... a multiple-case study approach. The authors collect data from four Chinese business associations and their members. Findings This study finds that business associations promote SMEs’ green transformation by providing individual and collective services. SMEs conduct green transformation by developing...

... literature review on key account management (KAM), GAM and organizational culture, the authors conducted an exploratory case study with 23 global account managers (GA managers) who work for German-based multinational companies and manage global accounts from India. The results of a qualitative data analysis...

... longitudinal case studies supported by 24 in-depth interviews. Findings The findings reveal that the development of the relationships between competitors within the alliances comprises exchange and coordination processes. The cases show that relationship development is a “never-ending process” within...

...Jari Salo; Teck Ming Tan; Hannu Makkonen Purpose The purpose of this paper is to cast light on the nature of the digitalization process that occurs when digital technologies are adopted in buyer–seller relationships. Design/methodology/approach The study features a case study from the steel...

... regulated housing environment. Sensemaking Case studies Legitimacy Institutional theory Sustainable housing market Slums and informal settlements are among the challenges facing urban housing policymakers globally. Even though Un-Habitat (2016) reveals a significant decrease in the number...

... to provide a conceptual model of polyhedral diagnosis of market entry strategy (PODMES model) for “born global” firms involved in e-learning industries. Design/methodology/approach The use of the case study methodology allowed apply PODMES model to a “born global” firm of the e-learning industry...

...-firm operational function and as a strategic activity embedded in relationship and network management. Design/methodology/approach The research is based on an inductive-oriented case study. The data comprised 61 thematic interviews conducted at 17 buyer companies (electricity distribution companies...

... of the characteristics of creative sectors that might drive these behaviors. This is a multiple-case study involving interviews with 18 creative sector negotiators engaged in B2B negotiations. The findings suggest that negotiators in B2B firms in creative sectors use a variety of negotiation tactics...

... sales channels effective. A case study on a large B2B information and communication technology (ICT) company is used to reflect on the way the different theoretical governance perspectives explain sales channel management success. Interviews and mini-questionnaires were used to collect data...

...-types of PBC). Finally, the case data should help to explain observed similarities. For this purpose, this research applies a multiple-case study evaluation method. Given these considerations, this paper addresses three explorative research questions suitable to case studies (how and why questions, Yin...

...Niki Hynes; Andrew David Elwell © Emerald Group Publishing Limited 2016 Emerald Group Publishing Limited Licensed re-use rights only Case studies Telecommunications industry Technological change Wireless technology Disruptive Niki Hynes is the corresponding author and can...

... projects? Design/methodology/approach This is a qualitative single-case study, which examines strategic network formation in the context of a nuclear power plant construction project. Focused interviews with parties involved or having an interest in the megaproject were used as the primary data...

...-organisational relationships are sometimes subject to degradation. When incidents arise, and relationship attractiveness decreases, its evolution becomes uncertain. Design/methodology/approach – A case study carried out with a large French industrial company (FabIndus) specialised in the production...

...”. Originality/value – This paper presents a new theory in an emerging innovation field, open/user-driven innovation. Theory from business marketing, service encounter and innovation is also used. Jan Mattsson can be contacted at: mattsson@ruc.dk © Emerald Group Publishing Limited 2015 Case...

... communications to examine its goals and intended utilization in industrial firms. Design/methodology/approach – An empirical multiple case study conducted among six industrial firms examines the current state of digital marketing communications (DMC). Findings – The study gleans three research...

... extensively in the studied focal network. In addition, collective cognitive structures in intra- and inter-organizational settings differ, and thus should be distinguished. Research limitations/implications – The research findings are based on a single case study. This study is one of the first attempts...

... information, i.e. experience-based information. Following the theoretical discussion, we present the empirical case study and analyze eight cases presenting complex buying situations in which the buyer employs experience-based information. The subsequent section presents our findings on buyers' use...

... case studies, the external validity (generalizability) of the findings could not be assessed accurately. Practical implications The description of the four organizational approaches offers guidance for managers to restructure their companies towards service and customer orientations. Originality...

..., and explore the link to marketing performance. Design/methodology/approach Following a review of the literature on SME networks and marketing performance, case study analysis is performed on four SME clusters in the Greek agrifood sector. Findings Analysis finds that the configuration of horizontal...

...Hwan‐Yann Su; Shih‐Chieh Fang; Chaur‐Shiuh Young Purpose The purpose of this article is to explore and illustrate how intellectual capital transparency through intellectual capital reporting can enable relationship transparency and enhance partnership. Design/methodology/approach A case study...