Impression management and leadership in failing or failed business-to-business firms during and post-COVID-19: Empirical insights from Africa

This paper is one of the pioneering studies to specifically link COVID-19 pandemic with business failures in African B2B firms and the role of leadership and impression management in mitigating business failures. Based on the qualitative data from Ghana and Nigeria, our findings show that although B2B firms in emerging markets are agile and proactive, the COVID-19 pandemic triggered the process of business decline leading to failure in some cases. Particularly, the lack of technological know-how and the absence of online business activities made it difficult for B2B firms to continue operations. Further, we found that case B2B African firms needed a balance of market and non-market strategies to avoid failure caused by the pandemic. Study findings also indicate that despite the challenges, the COVID-19 pandemic presented opportunities to B2B firms in emerging markets. Flexible working and employee management are found to be instrumental in avoiding business failure. Finally, our findings show that, despite the absence of institutional support in African emerging markets, several case B2B firms quickly adopted digital technologies to communicate with partners and manage online business operations.

Avoiding crisis-driven business failure through digital dynamic capabilities. B2B distribution firms during the COVID-19 and beyond

Previous research has proposed different determinants of the success and failure of technological innovation in industrial networks. However, following the recent COVID-19 pandemic crisis, distributors have been seeking to become more agile in identifying and transforming business processes to avoid failures. Although industrial practitioners have been broadly motivated to understand the effects of pandemics on business failure, the contingency factors that affect organizations in their responses to such sudden exogenous shocks remain unclear. Inspired by a burgeoning academic interest in viewing the COVID-19 pandemic as a digital accelerator, this paper examines how B2B distribution firms have been avoiding business failure by using their dynamic capabilities (DCs) in response to the sudden exogenous shocks caused by the pandemic. Based on data drawn from interviews conducted with a sample of B2B distribution firms, we argue that capitalizing on digital DCs—digital sensing (i.e., digital mindset crafting and digital scenario planning), digital seizing (i.e., engaging in strategic agility and balancing a digital portfolio), and digital transformation (i.e., navigating the innovation ecosystem, redesigning the internal structure, and improving digital maturity), —helps to prevent business failure during a pandemic.

Transformative marketing in the new normal: A novel practice-scholarly integrative review of business-to-business marketing mix challenges, opportunities, and solutions

Transformative marketing has been heralded as the future of marketing. While the initial catalyst for trans -formative marketing was the desire of customers for more meaningful engagement, the global impact of great crises (or mega disruptions) has accelerated the evolution of transformative marketing. With a focus on business -to-business (B2B) marketing, this article aims to offer transformative marketing insights to support B2B mar-keters in preparing for, navigating in, and recovering from great crises using the great lockdown that transpired during the coronavirus disease 2019 (COVID-19) pandemic as a case. To do so, this article employs the marketing mix as an organizing framework and performs an integrative review of practice and scholarly articles relating to B2B marketing and COVID-19. In doing so, this article delivers a seminal integrative review that is informed by both practice and scholarly sources in B2B marketing, thereby establishing its methodological novelty and value. More importantly, this article highlights "what" is necessary and "how" B2B marketers can (re)configure the product, price, place, promotion, people, process, and physical evidence elements of their marketing activities to steer their B2B marketing operations toward success in a world where global crises are a commonplace. Therefore, this article contributes in two major ways: the first from a theoretical perspective, by extending the theoretical generalizability of transformative marketing, and the second from a managerial standpoint, by shedding light on practitioner issues and offering practical suggestions for B2B marketers to prepare for, navigate in, and recover from great crises in the new normal.

Problems of Regulation and Prospective Development of E-commerce Systems in the Post-coronavirus Era

The article examines the application of e-commerce systems and technologies that have a positive impact on the development of the economy of the post-coronavirus period and the formation of appropriate technical and technological infrastructure for it, as well as promising features and directions of e-commerce. The physical and virtual opportunities created by e-commerce technologies for buyers and sellers are explained. The advantages of e-commerce in the international economic space have been identified. The functions of e-business models in accordance with the commercial stages of enterprises are explained. It was noted that the development of ICT has accelerated the process of transition from traditional commerce to e-commerce, led to the emergence of new global trends in e-commerce. These innovations have raised the issue of the application of modern ICT in the development of e-commerce on the platform of the 4.0 Industrial Revolution. Taking into account these factors, the presented article discusses the application of modern technologies in e-commerce systems, such as 3D modeling, the Internet of Things, artificial intelligence, big data. Features of application and regulation mechanisms of E-commerce systems in real economic sectors, which have a direct stimulating effect on economic growth in Azerbaijan, have been studied. Recommendations were given for the modernization and use of e-commerce systems with the application of the latest ICT technologies.The purpose of the research. The main goal of the scientific research carried out in the article was to develop the scientific-methodological basis for the regulation of the application of e-commerce systems and the study of perspective development problems in the so-called post-coronavirus period after 2020. In the article, attention was paid to the problems of regulation of the application of e-commerce systems and the development of recommendations on increasing the efficiency of prospective development directions.Taking into account the characteristics of the relevant electronic business models, applying them in accordance with the commercial stages of the enterprises' activities and obtaining effective results were among the main goals. Attempts have been made to implement e-commerce systems based on the developing technologies of the Industry 4.0 platform. An attempt was made to solve the issue of using modern ICT in the development of trade processes, which corresponds to the 4.0 Industrial revolution platform. The main stages of application of modern technologies such as 3D modeling, the Internet of Things, artificial intelligence, and Big Data in electronic commerce systems are described.The following are included among the goals of the conducted scientific research: investigation of the application features and regulation mechanisms of e-commerce systems that have a stimulating effect on the economic development of Azerbaijan in real economic sectors, development of recommendations on increasing the efficiency of electronic commerce systems using modern ICT technologies, etc.Research methods used. In the post-coronavirus period, the following research methods were used in the study of the problems of regulation of the application of e-commerce systems and prospective development directions and in the development of their scientific and methodological bases: a systematic analysis, correlation, and regression analysis, mathematical and econometric modeling methods, expert evaluation method, measurement theory, algorithmization, ICT tools, and technologies, etc.Achievements of the author. Achievements of the author. In the so-called post-coronavirus period after 2020, a special approach was taken to the application of e-commerce systems and technologies, which have a positive impact on the development of the economy as an innovative element, and to the study of its prospective development features and directions. By providing scientific support to ensure the effective formation of the digital economy and its sustainability, the researcher offered relev nt recommendations to achieve the solution to some of the goals set before the country. It should be noted that the development of e-commerce systems based on technologies relevant to the Industry 4.0 platform can give a serious impetus to the development of the sustainability of the digital economy.Due to the fact that e-commerce technologies create new additional physical and virtual opportunities for buyers and sellers, the scientific-methodological approaches proposed by the author develop them as a special tool for ensuring the stability of both e-commerce systems and the digital economy in general. The proposals presented will lead to more effective results for the economy to be more cyber resilient through the application of e-commerce systems in the so-called post-coronavirus era. The researcher showed that the effective application of electronic business models in the activities of enterprises can help to achieve effective results. In the development of e-commerce, solutions to the issues of application of 4.0 Industrial technologies such as 3D modeling, Internet of Things, artificial intelligence, and Big Data can be considered as a contribution to the investigation of solutions to existing problems in economic development. For this reason, the means and mechanisms proposed by the author for solving the problems of regulation of the application of e-commerce systems in the post-coronavirus era can be considered one of the main ways to ensure the stability and development of the digital economy.

Do South Africa's e-commerce VAT rules measure up to international trends and OECD guidelines?

Orientation: The taxability of e-commerce transactions have been the subject of many studies to protect governments from Value-Added Tax (VAT) erosion, illegal recovery and fraud. Research purpose: This study critically analyses the challenges posed by e-commerce transactions in South Africa's VAT Act . Recommendations are made for amendments to the VAT Act to improve rules to effectively tax e-commerce transactions occurring in South Africa. Motivation for the study: Globally, including in South Africa, enforcing relevant VAT legislation to target output tax collections and input tax credits from e-commerce transactions aptly remains a challenge. Research approach/design and method: By integrating qualitative literature reviews and comparative synthesis, this study employed a comparative legal methodology. VAT levied on e-commerce transactions in South Africa is compared to the Organisation for Economic Co-operation and Development's guidelines as well as New Zealand's and Australia's Goods and Services Tax legislations. Main Findings: While the South African VAT Act aligns with international best practices on the use of intermediaries, there are some differences as detailed in the study. Practical/managerial implications: To align with international trade counterparts, the South African VAT Act should differentiate between business-to-business and business-to-consumer sales. A provision concerning the place of consumption for bundled goods should be included in the VAT Act . The VAT Act should contain a provision that allows bad debts to be claimed on cash sales made instead of total sales made. Contribution/value-add: This study harmonises South African VAT legislation with international best practices within the context of continual advancement of e-commerce transactions.

The role of emotions in B2B product advertising on social media: a family business case study

PurposeThe outbreak of Covid-19 increased the average time spent on social media (SM). This led to a transformation in how companies manage their digital marketing channels and created additional pressure for business-to-business (B2B) and family businesses, which tend to focus more on personal relationships with customers and stakeholders than on the implementation of digital marketing strategies on SM. The present research examines the case study of a Facebook advertising campaign created to promote the products and business values of an Italian family firm specialising in the production and commercialisation of biostimulants for agriculture.Design/methodology/approachThe research aims to combine digital marketing avenues (i.e. a Facebook advertising campaign) with established psychological and behavioural theories, such as the dual process theories, by comparing the effects of two promotional videos (emotional vs functional).FindingsThe results suggest that emotional videos generate more passive behaviours, such as views, as well as active behaviours in the form of likes, comments and shares, while functional videos induce people to search for more information about the advertised products.Originality/valueThis is the first study to validate the role of Facebook advertising campaigns in developing an information-based approach to B2B family firms by testing the effectiveness of a targeted campaign comparing the impact of emotional and functional cues on increasing users' engagement while optimising the circulation of video content. The study helps to reduce the academic–practice gap by investigating the example of a fruitful integration between academic research and management practice.

Digital resilience and new business models in the post-COVID-19 scenario: from B2B perspective in the era of knowledge economy

Purpose: The purpose of this study is to examine how the pandemic impacted on business-to-business (B2B) cooperation and coordination, as well as on firms' financial and operational performance, from the B2B context in the era of knowledge economy. Design/methodology/approach: With the help of social network theory, coordination theory and existing literature, a theoretical model was developed conceptually. Later, the conceptual model was validated using structural equation modelling technique with consideration of 712 respondents from different firms who are engaged in managing B2B relationships on behalf of their firms. Findings: The study found that the COVID-19 pandemic has had a considerable moderating impact on the relationship between B2B cooperation and coordination with B2B relationship satisfaction. The study also highlighted that there is a degradation of financial and operational performance of firms due to the impact of COVID-19 pandemic on their B2B relationship management. Practical implications: There is a challenging and ever-evolving global economy caused by the COVID-19 pandemic. Although it is argued that the pandemic has accelerated the growth of some online firms, it has also had a catastrophic effect, culminating in many firms failing. This study has developed a new business model which helps in improving financial as well as operational performance of the firms in post COVID-19 scenario, especially in the era of knowledge economy. Originality/value: This is a unique study as this study (1) develops a unique theoretical model with high explanative power, (2) demonstrates how digital reliance and new business model help the firms in post COVID-19 pandemic and (3) adds to the body of literature in the domain of digital reliance, knowledge economy and B2B relationship management. © 2023, Emerald Publishing Limited.

Chari: A FMCG B2B platform with incorporation of Fintech

Morocco is an African country containing a very large market for e-commerce, which further expanded during the 2020–2022 COVID-19 pandemic. However, a few obstacles, like low internet penetration and lack of digital payment systems, are acting as obstacles for the local e-commerce service providers to reach potential in the country. Chari is one such B2B company whose operations changed the landscape of logistics and distribution among the FMCG businesses in Morocco. The company also exercises a B2B2C model, which it achieved through acquiring Karny.ma and Axa Credit, enabling its customers to use a lending and financial transaction tracking model. However, the industry is quite competitive, with offline retailers like TradeDepot, WaystoCap (acquired by MaxAB), and Sokowatch deciding to exploit the possibilities online. Apart from the rising competition, Chari still faces challenges in additional expansion due to the improper and inadequate infrastructure of the country. However, if it can overcome the external threats and utilize the geographical location of Morocco to its advantage, Chari has enormous potential to flourish both locally and globally. © Association for Information Technology Trust 2023.

ELECTRICAL DISTRIBUTION: DEVELOPING A STRATEGIC PLAYBOOK FOR OPENING A NEW PROXIMITY EXPANSION LOCATION IN A DENSITY MARKET

Distributors' operational weaknesses and reliance on a few large customers became magnified during the 2019-2021 covid pandemic. In today's B2B marketplace post-pandemic, the distributor has new challenges to grow market share, meet "Amazon” expectations for B2B customers, and overcome the loss of market share to competitors. For a distributor to support the small to the mid-market customer, proximity locations are needed to bring inventory, counter showrooms (will-call), and knowledgeable associates closer to the customer in a brick-and-mortar location. This paper will present a model and playbook to evaluate the current geographic footprint to best serve the small to mid-market customers. Growth initiatives to grow organically thru geographic expansion into new, adjacent, and proximity markets are researched to identify objective market indicators and subjective variables that can be weighted to determine and rank for future proximity locations. Research from "like” industries, competitors, and interviews, helped to ten variables for ranking. The research includes interviews with experts in B2B business and analysis of over 800 competitor locations in the electrical distributor's footprint. Competitor locations were mapped to showcase areas of brick-and-mortar (expansion) opportunities, threats, and saturation. Data from an electrical distributor who opened two new test proximity locations during the project is used to determine post-Covid-19 customer behavior, evaluate financial analytics to refine Pro-forma, and outline for standardization for future expansion. The model and playbook can be used to drive data-driven decision-making and monetize efforts for pre-launch efforts of a proximity expansion location in a density market. Copyright, American Society for Engineering Management, 2022.

Balanced centricity: a joint institutional logic within open collaborative ecosystems

Purpose: This paper aims to examine the change of institutional logics in actors' practices within crowdfunding platforms, seen as open collaborative ecosystems. Design/methodology/approach: The research follows an abductive approach, wherein data collection and analysis, and the search for complementary theories, constitute parallel iterative processes. A main case study was carried out, complemented by an expert panel. Findings: Balanced centricity (BC) as the main institutional logic in crowdfunding platforms delineates actors' practices (aims, resources and behaviors) into four issues: the development of an open and collaborative community;the overcoming of resource limitations;the changing roles of actors;and the co-creation of mutual (societal) value. Research limitations/implications: This study context limits the results. The COVID-19 crisis put all actors in the medical field into an extreme situation in which they had to maximize their potential to achieve a common aim. Once the crisis has passed, further research should address whether BC is maintained as actors' institutional logic. Originality/value: This paper offers a unique perspective on BC as an institutional logic that impacts actors in collaborative open ecosystems. © 2022, María José Quero and Cristina Mele.

Impact of the COVID-19 pandemic on business-to-business relationships in digital ecosystems: an African perspective

Purpose: In the African context, the threat of the disruption of traditional business value-creation processes, currently facilitated by the growing information technology (IT) ecosystem, came with the coronavirus disease 2019 (COVID-19) pandemic. Thus, this paper aims to investigate the impacts of the COVID-19 pandemic on interfirm relationships within the context of the digital ecosystem in Africa. Design/methodology/approach: This study employs an explanatory–exploratory qualitative approach from an interpretivist stance to investigate the impacts of the COVID-19 pandemic on interfirm relationships. The authors conducted seven in-depth interviews with top management executives in a Nigerian technology company, together with the company's archival data that provided the pre, during and post pandemic (2018–2021) business-to-business (B2B) relationship structures, to determine how these relationships have been affected. Findings: The results suggest that the pandemic had a minimal effect on partnership relationships in the B2B ecosystems of the case company but affected only non-partnership relationships. Research limitations/implications: The authors' qualitative study is interpretive and the sample size is limited. Hence, there is a need for caution in generalizing the findings. The framework can be further validated across a wider population. Practical implications: Partnerships can help organizations weather business crises. Consequently, organizations should maintain a healthy number of partnership relations to deal with periods in which challenges emerge in the business landscape. In other words, with tight contracts and a strategic focus on goals and objectives, partnership relations can help organizations weather business crises. Originality/value: This study builds upon the burgeoning body of literature on digital ecosystems within the African context, which is a relevant contextual contribution. © 2023, Imoh Antai and Nonyelum Lina Eze.

The effect of digital marketing transformation trends on consumers' purchase intention in B2B businesses: The moderating role of brand awareness

Digital marketing transformation is one of the important elements in a business's long-term plan. Furthermore, choosing the most optimizing and suitable marketing strategy is not really simple with B2B enterprise. Based on the theory of planned behavior and the theory of consumer behavior, this study aims to explain the effects digital marketing forms on customer attitudes toward digital marketing and purchase intention. Research sample with a size of 210 potential customers, from the important people in the B2B purchasing chain at the enterprise. After being tested through partial least squares structural equation modelling techniques, resulted in 3 out of 4 digital marketing forms were rated as important and appropriate. Furthermore, the study also explored that brand awareness only moderates the relationship between attitude toward digital marketing and customer purchase intention. The results would help managers have the right direction for the business strategy to adapt and develop the business despite any difficult circumstances.

B2B firms' Supply Chain Resilience Orientation in achieving Sustainable Supply Chain Performance

The present research investigates the influence of B2B firms' supply chain resilience orientation on achieving sustainable supply chain performance via firms' adaptive capability. Furthermore, this research also tests the moderating role of B2B firms' customer engagement between adaptive capability and sustainable supply chain performance. The proposed conceptual model was analyzed using Partial Least Squares (PLS)-Structured Equation Modeling (SEM) by applying survey data collected from 276 samples of 138 B2B firms. Our results indicate that B2B firms' supply chain resilience orientation positively and significantly affects sustainable supply chain performance via B2B firms' adaptive capability. Based on our analysis, the positive effect of B2B firms' adaptive capability on sustainable supply chain performance is evident only in high customer engagement. Drawing from the literature and theoretical paradigm, the first contribution of this study is the formation of a conceptual model of sustainable supply chain performance in the context of B2B firms. The second key contribution is examining how B2B firms' adaptive capability is influenced by both B2B firms' supply chain resilience orientation and sustainable supply chain performance. The outcome of this study also adds further theoretical insight by analyzing the moderating effect of B2B firms' customer engagement on the relationship between adaptive capability and sustainable supply chain performance. The findings from this research play a significant role in understanding the importance of next-generation supply chains that require B2B firms to invest considerable resources in achieving sustainable supply chain performance to remain competitive in their respective industry. Therefore, B2B firms need to embrace supply chain resilience orientation to achieve sustainable supply chain performance in response to the pandemic resulting from COVID-19.

The Impact of Government Behavior on the Development of Cross-Border E-Commerce B2B Export Trading Enterprises Based on Evolutionary Game in the Context of "Dual-Cycle" Policy

In 2020, the COVID-19 pandemic had a major impact on China's foreign trade. Therefore, the Chinese government has proposed a "dual cycle" policy to promote economic development. In 2021, China's cross-border e-commerce B2B exports accounted for 60 percent. Therefore, this paper studies the impact of government actions on the development of cross-border e-commerce B2B export enterprises under the background of "dual cycle" policy. First, the policies related to the cross-border e-commerce industry in the "dual circulation" policy are screened, and the LDA topic model is used to classify them, i.e., sorting by topic intensity as "fiscal policy", "tax policy", "customs clearance policy", "payment policy" and "talent policy". After that, based on the analysis results of the LDA topic model, a theoretical basis for the impact of different policies on cross-border e-commerce B2B export companies is established;then an evolutionary game model between the government and cross-border e-commerce B2B export enterprises is constructed. This article also carried out experiments to verify our analysis. The simulation results show that: (1) The government's appropriate increase in subsidies, tax incentives, infrastructure investment, talent introduction and cultivation, optimized payment system, and supervision can promote enterprises to participate in cross-border e-commerce B2B export trading;(2) excessive government supervision reduces enterprises' enthusiasm to participate in cross-border e-commerce B2B export trading;(3) the government's subsidies, tax incentives, and supervision strength have the greatest impact on whether enterprises participate in cross-border e-commerce B2B export trading, followed by the government's investment in cross-border e-commerce infrastructure, the introduction and cultivation of cross-border e-commerce talents, and the improvement of the payment system. Finally, this paper puts forward relevant policy recommendations to promote the development of cross-border e-commerce B2B export enterprises.

Strategic alliances and firms' chances to survive "black swans” in B2B industries

Purpose>This study aims to propose that, in business-to-business (B2B) industries, number of strategic alliances firms established before a "black swan” event enhances their chances to survive the black swan, and the enhancements take place through moderation effects. Changes in firms' core structures – their stated goals, authority structure, core technologies and marketing strategies – to adapt to business jolts have adverse effects on firm performance. Firms' existing B2B strategic alliances moderate the effects negatively by outsourcing different goals, authority structures, core technologies and marketing strategies to partners who fit the changed environment.Design/methodology/approach>This study collected quantitative data and analyzed the data with the regression method.Findings>Using data from Chinese firms in five technology industries during the 2007–2009 economic crisis, this study finds that firms' internal adaptation is negatively correlated with their performance during economic crises, and B2B strategic alliances negatively moderate this relationship.Research limitations/implications>First, this study focuses on B2B strategic alliances, and it is not clear whether the findings apply to B2C industries, where strategic alliances may not be common. Perhaps firms can use other means of survival in addition to strategic alliances in B2C industries. Second, this study does not differentiate between fast-moving and slow-moving industries, and it is not clear whether strategic alliances play the same role in both industries. Third, this study does not differentiate firm ages and sizes. It remains unclear how large, established and small, young firms differ when facing crises. Finally, this study is based on the Chinese setting, and it is not clear whether the findings apply to other markets as well. These issues should be explored in future studies.Practical implications>Changing firms' core structures harms their performance during black swan crises because such crises are unpredictable, and planned changes may not adapt firms to crises. Managers should not attempt to change their core structures during crises. B2B strategic alliances provide an effective means for firms to survive crises.Originality/value>This paper makes two contributions to the existing literature: First, this paper demonstrates that changes of one of the four core structures of a firm to cope with black swan events have negative impacts on firm performance. Second, this paper identifies the importance of holding a variety of strategic alliances previously to the black swan events to reduce the negative impacts of changing core structures.

Thrombocytopenia and pneumonitis associated with BNT16B2b2 mRNA COVID-19 vaccine: A case report.

An 80-year-old Japanese male patient with Behçet's disease presented with a seven-day history of fever, cough, and progressive shortness of breath after receiving a second dose of the BNT16B2b2 mRNA COVID-19 vaccine (Pfizer-BioNTech). The initial diagnosis was community-acquired pneumonia, and antibiotic treatment was started but proved ineffective. Twenty days after onset, his platelet count was significantly decreased. We suspected vaccine-induced pneumonitis and thrombocytopenia. After administration of prednisolone and intravenous immunoglobulin, and platelet transfusions, his platelet count normalized. The pneumonia symptoms improved three weeks after onset. Herein, we also summarize previous reports of cases of pneumonitis and thrombocytopenia associated with SARS-CoV-2 vaccination.

Developing Digital Fashion Business Models Through Fashion Big Data (FBD) ICT Technology Platform

The COVID-19 pandemic has catalysed the change in fashion consumer demand. With more apparel consumers turning to online shopping, brand owners, retailers, and suppliers in the textile industry supply chain are facing new challenges in transitioning from the traditional offline business model to the new online business model. This paper first discusses the behavioural changes of fashion consumers, the supply chain participants, and the policymakers, and identifies the pain points of the industry. To address these pain points, the FBD digital fashion business model was then proposed, and the C2B2B ICT platform was developed to enable fashion brandings, retailers, and manufacturers to adopt the new business model. The architecture of the digital platform is explained. Finally, the paper introduces how the retailer, garment manufacturer, fabric manufacturer, yarn manufacturer and fibre manufacturer can build up their digital business models by using the FBD C2B2B platform with real case studies. © Textile Bioengineering and Informatics Symposium Proceedings 2022 - 15th Textile Bioengineering and Informatics Symposium, TBIS 2022.

The role of emotions in B2B product advertising on social media: a family business case study

Purpose The outbreak of Covid-19 increased the average time spent on social media (SM). This led to a transformation in how companies manage their digital marketing channels and created additional pressure for business-to-business (B2B) and family businesses, which tend to focus more on personal relationships with customers and stakeholders than on the implementation of digital marketing strategies on SM. The present research examines the case study of a Facebook advertising campaign created to promote the products and business values of an Italian family firm specialising in the production and commercialisation of biostimulants for agriculture. Design/methodology/approach The research aims to combine digital marketing avenues (i.e. a Facebook advertising campaign) with established psychological and behavioural theories, such as the dual process theories, by comparing the effects of two promotional videos (emotional vs functional). Findings The results suggest that emotional videos generate more passive behaviours, such as views, as well as active behaviours in the form of likes, comments and shares, while functional videos induce people to search for more information about the advertised products. Originality/value This is the first study to validate the role of Facebook advertising campaigns in developing an information-based approach to B2B family firms by testing the effectiveness of a targeted campaign comparing the impact of emotional and functional cues on increasing users' engagement while optimising the circulation of video content. The study helps to reduce the academic-practice gap by investigating the example of a fruitful integration between academic research and management practice.

The digital touch to B2B

Purpose>This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies.Design/methodology/approach>This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.Findings>B2B firms are having to adopt digital technologies wholesale in order to keep up with competitors and adapt to the modern global economy.Originality/value>The briefing saves busy executives, strategists and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Henoch-Schönlein purpura following COVID-19 vaccine in a child: a case report.

BACKGROUND: Henoch-Schönlein purpura (HSP) is an IgA-mediated small vessel vasculitis, typical of childhood. It's a self-limiting disease and it affects different systems. HSP is characterized by dermatological, abdominal, joint and renal clinical manifestations. This condition usually occurs upon infections, mainly upper respiratory tract ones, medications, vaccinations and malignancies. CASE PRESENTATION: We describe the case of a 11 year-old girl who developed a urticarial rash 12 days after the first dose of Pfizer-BioNTech BNT16B2b2 mRNA vaccine and a clear picture of Henoch Schönlein purpura 5 days after administration of the second dose of the same vaccine. CONCLUSION: To our knowledge, this is the first description of a pediatric patient with Henoch-Schönlein purpura occurring in association with vaccination against COVID-19.