Journal of Business & Industrial Marketing
Issue(s) available: 200 – From Volume: 1 Issue: 1, to Volume: 35 Issue: 7
Category:
Marketing
Volume 35
Volume 34
Volume 33
Volume 32
Volume 31
Volume 30
Volume 29
Volume 28
Volume 27
Volume 26
Volume 25
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Issue 7 2010
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Issue 3 2010 Emerging frontiers within B2B marketing understanding customer needs and managing the customer experience
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Issue 2 2010
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Issue 1 2010
Volume 24
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Issue 8 2009
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Issue 7 2009
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Issue 5/6 2009 Relationship marketing summit Buenos Aires, Argentina, ideas and research challenges for the next wave
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Issue 2 2009
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Issue 1 2009
Volume 23
Volume 22
Volume 21
Volume 20
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Issue 7 2005 Managing relationships, networks and complexity in innovation, diffusion and adoption processes
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Issue 6 2005
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Issue 3 2005
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Issue 2 2005
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Issue 1 2005
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
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Issue 1 1986
Mobilizing resources in product development by organizational interfaces across firms, units and functions
Viktoria Sundquist, Lisa MelanderThis paper aims to investigate how various organizational interfaces between firms, units and functions, and the interplay between them, are developed and mobilized in…
Tensions within the sales ecosystem: a multi-level examination of the sales-marketing interface
Avinash Malshe, Michael T. KrushThe purpose of this study is to understand one portion of the sales ecological system. This paper focuses on the mesolevel or intra-organizational system that includes the…
The impact of supply chain relationship quality on knowledge sharing and innovation performance: evidence from Chinese manufacturing industry
Gang LiThis study aims to investigate the impact mechanism of supply chain relationship quality on knowledge sharing and firms’ innovation performance during supply chain…
The double-edged sword of coopetition: differential effects of cross-functional coopetition on product and service innovations
Man Chen, Tanya (Ya) Tang, Siting Wu, Feng WangAlthough coopetition has been studied for decades, most prior studies shed light on interfirm coopetition across firms instead of intrafirm coopetition across functional…
Purchasing performance of engineering procurement and construction companies using a fuzzy quality function deployment approach
Gitesh Chavan, Ranjan Chaudhuri, Wesley J. Johnston, Benjamin GarnerThis paper aims to empirically validate an integrated model, combining fuzzy analytical hierarchy processing and quality function deployment, used to construct a…
Linking absorptive capacity, knowledge transfer and transactive memory
Gert HumanThis paper aims to construct an argument in support of the idea that absorptive capacity may lead to improved transactive memory conditional to the effectiveness of…
Drivers of managers’ affect (emotions) and corporate website usage: a comparative analysis between a developed and developing country
Ramendra Thakur, Dhoha AlSalehExisting literature reveals a general lack of research on business-to-business (B2B) ecommerce showcasing how managers’ affect plays a role in enhancing their attitude…
Relational governance, organizational unlearning and learning: implications for performance
Volkan Yeniaras, Anthony Di Benedetto, Ilker Kaya, Mumin DayanDrawing on the literature on dynamic skills, this study builds upon and empirically tests a conceptual model that connects business and political ties, organizational…
The impacts of a new type of actor as an intermediary in public–private collaboration in health-care prevention
Tímea Beatrice Dóra, Zsuzsanna SzalkaiThis paper aims to investigate the dyadic relationships of actors engaged in public–private (P-P) collaboration in health-care prevention. The purpose is to characterize a…
The varying impact of buyer and supplier expected relationship-specific investments on relationship governance
Imran Khan, Meike EilertThe purpose of this paper is to investigate the differential influence of buyer and supplier relationship-specific investments (RSI) on a buyer’s relationship governance decisions.
The role of spinoffs and tradeoffs of business-driven sustainable development in the marketplace
Göran Svensson, Carmen PadinThe purpose of this study is to examine the role of spinoffs and tradeoffs in business-driven sustainable development in the marketplace based on environmental, economic…
Successful implementation of value-based selling: a value co-creation and dynamic capabilities perspective
Yanzhe Liu, Xiaoyu ZhaoThis study aims to investigate the new connotations, key antecedents, outcomes and contingency factors of value-based selling (VBS) in the context of business to business…
Industry 4.0 in the product development process: benefits, difficulties and its impact in marketing strategies and operations
Iara Franchi Arromba, Philip Stafford Martin, Robert Cooper Ordoñez, Rosley Anholon, Izabela Simon Rampasso, Luis Antonio Santa-Eulalia, Vitor William Batista Martins, Osvaldo Luiz Gonçalves QuelhasProduct development process (PDP) in the context of Industry 4.0 may present several marketing implications. To understand these implications, the purpose of this study is…
Gender bias in the recruitment of entry-level B2B salespeople
Bahar Ashnai, Sudha Mani, Prabakar Kothandaraman, Saeed ShekariIn response to calls to reduce the gender gap in the salesforce, this study aims to examine the effect of candidate gender, manager gender and industry to explain gender…
The utilization of online sales forums by salespeople as a mesosystem for enhancing sales-activity knowledge
Richard Conde, Victor Prybutok, Cameron SumlinThrough the use of netnography, the purpose of this paper is to investigate the interaction of 192 inside sales agents who collaborate within discussion forums to create…
A methodology for classification and validation of customer datasets
Dongyun Nie, Paolo Cappellari, Mark RoantreeThe purpose of this paper is to develop a method to classify customers according to their value to an organization. This process is complicated by the disconnected nature…
The influence of brokers on networking behaviour during internationalization: a study of Czech SMEs
Mohit SrivastavaUnder given environmental uncertainties, the purpose of this paper is to examine the effect of brokers on the networking behaviour of small- and medium-sized enterprise…
Managing environmental turbulence through innovation speed and operational flexibility in B2B service organizations
Divesh Ojha, Elisabeth Struckell, Chandan Acharya, Pankaj C. PatelThe research first and uniquely explores the antecedent relationship among three highly studied environmental forces – competitive intensity (CI), market turbulence (MT…
Understanding the spill-over effect of value co-creation in buyer–supplier interactions: a strategic view
Samir Gupta, Michael PolonskyThis study aims to explore how the co-created value arising from integrated solutions results in both, intended and spill-over effects.
Conviviality as social practice in business relationships: concepts and insights from a case of expatriates
Simone Guercini, Silvia RanfagniThis paper aims to investigate the practice of conviviality as the right setting to explore how social capital interacts with business relationships and in particular how…
New product performance implications of ambidexterity in strategic marketing foci: a case of emerging market firms
Huda Khan, Susan Freeman, Richard LeeAmbidexterity’s effects on exploration and exploitation have been widely studied in the innovation literature. However, to date, no studies have determined how combining…
Cooperative goals and dynamic capability: the mediating role of strategic flexibility and the moderating role of human resource flexibility
Linbo Yang, Chenjing GanThe dynamic capabilities theory indicates that uncertain environments necessitate firms’ dynamic capability. This study aims to examine how dynamic capability can be…
Digital love – inviting doubt into the relationship: the duality of digitalization effects on business relationships
Annoch Isa Hadjikhani, Cecilia LindhThis study aims to hypothesize that the implementation of information technology (IT) in industrial business relationships entails both positive and negative effects for…
Links between influence strategies and satisfaction: reexamination from the dyadic and network perspectives
Yi Liu, Ting Liu, Yuan Li, Liyang RuanPrevious studies have investigated the influence strategy–economic satisfaction links within a pairwise framework. This study aims to reexamine this issue in a network…
Value of initial relationships in new business start-ups
Jose Novais Santos, Joao MotaSeveral studies have focussed on new ventures and the development of their first business relationships. However, the understanding of the value functions and involvement…
Leveraging resource ecologies for sustainability transitions – a waste management case
Rumy Narayan, Annika TidströmAddressing fundamental sustainability challenges has now become strategic for multi-national corporations. However, such challenges by their very nature are complex and…
How innovation intermediaries support start-up internationalization: a relational proximity perspective
Daniel SchepisThis paper aims to examine how innovation intermediary activities increase relational proximity between start-ups and foreign partners to support start-up internationalization.
Market shaping dynamics: interplay of actor engagement and institutional work
Julia A. Fehrer, Jodie Conduit, Carolin Plewa, Loic Pengtao Li, Elina Jaakkola, Matthew AlexanderCombining institutional work and actor engagement (AE) literature, this paper aims to elucidate how the collective action of market shaping occurs through the interplay…
Organizational ambidexterity, brand management capability and brand performance
Pramod Iyer, Arezoo Davari, Mohammadali Zolfagharian, Audhesh PaswanThe purpose of this study is to examine the extent to which an organization’s pursuit of radical and disruptive innovations and refinement of existing processes and…
Systematic review of determinants of sales performance: Verbeke et al.’s (2011) classification extended
Vaibhav Chawla, Teidorlang Lyngdoh, Sridhar Guda, Keyoor PuraniConsidering recent changes in sales practices, such as the sales role becoming more strategic, increased reliance on technology for sales activities, increased stress from…
Bourdieusian interaction: actors’ habitus, agentic activities and field resources
Sid Lowe, Nirundon TapachaiThis paper aims to explore the implications of applying a Bourdieusian meta-framework to business interaction and relationship building within networks. The motive is to…
B2B brand orientation, relationship commitment, and buyer-supplier relational performance
Yu Chang, Xinchun Wang, Lixun Su, Annie Peng CuiThe purpose of this study is to add insights into the business-to-business (B2B) branding literature by investigating the mechanism by which brand orientation affects…
B2B social media content: engagement on LinkedIn
Malin Sundström, Klas Håkan Alm, Niklas Larsson, Oskar DahlinThis paper aims to identify content strategies on social media that influence engagement and to analyze those operations to describe important features for co-creation and trust.
How post-merger integration duration affects merger outcomes
Joon-Hee Oh, Wesley J. JohnstonThis study aims to confirm earlier findings that differences between merger and acquisition (M&A) participant firms are a hurdle for successful mergers and shows that…
Managing technology transfer between coopetitive firms: the roles of coopetition, asset specificity and justice
Ruijia Liu, Jianjun Yang, Feng ZhangPrior studies have demonstrated the important role of coopetition in firms’ innovation. Based on the paradox perspective, this study aims to focus on technology transfer…
Technical innovation: trigger or threat for organizational learning? A curvilinear relationship revisited
M. Teresa Ortega Egea, María Isabel Roldán Bravo, Antonia Ruiz Moreno, Carmen Haro Domínguez, Dainelis Cabeza PullésAlthough most research considers organizational learning as an antecedent of innovation, the relationship is complex and could be reciprocal. Therefore, more research is…
Is co-created value the only legitimate value? An institutional-theory perspective on business interaction in B2B-marketing systems
Marta Massi, Michel Rod, Daniela CorsaroThis paper aims to deal with the concepts of “institutions” and “institutional logics” in the context of business-to-business (B2B) marketing systems and uses…
Innovations in veterinary markets: opinion leaders’ social capital
Ignat Kulkov, Wilhelm Barner-Rasmussen, Maria Ivanova-Gongne, Anastasia Tsvetkova, Magnus Hellström, Kim WikströmThis study aims to identify how the personal social capital of opinion leaders contributes to the market adoption of start-up innovations.
Adapting sales influence tactics in the information intensive era
Mark P. Leach, Rhett T. Epler, Sijun WangThis paper aims to explore the usage of selling influence tactics across prospective customers with differing information-related needs.
Passion-driven entrepreneurship in small and medium-sized towns: empirical evidence from Italy
Alessandro Pagano, Francesco Petrucci, Roberta BocconcelliThis paper aims to examine the emergence of passion-driven entrepreneurship within the context of small and medium-sized towns (SMSTs). SMSTs are seen as peripheral areas…
Networks, institutional environment and firm internationalization
Sussie C. Morrish, Anna EarlThe purpose of this study is to investigate the influence of network relationships and institutional environment on premium winegrowers’ internationalization process.
Unpacking the relationship between a coopetition-oriented mindset and coopetition-oriented behaviours
James M. CrickEarlier work has suggested that assumptions, values and beliefs about the importance of cooperating with competitors (a coopetition-oriented mindset) should manifest into…
Networking capability and firm performance: the mediating role of market orientation and business process agility
Randy Kurniawan, Dyah Budiastuti, Mohammad Hamsal, Wibowo KosasihThis study aims to examine the effect of networking capability through market orientation and business process agility on the firm performance of medium and large…
Enhancing supply chain learning and innovation performance through human resource management
Muhammad Zia Ul Haq, Minhao Gu, Baofeng HuoDespite the importance, no study exists which investigates the role of human resource (HR) in supply chain (SC) learning. This study aims to investigate the effects of…
Friends or strangers? Attempts at reactivating buyer–supplier relationships
León Poblete, Anna BengtsonThe purpose of this paper is to explore an important management aspect of business relationship dynamics, namely, the reactivation process of previously ended…
Market-scanning and market-shaping: why are firms blindsided by market-shaping acts?
Carlos A. Diaz Ruiz, Jonathan J. Baker, Katy Mason, Kieran TierneyThis paper aims to investigate two seminal market-scanning frameworks – the five-forces analysis and PESTEL environmental scanning tool – to assess their readiness for…
How much is enough? The role of effort in market shaping
Gediminas Lipnickas, Jodie Conduit, Carolin Plewa, Dean WilkieMarket shaping research predominantly focusses on the activities of the market shaper, rather than the equally important roles of other market actors. Market shapers may…
Mediation of scenario planning on the reflection-performance relationship in new product development teams
Atif Açikgöz, Gary P. Latham, Fulya AcikgozThe purpose of this study is to reveal the mediating role of scenario planning between reflection and task performance in new product development (NPD) teams.
The impact of using a cloud supply chain on organizational performance
Meichun Lin, Chinho Lin, Yong-Sheng ChangThis study aims to indicate the advantages of using cloud computing services, including the ways in which firms use cloud-based services to achieve accessibility, better…
Connect, engage, transform: how B2B researchers can engage in impactful industry collaboration
Erik Mooi, Sudha Mani, Michael Kleinaltenkamp, Gary Lilien, Ian WilkinsonThis paper aims to argue that engagement with industry in research, while costly in terms of time and effort, can provide benefits in terms of measurable research impact…
How to improve new product performance through customer relationship management and product development management: evidence from China
Jianhui Yan, Yu Zheng, Jiaxin Bao, Chongyu Lu, Yanhui Jiang, Zhi Yang, Chulan FengThis paper aims to investigate how to improve new product performance in turbulent circumstances of emerging economies.
How does coopetition affect radical innovation? The roles of internal knowledge structure and external knowledge integration
Huanhuan Chen, Yanhong Yao, Ao Zan, Elias G. CarayannisBuilding on the resource- and knowledge-based views, this paper aims to explore how coopetition affects radical innovation and the roles of knowledge structure and…
Proactivity and responsiveness in value creation: a conceptual typology of market strategies
Harald Brege, Daniel KindströmTo successfully create customer value, firms must use coherent market strategies and perform value-creating activities that enable them to develop solutions to customers…
When does coopetition affect price unfairness perception? The roles of market structure and innovation
Ouidade Sabri, Amina Djedidi, Mouhoub HaniThis study aims to examine the critical role of types of coopetition (upstream/downstream), market structure (concentrated/competitive) and innovation (low vs high degree…
Understanding interorganizational network evolution
Harini K.N., Manoj T. ThomasThe purpose of this paper is to provide an overview of the available insights regarding interorganizational network evolution. The research questions being addressed are…
Knowledge management, customer relationship management and innovation capabilities
Mahmoud M. MigdadiThe purpose of this study is to introduce a unified framework, which integrates knowledge management (KM) (knowledge acquisition, diffusion and application, knowledge from…
A study of group decision-making for green technology adoption in micro and small enterprises
Shuang Yao, Yan Song, Yanna Yu, Benhai GuoGreen technology adoption (GTA) in small and micro enterprises (SMEs) is a complex multi-attribute group decision-making issue. Conflicts of opinions can hamper the…
Buying centre members’ information control and complex organizational buying
Daniel D. Prior, Lakshi Karunarathne Hitihami Mudiyanselage, Omar Khadeer HussainThis study aims to examine buying center members’ information control (IC) in complex organizational buying contexts to uncover the effect of IC on overall procurement…
Supply chain management and market responsiveness: a simulation study
Abdulqadir Rahomee Ahmed Aljanabi, Karzan Mahdi GhafourThis study aims to provide a practical solution to the relationship between supply chain (SC) integration and market responsiveness (MR). A method is proposed to integrate…
The impact of relative governance on B2B firms’ value appropriation from industrial buyer–seller relationships: empirical evidence from China
Jing Zhang, Ya Zhang, Mingfei DuThis paper aims to investigate how relative contractual and relational governances impact seller’s value appropriation via buyer’s trust, perceived justice and opportunism…
How does dynamic network capability operate? A moderated mediation analysis with NPD speed and firm age
Yongjian (Ken) Chen, Nicole Coviello, Chatura RanaweeraSystematic research examining the mechanisms that mediate the dynamic capability–performance relationship remains scarce. So too is research on the conditions under which…
Evaluating the effects of CRM practices on organizational learning, its antecedents and level of customer satisfaction
Mohit Kumar, Madhvendra MisraThe purpose of this research paper is to evaluate the effects of customer relationship management (CRM) practices on the relationship of organizational learning (OL) with…
How entrepreneurial orientation affects R&D alliance performance: the moderating roles of competitive intensity and dependence on the partner
Wan Chen, Longwei WangThis paper aims to investigate how firm-level factor entrepreneurial orientation affects alliance outcomes, and how two sources of uncertainty – competitive intensity and…
Outsidership vs insidership – internationalization of health-care SMEs
Katarina Lagerström, Cecilia LindholmThe paper aims to explore how small- and medium-sized enterprises (SMEs) in the health-care sector overcome the liability of being an outsider, instead of gaining a…
Changes in industrial network logics: the case of the Japanese retail industry
Yoritoshi HaraThis study aims to examine changes in “network logics” that refer to cognitive views socially accepted by actors about the network. These logics provide organizations with…
Are firms like fair-weathered fans? Examining decision-making in B2B relationships
Jonathan A. JensenWhile numerous studies have investigated the returns firms receive for their investments in sponsorship, no study to date has examined the potential for organizational…
Acquaintances or friends? Exploring the effects of contracts, trust and ethical level on opportunism in manufacturer-distributor relationships
Richard J. Miller, Laura Munoz, Michael MallinThis study aims to examine how contractual mechanisms, trust and ethical levels impact opportunism in marketing channel relationships between manufacturers and…
Recipes for new product success: the interplay between orientations and environmental turbulence
Joanne Ho, Carolin PlewaPrior studies suggest that strategic orientations not only impact innovation outcomes individually but also by interacting with each other and with environmental factors…
Tell me more: how salespeople encourage customer disclosure
Jarkko Niemi, Ellen Bolman PullinsThis paper aims to explore salesperson–customer interactions to identify actual behaviors that result in enhanced customer disclosure and classify them as disclosure…
Understanding the morphing of focal nets in the solution business: a triad management perspective
Bernard Cova, Robert Spencer, Fabiana Ferreira, João ProençaSolutions are here approached from the focal net point of view i.e. the collaborative arrangements through which firms combine their individual offerings into a coherent…
Testing the impact of athlete brand image attributes on fan loyalty
Abed Mahmoudian, Saeed Sadeghi Boroujerdi, Sardar Mohammadi, Vahid Delshab, Do Young PyunAthlete brand image management has become a popular topic among sport marketing scholars. This study aims to test the impacts of the attributes of an athlete brand image…
Goods and services related brand image and B2B customer loyalty: effects of construal level
Prathamesh Kittur, Swagato ChatterjeeThough extant literature has identified goods-based brand image (GBBI) and services-based brand image (SBBI) as drivers of business-to-business (B2B) loyalty, their…
Is marketing investment similar cross-industry?
Erika Sydney-Hilton, Natalia Vila-LópezThis paper aims to analyze if the relevance of marketing strategies is the same across 11 industries.
Trade show networks, trust and organizational learning: the effect of network ties
Harriette Bettis-Outland, Roberto Mora Cortez, Wesley J. JohnstonThis paper aims to evaluate the behavior of micro and macro business networks in a trade show context. The following questions are addressed: How do business networks…
Firms’ reaction to threats from informal firms: exploring the roles of institutional quality and technical gap
Guoyou Qi, Hailiang Zou, Xie X.M., Saixing ZengThreats from the informal sector have become an important concern among formal firms. As a response to these threats, formal firms can adopt product innovation (PI) and…
A review of inter-firm relationship quality in supply chains
Chen Qian, Stefan Seuring, Ralf WagnerThis paper aims to conduct a review of the recent literature on inter-firm relationship quality (RQ) in the supply chain (SC) settings.
Customer’s expectations and perceptions of reference marketing programs
Andre Vilares MorgadoThe purpose of this research is to study organizational purchasing and relationship formation in interactions between customers and suppliers of capital equipment and the…
How environmental turbulence influences firms’ entrepreneurial orientation: the moderating role of network relationships and organizational inertia
Ming-Chao Wang, Pei-Chen Chen, Shih-Chieh FangEnvironmental turbulence represents a double-edged sword, simultaneously fueling and hindering a firm’s entrepreneurial orientation (EO). Drawing on the theories of EO and…
Flexibility mechanisms in a dynamic distribution network
Cheng Qian, Kangkang Yu, Haodong GuWith the trend toward implementing flexible strategies to channel management, the network sources of flexibility have received increased attention. This study aims to…
Price and its forecasting of Chinese cross-border E-commerce
Jianping Chen, Nadine Tournois, Qiming FuCross-border e-commerce in China has been booming in recent years. This paper aims to study pricing in Chinese cross-border e-commerce companies and focuses on the baby…
Job and community embeddedness on voluntary turnover
Michael J. Thome, Jessica M. GreenwaldThe purpose of this paper is to unite research on migration patterns and job and community embeddedness to examine how the distance an employee has relocated to take a job…
Inside the incubator – business relationship creations among incubated firms
Christina Öberg, Markus Klinton, Helen StockhultIncubators, as providers of advice and resources, suggest fostering the development of early-idea firms. Literature and practice seem to suggest an ever-increasing amount…
Regional small businesses’ personal and inter-firm networks
Jalleh Sharafizad, Kerry BrownThe purpose of this paper is to examine the role of personal and inter-firm networks and the elements that contribute to the formation and management of these networks for…
Relationships and networks as a chiasmic mirroring of ideas/images translated in context through ritual embodied activities
Sid LoweThe purpose of this study is to enhance and further an understanding of business to business (B2B) contexts in relation to sensemaking “translations” between “performing”…
Interactions between university spin-offs and academia: a dynamic perspective
Jens Laage-Hellman, Frida Lind, Christina Öberg, Tommy ShihThis paper aims to investigate the nature and dynamics of the interaction between university spin-offs (USOs) and academia.
The impact of implicit bias on business-to-business marketing
Kim Stephens, Richard L. BaskervillePhysical social cues can influence the buyer and seller in business-to-business (B2B) marketing. The current behavioural model does not account for the role of implicit…
Changes within activity patterns through network tensions
Bella Butler, Sharon PurchaseThis paper aims to investigate business network activity patterns and how they change when actors experience tensions.
Managing international distributors’ complaints: an exploratory study
Amparo Kuster-Boluda, Natalia Vila Vila, Ines KusterComplaint management is at the heart of customer relationship management. While many studies have analyzed a client’s complaint behavior in business-to-business (B2B…
Use of effectuation by established micro businesses: short-term gain, long-term pain?
Phillip McGowanThe purpose of this study is to investigate the efficacy and impact of effectual logic used by owner-managers of established micro firms when making buying decisions.
The impact of trust, privacy and quality of service on the success of E-CRM: the mediating role of customer satisfaction
Houriyeh Dehghanpouri, Zeynab Soltani, Reza RostamzadehThe purpose of this paper is to examine the effect of trust, privacy, service quality and customer satisfaction on the success of electronic customer relationship…
Structural network embeddedness and firm incremental innovation capability: the moderating role of technology cluster
Xiaoxiao Shi, Lu Lu, Wei Zhang, Qingpu ZhangThis paper aims to propose the following questions: How do structural network embeddedness influence firms’ incremental innovation capability? Does technology cluster…
Bridges to sustainable health systems: public-private interaction for market access
Simone Guercini, Matilde Milanesi, Andrea RunfolaThis paper aims to investigate the market access (MA) of ethical drugs, the underlying public-private interaction (PPI) between pharmaceutical companies and public actors…
The impact of organizational social networks on salespeople’s negative headquarters stereotypes
Babak Hayati, Sandeep PuriExtant sales management literature shows that holding negative headquarters stereotypes (NHS) by salespeople is harmful to their sales performance. However, there is a…
Corruption in interaction: the role of social capital in private–public relationships
Julia V. Bondeli, Malena I. Havenvid, Hans Solli-SætherThis paper aims to explore corrupt exchange as a type of socioeconomic interaction in private–public relationships and its effects on material flow in connected…
Driving employee engagement: how personality trait and leadership style impact the process
Simone Meskelis, J. Lee WhittingtonThe purpose of this study is to contribute to the understanding of how personality traits and leadership styles impact employee engagement.
The value of values in business purchase decisions
Ehtisham Anwer, Sameer Deshpande, Robbin Derry, Debra Z. BasilThe purpose of this study is to develop and test a theoretical framework to examine business purchase decisions using the concept of “values” (personal values (PV)…
Towards a spectacularly dynamic and pluralist “normal science”: pragmatism, communication, IMP and BtoB marketing research
Sid Lowe, Michel Rod, Ki-Soon HwangThe purpose of this paper is to promote the use of pragmatism within industrial marketing and purchasing (IMP), business-to-business (B2B)/network research with its…
An investigation of characteristics of effective global leaders
Marc A. Geil, Jessica GreenwaldThe purpose of this study is to unite research in cultural intelligence (CQ), core confidence and multitasking to examine how these characteristics interplay in the…
Bakhtin to the future
Sid Lowe, Nirundon TapachaiThis paper aims to look into changing future landscapes of business interaction, relationships and networks using the lens of the work of Mikhail Bakhtin and his key…
Determining corporate direction in sustainable development: a multi-dimensional framework in B2B
Rocío Rodríguez, Göran Svensson, Greg WoodThis study aims to assess the determinants of corporate direction in sustainable development through time in a B2B setting.
Performance implications of exploration and exploitation in SMEs: the mediating role of interaction orientation
Laure Ambroise, Céline Bérard, Isabelle Prim-AllazThis paper aims to explore the complex relationships between knowledge strategies (i.e. exploration and exploitation) and the performance of manufacturing SMEs by testing…
Behind the length of contract during market transitions
Xin Chen, En Xie, Mike W. Peng, Brian C. PinkhamThe purpose of this paper is to examine an important yet underexplored research question in the literature: What determines the length of contract governing buyer–supplier…
Business buyers are people too: exploring how geodemographics affects business-to-business selling effectiveness
Joel Mier, Jeffrey Carlson, Danny Norton Bellenger, Wesley J. JohnstonDrawing from the contingency model, this study aims to investigate the moderating effects of business-to-business (B2B) buyer personal characteristics on the relationship…
Virtual vs physical platform: organizational capacity and slack, strategic decision and firm performance
Hang Lee, Yung-Chang Hsiao, Chung-Jen Chen, Ruey-Shan GuoThis study aims to examine the relationship between organizational capacity, slack resource, platform strategic choice and firm performance. It also tackles the endogenous…
How companies evaluate the ROI of social media marketing programmes: insights from B2B and B2C
Susana Costa e Silva, Paulo Alexandre Oliveira Duarte, Sara Resende AlmeidaThe purpose of this study is to understand and compare how business-to-business (B2B) and business-to-consumer (B2C) companies evaluate the return on investment (ROI) on…
The IMC mixes that trucking managers use
Lawrence L. Garber, Jr, Kacy Kim, Michael J. DotsonThis paper aims to test the proposition that integrated marketing communications (IMC) practice is lagging in the trucking industry. It stems from the more general…
Viability mechanisms in market systems: prerequisites for market shaping
Linda D. Peters, Suvi Nenonen, Francesco Polese, Pennie Frow, Adrian PayneThis paper aims to develop a conceptual framework based on the identification and examination of the mechanisms (termed “viability mechanisms”) under which market-shaping…
Preference for action: regulatory mode in B2B positioning decision-making
Stavros P. Kalafatis, Charles Blankson, Marvyn Luxly Boatswain, Markos H. TsogasGrounded in regulatory mode theory (RMT), this study aims to investigate the impact of managers’ orientation for action (locomotion and assessment) in business-to-business…
What’s smart about smart specialization – a new EU innovation strategy or more of the same?
Jens Ola Eklinder-Frick, Andrea Perna, Alexandra WaluszewskiThe aim of this paper is to outline what the intended benefits the smart specialization strategy (S3) is meant to create, and through what policy measures; that is, to…
How to balance interfirm relationships? A case from high-speed railway industry
Na Zhang, Xiaopeng Deng, Bon-Gang Hwang, Yanliang NiuBalancing interfirm relationships is important for firms’ long-term superior performance. However, prior studies mainly focus on interfirm competition or interfirm…
Market orientation and performance: industrial supplier and customer perspectives
Thomas L. Powers, Karen Norman Kennedy, Seongwon ChoiThis paper aims to contribute industrial marketing literature by examining the relationship between market orientation and performance based on multiple perspectives and…
IMP: it’s time to get emotional! Understanding the role of negative emotions in dynamic decision-making processes
Nikolina Koporcic, Miika Nietola, John D. NicholsonThe purpose of this paper is to investigate the current industrial marketing and purchasing (IMP) research that has a vague positioning of the bounded rationality of an…
Marketing through a joint commercial product portfolio: business drivers, benefits and challenges
Erno Mustonen, Janne Harkonen, Harri HaapasaloThis study aims to improve understanding of companies’ motives and concerns in relation to cooperation through a joint commercial product portfolio.
Promoting desirable work attitudes and behaviors among accountants: a field study
Enoch Kusi Asare, J.Lee Whittington, Robert WalshAccounting work is characterized by high job demands and tight deadlines. With less task variety, accounting work is susceptible to employee disengagement. This paper aims…
Marketing–operations alignment: scale development and validation
Kedwadee Sombultawee, Sakun Boon-IttThis paper aims to study a scale development and validation process for an integrative marketing–operations alignment (MOA) theory. This theory was derived from several…
Why firms exploit the dual marketing strategy? A network-institutional perspective
Chee Wei CheahUsing a combined Industrial Marketing and Purchasing’s network approach and institutional theory, this paper aims to explore why firms exploit dual marketing strategy that…
Strategic design: orchestrating and leveraging market-shaping capabilities
Charlotta Windahl, Ingo O. Karpen, Mark R. WrightThis paper aims to conceptualise the interplay of strategic design and market-shaping capabilities.
From cognition to action: the effect of thought self-leadership strategies and self-monitoring on adaptive selling behavior
Hayam Alnakhli, Rakesh Singh, Raj Agnihotri, Omar S. ItaniThis study aims to investigate salespersons’ self-monitoring and its effect on adaptive selling behavior. As salespeople are constantly facing different customers with…
The value of business accelerators and incubators – an entrepreneur’s perspective
Ginger S. Lange, Wesley J. JohnstonInspired by an efficacy debate, this paper aims to understand to what extent do entrepreneurs value business accelerators and what contributes to this value. And as…
Examining social media branding profiles of logistics service providers
Cemre Serbetcioglu, Aysu GöçerThe purpose of this paper is to examine the social media profiles of logistics service providers, and understand how they use social media for elevating their services and…
Industry drivers of multinational companies’ externalization choice: a conceptual framework and application to Korea–China film co-productions
Hwy-Chang Moon, Wenyan YinThis conceptual paper aims to explore under what conditions multinational companies (MNCs) are more likely to internationalize through externalization modes.
Understanding physician leadership: the mediating effects of positive organizational climate and relational role endorsement
Joann Farrell Quinn, Philip ColaThe purpose of this paper is to seek clarity on the factors that increase acceptance of a leadership identity and influence a physician leader to participate in the leader…
The role of analytical CRM on salesperson use of competitive intelligence
Christopher A. Nelson, Michael F. Walsh, Annie Peng CuiThe purpose of this paper is to identify the impact of analytical customer relationship management (CRM) on salesperson information use behavior.
Getting closer by increasing distance: the dynamics of value creation spheres in health care logistics
Timo Pohjosenperä, Hanna KomulainenThis paper aims to explore the dynamics of value co-creation in the context of health care logistics by focusing on the change in the value creation spheres of a logistics…
What is so special with outsourcing in the public sector?
Hakan Hakansson, Björn AxelssonThis paper centers round outsourcing. The purpose of this paper is to direct attention to outsourcing in the public sector and focus on what could be special when…
Market entry strategies in a high-tech successive generations market: a case study of three semiconductor firms with different entry modes
Changhyun ParkThe purpose of this study is to explore market entry strategies in a high-tech successive generations (HTSGs) market, by investigating entry mode via entry timing and path…
The role of relationship quality and loyalty programs in building customer loyalty
Piotr Kwiatek, Zoe Morgan, Marsela Thanasi-BoçeDespite the abundance of B2B loyalty programs (LPs), the research on their interplay with relationship marketing is scarce. The purpose of this paper is to investigate a…
New B2B product pricing
Kostis IndounasThe purpose of this paper is to investigate the characteristics that lead to the adoption of the three new business-to-business (B2B) product pricing strategies, namely…
Scale development and validation for measuring business-to-business Wasta relationships
Ron Berger, Bradley R. Barnes, Avi SilbigerManagers of multinational enterprises (MNEs) from developed economies are often cautious to understand the cultural environment where they do business. This is…
How relational drivers affect relationship value in key exporter-importer relationships: a dark side perspective
Dario MiocevicB2B marketing scholarship has acknowledged that relational capital and relationship-specific investments (RSIs) are critical relational drivers for explaining the success…
Getting innovations out of interactions in the public procurement context
Lisa Melander, Ala Pazirandeh ArvidssonThe purpose of this paper is to discuss how a seller can use interactions to respond to public procurement needs for innovation when the buying side is restricted by…
New product creativity and alliance ambidexterity: the moderating effect of causal ambiguity
Jing-Wen HuangThere has been little research discussing the role that new product creativity plays in achieving alliance ambidexterity and how causal ambiguity may be a potential…
“Thick or thin”? Policy and the different conceptualisations of business interaction patterns
Hakan Hakansson, Alexandra WaluszewskiThe prestigious policy advisor, World Economic Forum (WEF), underlines that “governments, businesses and civil society organisations” must find “new ways of tackling the…
Do control mechanisms always promote collaborative performance: the role of formal institutions and business ties
Liping Qian, Yiyao Wang, Pianpian YangThis paper aims to examine the effectiveness of control mechanisms in promoting collaborative performance by exploring the moderating effects of formal institutions…
The interacting effect of business and cultural distances on relationship management and export performance: the case of wine export between France and China
Lin Han Shao, Tatiana Bouzdine-Chameeva, Renaud LunardoThis study aims to investigate the interacting effect of two forms of psychic distance (business and cultural) on export relationship management. Specifically, this…
Managing firm risk through supply chain dependence: an SME perspective
Feng Liu, Kwangtae ParkThe purpose of this study is to conduct an empirical investigation into the impact of supply chain dependence (including customer dependence and supplier dependence) on…
Trust and commitment as mediators between economic and non-economic satisfaction in business relationships: a sales perspective
Nils Høgevold, Goran Svensson, Carmen Otero-NeiraThis paper aims to test trust and commitment as mediators between economic and non-economic satisfaction in seller business relationships in contrast to previous studies…
International experience, commitment, distribution adaptation and performance: a study of Ghanaian firms in B2B export markets
Gloria Sraha, Revti Raman Sharma, Dave Crick, James M. CrickThis study aims to contribute to the existing understanding of export practices in sub-Saharan African firms with a contextual focus on Ghanaian exporters operating in…
Global network coopetition, firm innovation and value creation
Mouhoub Hani, Giovanni-Battista DagninoStudies on inter-firm relationships have recently shifted their attention from dyadic networks to more globally driven network structures. This condition occurs because…
Strategic orientations, marketing capabilities and radical innovation launch success
Dale A. Cake, Vikas Agrawal, George Gresham, Douglas Johansen, Anthony Di BenedettoThe purpose of this paper is to develop a radical innovation launch model that shows the relationship of the market, entrepreneurial and learning orientations with each…
The impact of adverse life events on salesperson relationships with customers
Deva Rangarajan, Michael Peasley, Bert Paesbrugghe, Rajesh V. Srivastava, Geoffrey T. StewartThis study aims to examine the impact of stress as a result of adverse life events on a salesperson’s ability to effectively manage customer relationships. The framework…
Buyer–seller relational engagement and seller brand equity
Abhishek Dwivedi, Morgan Miles, Eddie Oczkowski, Jay Weerawardena, Lester W. Johnson, Dean WilkieRelational engagement is offered as a framework to describe how buyers and sellers conduct exchange. Relational engagement is conceptualized as a higher-order construct…
Aligning resource integration and organizational identities in project networks
Ingo Husmann, Michael Kleinaltenkamp, Stuart Hanmer-LloydMulti-supplier project networks represent a large part of the business-to-business (B2B) sector as the scope of many projects requires that different providers participate…
Innovation within networks – patent strategies for blockchain technology
Milad Dehghani, Atefeh Mashatan, Ryan William KennedyUnderstanding a technology’s patent landscape, including patent strategies, helps organizations position themselves regarding their innovation and provides insight about a…
Exploiting business networks in the age of social media: the use and integration of social media analytics in B2B marketing
Yun Wang, Michel Rod, Qi Deng, Shaobo JiBased on an organizational capability perspective, this paper aims to propose a development model for social media analytics (SMA) capability that can be applied to…
Managing supplier flexibility performance as a relational exchange investment in make-to-stock versus make-to-order production environments
Divesh Ojha, Jeff Shockley, Pamela P. Rogers, Danielle Cooper, Pankaj C. PatelThis paper aims to develop and test a model of buyer–supplier relational investment that links supply chain integration (SCI) to supplier flexibility performance (SFLEX…
Maintaining business relationships: resilience through institutional work
Ilkka Tapani Ojansivu, Jan HermesBusiness relationships are considered long-term and stable. Furthermore, over time, business relationships are expected to become and remain “institutionalized”. The…
Strategizing for the bottom of the pyramid: an action research into a Mexican agribusiness
Rafael Hernandez-Cazares, Late Lawson-Lartego, Lars Mathiassen, Sergio Quinonez-RomandiaWhile recent research has established that businesses can benefit from engaging with people at the bottom of the pyramid (BOP), the authors know little about the practices…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Prof Michael Kleinaltenkamp
- Dr Ivan Snehota
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