Pub Date : 2024-05-01Epub Date: 2024-05-23DOI: 10.1016/j.iedeen.2024.100247
Iñigo Cordoba, Txomin Iturralde, Amaia Maseda
Investment and financing decisions are especially important in a family firm context, as family and business dynamics interact to produce unique behaviors that may affect these decisions. However, research on how the family nature of these firms shapes their investment and financing preferences is still lacking. To help fill this gap, this study aims to provide a robust picture of the literature to identify key questions that can help guide future research. Using a systematic approach based on bibliometrics and network analysis of 891 papers published in the Web of Science database between 1992 and 2023, we show the evolution of research in terms of publications and identify the most active and influential articles, authors, and journals. Using bibliographic coupling analysis, the paper reveals the thematic structure and trends of the research. This study provides valuable insights into the future by identifying knowledge gaps and offering guidance to both researchers and practitioners seeking to understand the specific needs and challenges faced by family firms in their investment and financing endeavors.
在家族企业背景下,投资和融资决策尤为重要,因为家族和企业动态相互作用,产生了可能影响这些决策的独特行为。然而,关于家族企业的家族性质如何影响其投融资偏好的研究仍然缺乏。为了填补这一空白,本研究旨在对相关文献进行深入分析,找出有助于指导未来研究的关键问题。我们采用基于文献计量学和网络分析的系统方法,对 1992 年至 2023 年间发表在 Web of Science 数据库中的 891 篇论文进行了分析,展示了论文发表方面的研究演变,并确定了最活跃和最有影响力的文章、作者和期刊。通过书目耦合分析,本文揭示了研究的主题结构和趋势。本研究通过找出知识差距,为研究人员和从业人员提供指导,帮助他们了解家族企业在投融资过程中的具体需求和面临的挑战,从而为未来提供有价值的见解。
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Crowdfunding is an Internet-based fundraising method that relies on contributions from a large crowd of investors to fund innovative and risky projects. The aim of this paper is to analyse which combinations of signals commonly studied for crowdfunding success lead to overfunding. Based on the information asymmetries between fund-seeking entrepreneurs and the crowd, this paper draws on signalling theory to explore the elements of campaign design that contribute to overfunding (i.e. raising at least 10 % above the funding target). The paper focuses on the entrepreneur's identity as an individual or corporation, pitch video length, budget explanation length, number of images, project abstract length, and number of updates by the entrepreneur. Qualitative comparative analysis (QCA) is performed using publicly available data sourced from 257 socially oriented projects from a reward-based crowdfunding platform. The results show the importance for entrepreneurs of using images and constantly communicating with the crowd. The results also reveal a series of configurations of design features that result in overfunding. These findings have practical implications for the design of reward-based crowdfunding campaigns and contribute to a better understanding of how economic agents interact within crowdfunding.
{"title":"Untangling signalling strategies contributing to overfunding in reward-based crowdfunding","authors":"Pau Sendra-Pons , Dolores Garzon , María-Ángeles Revilla-Camacho","doi":"10.1016/j.iedeen.2024.100251","DOIUrl":"https://doi.org/10.1016/j.iedeen.2024.100251","url":null,"abstract":"<div><p>Crowdfunding is an Internet-based fundraising method that relies on contributions from a large crowd of investors to fund innovative and risky projects. The aim of this paper is to analyse which combinations of signals commonly studied for crowdfunding success lead to overfunding. Based on the information asymmetries between fund-seeking entrepreneurs and the crowd, this paper draws on signalling theory to explore the elements of campaign design that contribute to overfunding (i.e. raising at least 10 % above the funding target). The paper focuses on the entrepreneur's identity as an individual or corporation, pitch video length, budget explanation length, number of images, project abstract length, and number of updates by the entrepreneur. Qualitative comparative analysis (QCA) is performed using publicly available data sourced from 257 socially oriented projects from a reward-based crowdfunding platform. The results show the importance for entrepreneurs of using images and constantly communicating with the crowd. The results also reveal a series of configurations of design features that result in overfunding. These findings have practical implications for the design of reward-based crowdfunding campaigns and contribute to a better understanding of how economic agents interact within crowdfunding.</p></div>","PeriodicalId":45796,"journal":{"name":"European Research on Management and Business Economics","volume":"30 2","pages":"Article 100251"},"PeriodicalIF":5.8,"publicationDate":"2024-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S2444883424000111/pdfft?md5=c4ac812506db9de7ed623beb94b7c393&pid=1-s2.0-S2444883424000111-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141423084","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-05-01Epub Date: 2024-05-09DOI: 10.1016/j.iedeen.2024.100245
Mehedi Hasan Khan, Jiafei Jin
Ethnocentric conduct among employees is observed in multicultural work environments characterised by the presence of individuals from diverse origins. The existence of ethnocentrism inside the workplace has been observed to have repercussions for colleagues. Nevertheless, despite the significance of the aforementioned factors, there hasn't been a considerable pertinent scholarly study on how these aspects affect the localisation of human resources. This research closes the gap in the literature by integrating ethnocentrism and human resource localisation variables. We used Andrew F. Hayes PROCESS V4.0 to assess the hypothesised relationship between employees' ethnocentric behaviour and human resource localisation success. In addition, employee knowledge-sharing tendency works as a mediator, and employee cultural intelligence (CQ) is a moderated mediator. From the analysis of 361 respondents from multinational Company (MNC) workers, we found that ethnocentric behaviour reduces employee knowledge-sharing tendency among workers and, in return, reduces human resource localisation success. However, CQ moderates the mediated relationship between employee knowledge-sharing direction and localisation success. We also found that when employees have high CQ, the negative effect of ethnocentrism on localisation success weakens. Managers of multicultural organisations should reduce ethnocentrism to ensure the success of human resource localisation. MNCs can consider employing culturally intelligent individuals and giving them sensitivity training. Future research can integrate other variables, such as the firm's cultural characteristics, to continue this research domain. Further research can also consider collecting data from nations with high cultural distances; comparative studies between two countries are also encouraged.
在多元文化的工作环境中,员工的种族中心主义行为时有发生。据观察,工作场所种族中心主义的存在会对同事产生影响。然而,尽管上述因素具有重要意义,但关于这些方面如何影响人力资源本地化的相关学术研究还不多。本研究通过整合民族中心主义和人力资源本地化变量,填补了这一文献空白。我们使用 Andrew F. Hayes PROCESS V4.0 评估了员工民族中心主义行为与人力资源本地化成功之间的假设关系。此外,员工的知识共享倾向起中介作用,而员工的文化智能(CQ)则是一个调节中介。通过对 361 名来自跨国公司(MNC)员工的受访者进行分析,我们发现种族中心主义行为会降低员工之间的知识共享倾向,进而降低人力资源本地化的成功率。然而,CQ 调节了员工知识共享方向与本地化成功之间的中介关系。我们还发现,当员工具有较高的 CQ 时,民族中心主义对本地化成功的负面影响会减弱。多元文化组织的管理者应减少种族中心主义,以确保人力资源本地化的成功。跨国公司可以考虑聘用具有文化智慧的人员,并对他们进行敏感性培训。未来的研究可以整合其他变量,如公司的文化特征,以继续这一研究领域。进一步的研究还可以考虑从文化距离较远的国家收集数据;也鼓励对两个国家进行比较研究。
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Pub Date : 2024-05-01Epub Date: 2024-03-21DOI: 10.1016/j.iedeen.2024.100243
Jennifer González-Blanco, María del Mar Rodríguez-Domínguez, Manuel Guisado-González
In the innovation literature, little attention has been paid to technical efficiency as a measure of performance, despite the fact that technical efficiency is key to explaining firm productivity. In this study we analyze the influence of internal R&D, external R&D and R&D cooperation on the technical efficiency of the firm. The data used come from the Panel de Innovación Tecnológica 2016 for Spanish companies, from whose database we have selected the set of innovative manufacturing firms. To estimate the coefficients of interest we have constructed a knowledge production function, estimated using Stochastic Frontier Analysis (SFA) and the Heckman correction. The results indicate that both internal R&D and R&D cooperation have a positive and significant influence on technical efficiency, while external R&D has a significant negative relationship. Knowing this type of information in advance is very important for business managers and policy makers, since it facilitates decision-making on innovation strategies, as well as the formulation of public policies to support innovation leading to an efficient allocation of public resources.
在创新文献中,尽管技术效率是解释企业生产率的关键,但很少有人关注将技术效率作为衡量绩效的标准。在本研究中,我们分析了内部研发、外部研发和研发合作对企业技术效率的影响。所使用的数据来自《2016 年西班牙企业技术创新面板》(Panel de Innovación Tecnológica 2016),我们从该数据库中选取了一组创新型制造企业。为了估算相关系数,我们构建了知识生产函数,并使用随机前沿分析法(SFA)和赫克曼修正法进行估算。结果表明,内部研发和研发合作对技术效率有显著的正向影响,而外部研发则有显著的负向影响。提前了解这类信息对于企业管理者和政策制定者来说非常重要,因为这有助于创新战略的决策,也有助于制定支持创新的公共政策,从而实现公共资源的有效配置。
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Pub Date : 2024-01-01Epub Date: 2023-11-25DOI: 10.1016/j.iedeen.2023.100232
Ignacio S. Gatell, Lucia Avella
This paper aims to investigate the impact of Industry 4.0 and Circular Economy on Lean Leadership and Lean Culture, providing insights into how Lean Manufacturing companies can adapt their leadership and culture styles to succeed in the new business environment. We have conducted a systematic literature review focusing on the impact of Industry 4.0 and Circular Economy on Lean Leadership and Lean Culture, and our principal findings are that Implementing Industry 4.0 and Circular Economy requires changes in Lean Leadership and Culture styles to incorporate sustainability and digital transformation. This study identified ten Lean Culture characteristics classified in three groups values and principles (culture of respect, collectivism, power distance and authority distribution), customer centric (customer orientation and performance orientation) and operational excellence (receptiveness, working conditions, problem solving culture and continuous improvement and innovation) and nineteen Lean Leadership competences grouped in three categories customer oriented (customer focus, customer and supplier development and teamworking), personal development (personal stability, personal behavior, human centric, self-developing and learning, empowerment, self-transcendence and servant leadership), Lean principles (experimental, continuous improvement and innovation, zero-defects, process and lean expertise, problem solving and genchi genbutsu) and performance driven (targets settings, targets deployment and flow) that are necessary for successful implementation of Industry 4.0 and Circular Economy in Lean Manufacturing companies.
{"title":"Impact of Industry 4.0 and circular economy on lean culture and leadership: Assessing digital green lean as a new concept","authors":"Ignacio S. Gatell, Lucia Avella","doi":"10.1016/j.iedeen.2023.100232","DOIUrl":"https://doi.org/10.1016/j.iedeen.2023.100232","url":null,"abstract":"<div><p>This paper aims to investigate the impact of Industry 4.0 and Circular Economy on Lean Leadership and Lean Culture, providing insights into how Lean Manufacturing companies can adapt their leadership and culture styles to succeed in the new business environment. We have conducted a systematic literature review focusing on the impact of Industry 4.0 and Circular Economy on Lean Leadership and Lean Culture, and our principal findings are that Implementing Industry 4.0 and Circular Economy requires changes in Lean Leadership and Culture styles to incorporate sustainability and digital transformation. This study identified ten Lean Culture characteristics classified in three groups values and principles (culture of respect, collectivism, power distance and authority distribution), customer centric (customer orientation and performance orientation) and operational excellence (receptiveness, working conditions, problem solving culture and continuous improvement and innovation) and nineteen Lean Leadership competences grouped in three categories customer oriented (customer focus, customer and supplier development and teamworking), personal development (personal stability, personal behavior, human centric, self-developing and learning, empowerment, self-transcendence and servant leadership), Lean principles (experimental, continuous improvement and innovation, zero-defects, process and lean expertise, problem solving and genchi genbutsu) and performance driven (targets settings, targets deployment and flow) that are necessary for successful implementation of Industry 4.0 and Circular Economy in Lean Manufacturing companies.</p></div>","PeriodicalId":45796,"journal":{"name":"European Research on Management and Business Economics","volume":"30 1","pages":"Article 100232"},"PeriodicalIF":5.8,"publicationDate":"2024-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S2444883423000190/pdfft?md5=110f6dd1b84fdfd8600e0456e96f1dd5&pid=1-s2.0-S2444883423000190-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138436541","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Coastal tourism is deep into a dichotomy between its potential to provide a wide range of social and natural benefits, and its traditional link to mass models, provoking a profound debate around the generation of negative externalities. This study examines the role of innovation and strategic corporate social responsibility orientation in the relationship between CSR and corporate performance to determine the mechanisms that underlie this main relationship. To this end, a sample of 202 hotels on the Spanish coast is analysed by applying the Partial Least Square Methodology. Useful results are derived from the empirical testing of the theoretical model, such as the existence of a positive direct effect between CSR and hotel performance. Likewise, we shed light on the mediating role of innovation and the moderating effect of a strategic CSR orientation in the main relationship, providing valid solutions for both academics and managers of coastal hotels, in terms of adopting CSR practices and promoting its integration into the core business of the hotel, and further developing innovations that will boost the benefits derived from their responsible practices, as well as their strengths to overcome the barriers traditionally faced when carrying out CSR strategies.
{"title":"Innovation as a driving force for the creation of sustainable value derived from CSR: An integrated perspective","authors":"Esther Poveda-Pareja, Bartolomé Marco-Lajara, Mercedes Úbeda-García, Encarnación Manresa-Marhuenda","doi":"10.1016/j.iedeen.2024.100241","DOIUrl":"https://doi.org/10.1016/j.iedeen.2024.100241","url":null,"abstract":"<div><p>Coastal tourism is deep into a dichotomy between its potential to provide a wide range of social and natural benefits, and its traditional link to mass models, provoking a profound debate around the generation of negative externalities. This study examines the role of innovation and strategic corporate social responsibility orientation in the relationship between CSR and corporate performance to determine the mechanisms that underlie this main relationship. To this end, a sample of 202 hotels on the Spanish coast is analysed by applying the Partial Least Square Methodology. Useful results are derived from the empirical testing of the theoretical model, such as the existence of a positive direct effect between CSR and hotel performance. Likewise, we shed light on the mediating role of innovation and the moderating effect of a strategic CSR orientation in the main relationship, providing valid solutions for both academics and managers of coastal hotels, in terms of adopting CSR practices and promoting its integration into the core business of the hotel, and further developing innovations that will boost the benefits derived from their responsible practices, as well as their strengths to overcome the barriers traditionally faced when carrying out CSR strategies.</p></div>","PeriodicalId":45796,"journal":{"name":"European Research on Management and Business Economics","volume":"30 1","pages":"Article 100241"},"PeriodicalIF":5.8,"publicationDate":"2024-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S2444883424000019/pdfft?md5=a264e29954bc0b7f56068d3d4b2ab50f&pid=1-s2.0-S2444883424000019-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139733217","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-01-01Epub Date: 2024-01-04DOI: 10.1016/j.iedeen.2023.100238
María Dolores Sánchez-Sánchez , Carmen De-Pablos-Heredero , José Luis Montes-Botella
This paper proposes a model to determine the direct and moderating effects of COVID-19 on the overall satisfaction of cultural tourists with the heritage destination visited. The hypotheses put forward in the model have been tested employing non-linear structural equation models (SEM), estimated with data from the Resident Travel Survey of the National Statistics Institute (NSI), on domestic demand for cultural tourism in Spain. The data analyzed covers both a pre-covid and pandemic period, from January 2019 to September 2021. The results confirm that COVID-19 significantly impacted the decrease in cultural tourists' satisfaction with the visit. It highlights the negative relationship between cultural tourists' socioeconomic profile and satisfaction. This research provides knowledge on the impact of COVID-19 on the behavior of cultural tourists, with practical implications for the design of tourism policies for the promotion and marketing of heritage destinations through differentiated marketing that increases satisfaction for this demand segment in crisis scenarios.
{"title":"Direct and moderating effects of COVID-19 on cultural tourist satisfaction","authors":"María Dolores Sánchez-Sánchez , Carmen De-Pablos-Heredero , José Luis Montes-Botella","doi":"10.1016/j.iedeen.2023.100238","DOIUrl":"https://doi.org/10.1016/j.iedeen.2023.100238","url":null,"abstract":"<div><p>This paper proposes a model to determine the direct and moderating effects of COVID-19 on the overall satisfaction of cultural tourists with the heritage destination visited. The hypotheses put forward in the model have been tested employing non-linear structural equation models (SEM), estimated with data from the Resident Travel Survey of the National Statistics Institute (NSI), on domestic demand for cultural tourism in Spain. The data analyzed covers both a pre-covid and pandemic period, from January 2019 to September 2021. The results confirm that COVID-19 significantly impacted the decrease in cultural tourists' satisfaction with the visit. It highlights the negative relationship between cultural tourists' socioeconomic profile and satisfaction. This research provides knowledge on the impact of COVID-19 on the behavior of cultural tourists, with practical implications for the design of tourism policies for the promotion and marketing of heritage destinations through differentiated marketing that increases satisfaction for this demand segment in crisis scenarios.</p></div>","PeriodicalId":45796,"journal":{"name":"European Research on Management and Business Economics","volume":"30 1","pages":"Article 100238"},"PeriodicalIF":5.8,"publicationDate":"2024-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S2444883423000256/pdfft?md5=c01aca0c88f30f9e6d71bd9cf0db8bed&pid=1-s2.0-S2444883423000256-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139100651","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-01-01Epub Date: 2024-02-23DOI: 10.1016/j.iedeen.2024.100242
Mario Rísquez Ramos, María Eugenia Ruiz-Gálvez
The automotive industry is undergoing a profound transformation in its transition to production of electric vehicles. This paper seeks to examine the main transformations taking place in global value chains in the automotive industry as a result of this transition. The analysis follows a multiple case study methodology based on a theoretical approach that seeks to address the research question and purpose.
The main findings of this research focus on three dimensions of GVCs. First, this transition increases competition among assembly plants at the intra-group level for the awarding of new models. Second, it continues to reconfigure supply chains, threatening the viability of certain traditional providers of components and giving rise to new players – battery manufacturers – that may challenge the chain hierarchy. Third, the transition to electric vehicles has led to a reduction in employment volume in the chain as a whole. Because the transition is ongoing, it will continue to pose significant challenges for multiple actors involved in the automotive industry.
{"title":"The transformation of the automotive industry toward electrification and its impact on global value chains: Inter-plant competition, employment, and supply chains","authors":"Mario Rísquez Ramos, María Eugenia Ruiz-Gálvez","doi":"10.1016/j.iedeen.2024.100242","DOIUrl":"https://doi.org/10.1016/j.iedeen.2024.100242","url":null,"abstract":"<div><p>The automotive industry is undergoing a profound transformation in its transition to production of electric vehicles. This paper seeks to examine the main transformations taking place in global value chains in the automotive industry as a result of this transition. The analysis follows a multiple case study methodology based on a theoretical approach that seeks to address the research question and purpose.</p><p>The main findings of this research focus on three dimensions of GVCs. First, this transition increases competition among assembly plants at the intra-group level for the awarding of new models. Second, it continues to reconfigure supply chains, threatening the viability of certain traditional providers of components and giving rise to new players – battery manufacturers – that may challenge the chain hierarchy. Third, the transition to electric vehicles has led to a reduction in employment volume in the chain as a whole. Because the transition is ongoing, it will continue to pose significant challenges for multiple actors involved in the automotive industry.</p></div>","PeriodicalId":45796,"journal":{"name":"European Research on Management and Business Economics","volume":"30 1","pages":"Article 100242"},"PeriodicalIF":5.8,"publicationDate":"2024-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S2444883424000020/pdfft?md5=08552e6cdf6b6017c37f84095b6fefa5&pid=1-s2.0-S2444883424000020-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139935366","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-01-01Epub Date: 2023-12-20DOI: 10.1016/j.iedeen.2023.100233
Ana Plaza-Casado, Alicia Blanco-González, Lourdes Rivero-Gutiérrez, Raul Gómez-Martínez
Legitimacy is fundamental to business internationalization and access to new markets. This variable is particularly important for emerging market multinationals (EMNEs) as they face numerous obstacles, including the information that consumers in the host country have about these companies in addition to the legitimacy of the country of origin. Therefore, this study tests whether home country information and legitimacy affect the legitimacy of EMNEs and consumer purchase intentions. Specifically, this research focuses on EMNEs of Chinese origin due to their rapid growth at the international level and in the fast fashion sector because of the change in the positioning of large brands in favor of sustainability. The model is validated through an empirical study of 261 regular Shein shoppers using PLS-SEM. The academic and managerial implications of this research clarify the antecedents and consequences of the legitimacy of EMNEs and provide recommendations for the management of EMNEs and business success.
{"title":"Does the legitimacy of countries influence the internationalization of emerging market multinationals","authors":"Ana Plaza-Casado, Alicia Blanco-González, Lourdes Rivero-Gutiérrez, Raul Gómez-Martínez","doi":"10.1016/j.iedeen.2023.100233","DOIUrl":"https://doi.org/10.1016/j.iedeen.2023.100233","url":null,"abstract":"<div><p>Legitimacy is fundamental to business internationalization and access to new markets. This variable is particularly important for emerging market multinationals (EMNEs) as they face numerous obstacles, including the information that consumers in the host country have about these companies in addition to the legitimacy of the country of origin. Therefore, this study tests whether home country information and legitimacy affect the legitimacy of EMNEs and consumer purchase intentions. Specifically, this research focuses on EMNEs of Chinese origin due to their rapid growth at the international level and in the fast fashion sector because of the change in the positioning of large brands in favor of sustainability. The model is validated through an empirical study of 261 regular Shein shoppers using PLS-SEM. The academic and managerial implications of this research clarify the antecedents and consequences of the legitimacy of EMNEs and provide recommendations for the management of EMNEs and business success.</p></div>","PeriodicalId":45796,"journal":{"name":"European Research on Management and Business Economics","volume":"30 1","pages":"Article 100233"},"PeriodicalIF":5.8,"publicationDate":"2024-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S2444883423000207/pdfft?md5=e3d136ecf5c07c58915676c305fb1c3d&pid=1-s2.0-S2444883423000207-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138770173","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-01-01Epub Date: 2024-01-04DOI: 10.1016/j.iedeen.2023.100235
Rocio Rodríguez , Mornay Roberts-Lombard , Nils M. Høgevold , Göran Svensson
This study tests a framework of business-to-business (B2B) sellers’ sales performance motivations in services firms. An exploratory-descriptive research design was used and data was collected from 389 respondents working in the services-orientated business sector of Norway. The study's results verify that B2B service sales are complex contexts and situations for B2B seller services firms and their B2B customers to handle. Many elements are required to reach a final deal. Therefore, services firms must maintain seller motivation throughout the B2B services sales process, which is usually hard and may involve psychological wear-out. Consequently, this study examines and verifies an important area of sales performance indicators, namely B2B sellers’ motivations in services firms, and explains B2B sellers’ intrinsic and extrinsic motivations.
{"title":"Proposing a sales performance motivational framework for B2B sellers in services firms","authors":"Rocio Rodríguez , Mornay Roberts-Lombard , Nils M. Høgevold , Göran Svensson","doi":"10.1016/j.iedeen.2023.100235","DOIUrl":"https://doi.org/10.1016/j.iedeen.2023.100235","url":null,"abstract":"<div><p>This study tests a framework of business-to-business (B2B) sellers’ sales performance motivations in services firms. An exploratory-descriptive research design was used and data was collected from 389 respondents working in the services-orientated business sector of Norway. The study's results verify that B2B service sales are complex contexts and situations for B2B seller services firms and their B2B customers to handle. Many elements are required to reach a final deal. Therefore, services firms must maintain seller motivation throughout the B2B services sales process, which is usually hard and may involve psychological wear-out. Consequently, this study examines and verifies an important area of sales performance indicators, namely B2B sellers’ motivations in services firms, and explains B2B sellers’ intrinsic and extrinsic motivations.</p></div>","PeriodicalId":45796,"journal":{"name":"European Research on Management and Business Economics","volume":"30 1","pages":"Article 100235"},"PeriodicalIF":5.8,"publicationDate":"2024-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S2444883423000220/pdfft?md5=099020a21e5023c0b19216ece9ef0987&pid=1-s2.0-S2444883423000220-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139100652","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}