Factors facilitating and impeding the development of export market-oriented behavior: A study of Hong Kong manufacturing exporters

We test a model of the antecedents to market-oriented behavior in firms' export operations (i.e., export market-oriented [EMO] behavior). Using data from Hong Kong-based industrial manufacturing exporters, we explain 73% of the variance in EMO activity. Our findings confirm the importance of variables such as export coordination, export experience, and the export environment in determining EMO behavior levels. However, several hypotheses are refuted, contradicting previous research findings. For instance, in our sample, centralized decision-making generally is positively related to EMO activity—particularly under conditions of high environmental turbulence: this contradicts findings of studies in Western exporting businesses where centralization generally inhibits EMO behavior. Furthermore, unlike their Western counterparts, market-based reward and training systems and managers' export commitment and emphasis on market orientation do not predict EMO behavior. We suggest that these unexpected findings may be due to differences in culture between Asian and Western businesses.     

Methodology for increasing the adoption of R & D project selection models

Although some studies and experiences have shown that R & D project selection models can be potentially useful decision aids, their adoption and routine use is not widespread. This lack of usage may be a consequence of the lack of attention which model builders have traditionally given to the prevailing adoption attitudes of R & D managers. A design methodology centering around the measurement of adoption attitudes has been developed and used by the authors. The methodology consists of procedures for analyzing the organizational climate relative to project selection model usage, developing an acceptable model form relative to the organizational climate, and inducing the adoption of this model form within the climate. Three case applications of the methodology are described in which negative-to-positive shifts in adoption attitudes occurred and project selection models were adopted for long-term use. These results indicate that the use of this general methodology may lead to increased formal adoption and widespread usage of project selection model forms in R & D.     

Methodology for increasing the adoption of R & D project selection models

Although some studies and experiences have shown that R & D project selection models can be potentially useful decision aids, their adoption and routine use is not widespread. This lack of usage may be a consequence of the lack of attention which model builders have traditionally given to the prevailing adoption attitudes of R & D managers. A design methodology centering around the measurement of adoption attitudes has been developed and used by the authors. The methodology consists of procedures for analyzing the organizational climate relative to project selection model usage, developing an acceptable model form relative to the organizational climate, and inducing the adoption of this model form within the climate. Three case applications of the methodology are described in which negative-to-positive shifts in adoption attitudes occurred and project selection models were adopted for long-term use. These results indicate that the use of this general methodology may lead to increased formal adoption and widespread usage of project selection model forms in R & D.     

中国服装品牌网络营销应用研究综述

本文选取了65篇具有代表性的文献,对网络营销进行分析、研究。以企业网络营销运作模式、实现途径和过程,企业网络营销能力的测量指标,企业网络营销的影响因素作为本文的研究视角,以所选取的文献为样本,对三类研究视角进行整理分析,并从如何进一步研究中国服装品牌企业开展网络营销方面提出框架性建议。     

To app or not to app: A business-to-business seller's decision

Although business-to-business (B2B) selling firms increasingly realize the benefits of adoption and usage of B2B mobile applications (apps), few studies examine this topic. Building on the technology organization environment and the technology acceptance model adoption frameworks, this research provides an integrative framework to identify and investigate the key determinants of B2B mobile apps for sellers that have not implemented B2B mobile apps for their buyers to use in their decision making. The results from 360 marketing executives at B2B selling firms indicate that perceived usefulness, top management support, and competitive pressure positively influence the decision to adopt B2B mobile apps in the near future. In addition, relative advantage and perceived ease of use indirectly affect adoption of B2B mobile apps through perceived usefulness. The research findings provide several theoretical and managerial implications related to B2B mobile apps adoption.     

Multi-sided platforms in B2B contexts: The role of affiliation costs and interdependencies in adoption decisions

Multi-sided platforms, enabling interactions between different user sides, hold an important place in the contemporary economy. Current literature, focusing on established and successful platforms, has neglected to study B2B multi-sided platform adoption mechanisms. In this article, we analyze these mechanisms by investigating the case of dematerialization platforms for B2B transactions between the multiple actors involved in public works contracts. Various qualitative materials, including 28 semi-structured interviews, were gathered over a thirty-month period. Adopting a business user perspective, this study contributes to the literature on multi-sided platforms in various ways. We show that platform adoption, in project-based B2B contexts, is mainly constrained by a high level of affiliation costs and the existence of tight-interdependencies between users' activities at project level. Thus, a consecutive adoption path would result in negative cross-group network externalities and undermine the platform's attractiveness. Conversely, a concurrent adoption path would activate positive network externalities and encourage platform adoption decisions.     

E-Procurement adoption in the Southcoast SMEs

E-Commerce is expected to play a major role in the 21st century global market. Of the various E-commerce models (B2B, B2C, B2E and B2G), B2B has been particularly successful, due to adoption of standardized processes for document exchange (like EDI), shipping, tracking, delivery and payment among supply chain partners. One element of B2B is E-procurement. E-procurement focuses on acquisition of resources, especially MRO items, and increasingly materials and components. Some analysts believe that enormous cost savings and increased effectiveness can be achieved through the utilization of E-procurement. E-procurement utilizes electronic purchase procedures implemented through Internet communication and Web based buying tools. Studies in the literature report on the adoption of E-procurement in different countries and industries. This study focuses on the current status of E-procurement in small and medium sized enterprises (SMEs) located in the Southcoast of Massachusetts. The main objective of this research is to understand the current state of E-procurement in SMEs and to examine those things that influence E-procurement adoption. A questionnaire-based survey was employed for data collection. A conceptual model was developed to describe/explain the adoption of E-procurement and a framework is proposed for the successful adoption of E-procurement on the Southcoast of Massachusetts.     

The adoption of radical manufacturing technologies and firm survival

The emergence of dramatically innovative, or radical, new manufacturing technologies can force pivotal and life‐threatening decisions for industry competitors. These technologies can represent a huge cost for adopting firms, but may also offer the chance to achieve competitive advantage through superior manufacturing. While prior research has considered a range of production process decisions (e.g., JIT, mass customization) and outcomes for end‐product technologies, little attention has been given to adoption decisions relative to core manufacturing technologies. This study examines an industry's adoption of major manufacturing technologies over several decades and demonstrates that two groups of contingencies related to adoption (e.g., timing and cumulative effects) have a significant impact on firm performance. Based on a sample of over 1,000 firms, the results provide insights into the effects of adoption timing and ‘manufacturing technology bundles’ on firm survival. We also find that adoption of manufacturing technologies prior to the inflection point of the estimated Bass diffusion curve for each technology leads to significant reduction in firm mortality. Thus, we are able to demonstrate the ability of the Bass model to predict the survival outcomes of firms facing manufacturing technology adoption decisions. The strategic implications of these pivotal decisions are considered. Copyright © 2008 John Wiley & Sons, Ltd.     

Effectual and causal reasoning in the adoption of marketing automation

Research on technology adoption in organizations traditionally assumes that these organizations follow rational, strategic and planned adoption processes. However, a gradually emerging view is that the adoption of technology is also characterized by entrepreneurial or effectual reasoning, primarily due to technological and market uncertainties that call for more agile and experimental approaches at the digital age. Drawing on effectuation theory, we develop a research framework to examine the managerial reasoning during the adoption of marketing automation technology. Based on the results of a comparative multiple-case study on four large-sized industrial firms, we develop a maturity model of marketing automation adoption and show that even large-sized B2B companies apply effectual reasoning, which problematizes the rationality assumption in the technology adoption literature. Second, we show that during the adoption process, organizations' dominant reasoning mode follows an iterative pattern in which the adopting organization moves back and forth between effectuation and causation. Finally, we identify five key domains of marketing automation (customer knowledge, information systems infrastructure, analytics, interdepartmental dynamics and change management) and describe their gradual evolution at different stages of the adoption process.     

Broadband achievement index: Moving beyond availability

High-speed access to the Internet enhances economic prosperity, social development and global competitiveness. Significant progress has been made in broadband deployment in the last decade. Nevertheless, there are increasing gaps in broadband adoption, use and speed between, as well as within, the states. Federal and state legislators and regulators currently use a number of indicators such as adoption, availability and speed to track states’ progress in broadband diffusion in order to design appropriate policy responses. Single indicators, however, when analyzed individually, fall short of capturing multi-dimensional aspects of broadband diffusion and, thus, do not provide an integrated and easily comprehensible picture of states’ advancement. To monitor states’ overall progress it is useful to aggregate various indicators into a composite index that could measure the overall extent of broadband diffusion. A composite index can also provide with an important benchmark for designing policies to improve states’ overall performance. This paper offers a flexible framework for benchmarking states’ achievement in broadband diffusion by proposing a composite Broadband Achievement Index (BAI). The index combines several key performance indicators: broadband availability, adoption, competition, speed and the dispersion of broadband adoption within the states utilizing FCC's Form 477 data and the recently collected census block level broadband availability data from NTIA. The purpose is to provide a more comprehensive picture of where the states stand in their evolution toward high-performance America by measuring each state's current broadband achievement relative to other states and providing an important benchmark for assessing state-specific needs. The indicators are combined using the Benefit of the Doubt (BOD) methodology (Cherchye, Moesen, & Van Puyenbroeck, 2004). The methodology is founded on the premise that, absent a consensus on social policy priorities, that are, on which indicators are more important and should be given higher weights in the index, each state is granted leeway for deciding how to weigh its own indicators and the most favorable weights for indicators are determined for each state. A good relative performance in a particular dimension is seen as revealed evidence of setting high state policy priority to that indicator, when each state's specific policy priorities are unknown. Additionally, the Second Order Stochastic Dominance (SOSD) methodology is used to compare the dispersion of adoption in the states. Using SOSD the states are ranked under the assumption that proportionally higher and more equally distributed adoption rates are better.     

How institutional pressures and systems characteristics shape customer acceptance of smart product-service systems

This research examines how institutional pressures (mimetic, normative, and coercive), which provide shared expectations of and norms for legitimate behavior, and system characteristics influence business-to-business (B2B) customer acceptance of smart product-service systems (PSSs). This is important because many B2B customers are still reluctant to adopt smart PSSs. Drawing from a cross-industry survey with 160 managers of B2B firms and controlling for other major adoption drivers (e.g., privacy risk, organizational innovativeness), we find a non-linear effect of normative pressure on customers' intention to adopt smart PSSs. Furthermore, normative pressure particularly increases adoption intentions when customers perceive a high relative advantage from smart PSSs. Mimetic pressure positively affects adoption of customer input-oriented PSSs, whereas this effect is highly non-linear (U-shaped) for customer output-oriented PSSs. We extend adoption literature by analyzing non-linear effects of institutional pressures as well as its context dependence. From a managerial perspective, these findings show how suppliers can adapt their sales and communication efforts to effectively market smart PSSs.     

Agricultural technology adoption and household welfare: Measurement and evidence

Previous studies on the adoption and impacts of improved crop varieties have relied on self-reported adoption status of the surveyed households. However, in the presence of weak variety maintenance and poorly functioning seed certification system, measurement errors in self-reported adoption status can be considerable. This paper investigates how such measurement errors can lead to biased welfare estimates. Using DNA-fingerprinting based varietal identification as a benchmark, we find that misclassification in self-reported adoption status is considerable, with significant false negative and positive response rates. We empirically show that such measurement errors lead to welfare estimates that are biased towards zero and substantially understate the poverty reduction effects of adoption. While the empirical evidence suggests attenuation bias, our theoretical exposition and simulations demonstrate that upward bias and sign reversal effects are also possible. The results point to the need for improved monitoring of the diffusion process of improved varieties through innovative adoption data collection approaches to generate robust evidence for prioritizing and justifying investments in agricultural research and extension.     

Union Exclusion and the Decollectivization of Industrial Relations in Contemporary Britain

A major focus of the Conservative government's employment policy since 1979 has been the reduction of union power within the labour market, the employment relationship and as representatives of a separate ‘labour interest’ in society ' union exclusion. The principal impact of the legislative changes is to deny workers access to resources of collective power, thereby commensurately increasing employers' discretion to determine the terms of the employment relationship. When forming new subsidiaries and establishments, or purchasing non-union subsidiaries, employers have been able to resist unionization and recognition except on their own terms, but comparatively few have terminated existing union recognition agreements, preferring to marginalize the role of unions through the adoption of partial exclusion policies ' joint consultation, direct communication, performance-related pay, and the fragmentation of common employment and bargaining.     

Why do incumbents sometimes succeed? Investigating the role of interorganizational trust on the adoption of disruptive technology

Previous research has noted that new firms traditionally have more success with the diffusion of disruptive technologies than do incumbent firms. For the development of disruptive technologies, newer firms appear to be advantageous as they are generally more flexible in resource allocation. However, exceptions can be found in various industries in which incumbents have been able to succeed with their own disruptive technologies. One possible explanation for these exceptions is the influence of pre-existing levels of trust already developed between incumbents and potential buyers of disruptive technologies. In order to explore this further, this article provides a link between interorganizational trust and the adoption of new, disruptive technologies in industrial markets. By surveying 134 current and potential Software-as-a-Service (SaaS) users, we show how pre-existing, interorganizational trust impacts the perceptions a potential buyer has towards a disruptive technology and how these perceptions influence a buyers' intention to adopt a new, disruptive technology. Beyond trust, we use perceived ease of use, perceived value, perceived usefulness and financial stability to create a predictive model for intention to adopt. Holistically, this article provides insight on how buyer–supplier relationships generally favor incumbent firms and can impact a buyers' perception of a new, disruptive technology.     

Safe handling of organic peroxides: An overview

Organic peroxides are widely used today, and yet their properties and the procedures for their safe handling remain a mystery to many. After many years of hard work, the fog lifted considerably with the adoption, in 1986, of NFPA, 43B Code “Storage and Handling of Organic Peroxide Formulations [1]. A U.N. committee is also making a contribution by developing recommendations for the worldwide transport of organic peroxides [2]. This has had a secondary benefit in providing a forum for comparing and evaluating test methods and classifications worldwide. However, there is still much to be done.     

Adoption and policy implications of Japan’s new corporate governance practices after the reform

In this paper we explain the process and policy implications of Japanese firms’ adoption of recently reformed corporate governance practices. We use a selective adaptation framework in doing so. We present some qualitative predictions about the possible outcome of their adoption process. One advantage of our approach is that we can describe various aspects of the evolutionary process of Japan’s corporate governance reform as a system in a consistent manner, rather than as independent pieces. Our predictions provide policy implications and are empirically testable. Japan’s post-bubble corporate governance reform has been extensive and involves the enactment and revisions of many relevant laws and affected institutions. Japan’s aim has been to install US-like practices (the de facto global standard), with these practices replacing the now tarnished bank-centered practices, and to facilitate Japanese industry in regaining global competitiveness. However, we show that Japanese businesses’ adoption of US practices has been selective and efficiency and other policy implications of such behavior are potentially dysfunctional.     

Characteristics and diffusion of technological innovations

The paper examines fourteen post war innovations; five in the flour milling industry, four in the malting industry, and five in the dairy industry. The major work has been carried out in the flour milling industry, with supportive studies in the malting and dairy industries. Examination is made of the characteristics of the innovations as perceived by technical managers who are in a position to influence adoption or non-adoption. The research sets out to study the relationship between the perceived characteristics of the innovations and their diffusion times. It is hoped that the results will be of value to engineering designers and marketing managers in the capital equipment manufacturing industries by enabling them to develop a clearer understanding of adoptors and non-adoptors of innovations and also to study the inter-relationships between different sectors of the industries which they serve. Two forms of profiles of the characteristics of innovations are presented.     

Enhancing New Product Adoption at the Base of the Pyramid: A Contextualized Model

Companies are recognizing and pursuing the opportunity to serve the market known as the base of the pyramid (BOP), i.e., consumers who live in poverty in developing countries. The BOP constitutes the largest remaining global market frontier for businesses. Until recently, it has been ignored because of its seeming unattractiveness and insurmountable challenges compared with middle‐ and high‐income markets. However, BOP consumers desire and are able to pay for quality products tailored to their needs. In response, firms are developing new products specific to the demands and conditions of this low‐income population. To innovate effectively, ensuring new products are well received, firms need to know how to enhance new product adoption among these consumers despite the barriers of poverty. We address this need by developing a model of adoption contextualized to the BOP. Based on theories of innovation and poverty, and drawing on the emergent subsistence market literature, we propose that certain new product characteristics, social context dynamics, and marketing environment approaches moderate or counter some of the limits of poverty, making adoption possible. We then discuss the managerial and theoretical implications of our model for innovation practitioners and researchers.     

Never Forget Where You're Coming from: The Role of Existing Products in Adoptions of Substituting Technologies

The adoption of technological product innovations has received considerable attention among academics and practitioners alike, although the circumstances in which a new technology seeks to replace an existing product have remained largely overlooked. Research into the adoption of substituting technologies should incorporate this perspective, which provides insights into how technology adoption depends on the existing situation. From this perspective, the authors investigate how consumers' emphasis on an existing product's attributes influences their adoption of a substituting innovation. Data obtained from 217 respondents indicates that consumers' liking of an existing product's attributes can prompt a negative affective reaction to the substituting technology. This negative affective reaction in turn may lead to less positive cognitive evaluations of the substituting technology and affect consumers' adoption intentions. This investigation complements existing research in two important ways: First, the results emphasize the importance of taking existing products into account when studying the adoption of substituting technologies. Second, this study adds to the sparse findings regarding the link between affect and cognition in technology adoption contexts.