Does GenAI have a role in the buyer-seller relationship initiation process? A conceptual perspective
Anno: 2025
Autori/autrici: Fraboni, Pier Franco Luigi; Sabatini, Andrea; Gregori, Gian Luca
Lingua: ENG
Classificazione IRIS: 4.1 Contributo in Atti di convegno
Scheda completa IRIS: https://iris.univpm.it/handle/11566/351618
Citazioni:
Does GenAI have a role in the buyer-seller relationship initiation process? A conceptual perspective / Fraboni, Pier Franco Luigi; Sabatini, Andrea; Gregori, Gian Luca. - ELETTRONICO. - (2025), pp. 361-365. ( XXII SIM Conference 2025 The Marketing-Innovation Nexus: Past Insights for Future Challenges Napoli, IT 10–12 settembre 2025).
Abstract:
This conceptual paper explores the role of Generative AI (GenAI) in reshaping the buyer– seller relationship initiation (BSRI) process by conceptually discussing its role toward both actors across BSRI phases. Adopting the IMP interaction perspective and a model conceptual paper approach, the ...study maps GenAI’s dual role in automating and augmenting interaction, communication, and coordination tasks between buyer and seller during the relationship initiation process. The paper presents a novel perspective on both BSRI and GenAI management literature, contributing to the clarification of GenAI’s emerging role as both a tool and an active actor in shaping how business relationships are initiated and developed in B2B contexts.
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Il place branding per lo sviluppo sostenibile locale: Il caso Parco Naturale Del Conero.
Anno: 2024
Autori/autrici: Fraboni, PIER FRANCO LUIGI
Lingua: ITA
Classificazione IRIS: 8.1 Tesi di dottorato
Scheda completa IRIS: https://iris.univpm.it/handle/11566/329713
Citazioni:
Il place branding per lo sviluppo sostenibile locale: Il caso Parco Naturale Del Conero / Fraboni, PIER FRANCO LUIGI. - (2024 Jun 25).
Abstract:
La globalizzazione ha costretto territori di varia natura ad avvalersi di logiche di marketing e branding per attrarre residenti, turisti, e investimenti nel nuovo contesto competitivo caratterizzato dalla “grande mobilità”. Si è così sviluppata fiorente la letteratu...ra di place branding, basata principalmente su evidenze derivanti da casi studio relativi a destinazioni turistiche, nazioni e città. Nonostante un’articolazione rilevante, il dominio teorico del place branding presenta dei gap di ricerca relativi all’esplorazione delle afferenti pratiche in contesti rurali, quali aree protette, e di studi atti ad indagare il contributo del place brand per lo sviluppo sostenibile locale, secondo un approccio olistico. Il presente studio nasce con l’intento originale di contribuire a colmare i citati gap di ricerca, attraverso l’esplorazione del supporto che un place brand di un parco naturale è in grado di fornire allo sviluppo sostenibile dell’area. A tal fine, lo studio adotta la metodologia qualitativa del caso studio, avvalendosi per la raccolta e analisi dei dati dell’approccio abduttivo del “systematic combining approach”. Il caso studio selezionato per l’indagine è stato quello del Parco Naturale del Conero. Dall’analisi delle risultanze è emerso come il place brand, dato in concessione per la valorizzazione delle produzioni locali, sia in grado di promuovere uno sviluppo sostenibile ambientale, economico e sociale dell’area, esercitando una serie di effetti diretti e indiretti. Lo studio ha il merito di porre in evidenza i potenziali effetti di supporto diretto e indiretto di un’iniziativa di place branding, sottolineando l’esistenza di obiettivi sostenibili propedeutici al raggiungimento di altri più articolati, evidenziando come tale complessità debba essere considerata nei processi di place branding. La ricerca si conclude fornendo implicazioni pratiche per gli enti di indirizzo territoriale, e per le imprese localizzate all’interno di aree protette.
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Artisanal intelligence and the importance of creating use: an empirical case study of an Italian luxury fashion new venture
Anno: 2024
Rivista: INTERNATIONAL JOURNAL OF MANAGEMENT CASES
Autori/autrici: Cinti, Alessandro; Fraboni, Pier Franco Luigi; Temperini, Valerio
Lingua: ENG
Classificazione IRIS: 1.1 Articolo in rivista
Scheda completa IRIS: https://iris.univpm.it/handle/11566/339397
Citazioni:
Artisanal intelligence and the importance of creating use: an empirical case study of an Italian luxury fashion new venture / Cinti, Alessandro; Fraboni, Pier Franco Luigi; Temperini, Valerio. - In: INTERNATIONAL JOURNAL OF MANAGEMENT CASES. - ISSN 1741-6264. - ELETTRONICO. - 26:3(2024), pp. 90-101.
Abstract:
Addressing the business challenges outlined by Håkansson and Waluszewski (2007), this study explores the notion that innovation is not an isolated occurrence but a process that transcends through the developing, producing, and using settings (DPU). In the era of sustainable and digital transit...ions marked by advancements in artificial intelligence (AI), virtual reality (VR), and unstable geopolitical contexts, small firms are developing innovations in a challenging and turbulent business landscape. Small firms characterised by limited technological and organisational resources rely on inter-organisational interactions to establish the innovation process. A critical obstacle often encountered by small firms in developing innovation paths is the lack of effective resource combinations within the network, particularly in the ‘using’ setting. The survival of SMEs’ business innovation in a turbulent business landscape, particularly in a non-predefined ‘using’ setting, has been scarcely investigated. Therefore, this study explores how small firms combine resources to unfold the innovation path in a turbulent business landscape. This research adopts the industrial network theoretical lenses and investigates an empirical case study of an Italian luxury fashion firm that combines AI and VR technologies with traditional artisanal know-how. The 4R model integrated with DPU settings forms the theoretical framework through which data have been collected and simultaneously analysed following an abductive approach. The findings underscore the critical importance of the ‘using’ setting in the innovation process. Furthermore, the study sheds light on how resource combining enacts a new ‘using’ setting, which validates and amplifies the original innovation. Contributing to the Industrial Marketing and Purchasing (IMP) literature, this study highlights the pivotal role of network dynamics and resource combinations in the survival of innovation in a turbulent business landscape.
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Orchestrating knowledge as a resource: exploring innovation project in business network
Anno: 2024
Autori/autrici: Fraboni, Pier Franco Luigi; Cinti, Alessandro; Sabatini, Andrea; Temperini, Valerio
Lingua: ENG
Classificazione IRIS: 5.12 Altro
Scheda completa IRIS: https://iris.univpm.it/handle/11566/345932
Citazioni:
Orchestrating knowledge as a resource: exploring innovation project in business network / Fraboni, Pier Franco Luigi; Cinti, Alessandro; Sabatini, Andrea; Temperini, Valerio. - ELETTRONICO. - (2024).
Abstract:
Following the previous calls for understanding the role of orchestrators in innovation networks, the study aims to shed light on their role in knowledge development in innovation processes. The study gathers on Europe's heightened focus on the challenges of "Active Ageing" considering the ...projected increase in the elderly population by 2050, which unfolds new orchestrators in innovation networks. The study aims to shed light on their political, economic, and technological domains. A qualitative approach is adopted as the study is exploratory. The methodology is centred on using the industrial network approach to investigate the role of orchestrators in the innovation process. A comprehensive understanding of the multifaceted involvement of the intended network's actors across various settings of the innovation process is crucial for managing knowledge effectively, underscoring the pivotal role of the orchestrator in facilitating the exchange of knowledge between the actors. The study offers a distinctive approach to comprehending the intricacies of innovation processes by integrating the ARA model and the Developing-Producing-Using (DPU) under the industrial network approach. This integration unveils an original framework for understanding actors as orchestrators and their influence on knowledge as a resource throughout the innovation process
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The role of third actors in the dyadic business relationship initiation: an empirical perspective of sommelier in the wine context
Anno: 2024
Rivista: BRITISH FOOD JOURNAL
Autori/autrici: Fraboni, PIER FRANCO LUIGI; Sabatini, Andrea; Marcone, Maria Rosaria; Temperini, Valerio
Lingua: ENG
Classificazione IRIS: 1.1 Articolo in rivista
Scheda completa IRIS: https://iris.univpm.it/handle/11566/332779
Citazioni:
The role of third actors in the dyadic business relationship initiation: an empirical perspective of sommelier in the wine context / Fraboni, P.F.L., Sabatini, A., Marcone, M.R., Temperini, V.. - In: BRITISH FOOD JOURNAL. - ISSN 0007-070X. - ELETTRONICO. - 126:13(2024), pp. 432-454. [10.1108/BFJ-03-2023-0208]
Abstract:
Purpose Starred restaurants, as significant outlets for small wineries, present a unique business opportunity. In this context, the sommelier, as a third actor, assumes a pivotal role in shaping the business relationships between these entities. This study, employing a grounded theory approach, del...ves into the sommeliers’ roles and activities in the initiation of relationships between small wineries and starred restaurants. Design/methodology/approach A qualitative methodology was adopted. Twenty-four semi-structured interviews, direct observations, and informal conversations with starred restaurants, small wineries, and sommeliers were collected and analysed using an abductive approach. Findings The findings suggest that the sommelier acts as a contributor to the business relationship initiation between the small winery and the starred restaurant, performing several continuous, simultaneous, and bilateral roles toward both actors. Originality/value The study sheds light on the role of wine stewards in the B2B context and provides useful insights to close the theoretical gap between business relationship initiation and the role of third actors.
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Outsourcing corporate heritage marketing in the omnichannel context: a process perspective of a small winery
Anno: 2023
Rivista: IL CAPITALE CULTURALE
Autori/autrici: Fraboni, PIER FRANCO LUIGI; Sabatini, Andrea; Temperini, Valerio
Lingua: ENG
Classificazione IRIS: 1.1 Articolo in rivista
Scheda completa IRIS: https://iris.univpm.it/handle/11566/325296
Citazioni:
Outsourcing corporate heritage marketing in the omnichannel context: a process perspective of a small winery / Fraboni, P.F.L., Sabatini, A., Temperini, V.. - In: IL CAPITALE CULTURALE. - ISSN 2039-2362. - ELETTRONICO. - 28(2023), pp. 181-214. [10.13138/2039-2362/3198]
Abstract:
The pandemic crisis and the disruptive impact of digitalisation have led firms to undertake the omnichannel continuum to meet new customers’ needs for a seamless purchasing experience. A frictionless customer journey requires coherent marketing initiatives across channels. Small firms, which u...sually lack human and financial resources, are approaching the omnichannel paradigm through outsourcing. As a result, small businesses that recognise the importance of corporate heritage marketing (CHM) in their overall marketing strategies face challenges in maintaining the consistency of CHM initiatives across their partners’ channels. Hence, the present study proposes a case study methodology to unfold how small firms develop consistent CHM initiatives in the omnichannel partners’ channels. The findings suggest that small companies should open their CHM process to omnichannel partners to develop consistent CHM initiatives among partners’ channels.
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After Covid-19, the new challenges of globalization: a case study from the wine sector
Anno: 2022
Rivista: INTERNATIONAL JOURNAL OF MANAGEMENT CASES
Autori/autrici: Fraboni, Pier Franco Luigi; Sabatini, Andrea; Temperini, Valerio
Lingua: ENG
Classificazione IRIS: 1.1 Articolo in rivista
Scheda completa IRIS: https://iris.univpm.it/handle/11566/314443
Citazioni:
After Covid-19, the new challenges of globalization: a case study from the wine sector / Fraboni, Pier Franco Luigi; Sabatini, Andrea; Temperini, Valerio. - In: INTERNATIONAL JOURNAL OF MANAGEMENT CASES. - ISSN 1741-6264. - ELETTRONICO. - 24:2(2022), pp. 40-58.
Abstract:
Covid-19 has changed the business landscape suddenly for almost all firms in the world. It is possible to argue that some businesses might suffer from the outbreak effects more than others, as these might face major challenges in order to survive and develop in the near future. The study posits that... one of those industries that are suffering more than others after the outbreak is the wine sector. So far, almost one year is gone since the Covid-19 outbreak begins, and several events succeeded that had a profound impact on the wine industry. Considering some data, it is possible to underline that the global wine trade has fallen dramatically and that from March to May 2020, international export flows reduced by 1.8 billion euros, which is equivalent to a -17% in value compared to 2019. This decrease has broken for the first time the positive general trend of the last decade (Sanchez Recante, 2020). The exploration of the effects of the pandemic crisis might also shed light on the structural problems that characterized the Italian wine sector since this time. A survey conducted by 'Wine Monitor Nomisma' pinpoints that small wineries (e.g., under 1 million euro of turnover) have suffered more compared to other players in the wine sector during the economic crisis related to the outbreak. These firms are showing worse performance in terms of sales contraction in several sales channels. Furthermore, exports have been deemed to be paramount for the small firms in this sector. Therefore, the paper aims to analyze how small wineries cope with the present crisis, and how these might redesign their export strategies, considering the new challenges posed by the after-covid context and strong future uncertainty. To this end, the study adopts a case study methodology, encompassing the case of a small winery based in Marche region (Italy). Data have been collected through in-depth interview with key informants
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Covid-19 and small wineries: new challenges in distribution channel management
Anno: 2022
Rivista: PICCOLA IMPRESA
Autori/autrici: Temperini, Valerio; Sabatini, Andrea; Fraboni, PIER FRANCO LUIGI
Lingua: ENG
Classificazione IRIS: 1.1 Articolo in rivista
Scheda completa IRIS: https://iris.univpm.it/handle/11566/307584
Citazioni:
Covid-19 and small wineries: new challenges in distribution channel management / Temperini, Valerio; Sabatini, Andrea; Fraboni, PIER FRANCO LUIGI. - In: PICCOLA IMPRESA. - ISSN 2421-5724. - STAMPA. - 2022:1(2022), pp. 37-59. [10.14596/pisb.2893]
Abstract:
Purpose. The present article aims to shed light on the major challenges in distribution channel management that small wineries are called to face after the COVID-19 pandemic.Design/methodology/approach. The study is explorative by adopting a qualitative methodology to analyse the case of a small Ita...lian winery and how it managed distribution activities during COVID-19 pandemic. The study collected data through interviews and secondary data. Results have been abductively developed.Findings. The study delves into the challenges related to managing distribution channels during crises and highlights how the omnichannel approach can support small wineries and help them overcome future crises.Practical and Social implications. The study supports small wineries in understanding how to cope major worldwide crises such as the COVID-19 through the adoption of the omnichannel approach. Originality of the study. The study provides a novel perspective on wine marketing and omnichannel approach management and how the omnichannel approach might be of support to small winery in overcoming crises such as COVID-19. This work contributes to the extant literature on small winery and distribution channel management literature by providing a novel perspective as it empirically investigates the ongoing phenomenon of the COVID-19 crisis.
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Artificial Intelligence, Data Analytics and Retail Management: opportunities and recommendations
Anno: 2021
Autori/autrici: Fraboni, P. F. L.; Sabatini, A.; Temperini, V.; Properzi, E.; Lasca, W.; Scarponi, D.
Lingua: ENG
Classificazione IRIS: 4.1 Contributo in Atti di convegno
Scheda completa IRIS: https://iris.univpm.it/handle/11566/293269
Citazioni:
Artificial Intelligence, Data Analytics and Retail Management: opportunities and recommendations / Fraboni, P. F. L.; Sabatini, A.; Temperini, V.; Properzi, E.; Lasca, W.; Scarponi, D.. - ELETTRONICO. - (2021), pp. 1-5. ( Trasformazione digitale dei mercati: il Marketing nella creazione di valore per le imprese e la società. XVIII Convegno Annuale della Società Italiana Marketing Ancona - Facoltà di Economia Università Politecnica delle Marche 14-15 ottobre 2021).
Abstract:
Predictive AI data analytics technologies pose new challenges for retail management. Through the adoption of a qualitative methodology, the study shed light on opportunities and provides recomemendations related. The preliminary findings argue that AI data analytics enhances retail firms marketing... decision-making and sales performance, where marketing and technologies are integrated. The study also highlights the emerging role of the software provider in the adoption of those technologies.
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Covid-19 and distribution channels management: the new challenges for small wineries
Anno: 2021
Autori/autrici: Sabatini, Andrea; Fraboni, PIER FRANCO LUIGI; Temperini, Valerio
Lingua: ENG
Classificazione IRIS: 4.1 Contributo in Atti di convegno
Scheda completa IRIS: https://iris.univpm.it/handle/11566/293271
Citazioni:
Covid-19 and distribution channels management: the new challenges for small wineries / Sabatini, Andrea; Fraboni, PIER FRANCO LUIGI; Temperini, Valerio. - ELETTRONICO. - (2021), pp. 339-343. ( Leveraging intersections in management theory and practice Università di Palermo 10-11 giugno 2021).