Simone Guercini
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View article: Borrowing in competence attrition as adaptive bias
Borrowing in competence attrition as adaptive bias Open
The objective of this article is to examine a specific form of competence attrition, borrowing, as heuristic solutions to a problem of partial loss of pre-existing organizational competences. In linguistics, language attrition is a recurri…
View article: To Tell or Not to Tell? On the Under Communicating of Sustainability in Digital Environments
To Tell or Not to Tell? On the Under Communicating of Sustainability in Digital Environments Open
The paper investigates sustainability communication using digital tools—such as social media, websites, emails, and newsletters—and delves into the drivers that determine the undercommunication of sustainability (i.e., the green blushing p…
View article: Exploring the Effects of Sustainable Innovation on a Textile Company's Business Network
Exploring the Effects of Sustainable Innovation on a Textile Company's Business Network Open
The study examines how a textile company's business network is affected by sustainable innovation. It investigates the impact of sustainable practices on network dynamics and a company's business network with a particular focus on the text…
View article: A network perspective on supply chain management in the structural reshaping of globalization
A network perspective on supply chain management in the structural reshaping of globalization Open
Purpose The aim of this paper is to offer research highlights from various points of view the relationship between change in the international context, characterized by conditions of uncertainty, volatility, complexity and ambiguity, and, …
View article: Sustainable innovations in business-to-business at the crossroad: emerging paradoxes in the fashion industry
Sustainable innovations in business-to-business at the crossroad: emerging paradoxes in the fashion industry Open
Purpose Relying on the market as network approach from the Industrial Marketing and Purchasing (IMP) Group, this paper considers sustainable innovations according to the circular economy approach. The paper aims to identify the main sustai…
View article: On building effective symbiotic relationships between micro-organisations. A community OR perspective
On building effective symbiotic relationships between micro-organisations. A community OR perspective Open
Building symbiotic relationships within communities is crucial. Community OR plays a significant role in this process. This paper views communities as integrative processes that foster supportive environments, enabling individuals to enhan…
View article: Simon’s scissors: meta-heuristics for decision-makers
Simon’s scissors: meta-heuristics for decision-makers Open
Purpose Are there smart ways to find heuristics? What are the common principles behind heuristics? We propose an integrative definition of heuristics, based on insights that apply to all heuristics, and put forward meta-heuristics for disc…
View article: The IMP research on business networks: a systematic literature review and research agenda
The IMP research on business networks: a systematic literature review and research agenda Open
More than 40 years of Industrial Marketing and Purchasing (IMP) research have revealed that in b2b markets, business exchange is carried out in continuous buyer–seller relationships. This involves direct and indirect interaction and dynami…
View article: Introduction to Marketing Automation and Decision Making
Introduction to Marketing Automation and Decision Making Open
This chapter presents the relation between the emergence of marketing automation and decision making. Introductory notes on the main issues addressed and the structure of the volume are proposed. The chapter includes three sections. The fi…
View article: Index
Index Open
The ever-evolving marketing technologies now include the extensive use of advanced AI with important implications for the decision making processes of both marketers and consumers. This detailed and insightful book rigorously examines the …
View article: Supplier-customer relationships for sustainability-led innovation in the textile industry
Supplier-customer relationships for sustainability-led innovation in the textile industry Open
Purpose This paper aims to investigate sustainability-led innovation, focusing on the interplay between product and process innovation for sustainability goals and the underlying supplier–customer relationships. Thus, the paper delves into…
View article: Marketing automation and the scope of marketers' heuristics
Marketing automation and the scope of marketers' heuristics Open
Purpose This paper examines the relationship between marketing automation emergence and the marketers' use of heuristics in their decision-making processes. Heuristics play a role for the integration of human decision-making models and aut…
View article: Competence Attrition: A linguistic theory of the effects of external competence acquisition for organizations
Competence Attrition: A linguistic theory of the effects of external competence acquisition for organizations Open
What happens to old competences in organizations when new competences are acquired? In this paper, we propose a competence attrition theory to explain the effects of acquiring new competences on previously acquired ones. While the presumed…
View article: Relationship resilience and exogenous events: The role of relational dynamics
Relationship resilience and exogenous events: The role of relational dynamics Open
The paper investigates the main relational dynamics induced by an exogenous event and to what extent these dynamics contribute to relationship resilience. The paper also discusses the pre-existing conditions at the relationship level that …
View article: Scope of heuristics and digitalization: the case of marketing automation
Scope of heuristics and digitalization: the case of marketing automation Open
This paper focuses on the impact of digitalization and marketing automation on the “scope” of the heuristics adopted in the marketers’ decision-making processes. The “scope” refers to the decision-making contexts in which the use of the he…
View article: An online research approach for a dual perspective analysis of brand associations in art museums
An online research approach for a dual perspective analysis of brand associations in art museums Open
The paper develops a research approach that combines digital ethnography with text mining to explore consumers’ perception of a brand and the degree of alignment between brand identity and image. In particular, the paper investigates the a…
View article: How international marketers make decisions: exploring approaches to learning and using heuristics
How international marketers make decisions: exploring approaches to learning and using heuristics Open
Purpose The paper addresses the following research question: how do decision-makers use heuristics in their international business (IB) environment? Whereas, the literature has focused on entrepreneurial companies, here contrasting approac…
View article: Network interactions for pharmaceutical market access: findings from an explorative research
Network interactions for pharmaceutical market access: findings from an explorative research Open
Purpose The purpose of this paper is to investigate pharmaceutical market access (MA) and the interaction between the pharmaceutical company and other business and non-business actors (NBAs) involved in the MA of ethical drugs, to identify…
View article: Guest editorialNew challenges for business actors and positive heuristics
Guest editorialNew challenges for business actors and positive heuristics Open
Purpose The purpose of this guest editorial is to present an overview of the contributions in this special issue and proposes a positive approach to heuristics deriving from the growing interest in the decision-making topic with respect to…
View article: Animating business relationships through community social capital: an insight into conviviality
Animating business relationships through community social capital: an insight into conviviality Open
Purpose As conviviality can nurture community social capital, this paper aims to investigate how such capital can give rise to economic behaviour in terms of developing business relationships. Design/methodology/approach The empirical anal…
View article: Rethinking interaction in social distancing times: implications for business-to-business companies
Rethinking interaction in social distancing times: implications for business-to-business companies Open
Purpose This paper aims to investigate how the COVID-19 pandemic has affected the interaction in a business-to-business (BtoB) setting and the emerging relational dynamics. The COVID-19 pandemic is having a strong impact on BtoB markets in…
View article: Foreign market entry decision-making: what do we know so far?
Foreign market entry decision-making: what do we know so far? Open
The paper proposes a systematic review of the literature on foreign market entry decision-making. The decision-making process in this area is particularly challenging for companies, given the lack of familiarity with an international envir…
View article: Supplier evolution in global value chains and the new brand game from an attention‐based view
Supplier evolution in global value chains and the new brand game from an attention‐based view Open
Research Summary Suppliers from emerging economies have been particularly active in acquiring brands from advanced economies. We analyze changes in the global value chain (GVC) of the sports shoe industry and show how hollowing out the ass…
View article: The impact of attitudes towards influencers amongst millennial fashion buyers
The impact of attitudes towards influencers amongst millennial fashion buyers Open
The aim of this paper is to identify influencers and the way they affect the behavior of millennial buyers in the process of consuming fashion goods. The paper examines the literature on opinion leaders, ranging from the origins of the con…
View article: New marketing in fashion e-commerce
New marketing in fashion e-commerce Open
This paper introduces a special issue devoted to the emergence of new marketing models and tools within a fashion e-commerce context. Despite the importance of physical stores, in recent years, we have witnessed substantial development reg…
View article: Internationalization through E-Commerce. The Case of MultiBrand Luxury Retailers in the Fashion Industry
Internationalization through E-Commerce. The Case of MultiBrand Luxury Retailers in the Fashion Industry Open
Purpose This paper deals with the international development of firms through the online sales channel. Despite the ever-growing importance of the issues involved in such internationalization strategies, they have received limited attention…
View article: Retail stores openings as a market entry strategy for SMEs. Empirical evidence in the Italian fashion industry
Retail stores openings as a market entry strategy for SMEs. Empirical evidence in the Italian fashion industry Open
The aim of this paper is to present some reflections on a phenomenon that seems to be unexplored in the international management literature: the international expansion of manufacturing small and medium sized enterprises (SMEs) through the…