Facilitating SMEs' profitability through total quality management: the roles of risk management, digitalization, stakeholder management and system deployment

Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms

Purpose

The purpose of the study was to benchmark meta-analytical conceptualizations of business-to-business (B2B) seller skills against empirical evidence in services firms.

Design/methodology/approach

The study is based on a deductive approach and questionnaire survey focusing on a range of services firms from different industries and corporate sizes. A total of 389 questionnaires out of 732 were returned, generating a response rate of 53.1%.

Findings

The study aims to provide empirical evidence and structures relating to B2B sellers' capabilities in a seven-dimensional conceptualization, all of which can be used in services firms to improve their seller efficiency. Each seller skill dimension performs a different function in the sales services process.

Research limitations/implications

The authors conclude that the verified meta-analytical conceptualizations of B2B seller skills seem valid and reliable in services firms. Nevertheless, further research needs to be carried out, based on other company characteristics as well as industries.

Practical implications

It reduces the risk perceived by customers in B2B services settings through cultivating the sellers' capabilities, based on the seven-dimensional evidence of seller skills to enhance sales performance.

Originality/value

The study contributes to existing theory and previous studies by offering a foundation on which to structure sales performance indicators in services firms. Specifically, it contributes to structuring B2B seller skills across a selection of principal dimensions in B2B services settings.

Does internal control contribute to quality management in higher education institutions? Indonesia's adoption experience of the COSO integrated framework

Purpose

This study investigates internal control implementation contribution to quality management at higher education institutions (HEIs).

Design/methodology/approach

This study employed a qualitative method by conducting semi-structured interviews. The research respondents (interviewees) consisted of internal auditors, HEI management members and accreditation assessors of Indonesian HEIs. A total of 15 respondents were successfully interviewed to collect the data; 12 were from different HEIs, and 3 were from the HEI accreditation board.

Findings

This study deduced that internal control implementation could contribute to HEI quality management and improvement if integrated with other control policies, such as internal quality assurance, performance measurement systems and performance-based budgeting. By doing so, internal control corroborates total quality management (TQM) implementation within HEIs since it promotes employee empowerment and supervision, reduces budget wastage, increases the achievement of budget targets on output and outcome of programs and activities, enhances strategic and integrated system practices, provides reliable information for better decision-making, and promotes effective communication and coordination and good leadership culture.

Practical implications

The current study presents beneficial suggestions for HEI management on how internal control contributes to quality management at HEIs.

Originality/value

As suggested by Chalmers et al. (2019), most studies related to internal control were conducted in profit-oriented organisation settings, i.e. companies, and focused on their impact on economic aspects, such as profitability, cost efficiency and fraud mitigation. Meanwhile, internal control-related studies in the context of non-profit-oriented organisations, such as HEIs, and their role in non-economic aspects, in this case, the quality management in HEIs, is still lacking.

Show Me What You Do and I Will Tell You Who You Are: A Cluster Typology of Supply Chain Risk Management in SMEs

Although research on risk management (RM) in small- and medium-sized enterprises (SMEs) in general and regarding supply chains (SCs) has increased recently, our understanding is still rather fragmented and underdeveloped. This refers particularly to new types of risks such as dynamic crises or emerging risks associated with digital transformation (DT). Therefore, the purpose of this exploratory paper is to investigate RM in SMEs in SCs. More precisely, the aim is to identify patterns that can be used to group SMEs according to their risk behavior (i.e., risk attitude and perception). Drawing from a data set of 181 European SMEs, this paper empirically conceptualizes a typology of SMEs. The typology consists of four distinct types of SMEs that emerged from a cluster analysis: collective risk eliminators, collective playing it safe seekers, collective risk-ignoring knights of fortune, and collective neglecting imperturbable ones. The findings indicate that different risk behavior leads to different degrees of collaboration within the SC. Furthermore, the close interconnection between RM as found in the different clusters and the respective firm’s innovation performance can be shown. By acknowledging the heterogeneity found in SMEs, this paper breaks away from mainstream research that tends to consider SMEs as a homogeneous entity.