Journal of Business & Industrial Marketing
Issue(s) available: 190 – From Volume: 1 Issue: 1, to Volume: 34 Issue: 5
Category:
MarketingVolume 34
Volume 33
Volume 32
Volume 31
Volume 30
Volume 29
Volume 28
Volume 27
Volume 26
Volume 25
Volume 24
Volume 23
Volume 22
Volume 21
Volume 20
Volume 19
Volume 18
Volume 17
Volume 16
Volume 15
Volume 14
Volume 13
Volume 12
Volume 11
Volume 10
Volume 9
Volume 8
Volume 7
Volume 6
Volume 5
Volume 4
Volume 3
Volume 2
Volume 1
- Issue 11986
Three challenging trends for marketing strategy – and B2B – doctoral education
Lisa ScheerThe purpose of this paper is to share personal observations regarding three trends that pose challenges for marketing doctoral programs and the development of B2B…
Engaging in engaged B2B scholarship: relevance squared
Thomas RitterThis paper aims to reflect on relevance of business-to-business research based on Van de Ven’s (2007) engaged scholarship model.
Revealing business customers’ hidden value formation in service
Tore Strandvik, Kristina Heinonen, Sanna VollmerThis paper aims to identify how, in contrast to a provider-oriented stance where customer value is conceptualised as being controlled by the provider, customer value is…
Linking improvisational behavior to customer satisfaction: the relational dynamics
Magnus Hultman, Abena Animwaa Yeboah-Banin, Nathaniel BosoContemporary sales scholarship suggests that salespersons pursuing customer satisfaction should improvise (think and act on their feet) to find solutions to customers…
How do a buyer’s political ties affect the market-based selection of suppliers?
Zebin Yan, Jiangyong LuAlthough the differential roles of political and business ties are recognized in the literature, the interplay between political and business ties remains unclear. This…
Network centrality and innovation performance: the role of formal and informal institutions in emerging economies
Haifeng Wang, Yapu Zhao, Beilei Dang, Pengfei Han, Xin ShiThe impact of network centrality on innovation performance is inconclusive. The purpose of this paper is to examine how formal and informal institutions affect the…
Environmental turmoil and firms’ core structure dynamism: the moderating role of strategic alliances
Rui Xue, Gongming Qian, Zhengming Qian, Lee LiMuch of the extant evidence in the marketing literature posits that firms use strategic alliances to share resources, costs and risks as paths to performance improvements…
Towards a better understanding of organizational buying behavior across cultures: empirical evidence from the Arabian Gulf
Alexandre Anatolievich BachkirovThe purpose of this study is to examine, through the lens of the buying center concept, a theorized link between organizational buying behavior (OBB) and a national…
Illegitimate trade in the fashion industry: relevance and counterstrategies in the Italian context
Iolanda D’Amato, Valeria Belvedere, Thanos PapadimitriouFrom a supply chain perspective, counterfeiting is only part of a wider phenomenon defined as “illegitimate trade,” which includes supply chain infiltrations, factory…
Conceptual blending of meanings in business marketing relationships
Sid Lowe, Astrid Kainzbauer, Piya NgamcharoenmongkolThis paper aims to explore the topic of embodiment as a gap in meaning-making within the literature on business relationships in IMP and business marketing academic…
Does eco-innovation lift firm value? The contingent role of institutions in emerging markets
Qiong Yao, Jinxin Liu, Shibin Sheng, Heng FangDrawing on the literature of eco-innovation and institutional theory, this research aims to answer two fundamental questions: Does eco-innovation improve or harm firm…
Conceptualizing interactive network branding in business markets: developing roles and positions of firms in business networks
Nikolina Koporcic, Jan-Ake TornroosThis paper aims to present the concept of interactive network branding (INB) in business markets. The INB conceptualization offers an understanding of corporate branding…
Where do we go from here? The future of B2B governance research
Kenneth Henning Wathne, Øystein D. FjeldstadThis paper aims to identify promising areas for future business to business (B2B) governance research.
Crowdsourcing to manage service gaps in service networks
Amanda Blair, Thomas Martin Key, Matthew WilsonThe purpose of this paper is to illustrate and conceptualize how crowdsourcing can be implemented as a potential means to address gaps in service quality within service…
Integrating reciprocity into a social exchange model of inter-firm B2B relationships
Kevin E. Voss, Emily C. Tanner, Mayoor Mohan, Yong-Ki Lee, Hong Keun KimReciprocity has traditionally been overlooked in social exchange models of inter-firm relationships. Therefore, this research integrates reciprocity and its antecedents…
Series of successive B2B contracts: impact on contract length and rental rate
Shanfei Feng, Trichy V. KrishnanCompanies in the B2B service sector often sign a series of successive contracts instead of one long contract with their vendors. Economic researchers have shown how the…
Are marketing strategies correlated with financial outputs? A longitudinal study
Erika Sydney-Hilton, Natalia Vila-LopezThe relevance of marketing to explain financial success has been seldom investigated. In this scene, the purpose of this study is to analyze whether the correlations…
Purchasing’s tasks at the interface between internal and external networks
Steffen Muxoll Bastholm, Kristin B. MunksgaardThe strategic importance of the purchasing function increases, as its task become more dynamic in various interfaces with different suppliers. Changes in these…
Power advantage: antecedents and consequences in supplier–retailer relationships
Wen Shinn Low, Cheng Ta LiThe research indicates that relatively powerful firms exploit their advantages to damage their weaker partners. However, how power can be abused by advantaged firms…
The double-edged effects of guanxi on partner opportunism
Lu Shen, Chuang Zhang, Wenbo TengThis study aims to examine the double-edged effects of guanxi on opportunism and the moderating effects of legal enforceability and partner asset specificity. It thus…
Future direction of sustainable development in private hospitals: general similarities and specific differences
Rocío Rodríguez, Göran Svensson, Carmen Otero-NeiraThe purpose of this paper is to assess the future direction of sustainable development in the healthcare industry. This study aims to reveal general similarities and…
Reconceptualizing value innovation for Industry 4.0 and the Industrial Internet of Things
Paul MatthyssensStarting from the foundations of value innovation, this paper aims to give an idea of the key drivers and barriers – internal and external to the company – and to provide…
What makes the difference? Employee social media brand engagement
Sherese Y. Duncan, Raeesah Chohan, João José FerreiraThis paper aims to explore, using the employee lens of business-to-business firms, word use through brand engagement and social media interaction to understand the…
The role of entry nodes in industrial firms’ internationalization: the significance of network structures for value innovation
Mette Vedel, Per ServaisThe paper explores the links between network structures and internationalization, conceptualized as a process of value innovation. The exploration sets off from the…
Multimarket competition and innovation in industrial markets: Spain and Colombia in comparative perspective
Pablo Cabanelas, Luciana C. Manfredi, Juan M. González-Sánchez, Jesús F. LampónMultimarket competition is an area of competitive dynamics focused on studying situations where firms compete against each other simultaneously in more than one market…
Strategic marketing approaches for the diffusion of innovation in highly regulated industrial markets: the value of market access
Francesco Schiavone, Michele SimoniIn industrial markets, different players concur to diffuse the new products and services. However, in high-regulated industries, firms might find substantial limitations…
Inertia, uncertainty, and exploratory partner selection
Jie Liang, Nan MeiThe purpose of this paper is to examine the following research question in partner selection decisions in business-to-business strategic partnerships/collaborations…
Transaction-specific investments in a supplier-distributor-supplier triad in China: opportunism and cooperation
Yi Liu, Jiaqi Xue, Yuan LiRather than focussing on dyadic distributor–supplier relationships, this study aims to examine whether the difference in transaction-specific investments (TSIs) between…
What geographical scope works best for rapidly internationalizing SMEs?
Sara Melén Hånell, Emilia Rovira NordmanThis paper aims to explore the benefits of a regional internationalization strategy and investigate how a rapidly internationalizing SME’s development of market knowledge…
The role of customer orientation in key account managers’ performance: a client network perspective
Yi Liu, Xue Li, Maggie Chuoyan DongThe purpose of this study is to investigate how does key accounts managers’ (KAMs’) customer orientation affect customers’ repurchase intention and how do tie strength and…
Gender effects on buyer perceptions of male and female sales representatives in China
Stephen J. Newell, Duke Leingpibul, Bob Wu, Yang JiangWomen in many countries are breaking through the gender barrier and are working in positions where they have a major impact on the buying and selling activities in…
Interfunctional coordination: the role of digitalization
José L. Ruiz-Alba, Rodrigo Guesalaga, Raquel Ayestarán, Javier Morales MedianoThis paper aims to investigate interfunctional coordination (IC) in a B2B context. More specifically, it explores the role of digitalization as a strategic driver for an…
Dispersion of marketing activities in business-to-business firms
Marie Blachetta, Michael KleinaltenkampThe purpose of this paper is to explore the manifestations and the effects of the dispersion of marketing activities (DoMA) in business-to-business (B2B) firms.
Moderating effects of institutional factors on relationship quality: a comparative analysis of the US, Brazil, and China
James M. Barry, Sandra Simas GracaThe purpose of this research is to show how institutional factors affect buyer–supplier relationships. Specifically, the authors examine a model of relationship quality…
Foreign market learning: an integrative model of its antecedents, processes and outcomes
Fredrik Nordin, Jessica LindberghThe purpose of this paper is to offer an integrative model of foreign market learning, including different learning processes, antecedents and outcomes.
Coopetition: a fundamental feature of entrepreneurial firms' collaborative dynamics
Helen McGrath, Thomas O'Toole, Louise CanningThis paper aims to explore coopetition as a fundamental feature of the collaborative dynamics inherent in entrepreneurial ventures. The authors present a conceptual model…
Knowledge co-creation in Open Innovation Digital Platforms: processes, tools and services
Tindara Abbate, Anna Paola Codini, Barbara AquilaniThe purpose of this paper is to understand how Open Innovation Digital Platforms (OIDPs) can facilitate and support knowledge co-creation in Open Innovation (OI…
The narrative strategies of B2B technology brands
Gaël Bonnin, Mauricio Rodriguez AlfonsoWith the rise of digital media and content marketing, business-to-business (B2B) technology firms increasingly use narratives in their marketing strategy. If research has…
Social media influence on the B2B buying process
Hoda Diba, Joseph M. Vella, Russell AbrattThis study aims to explore if and how business-to-business (B2B) companies can use social media to influence the buying process.
Integrated marketing channel relationships: integration dimensions and channel performance
Yoritoshi HaraInter-firm integration is a multidimensional concept. This study aims to examine the performance effects of two aspects of inter-firm integration, coordination integration…
How to recover B2B relationships after a failed online reverse auction
Roberto Mora Cortez, Wesley J. JohnstonThis paper aims to explore the possible scenarios after a failed reverse auction to continue a current buyer–seller relationship.
Artificial intelligence (AI) and its implications for market knowledge in B2B marketing
Jeannette Paschen, Jan Kietzmann, Tim Christian KietzmannThe purpose of this paper is to explain the technological phenomenon artificial intelligence (AI) and how it can contribute to knowledge-based marketing in B2B…
The development of trust over time in an emerging market context: the case of the Tunisian automotive sector
Tibor Mandják, Samy Belaid, Peter NaudéThe purpose of this paper is to empirically investigate how context influences the quality of business relationships. This theoretical question is studied from the point…
Cultivating organizational wisdom for value innovation
Roberto Mora Cortez, Wesley J. JohnstonMarketing literature, while acknowledging the relevance of organizational learning for a better market understanding, has shown remarkably little effort to develop a…
International R&D alliances and innovation for emerging market multinationals: roles of environmental turbulence and knowledge transfer
Yang Liu, Ping Deng, Jiang Wei, Ying Ying, Mu TianThe purpose of this paper is to examine the relationships between environment turbulence, knowledge transfer and innovation performance for emerging market multinationals…
Coopetition and innovation. Lessons from worker cooperatives in the Spanish machine tool industry
Imanol Basterretxea, Jon Charterina, Jon LandetaThis paper aims to investigate how the implementation of the inter-cooperation principle among Spanish machine-tool cooperatives helps them to coopete–collaborate with…
How social media usage influences B2B customer loyalty: roles of trust and purchase risk
Chu-Bing Zhang, Yina LiIn the digital era, business-to-business (B2B) salespersons are encouraged to communicate with buyers on social media platforms and shape customer loyalty. However, the…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen access:
hybridMerged from:
IMP JournalEditors:
- Professor Michael Kleinaltenkamp
- Professor Wesley J. Johnston