Selling and sales management: An introduction to the special section and recommendations on advancing the sales research agenda

Effectively managing the sales function is a prerequisite for success in business markets. Thus, practitioners are increasingly interested in improving the performance of their sales function. However, there is evidence pinpointing that academic research in the area may be experiencing a decline in its status among other subject areas in the marketing discipline. Fortunately, advances in the field of selling and sales management as reflected in the organization of specialized conferences/meetings and the development of special journal issues hold the promise of enhancing the status of sales within marketing academia. Following this stream of activities, this IMM special section on “Selling & Sales Management” aims at stimulating the level of discourse regarding how research in our field can be advanced. The present article introduces the special section; next, it summarizes the articles comprising the special section; and, finally, it concludes with some thoughts on fruitful research opportunities in the sales area.     

Sense-making and management in business networks — some observations, considerations, and a research agenda

Business networks are complex webs of interdependent exchange relationships within which companies and individual managers operate. They consist of manifold actors, complex interactions, as well as organizational structures and resource transformation processes. Business managers cannot just capitulate vis-à-vis this complexity. Making sense of complex business networks helps managers to understand their own position, as well as their available options for change. Similarly, research in the area of sense-making and management in business networks may help us understand how managers cope with the contextual complexity in business networks, and how managers construct the forms in which this complexity appears. This paper identifies six major research themes that need to be taken up in the future with regard to sense-making and management in business networks, and discusses some methodological issues to advance our knowledge in this area.     

A literature review and future agenda for B2B branding: Challenges of branding in a B2B context

The existing body of research knowledge on brand management has been predominantly derived from business-to-consumer markets, particularly fast moving consumer goods and has only recently started to expand in other contexts. Branding in business-to-business markets has received comparatively little attention in the academic literature due to a belief that industrial buyers are unaffected by the emotional values corresponding to brands. This paper provides a critical discussion of the fragmented literature on business-to-business branding which is organized in five themes: B2B branding benefits; the role of B2B brands in the decision making process; B2B brand architecture; B2B brands as communication enablers and relationship builders; and industrial brand equity. Drawing on the gaps and contradictions in the literature the paper concludes by proposing an agenda for future research.     

Internationalisation in the telecommunications services industry: Literature review and research agenda

A review of 356 publications addressing internationalisation aspects of the telecommunications services industry (TSI) shows a growing body of contributions, mainly covering research themes like settlement and regulation policy, strategic alliances and incumbents’ reactions to deregulation as well as opening of markets in-depth until recently. Wireline telephony TSI has been the dominant segment in most contributions, while the mobile or broadband Internet segments only featured in more recent work. Segment characteristics like non-uniform barriers to entry, different reasons for alliances and non-uniform levels of internationalisation differentiate these TSI segments pose a number of additional questions concerning telecom firms’ internationalisation strategy and success promising for future research.     

Independent directors in Asian firms: An integrative review and future directions

Asian firms started to adopt independent directors (InDs) to boards only in the late 1990s after the Asian financial crisis. Despite its relatively short history, Asian firms’ practice of appointing InDs has yielded interesting research findings that may shed new light on the corporate governance literature and management research. However, the literature on InDs in Asian firms has been presented in a piecemeal fashion, which calls for researchers to review and synthesize the disparate findings and identify paths for future research. In this review paper, we identify and systematically analyze 65 articles related to InDs in the Asian context that were published in 21 leading academic journals from 2001 to 2016. Based on this analysis, we developed a framework with four links to map out the Asian InDs-related literature. We also discuss the limitation of the existing research and suggest future research direction on InDs in Asia.     

Foundation of leadership in Asia: Leader characteristics and leadership styles review and research agenda

Leader characteristics influence leadership styles, which cascade down through the management to the entire firm, affecting organizational and strategic outcomes. Asia’s unique socio-cultural contexts and philosophies breed indigenous leadership styles in the region, yet context-specific research on leader characteristics and leadership styles in Asia has been sparse. Our review answers the call to identify the distinct Asian context that has distinguished the leadership research in Asia from that of other regions. We identify power distance orientation and collectivist culture as the two of the most prominent contextual factors to consider in examining the role of leadership in Asia. Through this review, we aim to further our understanding of the current state of extant literature on leader characteristics and leadership styles and to suggest new avenues for scholars in Asia to advance existing theories of leadership research in the arena of organizational behavior and strategy.     

Fuzzy logic in manufacturing: A review of literature and a specialized application

Manufacturing decisions inherently face uncertainties and imprecision. Fuzzy logic, and tools based on fuzzy logic, allow for the inclusion of uncertainties and imperfect information in decision making models, making them well suited for manufacturing decisions. In this study, we first review the progression in the use of fuzzy tools in tackling different manufacturing issues during the past two decades. We then apply fuzzy linear programming to a less emphasized, but important issue in manufacturing, namely that of product mix prioritization. The proposed algorithm, based on linear programming with fuzzy constraints and integer variables, provides several advantages to existing algorithm as it carries increased ease in understanding, in use, and provides flexibility in its application.     

Interaction behaviors in business relationships and heuristics: Issues for management and research agenda

Various empirical studies have evidenced that interaction is a critical process in the development of buyer–seller relationships in business-to-business markets. Research examining the different aspects of interaction processes and the consequences of interaction in business relationships for the development of the businesses involved has tended to black-box the interaction process. Limited attention has been given to how interaction behaviors of individuals arise and the interplay between cognition and behaviors in interaction. At the same time, recent research offers some insights into the use and role of heuristics in contexts analogous to those individual actors face when they interact in business relationships. In this paper we review current research on interaction processes in business relationships as well as on heuristics in the management context and argue that focusing on heuristics used in interaction in business relationships offers valuable insights on how interaction behaviors emerge. In particular, we discuss the notion of heuristics as an “adaptive toolbox,” and how it relates to adaptations in business relationships. We also discuss implications for management and outline a future research agenda.     

Sense and sensibility: Two approaches for using existing theory in theory-building qualitative research

The paper addresses the role and use of theory in theory-building case research. How to use existing theory in theory-building efforts is a crucial, yet somewhat overlooked challenge within qualitative research. On that background, the purpose of the paper is to explore, compare and discuss two distinct approaches for using existing theory and developing theoretical awareness in theory-building case studies. Upon discussing the role and use of theory in case study research in general, we identify two approaches for drawing on pre-existing theory, labeled the in vivo approach and the ex ante approach. The in vivo approach takes departure in a single theoretical framework, anchored in a single paradigm, and the aim of theory-building is to gradually deepen, refine and complement this framework. The ex ante approach suggests that researchers should look for paradox in the form of theoretical tensions and use these to develop theory, meaning that researchers should develop an elaborate theoretical understanding of meta-theoretical stances and use these to generate different readings of the case material, subsequently prioritizing and integrating them into a coherent pattern.     

Telecommunications policy and individuals with disabilities: Issues of accessibility and social inclusion in the policy and research agenda

Information and communications technologies have become an integral part of life in an information society, affecting employment, education and many other daily activities. For individuals with disabilities, equal access to telecommunications remains a concern, as many technologies that are developed do not allow for equal access. Law and policy have made significant progress in some nations, but sizeable barriers remain to the social inclusion of individuals with disabilities in telecommunications technologies and services. This paper examines the importance of equal access to telecommunications for individuals with disabilities in both the formulation and the implementation of policy. Analyzing issues of policy and implementation, this paper discusses policy questions and potential areas of research to better understand the relationship of telecommunications policy to access for persons with disabilities.     

Market share,advertising, R&D,and profitability: An empirical analysis of leading industrial firms in Japan

This paper develops a dynamic model of a leader firm which chooses the time paths of R&D and advertising inputs so as to maximize the present value of expected profits. From this theoretical model simultaneous-equations system for market share, advertising, R&D, and profitability is derived and estimated using the data on the leading industrial firms in Japan. Our results show that, as far as top firms are concerned, market share and demand growth have significant positive effects on profitability, and an increase in the stock of goodwill increases market share as well as profitability.This study was financially supported by the Ministry of Education in Japan. Helpful comments were provided by H. Odagiri. Also I am indebted to an anonymous referee for advice and criticism on various points.     

Business and management in China: A review of empirical research in leading international journals

Asia Pacific Journal of Management - China’s growing economic importance has led to a significant increase in the volume of empirical research about business and management in this country...     

Artificial intelligence-based systems applied in industrial marketing: An historical overview,current and future insights

Intelligent systems have particular potentialities and strengths to support decisional situations faced by companies, especially those of a strategic nature, where good strategic intelligence is necessary. In this paper, we carry out an historical literature review of artificial intelligence-based systems applied to marketing, covering a time period of several decades (from the 1970s to the present day), with special focus on applications to industrial marketing. A detailed review is presented, along with conclusions and some future insights. Then, we briefly introduce the set of papers in this special issue.