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    Scopus© Citations 1  1
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    Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe
    (SAGE Publications, 2024-12-22)
    Maria Rouziou
    ;
    Willy Bolander
    ;
    Karen Peesker
    ;
    Pia Hautamäki
    ;
    Deva Rangarajan
    In the context of the global crisis presented by the COVID-19 pandemic, the authors investigate the perspectives of sales managers regarding their organizations’ responses to the crisis and future expectations in a post-COVID-19 world. While there has been much discussion about these topics in the sales literature, very little research has examined them globally by collecting data from many nations and across many continents. Yet, how can global events be understood without analyzing global data? In response, the authors convened the first, to their knowledge, global data coalition by hosting video-recorded group interviews with 76 sales executives representing 27 nations. This inductive investigation, informed by institutional logics, reveals how organizations accepted new norms, retained old ones, or blended the old with the new in response to the crisis. The results simultaneously validate certain emerging concepts on a global scale (e.g., customer success management, bricolage) and give rise to several insights not currently detailed by extant scholarship (e.g., localization, cultural cringe). This work also catalyzes new, relevant avenues for international research and sheds light on issues facing sales practice globally.
    Scopus© Citations 1  3
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      2
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    Acceptability of HPV Vaccines: A Qualitative Systematic Review and Meta-Summary
    (2023)
    María-Teresa Urrutia
    ;
    Alejandra-Ximena Araya
    ;
    Macarena Gajardo
    ;
    Macarena Chepo
    ;
    Romina Torres
    <jats:p>In 2006, the human papillomavirus (HPV) vaccine was approved for use as an effective intervention for reducing the risk of developing cervical cancer; however, its successful implementation is dependent on acceptability. This study aims to provide a comprehensive understanding of the reasons that favor or do not favor the acceptability of HPV vaccines. Methods: We conducted a systematic review and meta-summary of qualitative research on 16 databases. A total of 32 articles that considered the perspectives of vaccine users, their parents, and the professionals who care for them were reviewed. Synthesis was conducted as described by Sandelowski and Barroso. Results: We used inductive and deductive methods to obtain a total of 22 dimensions, out of which three issues stood out that should be considered to improve acceptability and are formed by three groups of study, namely, information about the vaccine, fears and side effects, and sexuality associated with the vaccine. Conclusions: Acceptability, as well as adherence to HPV vaccination, is a complex concept. This review highlights the perspectives of the three sets of actors involved in the process (i.e., users, parents, and professionals) and views these factors in relation to acceptability as a guide for new interventions.</jats:p>
      6Scopus© Citations 7
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    Scopus© Citations 13  1
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    The Effect of Open Innovation on Eco-Innovation Performance: The Role of Market Knowledge Sources
    (2021)
    Mario Fernando Sanchez Carrion
    ;
    PAVEZ BARRIO, IGNACIO ANDRÉS  
    <jats:p>Organizations use multiple strategies to increase the number and impact of eco-innovations as a path to achieve competitive advantage. In this article, we study the role of open innovation activities, specifically related to market sources, as a driver of eco-innovation performance. While studies have looked at the relationship between these two emergent innovation phenomena from a broad perspective, we explore whether specific market knowledge sources—clients, suppliers, competitors, and consultants—and their combined use—affect eco-innovation performance. We rely on insights from theories of open innovation and sustainable and environmental innovation to build a theoretical framework about the determinants of eco-innovation performance from a market-driven open innovation perspective. Our sample consists of 3047 firm-year observations obtained from three consecutive panels of the Chilean Innovation Survey (2009–2014). We found that clients, suppliers, competitors, and consultants as knowledge sources positively influence eco-innovation performance in firms. In addition, our results suggest that a combination of client sourcing with supplier and consultant sources of knowledge positively affect eco-innovation performance. We discuss the implications of our findings for open innovation activities on eco-innovation and suggest ideas for future research.</jats:p>
      1Scopus© Citations 34
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    Conocimiento y conductas asociadas al uso comunitario de antimicrobianos en adultos en Santiago de Chile
    (2022)
    Patricio Ross Pérez
    ;
    Javier Barrera Quiroz
    ;
    Paula Ivys Palma
    ;
    Catalina Radic Sierra
    ;
    Matías Bellinghausen Scott
      9
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    Scopus© Citations 18  2
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    Does gender matter for corporate entrepreneurship? A cross-countries study
    (2022)
    Linda Elizabeth Ruiz
    ;
    AMOROS ESPINOZA, JOSÉ ERNESTO  
    ;
    GUERRERO CANO, MARIBEL  
    <jats:title>Abstract</jats:title><jats:p>The accumulated knowledge about corporate entrepreneurship has provided a better understanding of its antecedents and consequences. Corporate entrepreneurship activities are strongly related to incremental or disruptive innovation processes. However, academic debates demand a novel conceptual framework to understand the gendered workforce’s contribution to corporate entrepreneurship initiatives worldwide. This study hypothesizes that a gendered workforce has similar capabilities (skills, ability to detect opportunities, and networks) to engage in corporate entrepreneurship. Therefore, any gender differences could be explained by the influence of country-level conditions (gender equality levels, culture, and social norms). We tested these hypotheses with a sample of 50,550 employees from 50 countries. Our results support these hypotheses extending the corporate entrepreneurship literature and provoking an interesting discussion to academics, managers, employees, and policymakers.</jats:p>
      26Scopus© Citations 21
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    In Pursuit of Impact: From Research Questions to Problem Formulation in Entrepreneurship Research
    (2022)
    Suwen Chen
    ;
    Garima Sharma
    ;
    MUÑOZ ROMÁN, PABLO ANDRÉS  
    <jats:p> In this paper, we address recent calls to increase the societal relevance of entrepreneurship research. We explore how entrepreneurship researchers and practitioners work together in the formulation of a research problem for impact. Leveraging process-tracing, we analyzed six entrepreneurship research projects, from early conceptualization to publication, all part of the Journal of Business Venturing Insights’ Entrepreneurship Rapid Response Research Initiative. We made two discoveries, as it pertains to the formulation of problems in entrepreneurship research. First, we found four critical change dimensions, along which a problem evolves throughout the research process: worthiness, divisibility, centrality, and specificity. Second, we found two equifinal problem formulation pathways in impact-oriented entrepreneurship research: inward-looking iterative and outward-looking joint problem formulation. These are marked by drivers of the research project, timing of involvement of the practitioner, and interactions between researchers and practitioners, which influence the sequence of the four change dimensions in problem formulation. Our study contributes by theorizing problem formulation as a process, not a point in time, and hence intertwined with solutions, making the process consequential. We also offer concrete implications for entrepreneurship scholars wanting to engage in research that impacts practice. </jats:p>
    Scopus© Citations 38  2