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The COVID-19 pandemic (SARS-CoV-2) has revealed the need for proactive protocols to react and act, imposing preventive and restrictive countermeasures on time in any society. The extent to which confirmed cases can predict the morbidity and mortality in a society remains an unresolved issue. The research objective is therefore to test a generic model's predictability through time, based on percentage of confirmed cases on hospitalized patients, ICU patients and deceased. This study reports the explanatory and predictive ability of COVID-19-related healthcare data, such as whether there is a spread of a contagious and virulent virus in a society, and if so, whether the morbidity and mortality can be estimated in advance in the population. The model estimations stress the implementation of a pandemic strategy containing a proactive protocol entailing what, when, where, who and how countermeasures should be in place when a virulent virus (e.g. SARS-CoV-1, SARS-CoV-2 and MERS) or pandemic strikes next time. Several lessons for the future can be learnt from the reported model estimations. One lesson is that COVID-19-related morbidity and mortality in a population is indeed predictable. Another lesson is to have a proactive protocol of countermeasures in place. [ABSTRACT FROM AUTHOR]

There is a growing research that considers the geographical indications (GIs) of agricultural products and foodstuffs as commons. However, narrative approaches exploring this relationship are scarce. This research analyzed stories attached to twelve Catalan and Swedish products within the European Union's Protected Designation of Origin (PDO), and Protected Geographical Indication (PGI) schemes to map out how narratives of commons are articulated. The analysis raised four key aspects of the narratives of GIs as commons: i) historical constitution; ii) collective efforts as a driving force behind their value; iii) co-responsibility of the community of producers and related actors; and iv) intangible outputs and focus on heritage. The results show that the narratives of GIs as commons have a stronger presence in Catalonia and more clearly address issues of social engagement and cultural heritage than in Sweden. Internal differences were noted in the two countries and some GIs are more commercially oriented and cater for world markets while others are noncommercial and only regionally consumed. The article contributes to the research on GIs, better connecting their complexities throughout their communicative and narrative constitution and articulation as commons. [ABSTRACT FROM AUTHOR]

This paper aims to test a nomological network of the precursors (perceived price, price fairness, and service quality) and the multi-dimensional outcomes (economic satisfaction and non-economic satisfaction; behavioral and attitudinal loyalty) of micro-enterprise customers' perception of value. Structural equation modeling was used to test a research model and two rival models from data collected from 381 micro-enterprise banking customers. The results show that, by charging fair prices, banks will increase not only micro-enterprises' positive perceptions of price and service quality, but also their perceptions of value. Positive value perceptions result in greater economic and non-economic satisfaction. This then results in loyalty in both the attitudinal and behavioral senses. Economic satisfaction should first be attained before micro-enterprise customers will be non-economically satisfied and show attitudinal loyalty before behavioral loyalty. [ABSTRACT FROM AUTHOR]

The main purpose of the study is to assess proposed relationships in a model across different settings, where satisfaction is a mediator between quality constructs in a seller-customer relational setting in B2B markets. The positioning of satisfaction as a mediator is between trust and commitment as antecedents of satisfaction, and cooperation, continuity, and coordination as postcedents of satisfaction in seller-customer relationships. The study was quantitative in nature, supported by an exploratory research approach. Data was collected based on a population of companies across Norwegian industries, as reflected in the Norwegian database Sales Navigator on LinkedIn. To enable research on seller-customer business relationships, key informants who adhered to specific criteria (e.g., that they were sales or marketing managers/directors or key account managers) were selected to participate in the study. A total of 841 potential key informants were identified and contacted telephonically to verify whether they qualified to participate in the survey and, if not, to identify an appropriate person who fit the criteria at the same firm. A total of 523 informants adhered to the stipulated criteria to participate in the study, with a total of 213 informants who completed the questionnaire satisfactorily. This resulted in their responses to be used for data analysis purposes, representing a valid response rate of 40.7%. Respondents were requested to name one key business customer with whom they engaged in the last year, and to be mindful of this respondent when answering the questionnaire. To secure privacy, respondents did not have to identify the customer. Furthermore, the respondents were asked to answer the questions to the best of their ability to ensure quality responses to each item in the questionnaire. Design/methodology/approach The questionnaire began with a competency check to ensure respondents were suitable to participate in the study. The respondents were asked, "Please consider how knowledgeable and experienced you are concerning your business and your business dealings with this customer." They then had to answer the following two statements: a) "I have a lot of knowledge about this customer"; and b) "I have a lot of experiences with this customer," which were measured using a five-point Likert-type scale, ranging between (1) strongly agree and (5) strongly disagree. Almost all respondents (99.5%) indicated that they had extensive knowledge about the customer, while 94.5% indicated that they had wide-ranging experiences with the customer. The application of a five-point Likert-type scale was secured to determine the degree to which respondents agreed or disagreed with the items included in the questionnaire relating to trust, commitment, satisfaction, coordination, continuity and cooperation in seller–customer relationships. The SPSS/Amos 24.0 software was used to conduct the multivariate analysis. Firstly, a confirmatory factor analysis was conducted, followed by structural equation modeling. Confirmatory factor analysis was applied to assess the measurement properties of each construct, while structural equation modeling was used to evaluate the proposed hypotheses in the precursor and outcome research model. The tested research model adheres to the cutoff points for satisfactory convergent, discriminant, and nomological validity, as well as to the minimum requirements for construct reliability. Furthermore, it was determined that trust and commitment have a positive and significant influence on satisfaction in a seller-customer context, while satisfaction positively and significantly influences coordination, continuation, and cooperation in seller-customer relationships in a B2B setting. The tested model validates the hypothesized relationships between trust, commitment, satisfaction, coordination, continuity, and cooperation from a seller's perspective in a B2B setting. Moreover, the model confirms the sequential logic of quality constructs in seller-customer business relationships. Furthermore, the findings reported on the seller-customer research model raise the question for further research on the seller's perspective in relation to the sequential logic of quality constructs in business relationships. Extensive research has been undertaken based on the buyer's perspective, while the seller's perspective requires additional research. The findings indicate consistency between the measurement and structural properties based on sellers' and buyers' perspectives in business relationships. Evidently, further research is required to verify the validity and reliability beyond the studied Norwegian seller-customer business relationships. A crucial research implication is that existing items to measure trust, commitment, satisfaction, cooperation, coordination, and continuity in buyer-supplier relationships (i.e., a buyer's perspective) appear to be valid and reliable – after the minimal replacement of the word "supplier" with the word "customer" – to measure the same construct in seller-customer business relationships (i.e., a seller's perspective). This offers further opportunities to test other constructs and related items used that are based on a buyer's perspective to verify their validity and reliability in seller perspective contexts. Finally, the study provides opportunities to assess the mutuality of satisfaction, trust, commitment, cooperation, coordination, and continuity in buyer-supplier and seller-customer business relationships. The findings assist sellers in a B2B setting to better understand the quality factors that are vital for business-to-business customers when building long-term relationships with industrial sellers. In addition, these quality factors are perceived as important by sellers across industries in Norway. Therefore, the study established that it is important to make the seller aware of the positive consequences of trust (e.g., through information and education). Secondly, when the seller understands the positive consequences of trust, the seller can use them as an argument in discussions with a customer focusing on the benefits (e.g., cooperation, coordination, and continuity) of keeping a satisfied and committed business relationship, and so trust is maintained between the seller and the buyer. It was furthermore established that mutual trust creates a relationship rewarding both parties (i.e., a win-win situation). Conclusively, it is argued that trust is the basis of positive consequences (e.g., commitment and satisfaction) that stimulates the seller's self-confidence, and most likely leads to improved sales performance through cooperation, commitment, and continuity of the business relationship. The majority of studies measuring quality constructs in B2B relationships are positioned from the buyer's perspective in a B2B setting. This study established a foundation to assess the relationship quality of a firm's inbound and outbound business relationships from a seller's perspective in a B2B context. Furthermore, the study provides an understanding of the seller's perspective toward the quality constructs required for long-term relationship building. Since the majority of B2B studies are conducted from a buyer's perspective, a seller's perspective is required increasingly to better manage the long-term relationship building process in B2B markets. [ABSTRACT FROM AUTHOR]

Companies have strengthened their long-term inter-organizational partnerships throughout the supply chain to neutralize competitive pressures and risks in uncertain environments. On this basis, this research aims to propose and test a model of partners' behavior aimed at the maintenance of long-term collaboration. By using confirmatory factor analysis, structural equation modeling, and rival model testing, the theoretical model proposed attempts to identify, from a seller's perspective, the critical variables of partners' behavior. It also seeks to understand the effect of satisfaction between trust and commitment (as antecedents associated with relationship quality) and sales formalization, sales opportunism, and sales-specific assets (as postcendents linked to relationship efficiency). Our findings verify the nomological framework and demonstrate that the partnership quality variables affect relationship efficiency, through sales satisfaction. However, the results of our research cannot confirm the relationship between satisfaction and specific assets. This research is relevant as it deals with inter-organizational partnerships from a seller-oriented approach, and it is based on a combination of Relationship Marketing Theory and Transaction Cost Theory to demonstrate that the inter-organizational partnership quality variables exert a direct effect on the partnership efficiency variables. [ABSTRACT FROM AUTHOR]

The paper uses an ongoing business-to-business (B2B) relationship perspective to establish the interrelationships between trust, commitment, and relationship satisfaction (as relational constructs) and specific assets, formalization, and opportunism (as transaction cost variables) from a buyer's perspective, framed within micro-enterprises in the business banking industry in South Africa. Data were collected via self-administered online questionnaires from 381 micro-enterprise customers of one of South Africa's major banks. We first used confirmatory factor analysis (CFA) to assess the measurement model before structural equation modeling (SEM) was used to estimate the hypothesized relationships between the study constructs. The measurement and structural models fitted the data well. The research was approached using the dual theoretical lenses of relationship marketing and transaction cost theory to investigate relationship satisfaction from a buyer's perspective. The results support the notion that, in a B2B context, relationship satisfaction is an outcome of trust and commitment, with commitment being the stronger predictor. Relationship satisfaction, in turn, was positively related to both specific assets and formalization (the relationship with formalization being the strongest), and a negative relationship between relationship satisfaction and opportunism. Since our results found commitment to be a stronger predictor of relationship satisfaction than trust (contrary to much previous research that found the opposite to be true), the paper concludes with several commitment-related suggestions for banks. Although much research exists on trust, commitment, and satisfaction, to our knowledge this study is the first using dual theoretical lenses (relationship marketing and transaction cost theory) to investigate relationship satisfaction from a buyer's perspective among micro-enterprise customers in a banking context. The insights gained from our study therefore not only address this under-researched area (micro-enterprises), but also contribute toward expanding our understanding of forming (and maintaining) banking relationships with the customers of the smallest-sized businesses. [ABSTRACT FROM AUTHOR]

This study focuses on a framework of sales performance drivers, considering four areas of seller skills, and seven dimensions that the literature generally recognizes as affecting sales performance in B2B settings. The four areas and seven dimension of seller skill level are as follows: (i) interpersonal abilities, including communication as well as presentation skills; (ii) degree of adaptiveness, considering seller ability to modify both the sales approach and the sales behavior; (iii) selling-related knowledge, covering product and market-knowledge skills; and (iv) sellers' use of technology. As a whole, assuming a pivotal role played by seller skills, the research objective is to empirically verify a conceptual framework based on B2B seller skills in the context of sales performance. This study responds to a recent call to use meta-analyses to increase research-based knowledge in the sales domain. This study offers an empirical testing of a research framework for the identification and understanding of those skills that sellers need to embrace handling and increasing value in business relationships with customers in B2B settings of tangible products. The methodology relies on a questionnaire survey using a deductive approach. A total of 315 companies were ultimately selected to take part in the study, so as to represent a range of companies from different industries and corporate sizes within the product-oriented business sector of Norway (i.e. services-oriented companies are not included). The companies were identified from the Standard Industrial Classification (SIC 2007). A total of 236 questionnaires out of 315 were returned, generating a response rate of 74.9%. Methodology/Approach An exploratory factor analysis was undertaken to falsify or confirm the seven-dimensional framework of skill level. The initial factor analysis consisted of 21 items with three per dimension. The principal component method was applied to reveal the pattern in the factor solution. An orthogonal approach (varimax rotation) was applied to rotate the factor solution. The multi-item measures of each dimension were selected and modified from various sources. The empirical findings provide a foundation for further studies on sales performance. In particular, the findings can be used to assess the relationship between seller skill dimensions on sellers' objective and subjective performance in B2B sales settings. The findings can also be used to assess the relationship between these skill-level indicators on sellers' economic and non-economic satisfaction. Findings Companies could use the reported findings to organize and structure the process of B2B seller planification. This study offers seven verified categories of seller skill level. Companies should focus on each category in relation to their specific industry, so as to optimize sales performance. Seller skills become relevant with respect to taking into consideration the context of sales performance in areas such as planning and organization, recruiting and screening, training, remuneration and motivation, and evaluation and control. Note that companies need to consider the reported seven categories of skill level across all areas of sales performance. Companies should evaluate their sellers in relation to each category of skill level, and offer continuous training that is appropriate to each category. It is evident that training is fundamental to acquiring seller skills. The recruitment and screening of sellers are also important for acquiring sellers with an appropriate level of each category of skill levels. Furthermore, companies need to evaluate the training results of sellers, and offer economic compensation in accordance with the skill level reached in each of the seven categories. This study contributes to creat a B2B framework of seller skills in the context of sales performance. Accordingly, the tested and reported seven-dimensional framework provides a foundation for structuring the skill level dimensions in B2B sales settings. A further opportunity in B2B settings is to assess the structural properties of how the seven dimensions of seller skills are associated with and related to the other sales performance indicators (i.e. seller role perceptions, motivations and aptitude, as well as the influence of organizational and environmental aspects on sellers). One such research opportunity is to assess to what extent there are any moderating and mediating effects between skill level, role perception, motivation, aptitude and organizational/environmental, or whether they all relate only to sales performance in B2B settings. We conclude that the seven-dimensional framework of B2B seller skills in the context of sales performance verified in this study offers satisfactory validity and reliability. We therefore argue that the reported dimensions of B2B seller skills – i.e. interpersonal presentation and communication skills, degree of adaptiveness regarding abilities to modify sales approach and sales behavior, selling-related knowledge about customers and product/technology knowledge, and sales technology use – offer a sound foundation for assessing and following up on sales performance. This study contributes to existing theory and previous studies, thus providing a foundation for framing relevant indicators of sales performance regarding B2B seller skills. The seven-dimensional framework therefore provides a foundation on which to structure the assessment of sales performance in B2B settings. [ABSTRACT FROM AUTHOR]

To test a research model consisting of hypothesized relationships within and between the domains of action and social alignment based on buyer and seller perspectives in B2B relationships. Based on two cross-industrial samples of 218 buyer B2B relationships and 208 seller B2B relationships in Taiwan. Findings relate to the dual facets of the domain of membership theory. Cooperation represents more likely intangible and subjective interests of alignment, and coordination represents more likely tangible and objective actions of alignment, in buyer and seller B2B relationships. Validates a research model of action and social alignment in the context of buyer and seller B2B relationships. Contributes to comparing buyer and seller perspectives in relation to existing theory and previous studies on quality constructs in B2B relationships. Offers suggestions for further research. Practitioners in B2B settings need to focus on joint actions as well as joint interests, and vice versa, as the economic and non-economic satisfaction of a business relationship complement each other. Validates the research model of action and social alignment in the context of buyer and seller B2B relationships. Provides multiple contributions to existing theory and previous studies of relationship quality based on buyer and seller perspectives in B2B settings. [ABSTRACT FROM AUTHOR]