The role of salespeople in industrial servitization: How to manage diminishing profit returns from salespeople’s increasing industrial service shares

Business-to-business companies often differentiate themselves from competitors by complementing goods with services. While extant literature on servitization points to substantial benefits for companies and underscores the importance of the sales force for successful servitization, it has rarely empirically investigated the negative effects of and barriers to effective selling of servitized offerings at the salesperson level. Drawing on transaction cost theory, we propose that with rising service shares, the specificity of offers and transaction costs grow, partially offsetting the financial benefits. We derive four salesperson factors that moderate the effect of salespeople’s industrial service share on salespeople’s profit. These factors pertain to the extent to which salespeople individualize offers and effectively manage offers’ specificity (adaptiveness, customer valuation skills, experience). We test our conceptualization with data from 220 salespeople and company records. The results are robust to endogeneity and show that service share has a diminishing positive effect on salesperson profit. While salespersons’ offer individualization enforces this harmful effect, salesperson adaptiveness and customer valuation skills show beneficial moderating effects. This study provides valuable insights for researchers and managers into the role of the sales force in servitization and into salesperson factors conducive to realizing the full profit potential of servitized offerings.     

Value co-creation in industrial cities: a strategic source of competitive advantages

This study proposed and tested comprehensive value co-creation activities and assessed its impact on creating value and building competitive advantages with the aim of developing a comprehensive framework for value co-creation process. Specifically, the study developed, and empirically tested, Prahalad’s and Gebauer’s et al. five activities of co-creation and explored the relationship between the new comprehensive value co-creation activities, co-creation value and competitive advantages in industrial cities. A structural equation modelling is employed to test the hypothesised relations. The data used were collected from 221 Egyptian manufacturing firms across different industries. Findings suggested the presence of a positive relationship between the activities of value co-creation (namely: partner engagement, co-reflection and co-recovery) and co-creation of value. Interesting findings revealed that self-service and co-design were not found to have an impact on co-creation of value. In addition, co-creation value positively impacts competitive advantages. This study provides guidelines for management practices within firms seeking to develop their capabilities and deliver superior value.     

Global production networks and host-site industrial upgrading: the case of the semiconductor industry in Thailand

Although Thailand’s electronics industry has been considered as one of the strategic sectors, the evidence in this article shows that it is dominated by midstream and downstream activities. Despite accounting for a quarter of electronics exports, semiconductors manufacturing is confined to low value-added activities. The lack of industrial policy has restricted technological upgrading in the industry. Upgrading efforts made by both public and private initiatives have so far failed. The case studies show that firms in Thailand must acquire and develop technological capabilities to stimulate the industry’s transformation from low-to-high value-added activities.     

The ‘Duce hometown effect’ on local industrial development: The case of Forlì

Abstract

The history of fascist intervention and rescue in support of Italian banks and firms (either through nationalisation or direct aid) in the inter-war years is well known. The case of Forlì adds an important piece of information to the broad literature on state-sponsored development. Benito Mussolini was born in Predappio, a small village in the Apennines in the province of Forlì. And Forlì was meant to become ‘la città del Duce’ (‘the Duce’s hometown’). The case of Forlì offers an original perspective: entrepreneurs who chose Mussolini’s hometown to obtain special concessions, a novel element in the crowded panorama of special relationships between government and industry in Italy. But on the other hand, this article will also underline the unsuitability of big business to local economic characteristics (and post-war challenges) and the return to a traditional growth path centred around the small-firm model specialising in traditional sectors and family-owned, centralised management. State-sponsored business failed and provided no stimulus to local growth: any talk of ‘industrial continuity’ in Forlì requires us to acknowledge that it is based on the steady presence and continuous regeneration of locally grown, small family businesses.     

UNIDO—Agency for industrial development

Together with the growing urgency of industrial development in the developing countries, the United Nations Industrial Development Organisation (UNIDO) is also more and more in the focus of interest. This young organisation, which two and a half years ago with much ambition assumed a huge bouquet of tasks, is—as all other bodies, loo-facing various difficulties as for instance where to concentrate activities, where to get the financial means, and last but not least how to please all parties concerned at the same time. What UNIDO’s activities under such a general head term as ?industrial development” are, which problems are emerging and what the strategy of UNIDO in the Second Development Decade will be told us Dr Samuel Lurié, whom we visited in Vienna on occasion of the third meeting of the Industrial Development Board, the directive body of UNIDO.     

Atomic energy—Key to industrial progress

The International Atomic Energy Agency came into legal existence on the 29th July, 1957. It now has 101 Member States who meet annually in the General Conference. A Board of Governors consisting of 25 Member States carries out the functions of the Agency in accordance with the Statute. The IAEA is an autonomous body linked to the United Nations and a number of its Specialised Agencies by relationship agreements, but itself not a Specialised Agency. In pursuance of its first objective to promote the peaceful use of the atom for the welfare of man, the Agency is engaged in a wide spectrum of activity which could be considerably extended by the Non-proliferation Treaty. In Vienna we interviewed the Director General of the IAEA about certain aspects of the Agency’s present and future work.     

Aid policy of the industrial countries

Time and again, and in the more recent past during the UNCTAD Ill-Conference, the less developed countries (LDCs) have found fault with the industrial countries’ declining contribution towards the economic development of the Third World. The question is now whether the future will bring a change of this tendency which has shown itself for a number of years.     

Cooperation rather than competition in industrial organisations: Albion W. Small’s underestimated view

This article aims to present Albion W. Small’s underestimated view on labour relations in industrial organisations. A century ago, this sociologist, who also had a grounding in political economy, analysed the transformation of capitalism through a focus on the relationship between workers and capitalists. He offered some interesting proposals, stressing the need for the two factors of production to cooperate instead of competing. His approach may still be insightful today in rethinking the forthcoming challenges facing industrial organisations as well as capitalism, especially regarding the ontological nature of a firm associated with its governance issue.     

Intelligent connected vehicles: the industrial practices and impacts on automotive value-chains in China

The intelligent connected vehicle (ICV) concept represents the commanding heights of prospective automotive product shape and technology, which will pose significant impacts on the value-chain of future automotive industry, especially in China. The development of ICV will also provide the Chinese automotive industry with a strategic opportunity for transformation and upgrading. Currently, the government and enterprises have increased investment in the research and application of ICV. A detailed study in the development of ICV in the PRC can have theoretical implications for exploiting the future automotive value-chain. From the perspective of value-chains, this article analyses ICV’s significant impacts on the new industrial value-chain and its essential features, according to the latest practical cases in China. On this basis, suggestions of upgrading paths are proposed for different categories of Chinese enterprises from the dimensions of process, product and functional upgrading.     

French textile specialisation in long run perspective (1836–1938): trade policy as industrial policy

Abstract

This article concerns textile industry dynamics. Using a new database covering French international trade between 1836 and 1938, it focuses on France’s specialisation in various textiles. It demonstrates, for the first time, the major influence of trade policy on the French textile trade during the first globalisation. Tariffs appear to be key factors in specialisation, measured by the Lafay Index and intra-industry trade in textiles. By analysing changes in tariffs between textile raw materials and finished textiles and decorrelation between tariffs, we show that an effective trade protection approach was applied by successive French governments in order to sustain the industrial competitiveness of textile firms. Such trade policy slowed down textile de-specialisation in silk and wool fabrics until World War One.     

Downfall delayed: Danish shipbuilding and industrial dislocation

This article analyses the decline of the Danish shipbuilding industry. European shipyards dominated global shipbuilding markets in the first half of the twentieth century, but began to be challenged by the Japanese from the 1950s and by the South Koreans from the late 1970s. More recently, China has taken over large slices of the global shipbuilding market and currently is the world's largest shipbuilding nation. As a result of this new competition, European shipyards closed en masse and Europe experienced a process of maritime deindustrialisation in the 1970s and 1980s. Danish shipyards were not immune to these challenges, although maritime deindustrialisation in this country was almost two decades later than in many other European countries. This article examines how Denmark was able to escape this general maritime deindustrialisation for so long and offers three explanations: institutional, entrepreneurial and political.     

Inward investment and industrial competitiveness

Inward investment—foreign direct investment in subsidiaries and joint ventures—has played an important part in Europe's post-war development as multinational firms, particularly American multinationals, became a major feature of many European economies. Latterly, we have seen an increasing presence also from Japan and other South-East Asian countries, as well as a resurgence of intra-European investment. What has been the effect of this on the competitiveness of European industry?     

Hong Kong's industrial success: an entrepreneurial perspective

This article examines the role of entrepreneurship in the industrialization of Hong Kong. Kirzner's concept of entrepreneurship is applied to explain the industrial dynamics of the economy. Using the electronics industry as illustration, this article argues that Hong Kong's manufacturing industry has been driven principally by adaptive entrepreneurship, which takes the form of small-scale enterprise, product imitation, subcontracting and spatial arbitrage. Furthermore, those firms adopting imitative strategies were able to survive, though many of them relied on very small profit margins. Radical innovative strategies were seldom adopted and were not feasible in the environment of Hong Kong. Adopting adaptive entrepreneurial strategies, Hong Kong's manufacturers learned from foreign firms and imitated their products. Later, by exporting improved commodities at lower prices, they competed against the original suppliers from economically more advanced countries. This constitutes Hong Kong's industrial success.     

Credibility and price premium-based competitiveness for industrial brands

Extant research on brand competitiveness concentrates on the B2C contexts, yet it remains poorly understood in the B2B contexts, especially for industrial brands. This current research aims to investigate how seller credibility potentially drives organizational buyers' willingness to pay price premiums (WTPP) through customer-company identification and buyer long-term orientation. In particular, we argue that buyer WTPP represents the industrial brands' competitiveness since buying firms express such strong preferences for the industrial sellers’ products and services compared to competitors that they are willing to pay price premiums. Based on data from 454 US-based industrial buyers, our findings generally support the proposed hypotheses. Our research sheds light on how industrial sellers can build their brand competitiveness. Actionable insights for research and managerial practice are provided.     

Consumer acceptance of a revolutionary technology-driven product: The role of adoption in the industrial design development

Understanding how consumers adopt a state of the art product is important for the development and marketing of innovative products. The purpose of this study is to examine factors that affect consumer intentions to use a revolutionary technology-driven product (RTP). The research integrates two innovation adoption models, the Unified Technology Acceptance and Utilization Theory (UTAUT) and the Task-Technology Fit (TTF) model with two antecedents of consumer characteristics: consumer innovativeness and perceived value of a new product. The study examines consumer responses to an unfamiliar product, the TEASER which is a conceptual digital cookbook that offers taste sampling, thereby providing an online food-tasting experience. Consumers who are prone to innovativeness and who perceive value in a RTP’s aesthetics are able to discern the conditions that support their intent to use such a product. The resulting model expands the UTAUT and TTF theories by showing that UTAUT variables mediate between the variables of TTF and adoption intentions. These results support the need for nonlinear industrial development processes involving consumers.     

Real exchange rate (RER) as a policy tool for industrial diversification and growth in Africa

Appropriate exchange rate (ER) policies in some Asian and Latin American countries have led to improvement in industrial diversification and growth. The growth ‘miracle’ of the Asian countries centres on the effective use of ER and trade policies, specifically the adoption of depreciation of real exchange rate (RER). However, the case of Africa is different, as the continent is yet to adopt an appropriate ER policy that enhances industrial diversification and growth. Examining the effectiveness of the RER as a policy tool for industrial diversification and growth in 36 African countries, this study applied a dynamic generalised method of moments (GMM) estimation technique to determine how changes in RER affects the growth composition of the three main productive sectors – primary, secondary, and tertiary and their response rates. Our findings suggest that the primary sector leads to appreciation of the RER, while the secondary and tertiary lead to depreciation of the RER. This result has serious policy implication for the Africa continent that has relied so much on the production of primary commodities. Rather than pursue the policy of ER depreciation which affects the primary and secondary sectors, policy shift in favour of the tertiary sector should be highly encouraged.     

Country of origin perception and industrial purchase decision-making in New Zealand

This paper focuses on the impact of country of origin (COO) factors on New Zealand purchasing managers’ perceptions of two categories of industrial products, namely machine tools and component parts. These products are from 17 countries which are categorised in three kinds, namely developed, newly industrialised and industrialising countries. In this study a distinction is also made between country of design and country of assembly. Despite the debate that COO effects may no longer be clearly delineated because of globalisation of markets and outsourcing, this study confirms the importance of COO in industrial purchase decision-making by managers in New Zealand.     

Value quantification capabilities in industrial markets

This study explores the origins and benefits of value quantification capabilities in industrial markets. After polling 131 US industrial sales and account managers, this study finds that value quantification capabilities improve firm—but not individual sales manager—performance. Second, in stable markets, the effect of value quantification capabilities on firm performance is stronger than in dynamic markets. Third, the study finds that the following psychological traits are positively related to the individual value quantification capability: risk taking and creativity, sales manager questioning style, customer-oriented selling, and cross-functional collaboration. This study suggests that value quantification capabilities benefit firm performance especially in stable markets, it explores attitudinal and behavioural traits underlying value quantification capabilities, and it highlights the need for further studies exploring the circumstances under which value quantification capabilities improve individual sales manager performance.     

基于经济伦理视角的我国上市公司过度融资问题研究

上市公司过度融资现象在我国普遍存在,基于经济伦理的视角,上市公司过度融资的危害体现在以下方面：控股股东在义利观方面的倒置导致公司经营业绩下降;上市公司义利关系的扭曲恶化了公司治理机制;义利观模糊状态下政府监管不到位严重阻碍经济社会的健康发展。上市公司过度融资产生的根本原因是不健全的股权结构安排,上市公司伦理责任的缺失和政府经济伦理意识的不健全分别是其产生的内外原因。只有有效增强公司股东和政府部门经济伦理意识,并不断健全以职业经理人市场及相应监管制度为代表的制度安排,才能克服企业过度融资现象,实现宏观与微观经济的良性互动。     

Investment decision-making and industrial performance: The British wool industry during the interwar years

As exogenous shocks impact on industry we believe it timely to revisit the experience of two ‘staple’ industries during the interwar period: cotton and wool textiles. Using a variety of under- explored primary source materials we argue that the ability to withstand the shocks of the interwar years was largely dependent on prior investment decisions. In cotton textiles the re floatation boom precluded strategic flexibility and encouraged collusion. The absence of such behaviour in wool textiles fostered competition and the pursuit of a successful marketing policy.