Marketing of competence: Exploring the resource-based content of value-for-customers through a case study analysis

In this article, we propose a competence-based view of value-for-customer in business markets. While literature in both strategy and marketing has provided many insights to understand the competence-based roots of value creation, the interface between the two areas is still largely unexplored. Moreover, while the notions of competence exchange and value creation feature strongly in the relational perspective, they occur only once relationships have been established. This begs the question whether competencies could be developed outside established relationships, and then marketed to guide customers' buying behavior. Basing on three case studies from the yarn manufacturing, IT systems, and automotive components industries, we identify key features of competence-based marketing: the alignment of supplier's competencies with the customer's business processes, the experiential communication of supplier's competencies, and the delivery of competencies to the buyer's business processes. Within the strategies for creating value-for-customers, these findings contribute to the understanding of the use of competencies to induce purchases.     

Recent Trends in the Size Structure of Italian Manufacturing Firms

This paper analyses the re-emergence of small-scale production which has characterised the more recent phase of industrial development in Western countries, providing updated evidence about the phenomenon and focussing in particular the attention on Italy, where it has been assuming peculiar relevance.Data show that in the course of the '80s the main industrial European countries – with the notable exception of Germany – have experienced a further reduction in the average size of manufacturing firms, which was declining since the mid-'70s. Yet, in all of the countries concerned the increase of the relative "weight" in the employment shares of small enterprises is associated to an overall decline of employment levels in absolute numbers (smaller firm do not succeed in making up for the whole amount of job losses in the industrial sector).These trends appear particularly strong in the Italian manufacturing sector. In particular, a transition matrix drawn from a data-base of over 200,000 firms and data relative to birth and exit rates show that the rising importance of small firms in terms of employment (in particular within the range between 10 and 50 employees) has been linked to higher rates of growth with respect both to large enterprises and very small ones, as well as to a relatively higher "inertia" of their entry rates with respect to the latter. More specifically, data highlight a peculiarly low frequency of growing firms in the range including very small units (less than 5 employees); at the same time, such firms' exit rates do not show any tendency to be especially affected by the slowing down of economic activity in the late '80s.     

Does the digital divide matter? The role of information and communication technology in cross-country level and growth estimates

The bulk of information and communication technology is made of weightless, implementable, and infinitely reproducible knowledge products (such as software and databases). These products are transferred by telephone lines, accessed through internet hosts, and processed through personal computers. In this work, the coefficient of the labour augmenting factor in the aggregate production function has been estimated using proxies of variables crucially affecting the diffusion of (non-rival and almost non-excludable) knowledge products. This specification provides interesting answers to some of the open issues in the existing growth literature. The most recent information, though available for a limited period, shows that telephone lines, personal computers, mobile phones, and internet hosts significantly affect levels and growth of income per worker across countries. The result is robust to changes in sample composition, econometric specification, and estimation approach.     

Using users: When does external knowledge enhance corporate product innovation?

Prior research on corporate innovation highlights the importance of accessing external knowledge from other firms and universities. However, survey evidence indicates that product users are perhaps the most important source of external knowledge. We build on existing theory to identify the conditions under which user knowledge contributes to corporate innovation and when the benefits will be greatest. Using a panel dataset of medical device companies and their collaborative efforts with innovative physicians, we find evidence that inventive collaborations with users enhance corporate product innovation and that the benefits are greatest in new technology areas and in the generation of radical innovations. Copyright © 2013 John Wiley & Sons, Ltd.     

Capturing the real value of patent analysis for R&D strategies

Patent information can be used for strategic planning purposes. Conventional patent analysis has commonly focused on factual information and, in particular, on information extraction, visualisation and interpretation. Less scholarly attention has been devoted to the strategic role of an integrated system of patent intelligence in supporting decision-making in R&D investments. Our paper addresses this gap and explores how patent analysis may benefit those firms that intend capturing the beneficial effects of Open Innovation. We also critically discuss the intrinsic limits of both patent information and patent analysis, which should be taken into account by systems of patent intelligence.     

More distance,more remittance? Remitting behavior,travel cost,and the size of the informal channel

The rising number of foreign workers in Italy during the last 15 years has led to a conspicuous increase in the amount of remittances sent abroad. In this paper, we examine the determinants of remittance outflows originated in Italy and transferred abroad through registered financial intermediaries. After controlling for a wide set of socioeconomic regressors, we document a strong positive relation between remittances and the cost of travel between Italy and the migrants' respective home countries. We interpret this result as indirect evidence of unrecorded flows, since the relation between remittances and travel cost should be non‐significant unless geographical proximity permits remitters to switch to informal (non‐observable) transmission mechanisms. Moreover, using data on temporal and monetary costs for a subset of bilateral corridors, we also find remittances to be negatively correlated with high transaction costs and low speed of transfer. We rely on this empirical evidence and on a model of migrants' remitting behavior to present new strategies for estimating the size of the informal outflow.     

Combining Opinions for Use in Bayesian Networks: A Measurement Error Approach

Bayesian networks (BNs) are graphical probabilistic models used for reasoning under uncertainty. These models are becoming increasingly popular in a range of fields including engineering, ecology, computational biology, medical diagnosis and forensics. In most of these cases, the BNs are quantified using information from experts or from users' opinions. While this quantification is straightforward for one expert, there is still debate about how to represent opinions from multiple experts in a BN. This paper proposes the use of a measurement error model to achieve this. The proposed model addresses the issues associated with current methods of combining opinions such as the absence of a coherent probability model, the loss of the conditional independence structure of the BN and the provision of only a point estimate for the consensus. The proposed model is applied to a subnetwork (the three final nodes) of a larger BN about wayfinding in airports. It is shown that the approach performs well than do existing methods of combining opinions.     

Growth with Unused Capacity and Endogenous Capital Depreciation

The paper contributes to the debate on growth and distribution in a non‐mainstream perspective. It looks at the role that capacity utilization plays in the process of growth under the hypothesis that the rate of capital depreciation is a function of the degree of capacity utilization. Our hypothesis implies results partly different from those obtained by other models in which capacity utilization plays a key role. In particular, a varying rate of depreciation affects the conditions under which distributional changes in favor of wages affect the rate of growth positively.