Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures

Key account sales are important for business organizations. Understanding why some of these sales proposals fail from the buyer's perspective has organization-wide implications for improving firm performance. Extant literature lacks a clear understanding of the process-based determinants of sales failure within a key account context. Another problem with this research stream is its reliance on data from the salesperson, sales manager, and/or selling firm, which can introduce attribution biases. Our research overcomes sales failure attribution biases by collecting data from the industrial buying center's perspective. Thirty-five semi-structured interview cases were conducted with buying decision makers following failed key account sales proposals. The result of this inquiry is a model which outlines the determinants of sales failures. We identify three common drivers of sales failure: adaptability, relationship-potential, and cost considerations. Results indicate that these established constructs are more complex than previously specified, each having multiple attributes as defined by key account buyers.     

Coopetition close to the customer — A case study of a small business network

Coopetition interactions are traditionally divided into competing activities close to the customer, called output activities (e.g., sales and marketing), and cooperating activities far from the customer, known as input activities (e.g., logistics, production and R&D). In many coopetition networks, most of the cooperation has been in input activities, essentially meaning that little research is conducted in coopetition business networks with cooperative activities close to the customer. This article closes the gap by investigating coopetition in an ICT business network comprising small-to-medium-sized enterprises (SMEs) in the B2B sector. The purpose of this paper is to increase understanding of cooperation between competing firms by analyzing the success factors of cooperative activities close to the customer that lead to a positive outcome of coopetition. The results of the study show that some case companies are more competition oriented, whereas the others are more cooperation oriented. At the activity level of analysis, cooperation occurs in branding, marketing, joint customers, and delivery of services; whereas companies compete in local services, marketing campaigns, and pricing. In addition, our study shows that certain success factors for coopetition are highlighted, particularly in output activities such as activeness, geographical distance and personal resources.     

Exchange or Covenant? The Nature of the Member-Union Relationship

Drawing on a study of members of the U.K. National Union of Teachers, this article considers the extent to which economic exchange, social exchange, and covenantal considerations underpin union members' willingness to continue membership and to participate actively in their union through union citizenship behaviors (UCB). Findings suggest that the more activist forms of UCB were motivated primarily by a perceived covenantal relationship with the union. In contrast, exchange, particularly social exchange, motivations played more of a role in motivating less demanding "rank and file" UCB and intent to quit the union. Union instrumentality appeared to be a necessary but insufficient condition for union viability, having an indirect effect on UCB and intent to quit the union and also moderating the effects of pro-union attitudes. Implications for union strategy are considered.     

Which are the drivers of fixed to mobile telephone access substitution? An empirical study of the Spanish residential market

Using household panel data for the period 2004 to 2009, the percentage of households that engage in fixed to mobile access substitution in Spain is quantified. This turns out to be small: on average 0.35% per quarter (range: 0.02% to 0.79%). Then the drivers of households to substitute are analysed, finding out that the availability of Internet and mobile services previous to the substitution decision and the socio-demographic characteristics of households, such as age, play a more prominent and significant role in explaining fixed to mobile access substitution when compared to other aspects such as the degree and types of expenditure on fixed services.     

Agricultural market access: A moving target in the WTO negotiations?

This article analyzes the impact of multilateral market access liberalization of the Doha Round agricultural negotiations. At the center are the effects of variations in the magnitudes of tariff cuts, different tariff cutting formulas, the tariff capping as well as different numbers and width of tariff bands. The simulations are conducted with an extended version of the GTAP model and the GTAP database (6.0) including bound and applied rates and a module to cut tariffs at the 6-digit tariff line level. The results reveal that the heights of the tariff cuts and the kind of tiered formula applied are most important for the outcome of the Doha Round, while the width of tariff bands and the tariff capping only have a moderate influence on the countries’ trade pattern and welfare. In contrast, the number of tariff bands is not important for the results.     

Why do business groups continue to matter? A study of market failure and performance among Indian manufacturers

This paper explores the nature of the influence that business groups exert in shaping performance outcomes in emerging economies. Set in India, this study used a longitudinal research design to assess the independent and collective performance impact of group affiliation and diversification both before and after economic reforms were introduced in the country. Consistent with the institutional theory perspective, results show that in the pre-reform period the group structure exerted an important positive moderating effect on the diversification-performance relationship. However, these group benefits appear to persist even after many of the sources of market failure had started to decline rapidly. This persistence of group effect may be indicative of the continued relevance of non-diversification benefits of the group structure in emerging economies. It may also be indicative of the fairly slow process of building institutional infrastructure in emerging economies where reforms are seldom introduced en masse but more a series of continuing measures as was the case in India.     

Plunging into the sea, again? A study of serial entrepreneurship in China

While it stands to reason that serial entrepreneurs—individuals who have founded more than one new venture—should achieve higher levels of success than novices, to date researchers have found little support for this proposition. Is this rather perplexing result only limited to the developed countries in which most research has been conducted? Or is it indicative of a general phenomenon, and hence requesting the need for new theory? We explore these questions by testing the existing theory in two geographic regions in a rapidly emerging transition economy—China. Data from 440 Chinese entrepreneurial ventures suggest that experienced entrepreneurs are better at developing networks, and at managing organizations than novices, but like their counterparts in developed countries, do not necessarily achieve higher levels of venture performance. Implications for theory, as well as for entrepreneurship in the context of transition economies are addressed.     

What makes a good case study? A positivist review of qualitative case research published in Industrial Marketing Management, 1971-2006

Business-to-business marketing research has a long tradition of using qualitative case studies. Industrial Marketing Management (IMM) has actively encouraged the use of case methods, resulting in many important theoretical advances in the field. However, debate still rages over what constitutes “good case research”. This article addresses this issue from a positivist standpoint. We examine the how authors address issues of quality in the 105 qualitative case studies published in IMM between 1971 and 2006. Four periods were identified: 1971-1979, 1980-1989, 1990-1999, and 2000-2006. Findings demonstrate that, from a positivist viewpoint, there has been a steady improvement in how authors addressed issues of research quality in published qualitative case studies. Suggestions for changes in data presentation, reviewer expectations, the IMM reviewer feedback form, and the use of web-based appendices containing data pertinent to reader judgments of research quality are suggested.     

The use for the competition theory of the industrial investment decisions—a case study of the Taiwan IC assembly industry

This study empirically analyzes model accuracy, and applies grey forecasting to handle non-linear problems, insufficient data resources and forecasting involving small samples, and to construct the co-opetition diffusion model for the Lotka–Volterra (L.V.) system. Furthermore, this study examines historical data comprising revenue trends in the Taiwanese IC assembly industry during the past ten years and selects from a range of forecasting models.Empirical study uses MAPE to precisely analyze revenue trends in the L.V. dynamic co-opetition diffusion model relation to the IC assembly industry. The nine companies will be selected from 4 to 11 of the modeling, the results of the LV model 64 accuracy test, its accuracy is higher than 95% accounted for 59 times, five times better than the grey prediction, showing LV competing diffusion model not only with grey prediction, and better than the traditional grey forecasting model to make a higher accuracy of the predicted value. Like grey forecasting, MAPE can promptly respond even given insufficient data. Additionally, MAPE is able to provide more accurate forecasting values than the traditional Grey forecasting model. This study demonstrates the applicability of the dynamic co-opetition theory forecasting model to the Taiwanese IC assembly industry and provides management with a reference for use in decisions aimed to increase managerial competitiveness.     

“Which side are you on?” A historical study of union membership composition in seven Western countries

This study uses surveys from the past 60 years to study union membership in Denmark, France, West Germany, Italy, Sweden, the United Kingdom, and the United States. We first revisit aggregate union densities finding that, for France and Italy, they were at times under- and overestimated, respectively. Second, we document the evolution of the composition of union membership in terms of gender, occupation, education, and sector. Different stylized facts emerge for different groups of countries. These facts do not lend support to the composition-based theory that attributes deunionization to deindustrialization, nor to the technological theory that predicts the exit of the high-skilled from unions.     

Why do patterns of environmental response differ? A stakeholders' pressure approach

The objective of this article is to analyze the strategies or patterns of adaptation of firms for responding to environmental requirements or expectations. We specifically analyze the influence of the different pressure agents or stakeholders on the degree of proactivity of these patterns. We therefore propose and validate four types of environmental response pattern, representing particular configurations of both the scope of environmental objectives and their allocation of internal resources. The analysis, which is focused on a sample of 240 industrial firms, provides empirical evidence enabling us to identify, understand, and evaluate the impact of stakeholders on the choice of environmental response pattern. Copyright © 2008 John Wiley & Sons, Ltd.     

How much of the labor in African agriculture is provided by women?

The contribution of women to labor in African agriculture is regularly quoted in the range of 60–80%. Using individual, plot-level labor input data from nationally representative household surveys across six Sub-Saharan African countries, this study estimates the average female labor share in crop production at 40%. It is slightly above 50% in Malawi, Tanzania, and Uganda, and substantially lower in Nigeria (37%), Ethiopia (29%), and Niger (24%). There are no systematic differences across crops and activities, but female labor shares tend to be higher in households where women own a larger share of the land and when they are more educated. Controlling for the gender and knowledge profile of the respondents does not meaningfully change the predicted female labor shares. The findings question prevailing assertions regarding substantial gains in aggregate crop output as a result of increasing female agricultural productivity.     

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.     

Reaching the rural poor through rural producer organizations? A study of agricultural marketing cooperatives in Ethiopia

This paper examines the notion of inclusiveness in rural producer organizations (RPOs) and the extent to which such RPOs can be used to reach the rural poor in sub-Saharan Africa. Using farmer cooperatives in Ethiopia as a case in point, the paper examines the role of RPOs in supporting smallholder commercialization, and the extent to which principles of an inclusive, bottom-up approach relate to their marketing performance. Based on a combination of nationally-representative household- and cooperative-level survey data, we find that poorer farmers tend not to participate in these organizations although they may indirectly benefit from them. When they do participate, they are often excluded from decision-making processes. Finally, we investigate the relationship between marketing performance and inclusiveness and uncover evidence of significant tradeoffs between them.     

Are Virtual Markets Efficient Predictors of New Product Success? The Case of the Hollywood Stock Exchange*

Defining effective methods for determining consumer preferences for products prior to their launch has been a mainstay of marketing and management literature for decades. Virtual Stock Markets (VSMs) is an emerging method in new product forecasting that has been shown to produce reliable new product sales estimates by combining individual preferences via market‐based aggregation mechanisms. Due to the emerging popularity of VSMs among practitioners, this cross‐disciplinary study (combining insights from finance, marketing, and new product development fields) uses the example of the Hollywood Stock Exchange (HSX) and examines its predictive validity and potential systematic biases in its predictions to help think about the general applicability of these forecasting methods to other product areas, or how forecasts in other product areas may need to be modified to be more precise. This study finds evidence of overestimating the sales potential associated with products on the low end of the revenue expectation spectrum, which could be linked to the fact that in artificial exchanges, where no money changes hands, people tend to gamble hoping to make excessive returns. However, this explanation is weakened by the introduction of additional variables linked to the negative influence of information search costs (harder to utilize information is not fully reflected in the stock prices) and over‐utilization of highly visible/conspicuous information. Practical implications for managers considering using VSMs for new product forecasting in creative gestalt‐like settings are discussed.     

The impact of biofuel growth on agriculture: Why is the range of estimates so wide?

The rapid expansion of biofuel production has generated considerable interest within the body of empirical economic literature that has sought to understand the impact of biofuel growth on the global food economy. While the consensus within the literature is that biofuel emergence is likely to have some effect on future world agricultural market, there is a considerable range in the estimated size of the impact. Despite the importance of this topic to policy makers, there has been no study that has tried to reconcile the differences among various outlook studies. This paper undertakes an in-depth review of some key outlook studies which quantify the impacts of biofuels on agricultural commodities, and which are based on either general-equilibrium (GE) or partial-equilibrium (PE) modeling approaches. We attempt to reconcile the systematic differences in the estimated impacts of biofuel production growth on the prospective prices and production of three major feedstock commodities, maize, sugar cane, and oilseeds across these studies. Despite the fact that all models predict positive impacts on prices and production, there are large differences among the studies. Our findings point to a number of key assumptions and structural differences that seem to jointly drive the variations we observe, across these studies. The differences among the PE models are mainly due to differences in the design of scenarios, the presence or absence of biofuel trade, and the structural way in which agricultural and energy market linkages are modeled. The differences among the GE models are likely to be driven by model assumptions on agricultural land supply, the inclusion of the byproducts, and assumptions on crude oil prices and the elasticity of substitution between petroleum and biofuels.     

Competition aspects of pricing access to networks: What are the issues?

The introduction of competition between service providers in industries with some sort of network—such as telecommunications, but also gas and electricity—has created the regulatory problem of access pricing. Where a service provider requires access to a network owned by another firm, how much should that other firm be allowed to charge for access to its network? The problem arises where no agreement is forthcoming through normal market negotiations. The paper discusses the question of access pricing in telecoms, and the issues involved in actually deriving a price fixing mechanism for access to a network.     

Reinventing the wheel? A critical view of demand-chain management

Demand–supply alignment as a means for value creation in the marketplace is not a new concept either in the marketing or supply chain management literature. Recent developments in demand chain management (DCM) revamp this issue, which is particularly critical for today's firms. DCM studies, however, remain isolated from wider academic debates and are unclear on the processes required for the demand–supply alignment inside the firm, incurring the risk of becoming irrelevant. Through a systematic literature review and qualitative content analysis, we leveraged the existing knowledge on interfaces between intra-firm departments to identify the dimensions of demand–supply alignment and map the drivers, enablers and consequences of implementing such an alignment. These outcomes, together with theoretical perspectives, are used to improve the idea of DCM, ground theoretical reflections on the concept and suggest avenues for research. This study should interest researchers and practitioners willing to adopt the DCM strategy.     

The discursive strategy of legitimacy management: A comparative case study of Google and Apple’s crisis communication statements

Asia Pacific Journal of Management - This case study assesses how firms deployed language tactically to cope with crisis events. By applying the Systemic Functional Grammar (SFG) approach, we...