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Linda GABBIANELLI
Professore Associato
Dipartimento di Economia "Marco Biagi"
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Pubblicazioni
2024
- DIGITAL TRANSFORMATION AND COVID-19:
KEY CHALLENGE FOR THE CONSULTANT - CLIENT RELATIONSHIP
[Relazione in Atti di Convegno]
Gabbianelli, Linda; Pencarelli, Tonino
abstract
The aim of this paper is to explore how the consultant-client relationship changed due to the COVID-19 distinguishing two stages: the relationship management during the covid-19 pandemic restriction and after the pandemic period. To reach this objective, a case study methodology has been adopted based on a sample of five professional service firms in the province of Pesaro and Urbino.
Results showed that professional service firms that where already equipped to work remotely suffered less the conversion to smart working.
The relationship between client-consultant switched immediately online using digital tools for meetings and sharing documents. However, some of digital tools and practices such as video call meeting remained after the COVID-19 pandemic restriction configuring a sort of hybrid relationship, in part human and in part technology driven.
From a theoretical point of view this study aims to contribute to enriching the literature on the relationship between client and consultant and the digitalization process of SMEs.
From a managerial point of view this study contributes highlighting the challenges that consulting firms and customers have to face with the “new normal” and the relevance of digital transformation in this challenge.
2024
- Exploring the Influence of Digital Communication Tools on Reputation and Loyalty: A Study of Agri-food Firms
[Capitolo/Saggio]
Conti, E.; Gabbianelli, L.; Pencarelli, T.
abstract
2023
- On-campus accommodation service quality: the mediating role of students’ satisfaction on word of mouth
[Articolo su rivista]
Gabbianelli, Linda; Pencarelli, Tonino
abstract
Based on the main studies presented in the literature, this work aims to examine the level of student satisfaction towards the on-campus accommodation service provided by an Italian university. Notably, the objectives of the study are twofold: (1) to examine the mediating role of student satisfaction on the relationship between university on-campus accommodation service quality and word-of-mouth and (2) to determine whether there is any significant difference in students’ satisfaction towards on-campus accommodation in terms of gender and the halls of residence.
The study is based on the results of a survey carried out through an online questionnaire by 381 students living on campus at the University of Urbino.
The findings revealed that the quality perceived by university students in relation to individual services had a positive impact on their general satisfaction towards the halls of residence experience.
The study presents some limitations such as lack of temporal comparisons, a focus on specific service quality items and the fact that it refers to a single Italian university.
The findings of this study will help the management of public universities to improve the quality of services in their halls of residence for the satisfaction of their students.
To the authors’ knowledge, there have been no previous studies about on-campus accommodation service quality conducted in Italy. The study contributes to enrich the service quality literature confirming both that the sum of the quality of individual elements is not as the overall satisfaction and the outcome intention of positive WOM depends not only on service quality attributes, but also from an overall evaluation of satisfaction.
2023
- 26th Excellence In Services International Conference EISIC
[Relazione in Atti di Convegno]
Conti, Emanuela; Gabbianelli, Linda; Pencarelli, Tonino
abstract
Purpose: Consumers are increasingly interested in food safety and the communication of agri-food companies plays a strategic role in satisfying customers and maintaining companies’ competitiveness. However, there is little attention in the literature on communication in agri-food SMEs, especially on issues of health and food safety. The research aims to investigate to what extent Italian Agri-food firms use communication tools to communicate food security and how this activity impacts business performance and customer engagement, from the entrepreneurial perspective.
Methodology: Data were collected from 270 Italian firms operating in the agri-food industry from March to May 2022 through an online questionnaire. Descriptive statistics and regression were performed.
Findings: The study reveals that Italian Agri-Food firms communicate food safety most frequently through websites, packaging, public relations, personal communication, tv/radio/press/billboards/brochures, and catalogs. Further, the website and instant messaging have a significant impact on the business performance, while the website, public relations, and tv/radio/press/billboards/brochure and catalogs have a significant impact on customer engagement.
Research limitations/implications: We collected data from a single European country and the results cannot be generalized. Agri-food firms should invest more intensively in food safety communication, both in traditional and digital tools.
Originality/Value: No previous studies have investigated the kinds of communication tools adopted and the intensity of their use, as well as the impact of the communication mix on business performance and customer engagement.
2022
- CAUSES OF CORPORATE CRISIS: AN INVESTIGATION ON SMES TO SUPPORT THE LEARNING PROCESS
[Articolo su rivista]
Sgro', Francesca; Palazzi, Federica; Ciambotti, Massimo; Gabbianelli, Linda
abstract
The study is an invitation to reflect on the leading (internal and external) causes of the crisis for SMEs while taking their corporate age into account, and act as a useful tool when identifying the critical areas that require intervention to prevent or mitigate the crisis. A questionnaire was administered to the legally appointed bankruptcy trustees that managed 228 bankruptcy procedures. Descriptive statistical analysis and exploratory factor analysis have been employed. Data shows that planning activities, governance, and ownership issues (as internal factors), in addition to economic and industrial crisis (as external determinants) are recognized as a prerogative for a firm bankruptcy procedure activation. The main limit concerns the reduced sample size due to challenges in the data gathering process while also considering the “bankruptcy status” and the reference context; these are characterized by small-sized enterprises, hilly and mountainous landscapes, and fairly secluded locations with poorly developed infrastructures.
2022
- Communicating Food Safety in Italian Agri-Food Companies: the entrepreneurial perspective
[Abstract in Atti di Convegno]
Gabbianelli, Linda; Dini, Mauro; Conti, Emanuela; Pencarelli, Tonino
abstract
The aim of the study is to understand how firms communicate food
safety, in particular the objectives are twofold:1) to investigate differences in
communication food safety related attributes and customer gender and 2) to
investigate differences in tools used to communicate food safety and customer gender.
To attain these goals, first, descriptive statistics have been performed and, second,
ANOVA was used to test any mean difference in customer gender with regard to the
food safety attributes and communication tools used in the entrepreneur’s perspective.
Data has been collected through an online survey on a sample of Italian agri-food
entrepreneurs.
The empirical research revealed no significant differences between males and females
in the attributes of the communication strategy, while significant differences were
identified in the following communication tools: contact personnel, instant messaging
and influencers. The main managerial implication for agri-food entrepreneurs consists
of investing resources in different tools to satisfy male and female targets.
2021
- AN OVERVIEW OF STUDENTS’ ENTREPRENEURIAL INTENTION ANTECEDENTS
[Articolo su rivista]
Gabbianelli, Linda; Bonfanti, Angelo; Loza Adaui Cristian, R.; Mion, Giorgio
abstract
This paper provides an overview of antecedents of the students’ entrepreneurial intention (SEI). A selection, collection, analysis, and systematization of previous studies was carried out to update and reorder the available literature about factors influencing SEI. The analysis reveals the following three sets of antecedents of SEI: 1) factors related to personality traits, 2) contextual/situational factors and 3) factors related to personal background. In addition, this
study highlights specific theoretical models used to investigate factors influencing students’ intention to start a new business, such as the theory of planned behaviour model, the entrepreneurial event model and the social cognitive theory. These results contribute to organising the current state of knowledge about the antecedents of SEI and addressing future research by providing a spectrum of variables that can act as a base to develop further analytical
models and theoretical constructs about this topic.
2021
- Food Attitudes and factors Affecting Food Behaviour of Italian College Students in a Grocery Context
[Articolo su rivista]
Savelli, Elisabetta; Bravi, Laura; Ferrero, Giancarlo; Gabbianelli, Linda; Pencarelli, Tonino
abstract
This study examines the food-related behaviour of college students by focusing on a grocery context. Qualitative techniques were combined with a survey on 457 Italian college students. Findings revealed that college students have a conscious approach towards food. In spite of their limited income and time constraints, they prefer high-quality fresh foods and they are willing to devote time and care to store choice and food selection. This affects food shopping practices, which tend to rely on a central route process as theorised by the Elaboration Likelihood Model, thus revealing high involvement of this target with food purchasing. The study provides theoretical implications for understanding the food behaviour of college students from a marketing perspective, whereas previous studies usually assumed medical or nutritional perspectives. Moreover, it contributes to the theoretical debate on individual involvement with food, by showing that food can be considered as a high-involvement product among college students. Practical implications are derived for retailers. Notably, the analysis highlights the importance to provide product quality, service, assortment and convenience (both monetary and non-monetary) when addressing college students. Additionally, it suggests in-store initiatives that can be developed to maintain and enhance the customer involvement with food over time.
2021
- “The impact of covid-19 on the client-consultant relationship: a multiple case study”
[Abstract in Atti di Convegno]
Gabbianelli, Linda; Pencarelli, Tonino
abstract
The Coronavirus Disease 2019 (COVID-19) pandemic was unexpected and, similarly to other pandemics, it has had both short-term and long-term economic impacts on the global economy (Pencarelli et al., 2020). The COVID-19 pandemic has left its impact across industries, including the management consulting industry, which is heavily hit.
Due to the new ways of working and the government restrictions in the pandemic period, also the relationship with customers has changed deeply in terms of contents, frequency, tools used and ways of knowledge transfer.
Based on that, the aim of this paper is to explore how the consultant-client relationship changed due to the COVID-19 distinguishing the first stage (from February 2020 to May 2021) and the second stage (form May 2021 to ongoing).
2020
- Exploring some marketing practices in management consulting firms: evidence from small service firms in Italy
[Articolo su rivista]
Gabbianelli, Linda; Pencarelli, Tonino
abstract
Purpose – The purpose of the paper is to investigate the marketing and communication activities carried out
by small management consulting firms and how they relate to customers.
Design/methodology/approach – After the framing of the literature on the subject, the study is based on the
results of a survey carried out through an online questionnaire. The sample under investigation is represented
by 914 small consulting firms located in central Italy.
Findings – Results show that half of the sample carried out marketing and communication activities, mainly
through the website and social media, while others participating in events as speakers at conferences. It also
emerges that management consulting firms carry out activities aimed at maintaining relationship with
customers even if they do not invest time in market research in order to find potential and new clients.
Practical implications – The study suggests that management consulting firms should adopt a systematic
and strategic approach to communication and should develop a complete and integrated digital communication
strategy, as well as to rethink the consulting business model.
Originality/value – There are no previous studies that provide insight into the everyday practice of
marketing and communication of small management consulting services in today’s dynamic and changing
economic environment.
2020
- Il ruolo della consulenza aziendale per la creazione di valore: la sfida della sostenibilità
[Capitolo/Saggio]
Pencarelli, Tonino; Gabbianelli, Linda
abstract
2020
- The tourist experience in the digital era: the case of Italian Millennials
[Articolo su rivista]
Pencarelli, Tonino; Gabbianelli, Linda; Savelli, Elisabetta
abstract
The digital revolution is producing several economic and societal changes. The tourism sector, being characterized by products with a high content of information and intangible value, is one of the main industries involved in these changes, on both the supply and the demand side. The paper examines how digital technologies impact on tourists’ consumption experiences through the whole customer travel journey (planning, booking, experiencing, and sharing), by focusing on Millennials.
On an empirical level, the research illustrates the tourist’s buying and consumption behavior of a sample of about 700 Italian consumers.
The empirical research highlights that new technologies are used during all stages of the digital customer journey; most of respondents are experts in planning a travel through the digital technologies. The smartphone is the main device used by younger Millennials, while the computer is mainly used for the elder ones. Instagram and Facebook are the social media preferred by Millennials for sharing contents during and after the trip.
The research study is focused on the center of Italy and the sample is not representative. Another limitation of the study is that the sample is made by student, they do not have secure jobs and mainly depend on their parent’s income.
Practical implications emerge from this study specifically relating to attracting and retaining tourists, and to increasing their overall customer experience.
The study contributes to deepen the knowledge of Millennials behavior as tourists.
2019
- Gli hotel e la gestione del passaparola on line : un’analisi empirica
[Abstract in Atti di Convegno]
Gabbianelli, Linda; Pencarelli, Tonino
abstract
2019
- INTERCULTURAL ASPECTS OF CUSTOMER CARE IN SMALL- AND MEDIUM-SIZED COMPANIES IN THE EURO-MEDITERRANEAN AREA
[Articolo su rivista]
Pencarelli, Tonino; Gabbianelli, Linda; Conti, Emanuela
abstract
The objective of this paper is to investigate the intercultural implications of taking care of foreign customers. In particular, the aim of the study are twofold:
1. Which is the influence of foreign market culture on customer relationship in terms of product features and after-sales services?
2. How do Italian SMEs perceive the national culture of their foreign customers?
After a theoretical review about the studies about culture and the intercultural aspects of customer relationship management, the study illustrates how five firms located in the Euro-Mediterranean area and operating in the global market manage their foreign customers and which are the managerial implications. Results show that each firm changes the way to manage their foreign markets according to the culture of origin of the customers. Regarding the perception of the national culture, it emerges that the interviewee are, in general, aligned with the Hofstede framework. The study proposes also a conceptual advancement in terms of dimensions to analyse the national culture.
2019
- L'evoluzione della consulenza manageriale in Italia. Caratteristiche della domanda e sfide dell'offerta consulenziale
[Monografia/Trattato scientifico]
Gabbianelli, Linda
abstract
2019
- Marketing practices and management consulting firms: an empirical analysis
[Abstract in Atti di Convegno]
Gabbianelli, Linda; Pencarelli, Tonino
abstract
The purpose of the paper is to investigate if management consulting firms carry out
marketing and communication activities as well as how they relate to customers.
The study is based on the results of surveys carried out through an online questionnaire.
The sample under investigation is represented by 914 consulting firms located in central Italy.
Results show that 53% of the sample carry out marketing activities and 62% of the sample
the communication activities, mainly thorough the web site and social media, participating to
events also as a speaker at conferences.
The contribution provides some managerial implications that could be particularly useful
for service providers with high knowledge content such as to adopt a systematic and strategic
approach to communication, developing a complete and integrated digital communication
strategy as well as rethink its business model in order to achieve it; to organize events on
topics of major interest (also in collaboration with organizations, trade associations or other
consultants).
There are no previous studies that provide insight into the marketing and communication
of professional services in today’s dynamic and changing economic environment.
2019
- The role of the electronic word-of-mouth in the hotel industry
[Capitolo/Saggio]
Gabbianelli, Linda; Pencarelli, Tonino
abstract
In the digital age, electronic word-of-mouth plays a role extremely important for the hospitality industry.
Due to the intangibility of the tourism product, travelers need to seek information in order to reduce the
perceived risk. They usually compare different options and search for accurate and reliable information
to make choices, such as user-generated contents. Moreover, tourists pay much more attention to
digital platforms that foster interaction and information exchange between users. This study aims to
investigate, through an online questionnaire, the managerial behavior of 103 hotels of the province of
Rimini towards the electronic word-of-mouth phenomenon. The findings highlight the proactive attitude
of hotels towards the phenomenon, to increase the booking and to improve the service quality. The study
conducted provides hints of originality because it filled some gaps emerging in the literature regarding
the dealing with responses, the stimulation of generating comments, and the impact of online reviews
on hotel performance.
2018
- A territorial perspective of SME’s default prediction models
[Articolo su rivista]
Gabbianelli, Linda
abstract
Purpose – The purpose of this paper is to test whether the qualitative variables regarding the territory and
the firm–territory relationship can improve the accuracy rates of small business default prediction models.
Design/methodology/approach – The authors apply a logistic regression to a sample of 141 small
Italian enterprises located in the Marche region, and the authors build two different default prediction models:
one using only financial ratios and one using jointly financial ratios and variables related to the relationship
between firm and territory.
Findings – Including variables regarding the relationships between firms and their territory, the accuracy
rates of the default prediction model are significantly improved.
Research limitations/implications – The qualitative variables data collected are affected by
subjective judgments of respondents of the firms studied. In addition, neither other qualitative variables (such
as those regarding competitive strategies, or managerial skills) are included nor those variables regarding the
relationships between firms and financial institutions are included.
Practical implications – The study suggests that financial institutions should include territory
qualitative variables, and, above all, qualitative variables regarding the firm–territory relationship, when
constructing business default prediction models. Including this type of variables, it could be able to reduce the
tendency to place unnecessary restrictions on credit.
Originality/value – The field of business failure prediction modeling using variables regarding the
relationship between firm–territory is a unexplored area as it count of a very few studies.
2018
- CONTENT MARKETING TOOLS AND METRICS IN CONSULTING FIRMS: PRELIMINARY RESULTS
[Articolo su rivista]
Gabbianelli, Linda; Conti, Emanuela
abstract
The aim of this work is to identify the goals, tools, strategies, and metrics of Content Marketing (CM) used by European consulting firms to create value for the customer. The study adopts a quantitative methodology, in particular an online survey. A sample of 55 respondents was analyzed using descriptive statistics. CM is an activity used by 71% of the sample and is considered useful by 85% of respondents. The goals pursued with CM are mainly brand awareness and customer acquisition. The main platforms used for CM are LinkedIn, Facebook, and Twitter. The tools most often adopted to achieve CM goals are website articles, social media content, and newsletters. The most used metrics are publishing and sharing. The small sample reduces the possibility to generalize the results. The results give some managerial implications such as: invest more in CM; use CM for maintaining contacts and increasing sales and use platforms like Instagram and YouTube; CM strategy planning. The study suggests a new CM definition which includes specific targets, the growing importance
of digital tools and planned and systemic approach. This work is original as it is the first application of CM to consulting firms and contributes to the definition of CM.
2018
- I fattori di scelta dei servizi professionali: il punto di vista delle imprese e delle società di consulenza
[Abstract in Atti di Convegno]
Pencarelli, Tonino; Gabbianelli, Linda
abstract
2018
- I servizi di consulenza manageriale: tendenze evolutive della domanda e dell’offerta
[Capitolo/Saggio]
Gabbianelli, Linda; Pencarelli, Tonino
abstract
2018
- LA CO-CREAZIONE DI VALORE NEI BUSINESS MODEL DIGITALI:
IL CASO XELEXIA
[Articolo su rivista]
Pencarelli, Tonino; Conti, Emanuela; Gabbianelli, Linda
abstract
The purpose of the article is to describe how value co-creation occurs in digital business models
through the analysis of a digital online consulting platform.
To pursue the research objective, the literature on the Business Model concept was analyzed, referring
to the digital context, analyzing the key contents of the value proposition and the main ways of
co-creating/capturing and delivering value.
The case of the Xelexia online consulting platform was selected in order to analyze and understand
how the processes generated and share value are featured using the business model canvas scheme
integrated with insights on the processes of co-creation of value realized among suppliers and customers.
The success of the digital platform is based on the originality and uniqueness of the value
proposition that consists in the effective matching system of supply and demand of technical and
engineering skills and in the co-creation of value for and with customers and stakeholders. The study
describes the logic of co-creation of value in the digital business model under examination, using the
interpretative keys proposed by the perspectives of Service Dominant Logic and Experience Logic.
2017
- Business model e co-creazione del valore: il caso XELEXIA
[Abstract in Atti di Convegno]
Pencarelli, Tonino; Gabbianelli, Linda; Conti, Emanuela
abstract
2017
- I TREND DEL MERCATO DELLA CONSULENZA IN ITALIA: RISULTATI PRELIMINARI
[Abstract in Atti di Convegno]
Gabbianelli, Linda
abstract
RQ1: quali sono i servizi di consulenza acquistati dalle imprese italiane? Quali sono i
servizi di consulenza di interesse futuro per le imprese?
RQ2: Quali potrebbero essere le aree di futuro sviluppo della professione secondo le
società di consulenza? Le società di consulenza hanno colto quali sono i bisogni
consulenziali delle imprese?
Lo studio si basa sui risultati di indagini svolte attraverso la somministrazione di
questionari. Il campione oggetto di indagine è rappresentato da 2.705 imprese e da
914 società di consulenza localizzate nel centro Italia. Le analisi statistiche descrittive
sono state necessarie a rispondere alle domande di ricerca.
Dai risultati emerge che le imprese acquistano principalmente servizi legati
all’organizzazione aziendale, alla pianificazione, finanza e controllo ed al marketing e
la comunicazione. Le società di consulenza, convogliano i loro sforzi verso attività
consulenziali più rilevanti quali la consulenza di direzione, la consulenza economicofinanziaria ed il project management. Le aree consulenziali maggiormente indicate di
possibile sviluppo della professione consulenziale sono l’internazionalizzazione, il
project management ed il marketing e la comunicazione.
Confrontando gli interessi futuri delle imprese e le aree di sviluppo del mercato della
consulenza emerge un generale allineamento fra la domanda e l’offerta di knowledge
intensive services.
I risultati dello studio suggeriscono implicazioni manageriali che potrebbero essere
particolarmente utili per i fornitori di servizi consulenziali al fine di comprendere i
bisogni dei propri clienti e se ci sono opportunità per offrire nuovi servizi a supporto
delle imprese.
2017
- Strumenti e metriche di Content Marketing nelle imprese di consulenza: risultati preliminari
[Abstract in Atti di Convegno]
Gabbianelli, Linda; Conti, Emanuela
abstract
OBIETTIVI Il lavoro è finalizzato a individuare gli obiettivi, gli strumenti, le strategie e le
metriche di Content Marketing (CM) utilizzate dalle società di consulenza europee al fine di
creare valore per il cliente.
METODOLOGIA Lo studio adotta una metodologia quantitativa. È stato analizzato un
campione di 55 imprese europee (questionario on line) mediante statistiche descrittive.
RISULTATI Il CM è un’attività utilizzata dal 71% del campione, ritenuta utile dall’85% delle
rispondenti. Gli obiettivi perseguiti con il CM sono principalmente la brand awareness e
l’acquisizione dei clienti. Le principali piattaforme utilizzate per il CM sono LinkedIn,
Facebook e Twitter. Gli strumenti più utilizzati per il raggiungimento degli obiettivi di CM
sono gli articoli sul sito web, i social media e le newsletter. Le metriche più utilizzate sono
volte a misurare pubblicazione ed alla condivisione dei contenuti.
LIMITI DELLA RICERCA Il numero esiguo del campione riduce la possibilità di
generalizzare i risultati.
IMPLICAZIONI MANAGERIALI Dai risultati si possono trarre alcune preliminari
implicazioni manageriali: investire maggiormente in CM; utilizzare il CM per obiettivi più
ampi, quali il mantenimento dei contatti e l’incremento delle vendite e un maggior numero di
piattaforme come Instagram e Youtube; pianificazione della strategia di CM.
IMPLICAZIONI TEORICHE Alla luce degli avanzamenti concettuali proposti in letteratura,
dei risultati emersi dallo studio si propone una nuova definizione di CM che include: 1) target
specifici; 2) crescente importanza del digitale; 3) approccio pianificato e sistemico.
ORIGINALITA’ DEL LAVORO Il lavoro rappresenta una novità in quanto si tratta di una
prima applicazione del CM alle società di consulenza e fornisce un contributo alla definizione
di CM.
2016
- I modelli di previsione delle insolvenze e le piccole imprese: evidenze empiriche in una prospettiva territoriale
[Articolo su rivista]
Gabbianelli, Linda
abstract
Obiettivo del paper: Verificare se l’utilizzo di variabili qualitative inerenti il
territorio e la relazione impresa-territorio consente di migliorare l’efficacia dei modelli
predittivi del default della piccola impresa.
Metodologia: Abbiamo applicato la regressione logistica ad un insieme di 141
piccole imprese marchigiane ed abbiamo elaborato due diversi modelli predittivi del
default d’impresa: uno utilizzando solamente indici di bilancio ed uno utilizzando
congiuntamente indici di bilancio e variabili territoriali.
Risultati: Le variabili relative al territorio di insediamento ed alla relazione
impresa-territorio consentono di migliorare l’efficacia previsionale dei modelli
predittivi.
Limiti della ricerca: I dati relativi alle variabili territoriali sono influenzati dalle
percezioni soggettive dei rispondenti delle imprese analizzate. Non vengono impiegate
ulteriori variabili qualitative come le strategie competitive adottate, le competenze del
management e la gestione della conoscenza.
Implicazioni pratiche: Il lavoro suggerisce la possibilità per il management di
dotarsi di un modello di diagnosi dello stato di salute delle imprese e l’opportunità,
per gli istituti finanziari, di integrare le variabili qualitative relative al territorio e alla
relazione impresa-territorio nei processi di elaborazione dei propri modelli di credit
rating. In un ottica di controllo strategico, i modelli di previsione delle insolvenze
possono fungere, come strumenti di valutazione ex ante delle performance aziendali e
di manifestazione dei primi sintomi di difficoltà.
Originalità del lavoro: In letteratura sono relativamente pochi i precedenti studi
sul contributo degli aspetti relativi al territorio per la previsione del default d’impresa.
2015
- Abitudini e comportamenti d'acquisto alimentari degli studenti universitari: prime evidenze empiriche
[Abstract in Atti di Convegno]
Ferrero, Giancarlo; Gabbianelli, Linda; Pencarelli, Tonino; Savelli, Elisabetta
abstract
Lo scopo dello studio è di esaminare il comportamento di consumo alimentare degli studenti universitari indagando le loro abitudini di acquisto. Le domande di ricerca delineate sono: (RQ1) Qual è l’approccio degli studenti universitari verso il consumo di prodotti alimentari? L’acquisto di generi alimentari tende ad essere impulsivo o razionale? (RQ2) Cosa ricercano gli studenti quando acquistano prodotti alimentari (qualità, prezzo, promozioni …)? (RQ3) Quali fattori influenzano la scelta del punto vendita ed il livello di soddisfazione degli studenti in merito all’offerta commerciale di beni alimentari?
Lo studio si basa sui risultati di indagini svolte sullo stesso universo con i metodi dell’osservazione diretta, del focus group, dell’intervista diretta e online. L’universo oggetto di indagine è rappresentato dagli studenti iscritti all’Università degli Studi di Urbino. Le analisi statistiche descrittive sono state combinate con tecniche multivariate (analisi fattoriale e regressione multipla) per rispondere alle domande di ricerca.
Dai risultati emerge che gli studenti universitari tendono ad adottare un approccio razionale verso l’acquisto ed il consumo di generi alimentari (RQ1), preferendo prodotti freschi e di alta qualità ed evitando acquisti impulsivi. Oltre al prezzo ed alle promozioni, gli studenti ricercano freschezza e qualità elevata degli alimenti (RQ2). Nella scelta del punto vendita, invece, tende a prevalere una forte attenzione alla convenienza, all’orario di apertura, alla comodità dell’ubicazione ed all’ampiezza dell’assortimento (RQ3), rivelando l’esistenza di un gap tra atteggiamento/preferenze alimentari e comportamenti d’acquisto reali.
I risultati dello studio suggeriscono implicazioni manageriali che potrebbero essere particolarmente utili per i retailers, al fine di migliorare la qualità dell’offerta commerciale e definire programmi di marketing volti a soddisfare la domanda di generi alimentari degli studenti universitari.
2015
- Modelli predittivi del default di impresa e radicamento territoriale. Evidenze da un campione di pmi marchigiane
[Abstract in Atti di Convegno]
Gabbianelli, Linda; Gordini, Niccolò
abstract
Obiettivo del paper è provare a sviluppare un modello predittivo del default specifico per le
PMI basato sull’utilizzo congiunto di variabili qualitative come il territorio e la relazione
impresa-territorio e del metodo Support Vector Machine (SVM), al fine di di ottenere una più
elevata accuratezza previsionale. I risultati dimostrano che: a) l’utilizzo di variabili qualitative
migliora la capacità previsionale rispetto all’utilizzo delle sole variabili quantitative; b) la
metodologia SVM fornisce una migliore accuratezza previsionale rispetto ai metodi
tradizionalmente utilizzati; c) il miglioramento è particolarmente marcato nelle imprese di più
piccole dimensioni, dimostrando l’innovatività e la validità del modello per le PMI. Il lavoro
suggerisce l’opportunità per le PMI marchigiane di dotarsi di specifici modelli predittivi del
default in grado di fornire alle imprese maggiore consapevolezza della propria solidità
finanziaria, incrementando la capacità di accesso al credito nel territorio di riferimento e
limitando i diffusi comportamenti orientati al credit crunch.
2014
- I modelli di previsione delle insolvenze: una prospettiva territoriale
[Altro]
Gabbianelli, Linda
abstract
2014
- INTERCULTURAL ASPECT OF CUSTOMER MANAGEMENT
[Abstract in Atti di Convegno]
Pencarelli, Tonino; Gabbianelli, Linda
abstract
The objective of this paper is to show the intercultural implications of the customer care, analyzing three case studies. After theoretical background about studies on the culture, the intercultural aspects of the service management and the customer relationship management, we will illustrate how a furniture manufacturing company, a heat exchangers for domestic boilers enterprise and a firm that sell equipment for agricultural irrigation, all of them operating in the global market, manage their customers in each foreign country and which are the managerial implications. Results show that each company changes the way to manage their foreign markets according to the culture of origin of the customers. The most relevant aspect they have in common is the customer relationship management, focusing it on trust and commitment.
2013
- Casi aziendali e applicazione del modello di previsione delle insolvenze
[Capitolo/Saggio]
Gabbianelli, Linda
abstract
Dopo aver illustrato nei capitoli precedenti le crisi d’impresa nella letteratura
manageriale esplicando un modello di diagnosi basato sull’approccio
sistemico vitale per la gestione strategica delle crisi aziendali (cap. 1), i
modelli di previsione delle insolvenze attraverso una rassegna bibliografica
internazionale (cap. 2) e gli strumenti giuridici che supportano le imprese
per la soluzione dei dissesti aziendali (cap. 3), obiettivo del presente capitolo
è proporre una rassegna di esperienze e di casi d’imprese sottoposte a
procedure concorsuali quali concordato preventivo, piani di risanamento e
fallimento, cercando di mettere in luce, tra l’altro, cause, strumenti giuridici,
stakeholder coinvolti e grado di prevedibilità delle situazioni di crisi.
2013
- Factors driving consumer attitude and purchase intention towards hunting firearms in Italy
[Articolo su rivista]
Pencarelli, Tonino; Francioni, Barbara; Gabbianelli, Linda
abstract
The objectives of the paper are twofold: the first one is to identify the critical variables that influence the process of buying firearms according to the opinion of Italian hunters and
retailers. The second objective is to try to identify hunters’ groups with similar generic characteristics and similar behavior in purchasing a firearm for the purpose of understanding
customers’ behavior.
In order to achieve the first objective we have interviewed 455 Italian hunters and 200 firearms retailers from May to September 2011.
Results show that according to hunters the main factors influencing firearm purchases are manageability of the firearms and competence of the retailer; while according to retailers the key purchasing factors are price of the firearms and the image of the producer. The survey reveals that, in spite of these different perceptions, retailers know their customers’ behavior and preferences fairly well. However, the study also suggests that firearms retailers under
valuate the weight of the functional characteristics of the product and the hunters’ competences and autonomy in decision-making during the purchasing process. In order to
achieve the second objective of the study, we perform a segmentation through a cluster analysis and results reveal that there are six main hunter groups named the recommended, the conservative, the innovative, the informed, the stingy and the maniac.
The Italian firearms producers could evaluate whether their current competitive strategy is exploiting these potential market spaces.
2013
- I modelli di gestione anticipata delle crisi: la previsione delle insolvenze
[Capitolo/Saggio]
Gabbianelli, Linda
abstract
Obiettivo del capitolo è illustrare le principali tecniche di previsione delle
insolvenze aziendali presenti in letteratura. In particolare, il contributo indaga
gli elementi essenziali delle tecniche di previsione basate sull’intuizione,
sull’analisi di bilancio e delle tecniche che si basano su metodi statistici. Fra
questi si prenderanno in esame i seguenti: l’analisi discriminante, la regressione,
la tecnica delle componenti principali, le reti neurali, l’analisi RPA e
gli algoritmi genetici. Dopo un inquadramento generale delle principali tecniche,
si ripercorre l’evoluzione degli studi internazionali secondo le pratiche
utilizzate ponendo successivamente il focus sulle analisi empiriche delle previsioni
delle insolvenze applicate alle imprese di piccole dimensioni. In ultima
analisi, si propone una disamina dei principali punti di forza e debolezza
delle ricerche presentate, gli elementi di originalità e le implicazioni manageriali
che l’applicazione di tali modelli comportano.
2012
- Strategic flexibility and lifelong training: a key to firm servival. The Fapi interprofessional fund case in the Marche region
[Abstract in Atti di Convegno]
Gabbianelli, Linda
abstract
The awareness of the academic and working world to consider the flexibility as the strategic lever to manage the change that is under way has focused the attention on the relevance of human resources. Infact, human resources are the fundamental element that allow a fast answer to the turbulence; nowadays the instrument that allow a quick replacing and reorganization of the human resources is the lifelong training. The training enable the generation and acquisition of new competences (expertises) and knowledge that if they are properly exploited, the firm could have the possibility to exceed the economic crisis. The purpose of this paper is to investigate how the company can achieve the strategic flexibility working on human resources training in order to maintain a sustainable competitive advantage. After theoretical considerations, the research question is what workers and companies think about the usefulness and
effectiveness of training. A monitoring carried out in the Marche region, on the effectiveness of training through the use of interprofessional funds, shows that it has a positive impact on workers skills and competitiveness of the company, or on strategic flexibility and value creation, the primary objective to survive in turbulent environments. As a matter of fact, workers and firms agree with theoretical assumptions that training (learning) makes the more flexible. The limitations of this study are associated with a partial evaluation, in fact it should be considered with caution as the effects of training processes are difficult to assess objectively and often their impact is manifested in the medium-long time. The study concludes suggesting new topics and teaching methods to be tested in training courses, together with a regional system dedicated to the certification of skills acquired by workers and the inclusion of employers in training processes.