Towards value-based pricing—An integrative framework for decision making

Despite a recent surge of interest, the subject of pricing in general and value-based pricing in particular has received little academic investigation. Yet, pricing has a huge impact on financial results, both in absolute terms and relative to other instruments of the marketing mix. The objective of this paper is to present a comprehensive framework for pricing decisions which considers all relevant dimensions and elements for profitable and sustainable pricing decisions. The theoretical framework is useful for guiding new product pricing decisions as well as for implementing price-repositioning strategies for existing products. The practical application of this framework is illustrated by a case study involving the pricing decision for a major product launch at a global chemical company.     

Internal multi-channel conflict: An exploratory investigation and conceptual framework

Multi-channel distribution is an increasingly important phenomenon in marketing, and the internal organizational dynamics associated with its use are strategically critical in nature. In this study, we focus on conflict internal to the supplier firm among the groups and individuals responsible for managing the various channels. We utilize a research approach consisting of four in-depth case studies with business-to-business marketing organizations to develop a holistic conceptual framework of internal multi-channel conflict and fourteen propositions for research. Results indicate that the life cycle stage plays a moderating role in determining the functionality of multi-channel conflict, that the supplier firm's internal market orientation is a determinant of the extent to which it will engage in internal multi-channel integration behaviors (i.e., superordinate goals, internal coordination and internal communication) and that internal and external multi-channel conflict are closely interrelated constructs.     

A conceptual and analytical framework for business process reengineering

BPR has become a hot buzzword in management and information systems disciplines. However, there is a lacuna in recognizing the characteristics and the way of performing BPR. In this paper, we categorize the reasons for BPR failure as the lack of understanding of and the inability to perform BPR, and we reviewed BPR based on the four key concepts: fundamental, radical, dramatic, and process. We argue that SSM can be applied in performing BPR in the following ways:

1. (1) SSM can be a general methodology for BPR,

2. (2) SSM can be an analytical framework for BPR, and

3. (3) SSM is able to deal with the ill-defined and complex business situation in a BPR effort.

To illustrate the applicability of SSM in the context of BPR, we describe a live case of a BPR effort in developing and implementing an image processing system for hospital ward ordering. Finally, in order to demonstrate the power of SSM, by extending SSM considerations of What/How, we elaborate further on the What's and How's conceptual framework of an analysis and redesign effort. Based on this framework, we review the roles of information technologies in BPR.     

Assessing value-in-use: A conceptual framework and exploratory study

Developing approaches for understanding customer perceived value is a priority for managers and scholars alike. A conceptual framework for assessment of value-in-use is proposed and explored within the context of a maintenance service provider. In contrast to value models in previous empirical research, the framework includes assessment not just of provider attributes but also of the customer's usage processes, as well as customer evaluations of the value-in-use they obtain. Interviews with members of a cross-disciplinary buying group provide support for the framework, including the observations that individuals can assess the quality of their usage processes and that they can articulate value-in-use at both organisational and individual levels; the further concept of network quality also emerges from the data. Assessment of usage process quality as well as service quality evolves as the customer's goals evolve. Practitioners may wish to elicit usage process quality and value-in-use as well as service quality. Research directions include scale development for both usage process quality and value-in-use.     

Technical change in Latin American agriculture: A conceptual framework for its interpretation

The authors present a critical analysis of the ideas dominating current discussions on technological development in Latin America, and introduce a methodological framework of their own. Their perspective views technology as a social phenomenon, and incorporates social conflicts and the role of the state as variables in an analysis of technical change in agriculture.     

A conceptual framework for public-private interplay in the telecommunications sector

Public activity in the telecommunications industry has experienced important transformations in the last decade: “reinvolvement” in infrastructure deployment, “innovative” boosting measures, and decentralisation of some decisions. Conceptually, even more important than the measures themselves is the fact that private agents often participate in their realisation and execution. This paper reviews how justifications for public action that would apply to any economic activity area have modelled the public-private relationship in the telecommunications sector. Subsequently, it focuses on the analysis of the new spaces for public-private collaboration that are currently opening up.     

A design-led conceptual framework for developing school integrated STEM programs: the Australian context

International Journal of Technology and Design Education - Integrated Science, Technology, Engineering, and Mathematics (STEM) education is recognised as the latest development stage on the pathway...     

Institutional theory in business marketing: A conceptual framework and future directions

Institutional environments exert significant effects on organizational behavior, structure, strategy, governance, and process. To gain competitive advantage, managers are striving for legitimacy while maintaining efficiency. In line with this thinking, we propose the developmental process of institution-driven and legitimacy-embedded efficiency, and emphasize the confluence of legitimacy and efficiency in the context of business marketing. We then highlight several promising directions for further research on the development of institutional theory and its application in business marketing. Finally, we present a brief summary of each paper in this special issue.     

Customer response to dissatisfaction: A synthesis of literature and conceptual framework

Business-to-business customers who are dissatisfied with services or products may respond by voicing complaints, by exiting the transaction relationships, by spreading negative word-of-mouth (WOM) about their experiences, and/or by continuing the transactional relationships as they are. The authors synthesize extant customer (dis)satisfaction response behaviors in the organizational buyer behavior literature, and discuss within-firm and third-party recipients of voicing and negative WOM. A model of customer response behavior is disclosed featuring possible influences of exit, voice, loyalty, and negative WOM: number of alternative suppliers, past complaint response behavior, number of years in relationship, and type of purchase. Propositions are provided on the effects of influence variables on response behavior relationships.     

How to enhance supplier performance in China: An integrative view of partner selection and partner control

Whereas effective supplier management necessarily involves both partner selection and partner control, extant literature considers each issue separately. With an integrative perspective, this study instead examines the joint effects of two selection mechanisms (i.e., public and social) and two control mechanisms (i.e., contractual and relational) on supplier performance. The results of an investigation of 208 buyer–supplier exchanges in China provide novel insights into how to adopt formal and informal approaches of partner selection and control to improve supplier performance. We find that mixed approaches (i.e., public selection and relational control, social selection and contractual control) enhance supplier performance. In contrast, relying on combinations of either formal (i.e., public selection and contractual control) or informal (i.e., social selection and relational control) means impairs supplier performance.     

R&D 'programmes-competencies' matrix: analyzing R&D expertise within the firm

The author suggests that the systematic identification of a firm's technologies opens up the possibility of evaluating, protecting, optimizing, enriching and exploiting these technologies to the full. A firm's technologies fall into two parts: those embodied and exploited in current operations and those evolving from the collective competencies of its R&D staff. The author's aim is to evaluate and describe the firm's R&D competencies.
The identification of R&D competencies proceeds in three steps: tracing the background of the current and past programmes, constructing a programmes/competencies matrix, and deriving an expertise profile. The construction of the matrix is the key activity and requires much care in its execution, if competencies are to be properly defined and truly existing, and if it is to be exhaustive. The author sketches a procedure for constructing a matrix and discusses problems of implementation and draws attention to some of its limitations.
The author claims that such an inventory of expertise could improve the efficiency of the use of the R&D resource, identify a laboratory's strengths and weaknesses, direct R&D into hitherto neglected channels, assist individuals to identify and evaluate their own expertise, justify obtaining funding for building expertise in shortage areas. The method should be considered as a starting point to formulate appropriate strategies to gain access to technology.     

The decision support framework for developing Ecodesign at conceptual phase based upon ISO/TR 14062

The objective of this research is to propose a decision support framework for developing Ecodesign at the conceptual design phase based upon ISO/TR 14062 (2002). The contribution of this research lies in the decision support model for integrating analytic network process (ANP) and the distance-to-target (DT) method in order to calculate a single score Ecodesign concept indicator that makes the new product more eco-effective than the baseline product. The highlight of this framework is that the model can reduce bias and ease the decision-making process as well as enhance presentation of the new idea to stakeholders. A case study, recommendations, limitation, and further research are also presented.     

An epistemological framework for nanoscience and nanotechnology literacy

The need for a new literacy that will allow for meaningful participation in the rapidly evolving field of nanotechnology is very critical to national development. This need is important for nanotechnology to achieve its full potential. This paper describes and analyzes some contemporary philosophical interpretations of the concept of technological literacy. The paper then focuses on some of the metaphysical assumptions underpinning the techno-scientific literacy framework; and theories governing public understanding of science and technology, as the basis to propose a new technological literacy framework suitable in the era of nanotechnology. A case is made that the new technological literacy framework proposed is a suitable and essential pedagogic endeavour which should be seen as yielding a perspective through which meaning may be infused into the importance of nanotechnology development–a perspective as essential to the informed lay person as it is to the truly literate technologist. The paper concludes by analyzing the implications of the proposed epistemological framework on nanotechnology workforce development and makes recommendations based on this new framework to achieve a ‘nanoliterate’ society.     

An evolutionary framework for service innovation: Insights of complexity theory for service science

There is an increasing need for a theory-based and industry-oriented framework for service innovation in both research and practice. However the study of service innovation has been somewhat limited. This paper applies two models of complexity theory (Kauffman's NK model in biology and organizational ambidexterity in organization science) for service innovation and proposes a novel perspective on service innovation as an evolutionary process, which is interactive, local, unpredictable, and emergent. The paper also proposes a typology of service innovation that includes eight different strategic orientations of service innovation; also included are illustrations from a knowledge-intensive service industry, particularly the IT-based consulting and service industry sector. Drawing from this complexity theory perspective, the paper discusses numerous implications for future conceptualization of service, multidimensionality of service innovation, and service innovation strategies.     

A conceptual framework for evaluating the most cost-effective intervention along the supply chain to improve food safety

This paper develops a conceptual framework for choosing the most cost-effective intervention along the supply chain to improve food safety. This framework identifies both the initial level of on-farm infection and the potential for new infection post farm-gate as key parameters influencing the relative effectiveness of on-farm and abattoir interventions. In addition, the potential for cost economies of scale in implementing interventions at abattoir compared to on-farm is shown to be a further factor determining the relative cost-effectiveness of these interventions. Overall, it is suggested by the analysis in this paper that successful abattoir interventions will typically be more cost-effective than successful on-farm interventions. These findings are consistent with existing case study evidence.     

Advertising in streaming video: An integrative literature review and research agenda

Streaming video (SV), such as YouTube, is a new media widely used nowadays. Nevertheless, there is a lack of knowledge about advertising in SV. In view of this, through a search in the rich depository of the Scopus database, this article presents the first integrative literature review about advertising in SV. Searching every article and conference paper related to the topic published until May 04, 2020, 59 studies were found and classified into two main topics: marketing studies (35), mostly focused on evaluating or exploring advertising in SV, and computational studies (24), focusing on the development of systems for the insertion of ads into SV. All knowledge present in these studies was summarized so that readers (both scholars and practitioners) could have easy access to the main contributions and information present in each study. Moreover, future research directions in six main themes are presented through a research agenda.     

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.