225 pubblicazioni classificate nel seguente modo:

The Role of External Actors in SMEs’ Human-Centered Industry 4.0 Adoption: An Empirical Perspective on Italian Competence Centers.
IEEE TRANSACTIONS ON ENGINEERING MANAGEMENT
Autore/i: Ietto, Beatrice; Ancillai, Chiara; Sabatini, Andrea; Carayannis, Elias G.; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: Despite the many benefits associated with the Industry 4.0 megatrend, researchers and practitioners alike have warned against an overly technocentric implementation of such a paradigm. Industry 4.0 should be corroborated by an awareness of its wider social implications, otherwise it might threaten human and societal well-being. Notably, firms should innovate and maintain competitiveness by respecting human values and developing collaborative relationships between humans and robots, while improving the wider societal well-being as well as recognizing ethical and socio-cultural factors. Yet, firms, especially small and medium enterprises (SMEs), face several challenges concerning a more human-centered evolution of Industry 4.0, as they lack adequate resources, competences, and cultural mindsets. In this regard, extant literature has suggested that external actors, such as governmental institutions, universities, and research centers might assist SMEs in effectively implementing Industry 4.0. Still, the role of such actors has yet to be explored. Therefore, this article aims to empirically investigate the role of competence centers (CCs), which bring together the main actors within innovation ecosystems, in supporting SMEs towards a more human-centered implementation of the Industry 4.0 paradigm. By conducting a multiple case study among Italian CCs, the article contributes to the formalization of the role of CCs in assisting SMEs during the implementation of Industry 4.0 technologies, utilizing a more holistic vision.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/296020

La progettazione del valore ed il suo trasferimento
Marketing e creazione del valore
Autore/i: Gregori, Gian Luca; Cardinali, Silvio; Temperini, Valerio; Pascucci, Federica; Bartoloni, Sara; Marinelli, Luca
Editore: G. Giappichelli Editore
Luogo di pubblicazione: Torino
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/324451

Le politiche di prezzo
Marketing e creazione del valore
Autore/i: Gregori, Gian Luca; Cardinali, Silvio; Perna, Andrea; Temperini, Valerio
Editore: G. Giappichelli Editore
Luogo di pubblicazione: Torino
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/324452

Customer involvement in technological development of smart products: empirical evidence from a coffee-machine producer
THE JOURNAL OF BUSINESS & INDUSTRIAL MARKETING
Autore/i: Sabatini, Andrea; Pascucci, Federica; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: Abstract Purpose This paper aims to explore how customer involvement unfolds in the development of a smart product. Smart product development poses new challenges to firms. In particular, the buyers’ and users’ involvement has shown novel dynamics in smart product development. These peculiarities are linked with the specific characteristics of the digital technology embedded into the smart products. This study’s rationale is to analyse the frictions arising from potential divergent objectives between the focal firm and its customers when digital technologies are embedded in traditional products. Design/methodology/approach This study adopted an explorative and qualitative approach to investigate new emerging dynamics of customer involvement during technological development. A coffee machine producer is selected as a case study to uncover new insights and a novel perspective on the phenomenon of customer involvement in smart product development. Data analysis followed an abductive approach that allowed to identify the dimensions of friction emerging during the technological development process. Findings The case study analysis depicts that smart product development presents novel customer involvement dynamics. In particular, this study abductively identifies dimensions of friction emerging between the focal firm and buyers/users. Friction arises in the technological interface between the actors involved. These dimensions of friction address the complexities of developing technology in terms of smart products with customer involvement. This study suggests that embedding of technology into an existing product might change how customers are involved. Originality/value Even though customer involvement in product innovation has been extensively studied in management literature, this paper focused on a new type of innovation, smart products. To the best of the authors’ knowledge, no previous studies have yet empirically explored customers’ involvement while embedding digital technologies into existing products to create smart products. In particular, this study sheds light on the dimensions of friction emerging between the focal firm and the actors of the business network. This study unfolds novel contributions to the Industrial Marketing and Purchasing literature on technological development.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/312009

Attività e-learning ed esperienze di didattica innovativa dell’Università Politecnica delle Marche
Atti del convegno GEO-UniBA Strategie per lo sviluppo della qualità nella didattica universitaria
Autore/i: Garofalo, Cristiana; Paone, Nicola; Falsetti, Carla; Andresciani, Alessandra; Gregori, Gian Luca
Editore: Pensa MultiMedia
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/327232

I processi di internazionalizzazione e gli effetti critici delle subsidiaries. Il caso Loccioni.
MARKETING INTERNAZIONALE. Strategie, Principi e Applicazioni
Autore/i: Perna, Andrea; Baraldi, Enrico; Gregori, Gian Luca
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/296361

Business Model Innovation and Digital Technologies in SMEs: the Role of External Actors
Proceedings of the 7th International Conference on New Business Models: Sustainable Business Model Challenges: Economic Recovery and Digital Transformation
Autore/i: Sabatini, Andrea; Cucculelli, Marco; Gregori, Gian Luca
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Abstract: Business model innovation has been extensively studied in startups and large corporations. However, extant literature lacks studies on business model innovation in SMEs. The study’s objective is to shed light on SMEs business model innovation processes when adopting digital technologies. The manuscript focuses on the role of external actors in supporting SMEs unfolding business model innovation processes. It develops a qualitative explorative study collecting data from six cases. The cases are mainly Italian SMEs located in Marche Region. Data are analysed according to an abductive approach. The paper unfolds new perspectives on SMEs business model innovation processes while these are adopting digital technologies by shedding light on the role of external partners throughout the process. It identifies the actors who participate in the SMEs innovation. Also, it develops preliminary theoretical and managerial implications related to the role of the actors identified in supporting business model innovation processes linked to digital technologies adoption.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/304943

Towards designing society 5.0 solutions: The new Quintuple Helix - Design Thinking approach to technology
TECHNOVATION
Autore/i: Bartoloni, S.; Calo, E.; Marinelli, L.; Pascucci, F.; Dezi, L.; Carayannis, E.; Revel, G. M.; Gregori, G. L.
Classificazione: 1 Contributo su Rivista
Abstract: The integration of Industry 4.0 (I4.0) technologies within society is pivotal for resolving many challenges that the world and its population are facing presently—global pandemics, ageing populations, and climate change. However, academics and practitioners still struggle to fully understand I4.0 outcomes outside of the manufacturing domain, thereby unravelling their potential for society at large. In this scenario, Society 5.0 (S5.0) is arising as a new paradigm that places humans at the centre of innovation. To foster the effective integration of technology into society and to better understand how to design S5.0 configurations and solutions, the authors developed a conceptual model applying the Design Thinking (DT) approach to the Quintuple Helix (QH) innovation framework. The proposed QH–DT model was found to be suitable for allowing the knowledge flow among the actors involved in the design and implementation of the S5.0 solution. The model was then explained through its application in a healthcare project—the SMARTAGE. By adopting an action research methodology, the results explain how it becomes possible to build complex human-centric healthcare solutions.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/295242

Family ownership and the export performance of SMEs: the moderating role of financial constraints and flexibility
JOURNAL OF SMALL BUSINESS AND ENTERPRISE DEVELOPMENT
Autore/i: Pascucci, Federica; Domenichelli, Oscar; Peruffo, Enzo; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: Purpose – This article investigates the relationship between family ownership and export performance in the context of SMEs while also considering the moderating role of the financial dimension and, in particular, financial constraints and financial flexibility. Design/methodology/approach – We select a sample of 1,132 Italian SMEs to examine through an econometric analysis the role and impact of family ownership and the financial moderating variables being used on their export performance. Findings – The results indicate that there is a U-shaped relationship between family ownership and export performance: the highest levels of export performance correspond to the lowest and highest family ownership levels, whereas when a mixture of family and nonfamily ownership exists, the performance suffers because of “conflicting voices” dominating strategic visions and approaches, harming the firm’s export commitment. Moreover, the findings show that lower financial constraints and/or stronger financial flexibility improve the relationship between family ownership and export performance. Research limitations/implications – Our findings show that the ownership structure is important for export performance; in particular, firms should avoid a mixture between family and nonfamily ownership because it is detrimental to export performance. Moreover, Italian SMEs need to develop sources of financing other than the banking channel, and policy makers should favour this process to overcome financial constraint problems and improve financial flexibility. Limitations concern the use of other econometric approaches and measurement variables to further investigate the connection between family ownership and export performance. Originality/value – The present study enhances the comprehension of the complex relationship between family ownership and export performance by documenting the relevance of the level of family ownership and considering the moderating role of financial constraints and flexibility.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/297102

Genesis of an innovation-based entrepreneurial ecosystem: exploring the role of intellectual capital
JOURNAL OF INTELLECTUAL CAPITAL
Autore/i: Marinelli, Luca; Bartoloni, Sara; Pascucci, Federica; Gregori, Gian Luca; Farina Briamonte, Massimiliano
Classificazione: 1 Contributo su Rivista
Abstract: Purpose – The aim of the study is to explore the genesis of entrepreneurial ecosystems (EE) and highlight the role played by intellectual capital (IC) in that process. Specifically, the paper adopts the collective intelligence approach, and the study shows how human capital (HC), structural capital (SC) and relational capital (RC) interact to create an entrepreneurial ecosystem. Design/methodology/approach – The paper adopts a single case study of an Italian EE. The data analysis is based upon the collection of different sources of data: semi-structured interviews with representatives of each actor of the ecosystem; email correspondence; meetings report; a 24-months period of direct observation. Given the novelty of the topic, the qualitative method seems well suited for studying innovation-based EE since the method offers rich data about a phenomenon in real-life context. Findings – The case is a top-down, innovation-based EE in which all main components of the IC play a crucial role from the initial stage. Findings show how the constant interchange between IC components occurs at two different levels: the micro and the meso level. HC and RC play major roles at both levels, whilst SC only occurs at a meso level, representing the environment in which the whole ecosystem takes place. Additionally, the use case, a new intangible asset integrating all three components of IC, emerged as one of the main outcomes of this innovation-based EE. Originality/value – The paper contributes to a rather unexplored topic in the existing literature on EE and IC, namely the formation process of EE and the role played by IC within that process. Additionally, through the application of the collective intelligence approach, the authors shed light on the need to manage IC at both micro and meso level in the creation of an EE.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/310290

Combining sell-out data with shopper behaviour data for category performance measurement: The role of category conversion power
JOURNAL OF RETAILING AND CONSUMER SERVICES
Autore/i: Pascucci, F.; Nardi, L.; Marinelli, L.; Paolanti, M.; Frontoni, E.; Gregori, G. L.
Classificazione: 1 Contributo su Rivista
Abstract: Retailers need to manage a series of complex decisions relating to numerous products. To reduce this complexity, they have introduced category management practices, which consider groups of similar products (categories) that can be managed separately as single business units (SBUs). Although the concept that the store offer should be organised as a category mix and that this strategy allows for better overall store management is already consolidated, retailers still struggle to adopt an approach to the store performance measurement starting from a category level perspective. Nowadays, the available methods for measuring categories’ performance are quite limited. The current trend sees the measurement of category performance mainly based on sell-out data that are ill-equipped to fully address category management issues. Retailers should broaden their field of analysis not only by focusing on the product/sales perspective but also by including other methodologies such as shopper behaviour analysis. In this regard, the use of technology offers the retail sector new perspectives for those analysis. Therefore, we intend to contribute to the ongoing debate on the retail analytics topic by presenting a shopper behaviour analytics system for category management performance monitoring. More in detail, we could derive a new key performance indicator, category conversion power (CCP), aimed at analysing and comparing the single categories organised within the store. The research is based on a unique dataset obtained from a real-time locating system (RTLS), which allowed us to collect behavioural data togheter with sell-out data (from POS scanner). We argue that retailers could exploit this new analytical method to gain more understanding at the category level and therefore make data-driven decisions aimed at improving performance at the store level.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/295241

Exploring the Relationships Between Perception of Product Quality, Product Ratings, and Consumers’ Personality Traits: An Eye-Tracking Study
JOURNAL OF NEUROSCIENCE, PSYCHOLOGY, AND ECONOMICS
Autore/i: Pascucci, F.; Bartoloni, S.; Ceravolo, M. G.; Fattobene, L.; Gregori, G. L.; Pepa, L.; Raggetti, G.; Temperini, V.
Classificazione: 1 Contributo su Rivista
Abstract: The present study investigates how product ratings (positive, negative, or ambiguous) and consumers’ personality traits affect their attention behaviors and perception of product quality in online shopping environments. Findings from an eye-tracking experiment (N = 62) with the use of a simulated e-retailer product page (similar to Amazon.com) show the consumers’ attention distribution processes in response to different marketing cues (product image, technical description, rating, price, delivery time) and their impact on product quality evaluation. Extraversion was deemed the sole personality trait affecting both consumers’ attention behaviors and the relationship between a product’s rating and quality evaluation. This study expands the knowledge base of the cue utilization theory and online consumer behavior literature, providing practical implications for e-retailers and e-sellers. (PsycInfo Database Record (c) 2022 APA, all rights reserved)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/300819

Effects and Outcomes of Entrepreneurship Education in Italy. Evidence from the Case of clab by Università Politecnica delle Marche
L'INDUSTRIA
Autore/i: Micozzi, A.; Micozzi, F.; Perna, A.; Gregori, G. L.
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/308962

Business model innovation and digital technology: The perspective of incumbent Italian small and medium-sized firms
ENTREPRENEURIAL BUSINESS AND ECONOMICS REVIEW
Autore/i: Sabatini, Andrea; Cucculelli, Marco; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: The aim of the article was to conduct an explorative study on the relationship between business model innovation and digital technologies in incumbent small and medium-sized enterprises (SMEs).
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/307001

Developing relationships to survive the Covid-19 crisis: the case of e-learning in tourism supply chain
Digital transformation and marketing. Implications for business and society
Autore/i: Gallegati, S; Pizzichini, L.; Temperini, V.; Gregori, G. L.
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Abstract: The sector of tourism and its whole supply chain suffered from a serious impact with the spread of COVID-19 pandemic around the world. Actors involved in this supply chain had to face new challenges set by COVID-19 and were forced to restructure their processes: the use of digital technologies was crucial for a modern development and for the survival of the industry. Training had already become a crucial tool for the development of the tourism industry, to support business competitiveness in the traditional distribution system. This has encouraged a growing focus on e-learning and on the interesting advantages that it allows to obtain in training activities. However, limited attention was given to the use of this tool for marketing purposes. In a moment of absolute crystallization of the tourism sector, some actors of the supply chain decided to invest in online training as a tool to keep the sector alive and to nurture relationships with stakeholders. Through in-depth interviews, this paper aims to analyze the use of e-learning tools in a marketing perspective, with specific reference to the relationship between tour operators and travel agents in a period of crisis. The case study of the e-learning platform GoAcademy and of GoWorld Tour Operator is discussed.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/309991

Industry 5.0 and Business model innovation in SMEs: an explorative study on the Role of Competence Centers in Italy
Leveraging intersections in management theory and practice
Autore/i: Ietto, Beatrice; Ancillai, Chiara; Sabatini, Andrea; Gregori, Gian Luca; Carayannis, Elias George
Editore: Fondazione CUEIM
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/295245

Exploring the CRM adoption from a vendor perspective. Initial findings from an empirical study
Trasformazione digitale dei mercati: il Marketing nella creazione di valore per le imprese e la società. XVIII Convegno Annuale della Società Italiana Marketing
Autore/i: Cinti, A.; Sabatini, A.; Perna, A.; Gregori, G. L.
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Abstract: This study aims to explore how CRM vendors support the CRM adoption processes through a qualitative methodology approach. We contend that few previous studies adopted the perspective of the CRM vendor when dealing with the adoption process. After a brief description of the barriers related to CRM adoption, the present manuscript – whilst still an ongoing study - provides early findings depicting new perspectives and outline several potential pathways to enhance its adoption.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/294369

Defining customer experiential knowledge and its dimensions: a conceptualization starting from a netnographic study of specialty coffee blogs
JOURNAL OF KNOWLEDGE MANAGEMENT
Autore/i: Ietto, B.; Pascucci, F.; Gregori, G. L.
Classificazione: 1 Contributo su Rivista
Abstract: Purpose: This paper aims to develop a theoretical framework for the conceptualization of customer experiential knowledge (CEK) by logically combining its different dimensions into one coherent explanatory concept. Drawing on the integration of the literature on customer experience, customer knowledge management and customer insights acquisition, supported by adequate empirical evidence, the framework provides a systematic, comprehensive and accurate understanding of CEK which, could contribute to the identification of relevant customer experience insights useful for customer knowledge management. Design/methodology/approach: The analysis follows an inductive/deductive interpretative approach and it is based on a netnography of specialty coffee bloggers’ narratives in relation to their sustainability practices. Findings: The paper identifies the following six types of CEK: normative, subcultural, epicurean, transcendental, subcultural and symbolic. Accordingly, CEK is defined as the knowledge tacitly possessed by customers in relation to how they live their consumption experiences according to a body of heterogeneous socio-cultural contextual factors (ethos, norms and symbols) and subjective influences (emotions, ingenuity, instincts and senses) deeply embedded into the narrative of a consumption experience. Originality/value: While CEK has been largely observed and acknowledged, it has not been yet adequately addressed by existing research. The provision of a conceptual definition of CEK which emphasizes its different dimensions will be of use to both academics and practitioners to better identify and categorize the different manifestations of CEK when undertaking empirical observations or managerial decisions.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/291873

Seafood festivals for local development in Italy and Sweden
BRITISH FOOD JOURNAL
Autore/i: Pizzichini, L.; Andersson, T. D.; Gregori, G. L.
Classificazione: 1 Contributo su Rivista
Abstract: Purpose: The paper focusses on festivals taking place in coastal regions whose central element is seafood. The purpose is to analyse the role of seafood festivals as potential tourist attractions for local development. The decision to focus on coastal areas is based on a perceived knowledge gap regarding the interactions between different sectors of the sea economy. Design/methodology/approach: Qualitative exploratory case studies of seafood festivals in Italy and Sweden have been performed using an analytical model. The participatory observation methodology contributed to a better understanding of the phenomenon. Findings: The analysis shows the close relationship between seafood and tourism, and although it takes variable forms, food is a fundamental lever for maritime and coastal tourism and local development. Findings suggest that local food events can help strengthening gastronomic identities, despite there is a different articulation between tradition and marketing in the two countries. Research limitations/implications: Since this paper represents an exploratory study of five seafood festivals, research needs to be extended and replicated before any findings can be generalized. However, the model is flexible enough to be tested in different food events. Practical implications: Food events represent a key instrument for the integration of territorial policies in which tourism and food products might be used as strategic instruments for the development of coastal areas. Originality/value: This paper is a first attempt to analyse and compare seafood events, contributing to filling the gap in event literature referring to coastal areas. The model introduced can be used to determine the articulation of tradition-marketing in different food events.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/295605

Contrasting Fake News in Oncology: The First Declaration of Good Communication
JCO GLOBAL ONCOLOGY
Autore/i: Berardi, Rossana; Papa, Roberto; Scandali, Valerio Mattia; Torniai, Mariangela; Blasi, Maurizio; Brusa, Andrea; Elisei, Franco; Gregori, Gian Luca; Laurenzi, Giancarlo; Marinelli, Luca; Marinelli, Massimiliano; Mazzoli, Graziella; Volpini, Fabrizio; Caporossi, Michele
Classificazione: 1 Contributo su Rivista
Abstract: Purpose: Nowadays, websites, online journals, and social media give access to an extraordinary amount of medical information. Misleading news are often disseminated generating false expectations, exaggerated anxiety, and confusion; in oncology setting, disinformation is perhaps more deleterious than in other fields, with a considerable impact on single patients as well as on families and, more in general, on Public Health. We aimed to promote a better interaction between the health care and the world of communication. Materials and methods: A regional technical table was established with the aim of drafting a shared document through the consensus conference method in the RAND/University of California Los Angeles variant, identifying strategies to overcome barriers between communication and health care as well as to propose common criteria for an effective dissemination of medical information. Results: Sixteen articles met the inclusion criteria, from which 72 recommendations were drawn to the communication and health field (40 related to specific issues and 32 transversal to all the specific topics). Following an evaluation of relevance by the panel of experts, it was found that 57 recommendations scored more than 7, 13 between 4 and 6.9, and 2 below 4. Conclusion: This consensus and the drawn up document represent a concrete attempt to find a renewed and strategic alliance between key figures in health care and communication operators. As the American Declaration of Independence, our Declaration of Good Communication has identified high-impact recommendations for the best management of patients, providing simple but fundamental concepts and recommendations about effectiveness especially in oncology setting.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/290492

Smart Environments and Techno-centric and Human-Centric Innovations for Industry and Society 5.0: A Quintuple Helix Innovation System View Towards Smart, Sustainable, and Inclusive Solutions
JOURNAL OF THE KNOWLEDGE ECONOMY
Autore/i: Carayannis, Elias G.; Dezi, Luca; Gregori, Gian Luca; Calo, Ernesto
Classificazione: 1 Contributo su Rivista
Abstract: The paper investigates the aviation sector, as a case in point for a Smart environment and as an example for Industry 5.0 and Society 5.0 purposes. In the smart complex environments, a systemic vision of the elements, which act and are acted within a given territory, should be the basis of a hypothesis of joint growth. Indeed, the synergies activated by the system can be seen as the product of the application of a particular knowledge-based open innovation strategy, as an orientation capable of transforming theoretical assumptions into concrete operational innovation paths. Through the evidence emerged from an important case study and the application of an MCDA methodology, we have tried to identify which are the optimal solutions for the implementation of the new human-centric logics of I5.0, analyzing them on the basis of the actual benefits for the ecosystem, going beyond the self-referential aptitude of the firm to instill technological changes and managerial visions. Knowledge circulation, dialogue between sub-systems, and the ability to adapt technology and entrepreneurial strategies to the environment in which it operates (with the users as first stakeholders) seem to be necessary practices in knowledge-based innovation, prioritization, and decision-making processes, for smart, sustainable, and inclusive solutions.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/290107

Data-Driven Knowledge Discovery in Retail: Evidences from the Vending Machine’s Industry
Pattern Recognition. ICPR International Workshops and Challenges. ICPR 2021.
Autore/i: Marinelli, Luca; Paolanti, Marina; Nardi, Lorenzo; Gabellini, Patrizia; Frontoni, Emanuele; Gregori, Gian Luca
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/288578

Food purchasing behaviour at automatic vending machines: the role of planograms and shopping time
BRITISH FOOD JOURNAL
Autore/i: Marinelli, Luca; Fiano, Fabio; Gregori, Gian Luca; Daniele, Lucia Michela
Classificazione: 1 Contributo su Rivista
Abstract: Purpose – The purpose of this paper is to investigate the food and beverage automatic retail environment by analysing the impact of planograms, conceived as a visual merchandising practice and shopping time – the time spent making a purchase – as part of food consumer purchasing behaviour to further enrich the debate on the ability of companies to absorb customer knowledge. Design/methodology/approach – A real-world experiment was conducted using a sample of 27,230 valid observations of consumer purchasing decision-making processes at automatic vending machines (AVMs). Data were collected by a shopper behaviour analytics system that allows for a better understanding of the AVM users’ behaviour. Two sets of regressions were run to test the two hypotheses. Findings – The experimental results demonstrated that planograms – the planned, systematic organisation of products in an AVM – positively impact food purchases. A planogram acts as a mediator in the relationship between shopping time and purchase, resulting in shorter shopping times and more purchases. Originality/value – This work adds to the customer knowledge literature by focussing on customer behaviour in the food and beverage automated shopping environment. The shopper analytics technology adopted to collect real-time data leads to a better understanding of the purchasing behaviour of AVMs’ users and provides new marketing and retail insights into AVMs’ performance that retailers can use to improve their marketing strategies.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/286191

Integrating sustainability in business network initiation: the case of an Italian pasta maker
THE JOURNAL OF BUSINESS & INDUSTRIAL MARKETING
Autore/i: Sabatini, A.; O'Toole, T.; Gregori, G.
Classificazione: 1 Contributo su Rivista
Abstract: Purpose: The purpose of this paper is to explore how sustainability is integrated into a new venture’s business network initiation. This study unpacks sustainability in business network initiation using temporal bracketing and identifying its main processes. Temporal bracketing supports the understanding of the evolution of sustainability in network initiation. The processes help explore the sustainability patterns that emerge from the new venture’s attempt to integrate sustainability into network initiation. Design/methodology/approach: The exploratory case study of an Italian pasta maker draws on industrial network theory to focus on the business network initiation of new ventures. The novelty is the integration of sustainability into the business network initiation literature. This paper adopts a single case study methodology and an abductive approach to analysis. Findings: This study finds that sustainability in network initiation is achieved through three periods of initiation and through five processes that are overlapping, intertwined and reciprocal. This study suggests that sustainability can have a positive or negative impact when integrated into the initiation process. Originality/value: This paper provides a conceptual framework for understanding how a new venture integrates sustainability in its network initiation. The framework comprises periods and processes of network initiation which show how a new venture can integrate sustainability in its business activities and resources through interaction with network actors.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/288549

A microfoundational perspective on SMEs’ growth in the digital transformation era
JOURNAL OF BUSINESS RESEARCH
Autore/i: Scuotto, V.; Nicotra, M.; Del Giudice, M.; Krueger, N.; Gregori, G. L.
Classificazione: 1 Contributo su Rivista
Abstract: This research illustrates the relevance of individual digital capabilities for SMEs’ growth and innovation performance. Going beyond Penrosian growth theory, taking a microfoundational perspective demonstrates that these capabilities are crucial for attaining business growth and innovation. From a sample of 2,156,360 European SMEs, our findings highlight SMEs’ need for internal digital capabilities to respond rapidly to market changes. The current workplace requires individual capabilities able to face increasingly complex and interactive tasks. This set of capabilities also drives SMEs towards new perspectives and induces an increasing demand for individual digital capabilities. Employees are thus tasked to be digital literates in the field of information, communication and software. Penrose and others argued that business growth is leveraged primarily by interpersonal relationships based on trust, identification, and mutual obligation. However, today, individual digital capabilities have assumed an equally crucial role for growth and innovation in our increasingly digital competitive reality.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/289173

Top management evaluation in Italian food and beverage industry
BRITISH FOOD JOURNAL
Autore/i: Oricchio, G.; Zanda, S.; Gregori, G. L.; Marinelli, L.
Classificazione: 1 Contributo su Rivista
Abstract: Purpose: The purpose of this paper is to present and discuss a model to evaluate the top management quality and its impact on the default probability/survival probability of companies operating in the Italian food and beverage industry. The focus is on SMEs and private companies (ie. companies with no external or public rating). The general aim of this paper is to initiate a new field of research enjoying the fast and growing number of information underlying the development of the private lending market (both banking channel and private debt channel) and the recent developments in assessing the managerial styles of leadership. Design/methodology/approach: The methodology used in the research is a mixed method based on quantitative and qualitative analysis. The authors have followed the sequential mixed methods design (Creswell and Plano Clark, 2007; Almalki, 2016) belonging to a practice perspective (Tashakkori and Creswell, 2007). The two components (quantitative and qualitative) are integrated in the combined approach: a final proposed evaluation model is explained and discussed. Findings: According to the experience (and private market best practice) the leadership style has a material impact on the survival probability of a company (and, on the contrary, on the default probability of a company). In other words, the leadership style – other variables be equal – can provide significant information to investors about the future evolution of the financial performance and related credit risk. In the paper, the authors provide a useful model (and tool) in order to capture the above mentioned relationship to support investment decisions in food and beverage industry. Research limitations/implications: While a positive relationship between a participative style of leadership and the financial performance is widely accepted in the literature; there is no published research on the relationship between managerial styles of leadership and default probability/survival probability. There are several workstreams to be performed in future research in order (1) to provide more business evidence and (2) to extent the analysis to further industries (other than food and beverage). The first step is to collect more data and company information on managerial styles of leadership and to start to track, to measure and monitor the evolution of the credit risk over time in each of the four clusters identified in the combined model. Practical implications: The practical implication is to provide a methodological contribution to develop an evaluation model of top management quality to be used for the certification of the quality system. The proposed evaluation model is intended to support both (1) the ISO quality management system certifiers and (2) financial analysts and auditors in order to assess the going concern and the business sustainability and (3) the credit risk assessment and evolution in investment decisions. Social implications: The authors believe that a more deep understanding on the effectiveness of managerial styles of leadership on credit risk can improve the credit and investment allocation and to enhance the borrowing capabilities of the food and beverage industry (with relevant implications on number of employees and size of new investments). Originality/value: This is the first applied research on the link between the default probability/company survival probability and the quality of management in the Italian food and beverage industry.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/286192

The commercialization of highly technological products in the context of Industry 4.0: a B2B SMEs perspective
Grand challenges: companies and universities working for a better society
Autore/i: Sabatini, Andrea; Bartoloni, Sara; Gregori, Gian Luca
Editore: Fondazione CUEIM
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/285966

Supply chains network during a global crisis: Covid-19 emerging challenges
Grand challenges: companies and universities working for a better society
Autore/i: Cinti, Alessandro; Sabatini, Andrea; Gregori, Gian Luca
Editore: Fondazione CUEIM
Luogo di pubblicazione: Verona
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/285964

New business ventures coping with COVID-19: the case of the MENA region
Sinergie - Sima Management Conference Grand challenges: companies and universities working for a better society Pisa, 7-8 September 2020
Autore/i: Alostaz, Jamal; Gregori, Gian Luca; Sabatini, Andrea; Cinti, Alessandro; Perna, Andrea; Alostaz, Faris
Editore: Sinergie Italian Journal of Management
Luogo di pubblicazione: Verona
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/285963

New product development commercialisation of Industry 4.0 products: evidence from a B2B Italian SME
SINERGIE
Autore/i: Sabatini, Andrea; Bartoloni, Sara; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/294365

The social side of IPOs: Twitter sentiment analysis and investors’ attention in the IPO primary market
AFRICAN JOURNAL OF BUSINESS MANAGEMENT
Autore/i: Mazzoli, Camilla; Severini, Sabrina; Marinelli, Luca; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: Despite in recent years the impact of market sentiment on the performance of listing firms has gained increased attention from both academics and professionals, a research question that remains uncovered deals with how the retail investor sentiment and attention might impact the IPO pricing in the primary market. This analysis proposes a stochastic frontier model approach on a sample of 412 US firms listed between 2010 and 2016. The main research questions aim at revealing the effects that the number and the sentiment of the Tweets in the 3 months prior to each IPO produce in terms of the distance between the maximum achievable price and the actual offer price of the stocks. Results show that the more favorable the sentiment, the closer the offer price is set to the maximum achievable to the benefit of the issuer; on the contrary, negative sentiments seem to play no effect on the pricing, supporting the idea that investors are net buyers of attention-grabbing news. The number of Tweets shows no effect as well. Few and good is then the desirable attention and sentiment that issuers should wish for their listing firms.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/285355

The digital transformation of SMEs – a new knowledge broker called the digital innovation hub
JOURNAL OF KNOWLEDGE MANAGEMENT
Autore/i: Crupi, Antonio; Del Sarto, Nicola; Di Minin, Alberto; Gregori, Gian Luca; Lepore, Dominique; Marinelli, Luca; Spigarelli, Francesca
Classificazione: 1 Contributo su Rivista
Abstract: Purpose This study aims to understand if and how European digital innovation hubs (DIHs) filling the role of knowledge brokers (KBs) can support the digital transformation (DX) of small and medium-sized enterprises (SMEs) by triggering open innovation (OI) practices. Design/methodology/approach After presenting a conceptual model of reference, a survey and a subsequent in-depth interview were conducted to capture evidence from Italian DIHs. These structures were selected for their growing importance, as confirmed by the National Plan for Industry 4.0. Findings The findings highlight that Italian DIHs act not only as KBs but also as knowledge sources that give rise to a digital imprinting process that is able to shape the DX of SMEs. Originality/value Research on knowledge sharing and OI has mainly focused on large firms. The study covers the gaps identified in the literature by considering the role of KBs in enabling SMEs to embrace DX.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/282740

Improving innovation performance through knowledge acquisition: the moderating role of employee retention and human resource management practices
JOURNAL OF KNOWLEDGE MANAGEMENT
Autore/i: Papa, Armando; Dezi, Luca; Gregori, Gian Luca; Mueller, Jens; Miglietta, Nicola
Classificazione: 1 Contributo su Rivista
Abstract: Purpose This paper aims to study the effects of knowledge acquisition on innovation performance and the moderating effects of human resource management (HRM), in terms of employee retention and HRM practices, on the above-mentioned relationship. Design/methodology/approach A sample of 129 firms operating in a wide array of sectors has been used to gather data through a standardized questionnaire for testing the hypotheses through ordinary least squares (OLS) regression models. Findings The results indicate that knowledge acquisition positively affects innovation performance and that HRM moderates the relationship between knowledge acquisition and innovation performance. Originality/value With the increasing proclivity towards engaging in open innovation, firms are likely to face some tensions and opportunities leading to a shift in the management of human resources. This starts from the assumption that the knowledge base of the firm resides in the people who work for the firm and that some HRM factors can influence innovation within firms. Despite this, there is a lack of research investigating the link between knowledge acquisition, HRM and innovation performance under the open innovation lens. This paper intends to fill this gap and nurture future research by assessing whether knowledge acquisition influences innovation performance and whether HRM moderates such a relationship.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/254025

Place branding and local food souvenirs: the ethical attributes of national parks’ brands
JOURNAL OF PLACE MANAGEMENT AND DEVELOPMENT
Autore/i: Pizzichini, Lucia; Temperini, Valerio; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: Purpose This paper aims to identify what ethical attributes tourists associate with national parks’ brands shown on food souvenir labels and the influence of such attributes on purchase motivations. Design/methodology/approach An exploratory study was carried out involving a total of 102 Italian tourists, who were interviewed at two different souvenir shops in Italy. Respondents were first asked to describe what images and values they were associating with the visited Italian National Park. The second level of questions related to the association of food products with national parks and the purchase motivations of food products branded with the national park’s label. The ethical attributes associated with the national parks’ brands and their relevance in purchase motivations were detected and analyzed through content analysis. Findings The analysis of the national park brand allows highlighting the food souvenir role in communicating ethical values that influence the perceived quality of food as well as tourists’ purchase motivations. The analysis reveals interesting implications for the enhancement of local productions in tourist destinations, more specifically, how the place brand can act as a valuable communication tool. Particular attention is given to the crucial role that national parks’ brands play in strengthening the value proposition of small businesses located within parks. This vision must be implemented from the perspective of mutual promotion of local food and tourism in these parks. Originality/value The results of this paper contributed to the literature by filling the gap regarding the role of place brands in promoting food souvenirs.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/278222

Green marketing adoption in hotels industry: a literature review
In proceedings of Tourman 2019
Autore/i: Temperini, V.; Pizzichini, L.; Gallegati, S.; Gregori, G. L.
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Abstract: Green marketing practices allow the hotel industry to reach sustainable goals with the double effect of safeguarding the environment and being economically efficient. In recent years, technological innovations and changes in tourists' behaviour have contributed to changing the hospitality sector. The paper carries out a literature review by examining the main tourism and hospitality management journals, to highlight the evolution of green practices and to detect lights and shadows concerning the effectiveness and development of green marketing in the hotels' industry.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/316734

Dalla digital revolution alla digital marketing transformation: i driver del cambiamento
Il digital marketing come fattore competitivo. Verso un approccio integrato "strumenti" e "strategia"
Autore/i: Pascucci, F.; Bartoloni, S.; Gregori, G. L.
Editore: Franco Angeli
Luogo di pubblicazione: Milano
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/270720

BTOB MARKETING. IL BUSINESS MARKETING TRA TEORIA E MANAGERIALITA'
Autore/i: Gregori, gian luca; Perna, Andrea
Editore: Egea
Luogo di pubblicazione: Milano
Classificazione: 7 Curatele
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/270521

Strategie e modelli di business nel contesto business-to-business: il valore come concetto chiave
BtoB marketing. Il business marketing tra teoria e managerialitá
Autore/i: Ancillai, Chiara; Gregori, Gian Luca; Sabatini, Andrea
Luogo di pubblicazione: Milano
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/271981

Il corporate website come fulcro della presenza online aziendale
Il digital marketing come fattore competitivo. Verso un approccio integrato "strumenti" e "strategia"
Autore/i: Pascucci, F.; Gregori, G. L.
Editore: Franco Angeli
Luogo di pubblicazione: Milano
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/270722

Il processo di distribuzione e le alternative strategiche
BtoB marketing. Il business marketing tra teoria e managerialità
Autore/i: Gregori, Gian Luca; Temperini, Valerio; Bellagamba, Aldo
Editore: Egea
Luogo di pubblicazione: Milano
Classificazione: 2 Contributo in Volume
Abstract: Questo contributo esamina la distribuzione come funzione gestionale, con un ampio focus sul processo decisionale che le imprese operanti nel BtoB conducono, rispetto alle scelte gestionali. Particolare attenzione viene dedica agli aspetti di gestione degli agenti rappresentanti, che costituiscono un operatore del sistema distributivo molto rilevante nella pratica, ma spesso trascurato nella letteratura di marketing BtoB.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/278410

CSR Communication: The Use of Internet-Based Tools
SYMPHONYA
Autore/i: D'Andrea, Alessia; Pizzichini, Lucia; Marasca, Stefano; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: Corporate communication plays an important role in establishing and maintaining transparent and open dialogues with different stakeholders to foster ethical and socially responsible actions. The advent of the internet not only reorganized the way in which companies collect information, but also redefined stakeholders’ expectations. This paper investigates the potential of internet-based communication tools to disclose CSR topics. The study analyses the extent to which the Dow Jones Sustainability Index companies are using the internet-based tools to foster one-way and two-way communications and, so, to develop a dialogue with stakeholders. The research suggests a prevalence of one-way communication through internet-based tools but, at the same time, a large dissemination of social network channels.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/276592

Contrasting Digital Fake News in Health: an Interdisciplinary Approach
Identità, innovazione e impatto dell'aziendalismo italiano. Dentro l'economia digitale
Autore/i: Marinelli, Luca; Berardi, Rossana; Pascucci, Federica; Gregori, Gian Luca
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/284558

E-LEARNING AS A MARKETING TOOL FOR TOUR OPERATORS. THE ‘GO ACADEMY’ CASE STUDY
TOURISMOS
Autore/i: Temperini, Valerio; Gregori, Gian Luca; Pizzichini, Lucia
Classificazione: 1 Contributo su Rivista
Abstract: Professional training has become increasingly more important as the tourism industry grows and evolves. It plays a particularly vital role in supporting business competitiveness in the traditional distribution system. This has encouraged a growing focus on e-learning and on the interesting advantages that it opens up in training activities. However, it has been given limited attention as a useful tool for marketing purposes. This paper aims to analyze the use of e-learning in the marketing perspective, with specific reference to the relationship between tour operators and travel agents, using the case study of the e-learning platform, Go Academy
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/267729

50 Years of Teaching and Research Trends at the Faculty of Economics of the Università Politecnica delle Marche
The First Oustanding 50 Years of "Università Politecnica delle Marche". Research Achievements in Social Sciences and Humanities
Autore/i: Papi, Luca; Chelli, Francesco Maria; Gregori, Gian Luca; Marasca, Stefano
Editore: Springer International Publisher
Classificazione: 2 Contributo in Volume
Abstract: The chapter aims to provide an overview of the research and teaching activities carried out at the Faculty of Economics of the Università Politecnica delle Marche over the last 50 years
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/277631

Visual attention toward online marketing stimuli in e-retailing: the role of personality variables
Marketing 4.0: le sfide della multicanalità
Autore/i: Bartoloni, S.; Fattobene, L.; Pascucci, F.; Ceravolo, M. G.; Gregori, G. L.; Raggetti, G.; Temperini, V.
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/284811

Le prospettive del business marketing e la loro evoluzione storica
BtoB marketing. Il business marketing tra teoria e managerialitá
Autore/i: Gregori, G. L.; Perna, A.
Editore: Egea
Luogo di pubblicazione: Milano
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/271152

Manifattura additiva e stampa 3D: un'analisi esplorativa oltre la dimensione tecnologica
Industria 4.0. Tra suggestioni emergenti e soluzioni effettive
Autore/i: Bellagamba, Aldo; Gregori, Gian Luca; Pascucci, Federica; Perna, Andrea
Editore: Edizioni Nuova Cultura
Luogo di pubblicazione: Roma
Classificazione: 2 Contributo in Volume
Abstract: Il presente contributo non si sofferma sugli aspetti tecnico-ingegneristici della stampa 3D (che sono stati ampiamente trattati in letteratura), ma su quelli connessi all’adozione della nuova tecnologia da parte delle imprese. Infatti, malgrado siano numerosi i benefici attribuiti dagli esperti a questa tecnologia, il suo livello di diffusione nelle PMI è ancora piuttosto limitato. Nella convinzione che la nascita di imprese fornitrici di servizi di stampa 3D competenti ed efficienti possa favorire la diffusione della nuova tecnologia nelle PMI, il lavoro si è posto l’obiettivo di indagare il ruolo delle imprese di servizi e delle relazioni di business da queste sviluppate con attori a monte e a valle, nei processi di sviluppo e adozione della tecnologia. L’indagine empirica si è avvalsa del metodo del caso singolo ed ha riguardato una piccola impresa italiana specializzata nella fornitura di servizi per la stampa 3D. Dalla ricerca è emerso il ruolo critico delle relazioni sviluppate dall'impresa di servizi e delle interdipendenze tra gli attori coinvolti nella rete di relazioni, fra i quali si manifestano consistenti scambi di conoscenza e rilevanti processi di apprendimento, funzionali all'affermazione della tecnologia.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/275121

Are SMEs cutting corners on social media marketing? An exploratory study in the Italian context
INTERNATIONAL JOURNAL OF INTERNET MARKETING AND ADVERTISING
Autore/i: Bartoloni, S.; Ancillai, C.; Pascucci, F.; Gregori, G. L.
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/285009

L’evoluzione dei processi di vendita e del ruolo dei venditori
BtoB marketing. Il business marketing tra teoria e managerialitá
Autore/i: Gregori, Gian Luca; Perna, A.; Sabatini, A.
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/271154

R&D and manufacturing activities regarding managerial effectiveness and open strategy: an industry focus on luxury knitwear firms
INTERNATIONAL JOURNAL OF PRODUCTION RESEARCH
Autore/i: Gregori, Gian Luca; Marcone, Maria Rosaria
Classificazione: 1 Contributo su Rivista
Abstract: The authors structure the field of over-design, over-specification, and over-requirement (OOO) drawing from extant knowledge related to innovative managerial procedures in manufacturing systems, project portfolio management, and performance management. More specifically, we propose allowing the dominant perspectives of OOO and paving the way towards a coherent recognition foundation of innovative strategies in manufacturing systems. This lends itself to an analysis of innovative phenomena in design and production systems that generate OOO and helps to understand what the effects of the OOO on business performance are. The clothing industry in Italy was chosen as a target context because many innovative pioneering medium sized enterprises (MSEs) were operating in the industry. Because of the exploratory nature of the research, a multiple case study approach is adopted in this study. Drawing from extant managerial literature, the proposed structure shows which business model objects and interactions within R&D-manufacturing-marketing activities should be considered when engaging in managing innovative and temporary project portfolio.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/268900

Supply chain strategies in international business markets. Economic evaluations on operations activities
Supply chain management: quali prospettive per la ricerca e la professione?
Autore/i: Gregori, Gian Luca; Marcone, Maria Rosaria
Luogo di pubblicazione: Milano
Classificazione: 5 Altro
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/263985

Industria 4.0: non solo una rivoluzione tecnologica
Le competenze per costruire il futuro
Autore/i: Bellagamba, Aldo; Gregori, Gian Luca; Pascucci, Federica; Perna, Andrea; Sabatini, Andrea
Editore: Edizioni di Comunità
Luogo di pubblicazione: Roma/Ivrea
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/259350

Knowledge technology improvement in manufacturing systems. Case analysis of 'open strategy business model'
Transformative business strategies and new patterns for value creation
Autore/i: Gregori, Gian Luca; Marcone, Maria Rosaria
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/262694

La progettazione del valore ed il suo trasferimento
Marketing e creazione del valore
Autore/i: Gregori, Gian Luca; Cardinali, Silvio; Temperini, Valerio; Pascucci, Federica; Bartoloni, Sara; Marinelli, Luca
Editore: Giappichelli
Luogo di pubblicazione: Torino
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/261661

The Hidden Side of 3d Printing in Management
SYMPHONYA
Autore/i: Pascucci, Federica; Perna, Andrea; Runfola, Andrea; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/262701

An exploration of social media use by Italian exporting SMEs
Tendenze nuove negli studi economico-aziendali. L'evoluzione dei rapporti azienda-società
Autore/i: Bartoloni, Sara; Pascucci, Federica; Gregori, Gian Luca
Editore: il Mulino
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/269127

Definizione e misurazione dell'impatto sociale della ricerca: alcune riflessioni
Scritti seri e semiseri in onore di Claudio Baccarani
Autore/i: Gregori, Gian Luca; Bartoloni, Sara; Pascucci, Federica
Editore: G. Giappichelli editore
Luogo di pubblicazione: TORINO
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/262889

Problematizing customization and IT in the fashion industry: A case study of an Italian shoemaker
JOURNAL OF GLOBAL FASHION MARKETING
Autore/i: Perna, Andrea; Runfola, Andrea; Temperini, Valerio; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: This paper focuses on the problematization of customization processes in the fashion industry. We investigate how companies may face and orchestrate customization processes that are based on the use of specific Information and Technology (IT) tools such as online sales configurators. Most studies on customization in fashion have considered the roles of consumers and their impact on the development of customization strategies. The co-development of customized goods – the choices concerning which IT system should be implemented to allow customers to design their products – has been studied extensively. We offer new insights into the extent to which customization represents an issue to be managed in business relationships, particularly among different business actors involved in a supplier network. By considering the case of a shoe manufacturer we seek to answer to the following research questions: (1) How can a fashion company implement a customized solution via the Internet? (2) Which specific trade-offs affect the management of customization and IT when online customization must be linked to offline production? The paper concludes with implications and suggestions for further research.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/252569

The influence of production, IT, and logistics process innovations on ambidexterity performance
BUSINESS PROCESS MANAGEMENT JOURNAL
Autore/i: Lorenzo, Ardito; Ekaterina, Besson; MESSENI PETRUZZELLI, Antonio; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: Purpose: The purpose of this paper is to elucidate the relationship between three types of process innovations (i.e. innovation in production, IT, and logistics processes) and ambidexterity performance. Specifically, the paper attempts to examine whether changes in business processes help companies to reconcile exploration and exploitation learning activities within the firm domain. Design/methodology/approach: This research is based on data of 2,843 manufacturing firms, whose data are available from the Italian Innovation Survey (period 2010-2012). Hypotheses are developed and tested by using a Tobit regression approach. Findings: Innovation in production and IT processes favors ambidexterity performance, whereas changes in logistics activities, despite being positive, are less relevant. Originality/value: This is one of the first attempts to offer empirical evidence about the relationship between process innovations and ambidexterity performance (without engaging in domain separation), hence providing additional insights into the ambidexterity literature and the literature on process innovation.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/259624

Sustainable Management of Events in an Experiential Perspective
The Experience Logic as a New Perspective for Marketing Management
Autore/i: Gregori, Gian Luca; Pencarelli, Tonino; Temperini, Valerio; Splendiani, Simone; Fabio, Forlani
Editore: Springer
Luogo di pubblicazione: Cham
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/258704

L’efficacia del Customer Relationship Management nei mercati dei servizi tecnologici: il caso di una media impresa italiana
ECONOMIA E DIRITTO DEL TERZIARIO
Autore/i: Gregori, Gian Luca; Perna, Andrea; Sabatini, Andrea
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/252224

The evolution of fundraising in the Italian non profit context: The" Lega del Filo d’Oro" case
MERCATI E COMPETITIVITÀ
Autore/i: Bizzarri, Alex; Cardinali, Silvio; Picciotti, Antonio; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: The discipline of fundraising sees increasing attention from the scholars due to the worldwide growing of the nonprofit sector and the subsequent competition for private funds. Despite that, many of the studies on fundraising are still limited to the Anglo-Saxon context. This paper thus aims to examine how an organization carry out its fundraising activities in a context where fundraising does not represent the routine procedure for the vast majority of the players. The proper implementation of fundraising can substantially contributes to the organizational success of a non-profit organization. The purpose of this paper is to investigate whether and how the fundraising activities have been carried out and which are the stages of evolution crossed by a proficient charity in a Latin context. This study was conducted by using a qualitative methodology; helped by semi-structured interview to the fundraising managers of the organization. The findings showed how the development of fundraising practices has been pushed by international organizations leading to an increasing isomorphism reflected by the phases of fundraising evolution crossed which resemble those highlighted in literature. Recommendations for future advancement in research are made as well as management implications.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/249452

Piccole imprese eccellenti: un patrimonio da valorizzare
Artigianato e piccole imprese patrimonio per i territori. Nuove traiettorie di sviluppo
Autore/i: Gregori, Gian Luca
Editore: Franco Angeli
Luogo di pubblicazione: Milano
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/249190

Business Relationships’ International Interconnectedness: Effects on Subsidiaries Development and Headquarter relationships
Autore/i: Baraldi, Enrico; Ciabuschi, Francesco; Gregori, Gian Luca; Lindahl, Olof; Perna, Andrea
Luogo di pubblicazione: CIMAR conference, Florence
Classificazione: 5 Altro
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/249508

The impact of key business relationships on the commercialisation of science: the case of Nautes.
Starting Up in Business Networks. Why Relationships Matter in Entrepreneurship
Autore/i: Baraldi, Enrico; Perna, Andrea; Fraticelli, Fabio; Gregori, Gian Luca
Editore: Palgrave Macmillan UK
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/235794

L’anticorruzione: la sanità “sotto controllo”
Anticorruzione in Sanità. Azioni e reazioni
Autore/i: DE ANGELIS, Monica; Gregori, Gian Luca
Editore: Aracne
Luogo di pubblicazione: Roma
Classificazione: 2 Contributo in Volume
Abstract: Controls are undoubtedly one of the principal structural axes of legality and are also central to good healthcare. Controls avoid and / or correct anti-juridical conduct and enable a clear verification of both the effectiveness and efficiency of the healthcare service, and the monitoring of expenditure. As various reforms have followed one after another it is now difficult to say what effect this this has produced on the system. As we argue here, a control system is still evolving and it might also be calibrated to include the phenomena of corruption.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/256245

Internet adoption and usage: evidence from Italian micro enterprises
INTERNATIONAL JOURNAL OF ENTREPRENEURSHIP AND SMALL BUSINESS
Autore/i: Pascucci, Federica; Cardinali, Silvio; Gigliarano, Chiara; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: This study aims to fill a gap in the literature of internet adoption and usage within a micro enterprises (MEs) context. The aims of the research are twofold: a) to investigate the factors that influence the adoption of internet in MEs in developed countries; b) to characterise the MEs in term of internet usage and tools adopted and benchmark different typologies of them. After a thorough analysis of the literature, a research model is created. It consists of two parts. In the first part, four hypotheses are developed in order to investigate the different factors relevant to internet adoption (company size, geographical location, type of industry, and level of internationalisation). In the second part of the research, through a cluster analysis, we analyse the main differences related to internet usage. The statistical analysis was carried out on a sample of 600 Italian MEs. The research shows that the use of the internet is still not widespread. As shown from the regression analysis, the decision to use this technology is influenced by the size of the company, the sector it operates in, and the level of internationalisation, while location is not a significant factor. Cluster analysis shows three different groups of firms related to internet usage.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/245781

The use of qualitative case studies in top business and management journals: A quantitative analysis of recent patterns.
EUROPEAN MANAGEMENT JOURNAL
Autore/i: Runfola, Andrea; Perna, Andrea; Baraldi, Enrico; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/235790

Etica e trasparenza per prevenire e contrastare la corruzione
LA PREVENZIONE ED IL CONTRASTO ALLA CORRUZIONE E LA NUOVA DISCIPLINA DEGLI APPALTI PUBBLICI
Autore/i: DE ANGELIS, Monica; Gregori, Gian Luca
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/235768

Il made in Italy: un patrimonio conteso tra "eredi virtuosi" e "dissipatori"
Made in Italy. Una lettura critica fra eredi virtuosi e dissipatori
Autore/i: Gregori, Gian Luca; Temperini, Valerio
Editore: Il Mulino
Luogo di pubblicazione: Bologna
Classificazione: 2 Contributo in Volume
Abstract: Obiettivo principale del presente capitolo è quello di analizzare l'aspetto del valore del Made in Italy, ponendo particolare attenzione sull'appropriazione dello stesso.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/232452

Critical issues and prospects for the start-up companies
Proceedings of the 14th International Conference of the Society for Global Business & Economic Development (SGBED)
Autore/i: Pizzichini, L.; Gregori, G. L.
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/316732

The Brand Made in Italy: A Critical Analysis
MANAGEMENT STUDIES
Autore/i: Temperini, Valerio; Gregori, Gian Luca; Palanga, Paola
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/235972

Non-linearity of Business Relationship Formation: the case of Antrox-Nel Design.
Autore/i: Pierantonelli, Marco; Perna, Andrea; Gregori, Gian Luca
Luogo di pubblicazione: Venice
Classificazione: 5 Altro
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/235796

Shifting initiatives within business relationships: the case of Antrox and Nel Design.
Autore/i: Pierantonelli, Marco; Perna, Andrea; Giraldi, Luca; Gregori, Gian Luca
Luogo di pubblicazione: Athens
Classificazione: 5 Altro
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/236036

Caratteristiche e profili competitivi nel nuovo mercato "lavorazione del plasma"
Autore/i: Gregori, Gian Luca; Marasca, Stefano; D'Andrea, Alessia; Alunno, MARIA CARLA
Editore: Dima - Dipartimento di Management Università Politecnica delle Marche
Luogo di pubblicazione: Ancona
Classificazione: 3 Libro
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/235151

Adopting social media for international marketing strategies: closing a theoretical and empirical gap
Management in a digital world: Decisions, production, communication
Autore/i: Bartoloni, Sara; Pascucci, Federica; Gregori, Gian Luca
Editore: CUEIM Comunicazione
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/240555

Export market orientation and international performance in the context of SMEs
JOURNAL OF SMALL BUSINESS AND ENTREPRENEURSHIP
Autore/i: Pascucci, Federica; Bartoloni, Sara; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: The purpose of this study is to provide new insights into the relationship between ‘export market orientation’ (EMO) and ‘export performance’ by using a disaggregated approach. The authors want to provide empirical evidence of some antecedents of EMO and its contribution to export performance in the context of small and medium-sized enterprises (SMEs). The empirical research consists of a survey, conducted by using cross-sectional data of a sample of 300 Italian small and medium-sized coffee roasting firms. The results show how roasting firms seem to be more inclined to respond to market changes than to generate and share market information, since the value of export intelligence responsiveness is higher than export intelligence dissemination and export intelligence generation. Regarding the antecedents, the number of foreign markets and the presence of an export department are significantly and positively related to the two components of EMO, while the number of years has no impact. Finally, the regression analysis also demonstrates how the responsiveness influences export performance directly, while market intelligence generation and dissemination are fundamental drivers of responsiveness. The study extends previous empirical research works on EMO in the Italian context and demonstrates its applicability also in the case of SMEs.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/245225

Interaction between Firms in New Product Development
Journal of International Conference on Marketing and Business Development Journal
Autore/i: Pierantonelli, Marco; Perna, Andrea; Gregori, Gian Luca
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/227434

Evoluzione e prospettive di sviluppo delle imprese giovanili nelle Marche
Autore/i: Gregori, Gian Luca; Palanga, Paola; Temperini, Valerio
Editore: Clua edizioni
Luogo di pubblicazione: Ancona
Classificazione: 3 Libro
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/226047

Editorial
ARETHUSE
Autore/i: Gregori, Gian Luca; Marcone, Maria Rosaria
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/228367

The relationship between export market orientation and international performance in the context of SMEs
ATINER'S Conference Paper Series no: MKT015-1705
Autore/i: Gregori, Gian Luca; Pascucci, Federica; Bartoloni, Sara
Editore: Athens Insitute for Education and Research
Luogo di pubblicazione: Atene
Classificazione: 2 Contributo in Volume
Abstract: The purpose of this study is to provide new insights into the relationship between “export market orientation” and “export performance”, by using empirical data from a sample of Italian coffee roasting companies, that are mostly small and medium sized firms. Coffee bean roasting is one of the most representative industries of the Made in Italy sector abroad and it controls a significant international market share. In a more and more competitive and turbulent market context (such as the international coffee market) having the capability to acquire market information and use it more effectively than the competitors do becomes fundamental for survival. Firms can use this information to adapt to market changes and deliver superior value in order to satisfy customers’ needs. In other words, it can be inferred that market orientation is a critical to a firm’s success. In the literature there are two major conceptualizations of market orientation; the first is the MKTOR model (Narver and Slater, 1990) which embraces a cultural perspective, and the second is the MARKOR model (Kohli and Jaworsky, 1990) which embraces a behavioral perspective. The performance implications of market orientation has received considerable empirical attention, but few studies examine this relationship in the international context. These few studies have shown that market orientation is a significant determinant of export performance. Given the aim of this study, which is to explore firms’ behavior in foreign markets, we follow the behavioral perspective and we adapt the measurement model of export market orientation developed by Cadogan et al. (2001); this is based on the following three components: 1) export market intelligence generation; 2) export market intelligence dissemination; 3) export market responsiveness. Each one of these components was examined and linked to export performance. Overall, the contribution of the study is twofold: to validate a measurement model of export market orientation in the Italian context of SMEs and to confirm/disconfirm the findings of the extant literature.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/229824

The use of digital marketing tools in SMEs: needs, problems and opportunities. An empirical study in the Marche Region
INTERNATIONAL JOURNAL OF SALES, RETAILING AND MARKETING
Autore/i: Gregori, Gian Luca; Marinelli, Luca; Temperini, Valerio
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/226046

The Impact of the Liberalisation of Opening Hours on Small Retail Enterprises
INTERNATIONAL JOURNAL OF SALES, RETAILING AND MARKETING
Autore/i: Temperini, Valerio; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Abstract: This paper aims to analyse the effects of deregulation in the retail sector, with specific reference to the Marche Region (Italy). Recent regulatory intervention has abolished any restrictions on shop opening hours, in addition to which being open on Sunday has been allowed. This action seems inconsistent with the characteristics of the Italian distribution system, which is composed of large numbers of small-sized shops and family-run businesses. In the past, the issue of deregulating the opening hours of shops was the focus of an important debate that attracted various academic contributions, with consideration given to the possible effects, as analysed from the perspectives of the different stakeholders. However, little empirical evidence is available. In this study, the focus is on socioeconomic effects, which are examined through a survey of 534 owners of small shops. The results show that economic advantages for small retailers are limited, while they view the large-scale retail trade as a greater threat. Furthermore, there are major negative social effects.
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/227819

Relationship beginning and serendipity: insights from an Italian case study
THE IMP JOURNAL
Autore/i: Perna, Andrea; Runfola, Andrea; Guercini, Simone; Gregori, Gian Luca
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/228001

Web Marketing and SMEs: needs, problems and opportunities. An Empirical Study in the Marche Region
The 13th International Conference of the Society for Global Business and Economic Development. Managing the “Intangibles”: Business and Entrepreneurship Perspectives in a Global Context
Autore/i: Gregori, Gian Luca; Marinelli, Luca; Temperini, Valerio
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/178505

How to Create Value for Micro-Businesses Approaching the Green Economy
GREENER JOURNAL OF BUSINESS AND MANAGEMENT STUDIES
Autore/i: Gregori, Gian Luca; Cardinali, Silvio; Paola, Palanga
Classificazione: 1 Contributo su Rivista
Abstract: Based on the result of a survey carried out among a sample of 212 micro-small firms from Italy, the authors explore how the Green Economy is translated into practice and micro-businesses’ perceptions of pressures for engagement with green issues. The aim of the paper is to explain whether opportunities for micro businesses in adopting a green “behavior” could be useful to better address the customers’ needs. The authors gather information on key management issues related to the adoption of sustainable practices and, with specific reference to certain types of businesses, highlight the criticality of the product offering and the formulation and communication of the value proposition. Preliminary findings highlight that often this type of enterprise cannot clearly address customers’ needs in terms of eco-sustainable outcomes as revealed by this study. It is actually very difficult for these firms to formulate an appropriate value proposition and disclose the values of the Green Economy to the market and their customers. This paper contributes to the emerging stream of research that aims to build a theory of sustainable development that is grounded in the experiences of micro-business owner-managers, and takes into account the heterogeneity and characteristics of this sector
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/164725

Il ruolo degli enti locali nell'attuazione di una "struttura immateriale" per il territorio
Una nueva perspectiva para una nueva recuperación del desarrollo económico. El rol de lo público y lo privado
Autore/i: Gregori, Gian Luca; Costantini, Domenica; Marcone, Maria Rosaria
Editore: Facultad Ciencias Económicas y Empresariales (Universidad CEU San Pablo)
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/189502

SFA Adoption: Empirical Evidences from a Case Study
INTERNATIONAL JOURNAL OF BUSINESS & SOCIAL RESEARCH
Autore/i: Cardinali, Silvio; Gregori, Gian Luca; Palanga, Paola
Classificazione: 1 Contributo su Rivista
Abstract: Understanding how technology investments create business value is a research priority in today's technology-intensive world. Drawing on a literature review as well as a qualitative study, this research suggests that sales technology can support both: externally focused tasks towards managing customer relationships and internal administrative tasks. To unleash its real potential, sales technology should be designed to enable customer relationships rather than being perceived as a cost cutting tool. Today organisations are forced to constantly invent new ways of interacting with the customer to increase customer loyalty and to decrease the possibility of commoditization. This paper will focus on Sales Force Automation (SFA) and its increasing importance. It will explore the purpose of SFA, its advantages and disadvantages, and its future impact on organisations through a qualitative research study: the authors investigated a small company operating in the business-to-business services sector to obtain practical feedback on the organisational and individual implications, the potential benefits and the problems related to adoption of an SFA system
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/255051

Relationship Quality in Supply Chain Management: A Dyad Perspective
EGE AKADEMIK BAKIS
Autore/i: B., Atrek; Marcone, Maria Rosaria; Gregori, Gian Luca; Temperini, Valerio; Moscatelli, Laura
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/179323

Micro-enterprises and the internet adoption: an Italian case study
The 13th International Conference of the Society for Globa Business & Economic Development. Managing the "Intangibles": business and entepreneurship perspectives in a global context
Autore/i: Pascucci, Federica; Gigliarano, C.; Gregori, Gian Luca; Cardinali, Silvio
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/206317

Creating a brand strategy for SMEs using licensing: an Italian case study
Proceedings 11th International CIRCLE Conference
Autore/i: Gregori, Gian Luca; Cardinali, Silvio
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/172715

Fattori influenti sul ricorso ad Internet nei processi gestionali delle micro-imprese
SINERGIE
Autore/i: Gregori, Gian Luca; Cardinali, Silvio; Gigliarano, Chiara; Pascucci, Federica
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/199702

The impact of key business relationships on the development of university spin-offs: the case of Nautes.
Autore/i: Baraldi, Enrico; Fraticelli, Fabio; Perna, Andrea; Gregori, Gian Luca
Luogo di pubblicazione: Bordeaux
Classificazione: 5 Altro
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/235802

Problematiche e prospettive di sviluppo del digital marketing nelle PMI: i risultati di un’indagine empirica
Una nueva perspectiva para una nueva recuperación del desarrollo económico. El rol de lo público y lo privado
Autore/i: Gregori, Gian Luca; Temperini, Valerio; Marinelli, Luca
Editore: Facultad Ciencias Económicas y Empresariales (Universidad CEU San Pablo)
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/189503

Fattori influenti sul ricorso ad Internet da parte delle micro-imprese
Sinergie Referred Electronic Conference Proceedings
Autore/i: Gregori, Gian Luca; Cardinali, Silvio; Gigliarano, C.; Pascucci, Federica
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/134462

Shifting CRM system from a tailored to a standard solution: organizational implications and effects
22th Nordic Academy of Management Conference (NFF)
Autore/i: Fraticelli, Fabio; Perna, Andrea; Gregori, Gian Luca
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/116895

Knowledge Transfer in multi-plants Firms: The Case of medium-sized Multinationals
Enhancing the Science of Manufacturing
Autore/i: Gregori, Gian Luca; Marcone, Maria Rosaria
Editore: Associazione Italiana di Tecnologia Meccanica
Classificazione: 4 Contributo in Atti di Convegno (Proceeding)
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/118466

La creazione del valore per il trade
Marketing e creazione del valore
Autore/i: Gregori, Gian Luca; Cardinali, Silvio; Temperini, Valerio
Editore: G. Giappichelli Editore
Luogo di pubblicazione: Torino
Classificazione: 2 Contributo in Volume
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/128701

Relazioni evolute "fornitori-clienti" nei mercati industriali internazionali
ARETHUSE
Autore/i: Gregori, Gian Luca; Marcone, Maria Rosaria
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/117662

Quale possibile ruolo delle PMI nello sviluppo del marketing territoriale? Analisi del caso "Land of Value (LOV)"
PICCOLA IMPRESA
Autore/i: Gregori, Gian Luca; Temperini, Valerio; Perna, Andrea
Classificazione: 1 Contributo su Rivista
Scheda della pubblicazione: https://iris.univpm.it/handle/11566/111673