically, positivity had a significant impact on emotional exhaustion for outside salespeople only. For extrinsic motivation, inside salespeople exhibited a stronger impact on emotional exhaustion. Furthermore, the impact of emotional exhaustion on turnover intentions was stronger for outside salespeople. The impact of job satisfaction on turnover intentions was stronger for inside salespeople. These results are supported by social exchange theory and distraction conflict theory. Practical implications This research highlights that sales managers and organizations need to consider different policies based on position type to increase job satisfaction and reduce turnover intentions. Practical guidelines for effectively managing the two positions are provided. Originality/value The value of this paper is that it indicates that there are indeed significant differences between these two types of sales positions, and thus, future research should not combine them into a single sample.

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Supplier-initiated ingredient/component branding

Cited by 6 publications

References 82 publications

Service innovation in medical device manufacturers: does the digitalization matter?

Service innovation in medical device manufacturers: does the digitalization matter?

The role of grit, engagement and exhaustion in salesperson productive procrastination

Does the type of sales position matter? A multi-group analysis of inside vs outside sales

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