Interfunctional coordination: the role of digitalization

Purpose: This research investigates interfunctional coordination (IC) in a B-to-B context. More specifically, it explores the role of digitalization as a strategic driver for an effective IC. Design/methodology/approach: Following a qualitative methodology, three studies have been integrated: Study 1 (focus group with five participants); Study 2 (31 in-depth interviews with top executives); Study 3 (online focus group with 9 experts). Findings: One finding is that digitalization is the main driver for IC and can be considered strategic. Other findings show that digitalization can enhance IC, but it was also found that digitalization can have negative side effects on IC. Originality/value: This study contributes to the understanding of the importance of digitalization on IC and also contributes to the conceptualization of IC as a dynamic capability

Entrepreneurial Intentions: a bibliometric analysis

Purpose – The purpose of this research is to identify the main authors, the main influential universities doing research on EI, the main subject areas and the main productive academic journals on this topic. This paper also aims to shed light on the current knowledge and contributions to the field, in particular: co-authorships, co-words, research topics and cluster of themes. Methodology – The methodology is based on bibliometric techniques using mapping and clustering. The study has been conducted on 377 articles published in journals indexed in the Scopus database for a period of time of almost 24 years, from 01/01/1993 to 08/07/2016. VOSviewer software was used to conduct the analysis. Findings – Findings highlight the top authors, the ranking of the main journals and universities doing research in the field of EI. Another relevant contribution is the identification and classification of main research streams and gaps that have been highlighted. Originality/value – This paper is an attempt to clarify the state of the research and to analyse the progress of the studies on EI and to elaborate bibliometric studies that help to give some order to the variety of sources. This is helpful for new researchers approaching EI for the first time and also for those that are familiar with the field. Keywords Entrepreneurial intentions, bibliometric analysis, citation analysis, literature review Paper type Literature revie

Fashion Events and e-WOM

The aim of this article is to gain a deeper understanding of fashion events marketing from a sponsor's perspective and its influence on customers and society. We firstly seek to investigate what are the main marketing objectives of brands when they decide to sponsor fashion events; secondly, what are the main factors to enhance customer engagement with sponsoring brands; and finally, what are the most effective pathways to generate e-WOM in this context of fashion events. In order to answer these research questions, we conducted four studies: two online focus groups, in-depth interviews, and a fuzzy set qualitative comparative analysis (fsQCA). Main findings show that the chief objectives of brands in sponsoring fashion events are: a) customer engagement with the sponsoring firm and, in particular, e-WOM, b) brand presence, and c) brand positioning with fashion industry values. The conditions that enhance customer engagement are a) enjoyment, b) fashion values, c) sustainability, and d) product knowledge. Fashion values are found to be a necessary condition to generate e-WOM. There are two conditions sufficient to produce e-WOM: a) the lack of enjoyment and fashion values or b) fashion values and sustainability

The impact of the COVID-19 crisis on consumer purchasing motivation and behavior

The COVID-19 outbreak changed dramatically and altered the attitudes, intentions and purchasing patterns of consumers. This global crisis was particularly notable because of globalization—the interconnection of markets and countries—and its unprecedented coverage by traditional and digital media. This research queried the impact of the COVID-19 crisis on consumers’ motivation and behavior. The present paper was based on the results of mixed methods —qualitative and quantitative analyses—conducted in more than 55 countries and collectively engaging 1,015 participants. The studies were performed by the end of March 2020, at which time the pandemic was at its first peak, allowing data to be collected in real time, recording the actual behaviors of consumers and not simply what they could recall after the fact. As a result of the COVID-19 crisis, many changes took place in consumer behavior related to products, channels, and motivations. These changes proved to be more related to consumers’ perceptions of the crisis than to its practical effects. Several managerial and theoretical implications are provided, as well as compelling future research avenues

Customer Orientation and e-WOM in the hotel sector

Customers frequently engage in electronic Word of Mouth (e-WOM) to share their service experience. This is particularly important in hospitality where the role of front-line employees and their level of customer orientation are critical. However, it has not yet been studied how the Customer Orientation of Service Employees (COSE) influences e-WOM. This study addresses this gap. Qualitative data were collected from family-run hotels through three independent studies with 25 different participants: Focus Group, in-depth Interviews and an Online Focus Group. This research provides novel findings that contribute to a deeper understanding of how the COSE dimensions play different roles in the three types of customers’ e-WOM (positive, neutral and negative). This investigation also contributes to the literature by identifying new factors that could be incorporated in the COSE model, such as attitude, customisation and extra role performance. Some managerial contributions regarding COSE and a future research agenda are proposed