Silvio Cardinali

Silvio Cardinali
Università Politecnica delle Marche | Università degli Studi di Ancona · Department of Management

Management

About

98
Publications
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Introduction
Silvio Cardinali is Associate professor in the Management Department at the Economics Faculty "G. Fuà" ​​Università Politecnica delle Marche and Vice Rector for Communication. He teaches Marketing, Communication and Sales Management at Univpm and Sales management at LUISS Business School, CUOA, ISTAO. Research topics are Marketing and sales management. He is also Vice Presidente of the Society for Global Business & Economic Development (SGBED) www.sgbed.com.
Additional affiliations
July 2013 - present
Society of global business and economics developmente SGBED
Position
  • Vice President
Description
  • WWW.sgbed.com
September 2007 - present
Università Politecnica delle Marche
Position
  • Professor (Associate)

Publications

Publications (98)
Article
Sales research has widely noted the grow(Davis, Bagozzi, & Warshaw, 1992)ing importance of social media in contemporary B2B selling. Yet, scholars have noted that measurement issues represent a challenge for advancing the study of social media use in selling, since research is lacking on high-rigour measures that provide insights into how salespers...
Article
Full-text available
Internationalization is generally an intense and dynamic phenomenon that requires huge resources to be triggered and this is all the more evident for International New Ventures (INVs) because of the so-called liability of newness and liability of foreignness. In fact, previous studies show that INVs, as they appear to have a limited availability of...
Article
Full-text available
One of the main challenges for small and medium enterprises (SMEs) is how to leverage their R&D activities in the international markets but current literature offers mixed evidence and inconclusive models in this regard. This paper addresses this gap by exploring the role of international R&D activities in the impact of SMEs' technological and mark...
Article
Full-text available
Purpose This paper aims to explore the impact of salespeople’s goal orientation and self-regulatory mode on their performance through sales ambidexterity and sales technology infusion (STI) using a sales technology ecosystem approach. Design/methodology/approach This paper adopts a qualitative methodology, through in-depth interviews with salespeo...
Article
Full-text available
Purpose The main objective of this study is to assess the applicability and robustness of the information motivation behavioural skills (IMB) model in determining dietary supplement usage of pregnant and breastfeeding women. More specifically, we examine the indirect effects of online social capital and internet use for health information on dietar...
Article
Despite the perennial need to understand and manage uncertainty in international business, there is no comprehensive framework that incorporates different types of uncertainty, their antecedents and outcomes, and the different coping strategies used by managers and their outcomes. This makes it difficult for international business managers to under...
Article
Purpose The experience of successful firms has proven that one of the most important ways to promote co-learning and create successful networked innovations is the proper application of inter-organizational knowledge mechanisms. This study aims to use a resource-action-performance framework to open the black box on the relationship between networki...
Cover Page
Full-text available
Preface to the book
Article
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This paper explores the effects of brand licensing on brand orientation and brand capabilities for fashion small to medium-sized enterprises (SMEs) in domestic and international markets. This work’s aim is to examine whether and how brand licensing can be a strategic marketing choice for footwear SMEs with reference to the licensee’s perspective. T...
Book
Full-text available
Advances in Digital Technologies and Development: Digital Technologies across Urban and Rural Communities; Agriculture, Manufacturing & Services; Health Care, Education; Tourism & Hospitality, Entertainment, etc. Knowledge, Human Capital & Data Management in a Digital Age: HR, Intellectual Capital, Technology Management, Technological Forecasting...
Article
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Business markets are facing major changes due to an increasing digitalization trend and consequent changes in buying behaviors. Practitioners and academics alike have started to emphasize social selling as a novel way to tackle these emerging opportunities and challenges at the sales force level. Since research in this area remains embryonic and fr...
Book
Full-text available
The book describes significant multidisciplinary research findings at the Università Politecnica delle Marche and the expected future advances. It addresses some of the most dramatic challenges posed by today’s fast-growing, global society and the changes it has caused, while also discussing solutions to improve the wellbeing of human beings. The b...
Conference Paper
Full-text available
The present work intends to explore choice dynamics and outcomes related to birth and its health treatment. Although these types of issues are usually studied by medical literature, this works try to include a consumer behavior perspective over the topic. Particularly, this work’s aim is to explore pregnant women (and new mothers’) healthcare choic...
Conference Paper
Full-text available
The present work intends to explore sales and salespeople stereotype among university students; previous literature has already pointed out students’ lack of awareness, negative perception and stereotyping of sales and salespeople. Students in fact show to know little about sales and its evolution over the decades and the low propensity towards the...
Article
Full-text available
With increasing importance of the emerging markets in the global economy, there is growing interest among marketing researchers and managers to understand the differences between the consumers in the developed and emerging markets as well as the challenges and opportunities posed by these differences for both local and foreign marketers in these em...
Article
Purpose This paper aims to review the state-of-the-art literature on social media adoption in business-to-business (B2B) contexts to propose an inclusive and theoretical viewpoint to understand the antecedents of this phenomenon. Design/methodology/approach This paper presents the results of a systematic literature review. For this purpose, 29 s...
Article
Purpose The purpose of this paper is to understand if and how the adoption of an open innovation (OI) strategy, that is acquiring externally developed knowledge, influences the innovation performance of firms and how this relationship is moderated by the recruitment of highly educated employees and the implementation of employee training activities...
Article
Full-text available
The fashion industry is commonly considered to be unsustainable, being responsible for several economic, social and environmental burdens in which companies and their supply chains are involved. Scholars refer to fashion as a cross-sector, grouping companies active in different and highly competitive businesses, such as clothing, accessories, eyewe...
Article
This empirical study integrates the theory of brand touchpoints and the theory of brand experience to investigate the combined effect of pre-consumption and consumption experience on consumer perceived value (CPV) and brand preference. We chose cosmetics retailing for investigation and consumers from a major emerging market: China. Findings reveal...
Book
Full-text available
Developing countries cannot rely on multinational or large corporations for economic growth. In most Western countries, the most important component of the economic system is made up of small and medium businesses (SMEs), both in terms of number of companies and employees. Although most SME enterprises are not created by wealthy people, they themse...
Article
Full-text available
Over the past five decades, several studies have shown that students’ reticence toward choosing a sales career has remained constant. Their lack of awareness and misconceptions regarding a sales job are two reasons behind this negative perception and lack of students’ “work readiness.” Using a conceptual model on student intention to pursue a sales...
Conference Paper
The study analyzes the effect of three constructs as antecedents of organic food consumption: extrinsic religiosity, intrinsic religiosity, and individual attachment to a religious community. Marketing and consumer research are aware of the potential impacts of religion on consumption choices since a long time. However, few are the studies approach...
Article
Full-text available
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...
Article
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In the age of sustainability, the fashion industry is very concerned about environmental and social issues; nevertheless, it is considered not completely sustainable. This study investigated the sustainable orientation of the complex and under-investigated footwear industry. This paper presents the results of an exploratory, case-based research hig...
Article
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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 diffe...
Conference Paper
Full-text available
Le ICTs offrono ai tour operator la possibilità di raggiungere direttamente i turisti disintermediando il processo di comunicazione, ma forniscono anche piattaforme elettroniche utili a coinvolgere gli agenti di viaggio e prepararli a vendere destinazioni specifiche. Il training offerto dai tour operator alle agenzie può essere considerato un mezzo...
Conference Paper
Full-text available
The business-to-business competitive environment is dramatically changing, and firms need to learn how to keep up. Manufacturers must attempt to deliver incremental value to enhance business relationships and to do this they have to satisfy customers' present needs and anticipate future and latent needs. Moreover, the shifts from transaction to rel...
Article
Full-text available
While Information and Communication Technologies (ICTs) have offered tour operators the possibility to reach tourists and prospects in a direct way, dis-intermediating such communication, they can also provide a suitable platform for involving travel agents and better preparing them to sell a specific destination through ad-hoc designed e-learning...
Article
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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....
Data
Full-text available
Managing the flow of product returns is increasingly recognized as a strategically important activity that spans different functions within and across firms, especially in terms of marketing and operations. We focus specifically on managing returns in the shoes industry. In order to explore the phenomenon of returns management, a qualitative resear...
Article
Full-text available
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 “beha...
Article
Full-text available
This paper analyses the relevant aspects of the transition that must be addressed when companies operating in mature markets change from one sales structure to another. In our specific research context, we try to shed light on the transition between one sales configuration based on manufacturer’s representatives (reps) to a different configuration...
Conference Paper
This paper aims to expand on the knowledge regarding the relationship between small business and the Internet, through an analysis of the main factors that influence the decision to use this technology in the management of micro-enterprises. Methodology. After a thorough analysis of the literature, a model was created and four hypotheses were deve...
Article
Il presente articolo esamina le principali caratteristiche dei piccoli produttori vitivinicoli italiani e le loro politiche di marketing con particolare riferimento alle strategie di aggregazione. L’ autore successivamente ad una revisione della letteratura sul tema delle imprese minori del settore vitivinicolo e delle alleanze, presenta i risultat...
Article
Full-text available
Purpose: This study analyzes the "state of the art" of green marketing and its future prospects in the tourism sector. The concept of green marketing is crucial due to the growing expected importance of tourism in the future of global economy and its potential impact in areas' social-economic development. Design/methodology/approach: We prepared an...
Conference Paper
Full-text available
Over the last 40 years, the international footwear market has experienced substantial changes in terms of demand, supply and distribution and this phenomenon involves retailers and manufacturers. In this context the paper analyzes the different ways in which retailers and manufacturing companies have chosen to deal with the distribution policies in...
Chapter
Full-text available
Managing the flow of product returns is increasingly recognized as a strategically important activity that spans different functions within and across firms, especially in terms of marketing and operations. We focus specifically on managing returns in the shoes industry. In order to explore the phenomenon of returns management, a qualitative resear...
Article
Full-text available
In the past few decades the topic of Green Economy has become relevant. Many authors have approached this issue from the perspective of large companies, however, the concept of Green Economy could be quite interesting from an SME perspective as well. The aim of this paper is to review the literature and to explain whether opportunities for SME in a...
Article
The factory outlet model is having a strong expansion in several industrialized countries, however the development doesn't follow an homogeneous path and it could be observed different kind o this retail format. In the present work, this phenomenon is analyzed in order to describe the main features of Italian market and making a comparison among di...