Showing papers on "Marketing management published in 2022"

Determinants of SME’s Social Media Marketing Adoption: Competitive Industry as a Moderator

Abstract: In light of the growing role of social media marketing in the success of businesses and its low adoption rate among small and medium enterprises (SMEs), this study aims to identify determinants of SMEs’ social media marketing adoption by considering the competitive industry as a moderator. Data were collected from 214 SMEs in Malaysia. Unlike extant literature, this study proposed a dual-stage analysis involving partial least squares (PLS) technique and artificial intelligence named deep artificial neural network (ANN). The application of deep ANN architecture is used to predict 91% of accuracy for the proposed model. The results showed that perceived relative advantage, perceived cost, top management support, perceived competitor pressure, and perceived vendor pressure have a significant impact on social media marketing adoption. Furthermore, the competitive industry moderates the effects of competitive pressure and customer pressure on social media marketing adoption. The results of the study extend the literature on social media marketing by illustrating the influence of technological, organizational, and environmental (TOE) factors on social media marketing adoption among SMEs concerning the extent of industry competition. The results of the study enable policymakers and managers of SMEs to understand the factors that influence social media marketing adoption in both competitive and non-competitive industries and invest effectively in digital marketing.

Measuring Green Marketing: Scale Development and Validation

Abstract: Academics and practitioners are paying increasing attention to green marketing as lesser damage to the environment and future generations become a priority in a current complex business environment. Despite the expanding studies in this field, there is still a lack of psychometrically sound scales to measure green marketing practices. To fill this gap, the research aimed to develop and evaluate a multifaceted green marketing scale. First, we draw on theoretical evidence to define and conceptualize the construct of green marketing. Then, we use a multistudy scale development process to create and validate the Green Marketing Scale (GMaS). Two groups of participants were used for the validation of the scale. Study 1 (n = 102), with the help of exploratory factor analysis (EFA), refined and reduced the items, proposed the factor structure. Study 2 (n = 155) established the validity of the construct and the reliability of the scale. The authors have tested the six-factor model against the four-factor models using confirmatory factor analysis (CFA) with a sample of marketing managers. The results of the CFA have indicated that the revised version of the four-factor model appears to be the most tenable solution, as it shows the best fit for the data. The resulting 14-item GMaS captures a variety of green marketing manifestations across organizational settings and involves the dimensions of Strategy, Internal Marketing, Product, and Marketing Communication. In general, the research confirms the validity and reliability of the GMaS scale and can be used to measure green marketing in organizational settings in the energy industry.

Do green innovation and green competitive advantage mediate the effect of green marketing orientation on SMEs’ green marketing performance?

Abstract: Abstract This study attempted to fill a gap in the literature and explore the effects of green marketing orientation on SMEs green marketing performance. According to the result, the critical role of green innovation and green competitive advantage were solutions to achieving green marketing performance. The researchers implemented the moderating role of experience manager or owner and education to enhance green marketing performance. A total of 223 samples of Batik SMEs in Yogyakarta, Indonesia, were selected and investigated. The purposive sampling method helped to collect data from respondents. The results concluded that green marketing orientation significantly affected green innovation. Green marketing orientation had a significant impact on green competitive advantage. Green innovation had a significant positive effect on green marketing performance. However, the owner or manager’s experiences did not moderate the relationship between green innovation and green marketing performance. The manager or owner’s educational background also did not support the relationship between green innovation and green marketing performance. The result of this study indicates the mediating role of green product innovation and green product competitiveness advantage on green marketing performance.

Stick or Twist—The Rise of Blockchain Applications in Marketing Management

Abstract: The adoption of blockchain technology by companies can change the way they interact with stakeholders, redefining communication strategies and other marketing processes. In this study, we investigated the relevance of blockchain applications for marketing management from the perspective of marketing-related professionals. Answers about blockchain technology application in the marketing arena were collected from the social platform Quora. The data were analyzed through text mining and Spearman’s correlation coefficient to assess the degree of association, inherent intensity, and the association significance between the variables payments, supply chain, loyalty programs, digital marketing, credential management, and marketing management, using Quora-specific metrics, namely, upvotes, shares, and views. The results posit blockchain technology as being an asset for marketing, with greater relevance in supply chain and internal management among marketing operations. Professionals will be able to potentially improve internal management systems and marketing campaigns, which will enhance companies’ competitive advantage.

50 years of social marketing: seeding solutions for the future

Abstract: Purpose The purpose of this paper is synthesise social marketing literature over the past fifty years and deliver a set of guiding tenets to propel social marketing’s agenda forward. Design/methodology/approach Across three strands, this paper amalgamates theoretical and practitioner evidence from social marketing. This synthesis commences with a review, summary and critical discussion of five decades of social marketing research. Across Strands 2 and 3, the authors review 412 social marketing interventions reported across 10 evidence reviews and 238 case studies. Findings This paper demonstrates social marketing’s use of fundamental marketing principles and capability to achieve behaviour change outcomes. Social marketers have built frameworks and processes that non-profit organisations, government agencies and policymakers seeking to enact change can use. This paper delivers five tenets that summarise the findings of the three strands and delivers research priorities for the next 50 years of social marketing research to drive the field forward. Research limitations/implications Drawing on five decades of learning, this paper proposes research priorities that can be applied to refine, recalibrate and future-proof social marketing’s success in making the world a better place. Practical implications This paper demonstrates the value of social marketing science and helps bridge gaps between theory and practice, and further strengthens social marketing’s value proposition. This paper provides confidence that money invested in social marketing programs is well spent. Originality/value This paper delivers a forward-looking perspective and provides social marketing academics and practitioners with confidence that it can assist in overcoming society’s most pressing issues. The paper encompasses key social marketing literature since it was founded 50 years ago. Five tenets will guide social marketing forward: evidencing marketing principles, operationalisation of processes, principles and activities, implementing systems thinking, creating and testing marketing theory and guiding a new social marketing era.

Marketing decisions and implementation process for entrepreneurial and managerial practices: a critical incident technique approach

Abstract: Purpose This paper aims to deepen the understanding of the marketing process and practices taking place during the initial stages of the company development, by revealing the distinct entrepreneurial marketing process and mix resulting from the entrepreneurs’ decision-making process. Design/methodology/approach Using the critical incident technique, the study analyzes 146 marketing decisions made by entrepreneurs. The resulting marketing activities are aligned in a process and compared with the mainstream managerial marketing process. Findings The results provide the basis for an entrepreneurial marketing framework with four phases: product creation – product–market fit – market expansion – refocus. An entrepreneurial marketing mix is also proposed, consisting of productisement, people and proof of value. Originality/value While the managerial marketing process is well established, the entrepreneurial marketing process remains largely uncharted. The framework provided contributes to identifying the main marketing concerns and understanding how the marketing process is implemented by entrepreneurs in the earlier phases of the firm. Practical suggestions are offered regarding the marketing operations of the new firms and the critical marketing aspects to consider.

Digital marketing capability: the mystery of business capabilities

Abstract: PurposeThis study aims to advance the understanding of digital marketing capability by conducting a comprehensive, systematic review of relevant literature at the firm level.Design/methodology/approachThe study utilizes categorization and contextualization of qualitative methodologies to review the literature, using Scopus databases to collect 57 journals with 143 peer-reviewed papers as the main focus. The research gaps and DMCs were analyzed and synthesized and presented as collective categorization together with the proposed future direction framework.FindingsThis study proposed the relevance of digital marketing capabilities for businesses and the key measurement of business performance. The proposed dimensions of the digital marketing capabilities framework are to identify new research directions for both marketing and IT strands.Originality/valueThis study classify five main different themes in digital marketing incorporating with digital technologies (DTs) era and proposed relevance of digital marketing capabilities for businesses (B2C and B2B) and keys measurement of business performances.

Re-imagining Marketing Scholarship in the era of the UN Sustainable Development Goals

Abstract: The pandemic, rising inequalities, climate change, consumer mistrust of brands, organizations and their intentions, pose important questions relating to marketing’s relevance and impact in the real world. Additionally, there are growing calls by global bodies, such as the UN, national governments, consumers, students, suppliers, and leading practitioners to re-imagine and broaden the role of business and marketing to consider benefits to stakeholders (consumers, suppliers, employees, community, as well as shareholders). In this editorial, we contend that the United Nations Sustainable Development Goals (UN SDGs) framework has the potential to address the myriad of challenges identified by marketing scholars and practitioners. With the assistance of quotes from marketing scholars, non-marketing scholars, marketing students and practitioners, we offer a rationale for a proactive and considered engagement by marketing scholarship, with the UN SDGs. We then introduce the six papers included in this special issue. We conclude by calling for further critical inquiry at the marketing-SDGs interface including; 1) Re-imagining the philosophy of marketing and marketing education; 2) Marketing capabilities and the SDGs; 3) Understanding consumer behavior, and 4) Learning across contexts.

Marketing competency, marketing innovation and sustainable competitive advantage of small and medium enterprises (SMEs): a mixed-method analysis

Abstract: PurposeThe purpose of the current research is to investigate the relationship between marketing capabilities and marketing innovation toward the sustainable competitive advantage of small and medium enterprises in the Philippines. The research study aims to improve the prior conducted literature by concentrating on the precursors of innovation in marketing and its impact on building a sustainable competitive market. The paper intends to address this by examining the following variables using a mixed-method approach.Design/methodology/approachThe researcher employed the mixed methods particularly the sequential explanatory design to explain and interpret the quantitative data collected from 89 business owners/managers using Jamovi Software while the qualitative data were collected through an in-depth interview conducted with 10 SME owner-managers of new and established businesses in Angeles City, Pampanga using Taxonomic Coding Scheme. The sequential explanatory design was used to explain and interpret quantitative results by collecting and analyzing follow-up qualitative data.FindingsThis study investigates the relationship between marketing capabilities and marketing innovation towards sustainable competitive advantage of micro-small and medium enterprises in the Philippines through mixed method approach. For quantitative result, the study found that marketing competency significantly influenced marketing innovation. The result shows that all SMEs have enough people in place who are capable of implementing marketing innovation activities and use new technology like the use of information technology. The paper also found that marketing innovation, significantly predicted sustainable competitive advantage. MSMEs exhibit this innovation such as product, price, place, and promotion can create a distinctive position in the market towards sustainable competitive advantage. The paper also tested the mediation effect of marketing innovation that influences the relationship between marketing competence and sustainable competitive advantage. Most of the hypotheses posited were supported. For qualitative data, it was revealed that these SMEs through their key informants and key leaders are open to innovations thus, willing to learn by establishing networks with customers and other managers/business owners to expand and improve their business. The food business in Pampanga is highly competitive, and most of the SMEs are engaged with it. In order to survive the saturated market, continuous improvement is important in the identified areas for growth and innovation. Mixed method analysis supported quantitative and qualitative findings. Hence, it indicated that marketing competency significantly influences sustainable competitive advantage, which can be achieved through marketing innovation. In this study, the researcher analyzed the influence between marketing competence and marketing innovation to achieve a sustainable and competitive market.Research limitations/implicationsThere were certain limitations of this research study. First, the lack of panel data limits the investigation of causality that is instrumental in substantiating the findings. Second, the proposed conceptual framework offers a deeper understanding of innovation performance, examining how integrating activities of the R&D department, human resource department, and marketing department affect innovation commercialization will likely provide more meaningful insights. Moreover, finally, future studies may go beyond the scope of our study to examine (1) food and meat processing, (2) agriculture, hunting, and forestry, (3) hotels and restaurants, (4) mining and quarrying, (5) wholesale and retail trade, (6) transport, storage communication.Practical implicationsTo remain relevant in this extraordinary time, this paper suggests a support instrument to offer vital data on different categories of innovation to the foodservice sector SMEs in Angeles City to embrace and implement new innovative methods in their practices. The key practical implication of this research, therefore, is the requirement for small and medium business owner-managers to improve their technical capability to realize the full benefits, particularly in terms of more responsive and user-centered, data-driven marketing personnel.Social implicationsThese findings may influence positive social change by contributing to more effective and efficient marketing practices in small and medium firms that can lead to better financial performance, higher survival rates, and a healthier economic system. This study demonstrates that SME owner-managers require new skillsets to overcome the barriers to adopting technology for marketing. This primary capability is a prerequisite to the competitive advantage of the business, yielding to brand equity, business growth, and marketing dominance.Originality/valueThis study used a sequential explanatory mixed-methods strategy to determine the significant variables. This paper addresses an interesting and practical issue related to the impact of marketing capabilities and marketing innovation towards sustainable competitive advantage of micro-small and medium enterprises in the Philippines using mixed method approach.

Digital Marketing Utilization Index for Evaluating and Improving Company Digital Marketing Capability

Abstract: The convergence of information technology, media, and telecommunications has altered consumer behavior in terms of searching, obtaining, processing, and responding to a company’s information or services. The ability of a company to plan, implement, and manage digital marketing to increase its competitiveness in the eyes of consumers is referred to as digital marketing capability. This research presents a digital marketing utilization index (DMUI) to evaluate and improve a company’s digital marketing capability. DMUI is made up of three components: the innovation ecosystem readiness, the adoption of digital marketing technology, and the company’s digital transformation. Based on data from 217 companies in Indonesia, the results show that the DMUI of companies in Indonesia has an average of 71.97, indicating that the level of digital marketing capabilities of companies in Indonesia is in the medium category. They can improve their digital marketing capabilities by increasing the role of managerial innovativeness, organizational readiness, and perceived usefulness. Furthermore, businesses must carry out digital transformation by governing the transformation and reinvention of new business models. Finally, in addition to implementing digital marketing via websites, social media, mobile marketing, and content marketing, they must emphasize the importance of digital analytics, digital CRM, digital advertising, and display advertising to improve their company’s digital marketing capabilities.

AI-Enabled Marketing Solutions in Marketing Decision Making: AI Application in Different Stages of Marketing Process

Abstract: The digital transformation led by disruptive technologies can help organizations address numerous challenges and deliver better customer value through innovative technologies in all business areas. Artificial intelligence (AI) is finding its application in various business disciplines and is expected to be one of the most important technological tools used in marketing in the years to come. The paper addresses the expected role of artificial intelligence solutions in marketing decision-making throughout the five steps of the marketing process. The study provides a systematic review of the research articles addressing the application of AI for marketing decision-making published in the period from 2020 to 2022. Identified applications are then mapped to five steps of the marketing process: analysis, strategy, tactics, customer relations, and value proposition creation. The findings indicate that most of the current AI applications are utilized in the first stage of the marketing process related to understanding and predicting customer behaviour and in the tactical stage of creating a marketing mix. The paper concludes with recommendations for marketing practitioners and recommendations for further research.

Marketing-as-practice: A framework and research agenda for value-creating marketing activity

Abstract: This paper draws on practice theory and a review of practice theoretical studies in marketing, management, consumer, and markets research to advance our knowledge of marketing as a value-creating activity within firms. Building on previous research, the paper contributes to the literature by advancing a Marketing-as-Practice (MAP) framework based on three key concepts: marketing practices, marketing practitioners, and marketing praxis. The structures and interrelationships between these key concepts are also outlined. The framework can be used to study value-creating marketing activities within firms as well as between firms and their stakeholders which is in line with the American Marketing Association’s definition of marketing. This paper also contributes by presenting a MAP research agenda to guide future research on value-creating marketing activity.

Marketing Information and Marketing Intelligence: Generation of Customer Insights

Abstract: Companies require understanding the needs, wants, and preferences of customers and generating relevant customer insights to serve them well. Customer insights can be generated only when companies have processes in place to collect marketing information and marketing intelligence. Companies collect marketing information from many and varied sources. They handle big data and extract insights. Companies manage marketing information with the help of marketing information systems. Marketing information systems help companies in assessment of information requirements, in developing the information, and in analyzing the information to generate customer insights. Companies collect competitive marketing intelligence to have a better understanding of competitors. Companies should adhere to ethical practices while collecting and analyzing marketing intelligence. Proper coordination and utilization of marketing information, marketing information systems, and marketing intelligence will help companies generate relevant customer insights, serve customers well, and achieve business excellence.

Integration of outside-in and inside-out entrepreneurial marketing capabilities, marketing agility and resources for entrepreneurial firm performance

Abstract: PurposeThe resource-based view (RBV) emphasises the importance of resources for firm performance. However, recent research argues that the focus on firm performance should also be based on inside-out (IO) and outside-in (OI) capabilities. Specifically, we study the importance of resources on product development (an IO) and market driving (an OI) entrepreneurial marketing capabilities on entrepreneurial firm performance in an emerging market. The study further investigates the moderating effects of marketing agility on the relationship between resources and capabilities.Design/methodology/approachThe study is based on survey data of a multi-industry sample of 102 entrepreneurial firms in Pakistan.FindingsThe results show that marketing agility moderates the relationship between resource-mix flexibility on product development and market driving capabilities, but it only positively moderates the relationship between resource-mix inimitability and product development capability. Marketing driving and product development capabilities play a role as parallel mediators between resources and firm performance.Originality/valueThe study lies at the intersection of marketing and entrepreneurship literature by (1) providing a nuanced understanding of marketing agility as a boundary spanning factor for IO and OI entrepreneurial marketing capabilities; (2) integrating the resource types and product development from IO and market-driving from OI capabilities perspectives; (3) identifying the effects of IO and OI on firm performance providing guidance for entrepreneurs seeking improved firm performance.

Managing Digital Transformation in Marketing: "Fusion of Traditional Marketing and Digital Marketing"

Abstract: This paper aims to go deeper into how a firm executes digital transformation in marketing. The experiences discussed in this article will give insight from a business practice standpoint. The difficulties encountered and the solutions proposed will broaden knowledge and inspire additional research. This paper employs a qualitative technique, with one of Indonesia's significant telecommunications companies serving as the primary case study. Semi-structured interviews were used in this study, with 25 interviews conducted at the senior management level. As a result, this organization is developing digital transformation through digital and traditional marketing. A big challenge is focusing on existing consumers through conventional marketing while reaching out to additional customers through digital marketing. One of the aspects to consider while designing digital technology is the digital divide in some nations.

Methodical approach to developing the enterprise marketing strategy

Abstract: The article considers the methodological approach to the development of marketing strategy of the enterprise in the sphere of promotion policy. The purpose of the article is to substantiate the methodological approach and algorithm for developing the marketing strategy of the enterprise. It is determined that due to the rapid change in society there is a need to develop new marketing strategies to promote goods and services to consumers. Information on the development of new marketing strategies is summarized: neuromarketing, event marketing, emotional marketing, internet marketing, content marketing. Due to these strategic directions, the main goal of the enterprise is to meet the needs of consumers. The application of modern directions of development of new marketing strategies is considered on the example of enterprises of the garment industry. It is determined that the work of industrial enterprises, in particular garment enterprises, in the conditions of quarantine restrictions due to the pandemic COVID-19 has undergone significant changes. During the quarantine period of COVID-19, consumer demand for clothing decreased significantly, so garment companies were forced to develop a new list of individual services that they could provide to their customers. The list of new services requires the garment company to develop a new marketing strategy to attract consumers of these services. Modern marketing strategies to promote services to a new market segment are based on the use of Internet marketing tools. It is proved that for garment companies marketing strategies using Internet marketing tools are not common and widely used, so they need theoretical and methodological justification and development of practical tools for Internet marketing. Analysis of the results of financial and economic activities of the garment company for the period 2018-2021 and analysis of the site of the garment company allowed us to conclude that even a properly formed and configured site does not give a 100% guarantee of product sales. An algorithm for the application of targeted advertising through the social network Facebook in order to promote the services of the garment company to the consumer is proposed. Economic efficiency of the introduction of targeted advertising in the marketing activity of company was proved in the article.

A Theory of Marketing’s Contribution to Customers’ Perceived Value

Abstract: The way customers perceive value is fundamental to business survival and success and is central to marketing theory and practice. Perceived value as an overarching concept describes the contribution of marketing as a key driver in a firm’s success. Though perceived value has gained the attention of academics and practitioners in recent years, the conceptual roots have diverged in different directions. This article synthesizes the concept of customers’ perceive value and presents a theory of marketing’s role in it. This study develops a new theoretical framework of how marketing drives perceived value of customers by reducing and eliminating marketplace imperfections that are always present in oligopolistic markets. This study develops a new theoretical framework of how marketing drives perceived value of customers. We first consider the constituents of customer value—the types of costs and benefits that determine customer’s utility from a purchase, and how marketing can influence these costs and benefits. We then draw upon economics and marketing theories to argue that irrespective of the conceptual lens one adopts, marketing’s primary function is to contribute to perceived value for firms’ customers, which in turn allows marketing to capture value. This article presents four distinct propositions, which articulate how marketing creates value for customers by reducing different types of marketplace imperfections. This article contributes to theory buildings in marketing literature. Laying out theoretical arguments to establish the existence of a marketing-value relationship is critical to validate the relevance and importance of marketing within the firm. The propositions presented in this article can be further used to investigate marketing challenges and questions. From a managerial perspective, it is critical to understand the role of the marketing function in influencing customer value as well. Improved empirical understanding of marketing’s role will enable CEOs to better leverage their firms’ marketing to achieve strategic priorities. Furthermore, by identifying specific marketing activities that create value for customer in different circumstances, managers can more effectively build and leverage their marketing and allocate resources more judiciously. This article synthesizes key developments in the area of customers’ perceived value and presents four novel propositions on marketing’s role in creating customer value.

Analyzing the uses of event marketing strategy as the experiential marketing strategy of bank: a study on a commercial bank limited

Abstract: The study investigates is to analyze the uses of event marketing of a bank: A study on a commercial bank. To identify the uses of event marketing as experiential marketing in the banking sector is present in Bangladesh. It is clear that event marketing makes the bank more profitable than other advertising strategies because it can grasp client attention than other marketing strategies. Event marketing can increase loans more than other advertising strategies. Event marketing strategy is that given greater control over clients because it can grasp clients' minds with memorable experiences or promotional events. The findings of this study suggest that most government bank doesn’t pay more attention to event marketing. But private banks pay more attention to event marketing and experiential marketing and they are beneficial with this. So it can be that a combination of event marketing and experiential marketing is the best solution for any bank for chooses their marketing tools. In commercial bank limited they need to increase event marketing because the uses of events become increasing day by day. An event marketing strategy that has a big opportunity in Bangladesh. There is no potential risk of using event marketing in the bank.

Research on the Innovation of the Internet of Things Business Model under the New Scenario of Metaverse

Abstract: The biggest feature of the Internet of things technology in the new scene of metasverse is that everything can be interconnected and everything can be created. And marketing activities have always shown a trend of moving forward with technology. This paper expounds the relevant theories of Internet of things technology and metasverse and their relationship. Literature analysis method, cluster analysis method and inductive summary method are used to study the new scenario of metaverse marketing supported by Internet of Things technology, which will improve the connection quality between people and greatly enhance the communication efficiency of marketing activities. Metasverse emphasizes real-time interaction and information interconnection and mainly relies on the Internet of things to provide technical support. When it is applied to the business marketing field, the customer manager will no longer be limited to simple voice and simple image, but the signals released by the customer's micro expression and body language can also be effectively perceived.Through analysis and research, this paper concludes that the Internet of things technology has brought new benefits to business marketing under the new scene of metasverse, mainly including:get more reliable marketing data, gain more visual data processing capabilities, realize full traceability of product circulation, achieve better interaction with consumers. The new development trend of Internet of things marketing under the new metasverse scenario mainly includes:marketing plan will be more accurate, marketing activities will be value oriented, marketing services will be more timely, marketing campaigns will be scenario based, marketing activities will be decentralized, marketing technology innovation will be accelerated.

An Analysis of Cause-Related and Social Marketing Strategies in the South African Sport Management Industry

Abstract: There is a dearth of sport marketing research investigating the strategic potential of socially responsible sport marketing practices for organizations in the sport management industry. Despite the more recent focus on this the emergent topic within marketing literature, there is a lack of application of cause-related marketing (CRM) and social marketing (SM) strategies in the sport marketing context. Furthermore, these strategies are often confused with corporate social responsibility (CSR). The main purpose of this study was therefore to investigate the adoption of CRM and SM marketing strategies by professional sport organizations (PSOs) in South Africa. An interpretivist philosophy and qualitative approach was adopted for the study, which centered on in-depth interviews conducted with key individuals from six South African PSOs. The findings revealed encouraging evidence of South African PSOs engagement in CRM and SM activities. However, it also revealed that the strategic potential of these elements were not leveraged, mainly due to a lack of understanding of these concepts. The differences and similarities between CRM and SM are identified, according to practitioner understandings. The study contributes to sport marketing literature and practice by proposing a conceptual framework to guide the effective planning and execution of strategic CRM and SM campaigns by PSOs. This framework can assist PSOs to engage in social responsible marketing approaches to improve their marketing performance while maintaining socially responsible business practices.

Marketing control in international headquarters-subsidiary working relationships of industrial goods firms: the role of environmental context

Abstract: Abstract The use of marketing and sales control mechanisms is a core management activity for multinational corporations. However, research on controlling marketing and sales of international subsidiaries is scarce. In particular, the influence of a firm’s economic and cultural environment on different control mechanisms has not been thoroughly examined yet. In attempting to fill these gaps, we build on Jaworski’s (J Mark 52:23–39, 1988) framework from a subsidiary perspective on marketing and sales controls, applied by the headquarters of medium-sized industrial goods corporations. Through a rival model analysis, we determine the impact of the local environmental context on marketing and sales control types exerted by headquarters on subsidiaries located in foreign countries. To analyze the proposed model, this study deploys survey data of 184 subsidiaries from different industries and different European countries with headquarters in Switzerland. The results show that while environmental factors influence the marketing and sales control configurations, the effectiveness of marketing and sales controls is not contingent on environmental factors.

Agile destination management and marketing

Abstract: Destination marketing organizations (DMOs) have faced significant challenges, and as a result, had to adapt their marketing and management strategies to cope with rapid changes and uncertainty. The objective of this study is to draw from stakeholder management theory and connect it with the literature on agile management to investigate how DMOs have embraced an agile mindset that is more flexible as well as employee and customer-focused amidst these difficult times. In-depth interviews were conducted with senior management at executive levels in the European Travel Commission as well as other from national DMOs across different continents (e.g. Indonesia, Australia, Malta, and South Africa). Overall, this study contributes by presenting a ‘Framework of Agile Destination Management and Marketing’ to the tourism literature. From a practical perspective, this study provides insights to DMOs by integrating the roles of management, customers, and employees as they relate to the strategies of re-branding, re-segmentation, and re-allocation, respectively. It provides recommendations on how DMOs could adopt insights from this framework to address changes in the future.