Exploring export sales management practices in small- and medium-sized firms

We investigate key sales management aspects in relation to the export involvement stage of the firm. Specifically, an attempt is made to examine the presence of significant differences in export sales management control strategy, export sales organization design and export sales management behavioral attributes between ‘active’ and ‘committed’ exporting firms. We identify several differences among these exporter groups with the main conclusion being that the sales management function is more effectively organized and managed at advanced levels of export involvement. These findings are discussed in the light of existing knowledge, and various conclusions and research implications are also derived.     

No escape from the dominant theories: The analysis of intellectual pillars of technology management in developing countries

This paper aims to identify the intellectual bases of the technology management (TM) literature generated in developing countries using citation and co-citation analyses and answer the question of whether the intellectual bases of the TM literature created by authors in developing countries diverge from those of the global TM literature. Based on a comprehensive bibliometric analysis of ten technology-innovation management (TIM) specialty journals through the period of 1998-2007, this study produces three important findings. First, the TM literature generated in developing countries is dominated by the knowledge and theories created in developed countries. Second, among these knowledge sources some authors from developing countries and focusing on the specialties of developing countries, such as Kim and Lall, come into prominence; however these authors are not even mentioned in the previous bibliometric studies covering overall TM research. Finally the researchers in developing countries tackle with the issues or topics specific to their own context through combining three major bulks of literature. These are (i) resource-based view (RBV)/core competencies and organizational learning related research; (ii) literature dealing with the evolutionary theorizing on economic change and growth and (iii) literature related to technological capabilities, technology transfer and industrialization in developing countries.     

A Fuzzy Logic based Trend Impact Analysis method

All Trend Impact Analysis (TIA) algorithms in literature conduct the analysis based on direct estimates provided by experts for the probability of occurrence of an unprecedented event as an input to the algorithm. In this paper, we propose an advanced mechanism to generate more justifiable estimates to the probability of occurrence of an unprecedented event as a function of time with different degrees of severity using Fuzzy Logic. We postulate that in some cases it is better not to estimate the probability of occurrence of an unprecedented event directly; but rather estimate it indirectly via its attributes, using Fuzzy Logic. The core idea of the paper is to customize the generic process of reasoning with Fuzzy Logic by adding the additional step of attributes simulation, as unprecedented events do not occur all of a sudden but rather their occurrence is affected by change in the values of a set of attributes, especially when they reach certain threshold values.     

Cumulative causation in the formation of a technological innovation system: The case of biofuels in the Netherlands

Despite its worldwide success, the innovation systems approach is often criticised for being theoretically underdeveloped. This paper aims to contribute to the conceptual and methodological basis of the (technological) innovation systems approach. We propose an alteration that improves the analysis of dynamics, especially with respect to emerging innovation systems. We do this by expanding on the technological innovation systems and system functions literature, and by employing the method of ‘event history analysis’. By mapping events, the interactions between system functions and their development over time can be analysed. Based on this it becomes possible to identify forms of positive feedback, i.e. cumulative causation. As an illustration of the approach, we assess the biofuels innovation system in The Netherlands as it evolved from 1990 to 2007.     

Survival and dissolution of exporter relationships with importers: A longitudinal analysis

The primary purpose of this paper is to extend knowledge about the survival or dissolution of interorganizational exporter/importer relationships. Based on a conceptual framework, this paper presents a longitudinal analysis of data to explore the relationships between trust, economic performance and the outcome of survival/dissolution of a business-to-business relationship. In addition, two interactions are presented that involve business distance on the outcome of the survival/dissolution of a business-to-business relationship. The results show a significant positive relationship of both trust and economic performance on survival. Findings also reveal a significant negative interaction between business distance and trust on survival. Finally, there is only a marginally significant negative interaction between business distance and economic performance on survival.     

Patent indicators for monitoring convergence - examples from NFF and ICT

The blurring of boundaries between hitherto distinct scientific disciplines, technologies or markets is a common and powerful phenomenon. Concentrating on monitoring convergence through patent indicators, we discuss convergence with examples from the area of Nutraceuticals and Functional Foods (NFF)/Cosmeceuticals as well as information technologies, consumer electronics, and telecommunications (ICT). We analyze 7455 scientific and patent references on phytosterols with the aid of SciFinder Scholar and 3836 documents employing STN AnaVist. Furthermore, we test an IPC co-classification based approach on 859,469 ICT-related and 341,846 NFF-related patents. Our results show clear indications for convergence and a proof of principle for our monitoring concept. Academics may better evaluate environmental parameters, like cases of convergence, influencing companies' actions. Implications for practitioners are based on a more reliable assessment prior to the forming of strategic alliances or mergers and acquisitions. This could help avoid costly adventures such as the mergers and acquisitions seen in ICT.     

Transforming water infrastructure by linking water management and urban renewal in Rotterdam

Urban water systems have to deal with the impacts of climate change. In response, urban water managers in the city of Rotterdam developed a new water management strategy combining the renewal of water infrastructure with neighborhood revitalization projects. A key factor was the recognition that additional water retention in existing urban areas could only be realized if these projects were linked to urban renewal programs. Moreover, it was acknowledged that through new water retention infrastructure the quality of the social environment of deteriorated neighborhoods could be restored. The results from this historical analysis show that this turn in thinking initiated a successful water policy innovation in Rotterdam, in which the urban water policy is used to solve other urban problems as well by improving the quality of the public amenity. This paper presents key factors that contributed to this process and provides recommendations to further advance the transformation of urban water management infrastructure and the link with spatial planning.     

The interaction effect of strategic orientations on new product performance in the high-tech industry: A nonlinear model

Innovation and market orientation are two strategic orientations or business philosophies that can guide a company in its business activities. Although the interaction effect of these two strategic orientations is conceptually recognized as a critical factor for new product's success, empirical results are mixed. This paper examines this issue in terms of innovation orientation, two types of market orientations (responsive and proactive), and new product performance. Based on a sample of 107 high-tech firms, the results of this study show that the interaction between innovation orientation and two types of market orientation yields different patterns of nonlinear responses for new product performance. Specifically, new product performance, when derived from the interaction between innovation orientation and responsive market orientation, is in the form of an inverted U, i.e., the interaction effect is contributory to firm performance until an optimal level is reached, and then the effect becomes detrimental thereafter. However, new product performance derived from innovation orientation and proactive market orientation is in the form of a U, i.e., the interaction effect is detrimental to firm performance until a threshold level is reached and then the effect becomes contributory thereafter. The different patterns of new product performance indicate that the costs and organizational learning effects of these two strategic orientation interactions are dissimilar. The paper concludes with a discussion of theoretical and practical implications of these findings.