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    Unveiling professional service providers' willingness to educate: a configurational approach
    (Elsevier Inc., 2022-11-01)
    Customer education in professional business services demands that service providers solve multiple trade-offs in allocating limited educational resources. This study explains the differences in service providers' willingness to provide education in professional business services. Supported by the relationship marketing literature, service-dominant logic, and transaction-cost economics, the authors adopt a configurational approach to conceptualize the willingness to educate as a complex phenomenon. A fuzzy set qualitative comparative analysis applied to a sample of 240 marketing service providers reveals eight equifinal configurations that elicit a willingness to educate and three configurations that lead to an unwillingness to educate. These findings enable customer firms to anticipate potential service providers' willingness to provide education, which can constitute a new criterion for service provider selection. Professional service provider managers can leverage these findings to reassess the foundational premises of their willingness to educate and upgrade the strategic role of customer education.
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    Qualitative comparative analysis of the personal traits of managers, scientists, and innovators in corporate science
    (Elsevier BV, 2025-01-01)
    This study examined the personal traits that contribute to the success of corporate science projects in Peru by focusing on the roles of CEOs, scientists, and innovators. Although Peru has seen economic progress in recent decades, integrating scientific research into business strategies requires improvement, reflecting a common trend in emerging economies. Through a fuzzy set qualitative comparative analysis (fsQCA) and a sample of 56 participants, the configurations of personal characteristics that contribute to the success of such projects were identified. The results indicate that success depends not on a single attribute but on a combination of various capabilities. This study emphasizes the importance of adaptability and collaboration among key actors and suggests a management approach that blends technical skills with interpersonal competencies. The practical implications of this study emphasize the need to align corporate leadership with scientific and market dynamics, foster empathy and teamwork, and leverage external networks to enhance innovation. Strategies must be adapted to the specificities of emerging economies where science, technology, and innovation systems are still developing.
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