Journal of Business & Industrial Marketing
Issue(s) available: 195 – From Volume: 1 Issue: 1, to Volume: 35 Issue: 2
Category:
MarketingVolume 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
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.
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…
Key determinants of SMEs’ export performance: a resource-based view and contingency theory approach using potential mediators
Arsalan Safari, Ali Salman SalehVarious barriers discourage small and medium-sized enterprises (SMEs) from entering or expanding their export activities in the international markets, especially SMEs in…
Effect of B2B advertising on firm’s market value: CSR as a strategic complement
Shuojia Guo, Seokyoun Hwang, Chenglu WangThis paper aims to examine the B2B advertising effect on firm’s market value and whether/how its effectiveness can be enhanced with corporate social responsibility (CSR) strengths.
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…
Practising innovation in the healthcare ecosystem: the agency of third-party actors
Tiziana Russo Spena, Mele CristinaOver recent years, few industries have seen such dramatic changes as the healthcare industry. The potential connectivity of digital technologies is completely transforming…
Inter-organizational cost management: effects of antecedents and methods in a hybrid relational context
Mohammed Belal Uddin, Yuanlue Fu, Bilkis AkhterThe antecedents and cost management methods and their effects on the value creation of inter-organization are essential topics of inter-organizational cost management…
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.
Mediating effects of individual market orientation on the link between learning orientation and job performance
Muhammad Iskandar Hamzah, Abdul Kadir Othman, Faridah HassanThe purpose of this paper is to examine whether individual market orientation facilitates the development of learning orientation before influencing business-to-business…
Can artificial neural network models be used to improve the analysis of B2B marketing research data?
R. Dale Wilson, Harriette Bettis-OutlandArtificial neural network (ANN) models, part of the discipline of machine learning and artificial intelligence, are becoming more popular in the marketing literature and…
Balanced centricity and triads: strategies to reach ecosystem equilibrium in the arts sector
María José Quero Gervilla, Montserrat Díaz-Mendez, Evert GummessonThe purpose of this paper is to analyze whether triad structures, as the smallest unit of a network, can facilitate or inhibit the evolution into a service ecosystem…
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…
Driving innovation in supply chains: an examination of advanced manufacturing and food industries
Giselle C. Rampersad, Ann-Louise Hordacre, John SpoehrThe purpose of this study is to investigate how supply chains can become more resilient through innovation initiatives. It examines the expansion and deepening of…
The business-to-business relationship: examining Sri Lankan telecommunication operators and vendors
S.W.S.B. Dasanayaka, Omar Al Serhan, Mina Glambosky, Kimberly GleasonThis study aims to identify and analyze factors affecting the business-to-business (B2B) relationship between Sri Lankan telecommunication operators and vendors. The…
How ethical leadership cultivates radical and incremental innovation: the mediating role of tacit and explicit knowledge sharing
Hui Lei, Anh Thi Lan Ha, Phong Ba LeThe purpose of this paper is to examine the effect of ethical leadership on radical and incremental innovation through the mediating roles of tacit and explicit knowledge…
Frontline employees’ motivation to align with value propositions
Helena Elisabeth Liewendahl, Kristina HeinonenCustomer value creation is dependent on a firm’s capacity to fulfil its brand promises and value propositions. The purpose of this paper is to explore frontline employees…
A conceptualization of corporate social (ir)responsibility and moral intensity in the supply chain
Jodie Ferguson, Brian Brown, D. Eric BoydThe purpose of this paper is to consider corporate social irresponsibility (CSI) within the supply chain. The discussion focuses on the social component of social…
Servitization and digitalization in manufacturing: the influence on firm performance
María-Luz Martín-Peña, José-María Sánchez-López, Eloísa Díaz-GarridoThis paper aims to present a comprehensive framework that integrates the emerging trends of servitization and digitalization in manufacturing. The influence between…
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…
Enabling roles of relationship governance mechanisms in the choice of inter-firm conflict resolution strategies
Khuram Shahzad, Tahir Ali, Marko Kohtamäki, Josu TakalaThis study aims to present an integrated framework and investigate the enabling roles of governance mechanisms (i.e. contract, interdependence, trust and communication) in…
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…
Relationship closeness paradox: contingency analysis in B2B sales
Yonggui Wang, Daniel Peter Hampson, Myat Su HanThis study aims to examine the positive and negative consequences of relationship closeness between salespersons and their business customers in a B2B sales context: sales…
Establishing thought leadership through social media in B2B settings: effects on customer relationship performance
Francesca Magno, Fabio CassiaEstablishing thought leadership by disseminating relevant digital content through social media has become one of the main priorities for marketers in business-to-business…
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…
Dynamic positioning matters: uncovering its fundamental role in organization’s innovation performance
Jingbei Wang, Naiding Yang, Min GuoThis paper aims to propose the following questions: How does dynamic positioning influence organization’s innovation performance? Does knowledge base mediate the…
The importance of information service offerings of collaborative CRMs on decision-making in B2B marketing
José Ramón Saura, Pedro Palos-Sanchez, Alicia Blanco-GonzálezThe importance of information service offerings is directly linked to decision-making processes for buying and selling in business-to-business (B2B) companies. B2B…
Servitization and business performance: the moderating effects of environmental uncertainty
Ying Zhang, Longwei Wang, Jie Gao, Xin LiTo obtain in-depth explanations of the effects of servitization, this paper aims to analyse the benefits and costs at different servitization levels. The authors also…
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…
Export market orientation and its consequences: a meta-analytic review and assessment of contextual and measurement moderators
Nilay Bıçakcıoğlu-Peynirci, İlayda İpekIn spite of the considerable research interests particularly devoted to meta-analyze the empirical findings on market orientation in the domestic context, much little…
The role of Guanxi on international business-to-business relationships: a systematic review and future directions
Birce DobrucalıThis paper aims to provide a comprehensive and systematic review of the extant empirical body of knowledge regarding the impact of Guanxi on international…
The moderating role of environmental munificence on innovativeness in B2B markets
Misra Cagla GulThe purpose of this paper is to understand the relationship between two business orientations, namely, entrepreneurial orientation and market orientation, and…
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…
The concept of intelligent agent in business interactions: is virtual assistant an actor or a boundary object?
Mateusz Tomasz Kot, Grzegorz LeszczyńskiInteractions are fundamental for successful relationships and stable cooperation in a business-to-business market. The main assumption in research on interactions, so…
Proactive or responsive market orientation for stronger service innovation capability: the moderating roles of contractual and relational governance
Yonggui Wang, Fei LiuBased on the business-to-business context in the service industry, this study aims to address two balancing problems that a supplier firm may face in an integrated…
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…
Leaders in industrial marketing research: 25 years of analysis
Leslier M. Valenzuela-Fernández, José M. Merigó, Carolina Nicolas, Michael KleinaltenkampThis paper aims to present a bibliometric overview of the leading trends of the journals in industrial marketing during for 25 years. Thus, the purpose is to carry out an…
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.
Relational business negotiation – propositions based on an interactional perspective
Jens Ola Eklinder-Frick, Lars-Johan ÅgeHistorically, a transactional perspective has dominated the business negotiation literature. This perspective includes the notions that business negotiations are a linear…
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…
The role of the predictive gamification to increase the sales performance: a novel business approach
Elenise Martins Rocha, Giancarlo Medeiros Pereira, Diego Augusto de Jesus PachecoThis paper aims to examine the impact of predictive gamification, through a sales simulator game, as a strategy to minimize sales problems in organizations.
Value formation with immersive technologies: an activity perspective
Gulnar Nussipova, Fredrik Nordin, David SörhammarThe purpose of this paper is to contribute a framework that explains how value is formed during the usage of immersive technologies in industrial contexts.
Co-creation of value-in-use through big data technology- a B2B agricultural perspective
Priyanka Jayashankar, Wesley J. Johnston, Sree Nilakanta, Reed BurresThis paper aims to discuss the concepts of co-creation and value-in-use with a specific focus on big data technology in agriculture. The authors provide a unique narrative…
Port marketing as manifestation of sustainable marketing in a B2B context
Alexandre Lavissière, Tibor Mandják, Julian Hofmann, Laurent FediPrevious literature dealing with sustainable marketing in a B2B context is mostly limited to spot measures on an environmental, economic or social layer. Thus, the purpose…
Design of services in servitized firms: gamification as an adequate tool
Cristina García-Magro, Isabel Soriano-PinarThis paper aim to propose a model of analysis that justifies gamification as an adequate tool to improve the design of services through the human centered design (HCD) methodology.
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
Further Information
