Understanding salespeople's learning experiences through blogging: A social learning approach

Social media has changed the way many salespeople work and interact with their customers and coworkers. We examined 200 salespeople's blogs using netnography method. Drawing on social learning theory and real salespeople's blogs, we illustrate how and why salespeople can learn by reading and writing blogs. Our findings show that writing and reading blogs can be a helpful learning tool for many salespeople and the findings also suggest that companies should consider using blogging as a sales training tool. Our research contributes to marketing and sales literature two ways. First, our study provides a theoretical foundation for future work on social learning theory and online learning in areas of marketing, sales, and business education. Second, our study confirms the importance and usefulness of netnography method beyond its current usage in marketing and sales management. We conclude our paper with avenues for future research.     

Consumer ethoses in Finnish consumer life stories – agrarianism,economism and green consumerism

This article examines Finnish consumer ethoses and the moral rules that include them. We argue that Finnish consumers legitimize their consumer and spending practices, and constitute themselves as moral agents through three culturally dominant and historically constructed consumer ethoses: agrarianism, economism and green consumerism. The material of the study consists of 53 consumer life stories collected between September 2006 and May 2007 using a writing competition. Through our material, we are able to illustrate how consumers negotiate, produce, transform and contest these three ethoses. We interpret life stories as socially constructed stories. Thus, our aim is to analyse the culturally shared and historically transformed meanings, rather than to reveal the motives or intentions of the individual consumer.     

Modelling the incentive to participate in open source biopharmaceutical innovation

The open source model provides a valuable framework for collective knowledge production and dissemination. Open knowledge networks and other cooperative strategies (classified as open source discovery initiatives) are enabling biopharmaceutical companies to access disembodied knowledge‐based resources critical to downstream drug development. The objective of these cooperative strategic alliances is to preserve the downstream technological opportunities for multiple firms. When upstream discovery research cannot yield commercial products and when the costs associated with excessive upstream competition are too high, companies jointly benefit from cooperative knowledge production and open knowledge dissemination. An analysis of 39 open source initiatives (consortia) provides us with information on: the likely participants in such initiatives, the focus of knowledge production activities, the characteristics of the knowledge generated, and the management of joint knowledge assets. Based on this analysis, we use game models to understand the decision to participate in such strategic alliances better. Our game models provide a simple but elegant framework for understanding the impact of changing knowledge structures on the payoffs associated with cooperation and defection in knowledge production, and therefore on behaviour.     

Philanthropy, Integration or Innovation? Exploring the Financial and Societal Outcomes of Different Types of Corporate Responsibility

This article argues that previous research on the outcomes of corporate responsibility should be refined in two ways. First, although there is abundant research that addresses the link between corporate responsibility (CR) and financial performance, hardly any studies scrutinize whether the type of corporate responsibility makes a difference to this link. Second, while the majority of CR research conducted within business studies concentrates on the financial outcomes for the firm, the societal outcomes of CR are left largely unexplored. To tackle these two deficiencies, this article extends the different conceptualizations of corporate responsibility and elaborates both the financial and the societal outcomes of different types of CR.     

Strategies for Integrating Stakeholders into Sustainability Innovation: A Configurational Perspective

Sustainability is a key driver of innovation for products, services, and business models. Sustainability innovations are aimed at improving the environmental, social, and economic performance of the innovated solution. Given the complexity of many sustainability challenges, leading innovators may seek to boost their innovation capacity by tapping into the ideas, knowledge, and expertise of their stakeholders. In doing so they need to consider how many and which stakeholders to integrate into new product development (NPD) processes, and at what stage. This study investigates stakeholder integration strategies associated with high sustainability performance of innovation. Building on the literatures of sustainability innovation and stakeholder integration in the context of NPD, this study developed a configurational model to analyze stakeholder integration strategies. The empirical data consisted of 80 interviews and documents from 13 medium to large companies and their stakeholders in Europe. Using the fsQCA method, it was found that there is not just one effective strategy but three stakeholder integration strategies for high sustainability performance of innovation. The results imply that deep organizational engagement with stakeholders is necessary for the achievement of high performance. Otherwise, the three strategies range from progressive openness, which allows stakeholders to exert a fundamental influence on the sustainability innovation, to limited openness toward stakeholder integration. With the early secondary strategy pointing to progressive openness, companies integrate secondary stakeholders early on and so maximize the influence of different views on the innovation. As to limited openness, companies following the selective strategy limit the number of stakeholder groups in NPD but are indifferent to the timing of these groups’ inputs. Finally, the fine‐tuning strategy is least open to atypical views as it restricts the share of secondary stakeholders and only allows external inputs after the fuzzy front end phase when key decisions regarding the innovation have been made.     

Responsible Innovation Toward Sustainable Development in Small and Medium‐Sized Enterprises: a Resource Perspective

What resources do small enterprises need to develop responsible innovations that enhance sustainable development? Does lack of resources prevent innovation toward sustainability in small and medium‐sized enterprises (SMEs) or can innovations be created with scarce resources? This study investigates environmentally and socially responsible innovations of SMEs from a resource perspective, based on empirical data from 13 Nordic SMEs. The findings indicate that SMEs can create responsible innovations with very different resource combinations. The most common resource combination comprises equity, research and development cooperation, networks, industry knowledge and reputation. Except for financial capital in the form of equity, which appears a necessary condition for responsible innovation from SMEs, resource needs vary between technological and business model innovations. Creating business model innovations appears to be possible with scarce resources, at the very least with equity and social capital. Environmental technology innovations call for more abundant resource combinations. In particular industry knowledge appears to be a key resource for such innovations. Copyright © 2013 John Wiley & Sons, Ltd and ERP Environment     

Network actors' participation in B2B SME branding

This study explores how network actors participate in branding in the context of SMEs operating in business markets. Branding is conventionally seen as an internally governed process and its exposure to external influences has been generally overlooked. By using narrative interviews this study analyzes the branding actions of network actors which impact on an SME's brand image. This article shows that social and business network relationships influence the SME's brand image, as does the nature of the company's internal branding decisions and identity. The findings propose and define the concept of a branding pool, expanding the focus of branding beyond the boundaries of an individual organization into the context of nets. An SME cannot manage its branding pool, but it can mobilize stakeholders in branding to improve the brand performance in the market.     

基于数学分析的应急物流资源配送优化

从整数规划数学模型构建的角度研究了应急物流系统中应急物资配送优化的问题,认为为了满足突发事件对于应急物资的紧急需求,可以通过对可重复利用物资和不可重复利用物资的综合考虑并在应急物资供应链内部实现物资转运调拨策略,并构建了应急物流系统物资配送优化模型,综合考虑了突发事件的动态性和不确定性、突发事件在未来事件内可能的物资潜在需求等,并引入了机会成本参与问题分析,从而能够更为科学地为应急物资配送优化方案的制定提供科学依据.