Journal of Business & Industrial Marketing
Issue(s) available: 190 – From Volume: 1 Issue: 1, to Volume: 34 Issue: 5
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MarketingVolume 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.
The moderating role of sales experience in adaptive selling, customer orientation and job satisfaction in a unionized setting
Harindranath R.M., Bharadhwaj Sivakumaran, Jayanth JacobThe principal purpose of this study is to examine the moderating influence of selling experience on the following two relationships – adaptive selling and job satisfaction…
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…
The effect of task conflict on outsourcers’ long-term orientation toward suppliers: the moderating role of formal control and Chinese guanxi
Shuting Li, Mark H. Haney, Gukseong Lee, Mingu Kang, Changsuk KoThis paper aims to investigate the antecedents of manufacturing firms’ long-term orientation towards their suppliers in the context of outsourcing relationships in China.
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…
Antecedents of cross-functional integration level and their organizational impact
Ana Cristina Ferreira, Marcio Lopes Pimenta, Paraskeva WlazlakThe purpose of this paper is to develop a model to predict the antecedents of the integration level among marketing, logistics and production, considering the influence of…
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…
Antecedents of demand-side search in servitization of manufacturing firms: the critical role of service-oriented HRM practices and market capability
Beilei Dang, Wenhong Zhang, Silei Chen, Taiwen Feng, Yapu ZhaoThe purpose of this paper is to explore the antecedents of demand-side search in service strategy of manufacturing firms. In particular, this study examines whether…
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…
Environmental management in small and medium enterprises: the role of customer orientation and firm performance
Euehun Lee, Sang Hyun Jo, Haeyoung JeongThe purpose of this study is to explore the antecedents and effects of environmental management (EM) and its related factors on firm performance from the perspective of…
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…
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…
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…
Algorithm applied: attracting MSEs to business associations
Jaqueline de Moraes, Jones Luís Schaefer, Jacques Nelson Corleta Schreiber, Johanna Dreher Thomas, Elpidio Oscar Benitez NaraThis paper aims to propose a structured model based on a data mining algorithm that can calculate, based on business association (BA) attributes, the probability of micro…
Consequences of national cultures and motivations on entrepreneurship, innovation, ethical behavior, and quality-of-life
Arch G. Woodside, Carol M. Megehee, Lars Isaksson, Graham FergusonThis paper aims to apply complexity theory tenets to deepen understanding, explanation and prediction of how configurations of national cultures and need motivations…
Supply chain flexibility and mass personalization: a systematic literature review
Luciano R. Novais, Juan M. Maqueira, Sebastián BruqueThis paper aims to explore the current state of research on supply chain flexibility (SCF) and mass personalization (MP) to identify the literature findings to date…
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…
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…
The contradictory effects of customer participation breadth and depth on customer-perceived value
Xinchun Wang, Xiaoyu YuThe purpose of this study is to investigate whether two different participation strategies (i.e. deep participation and broad participation) in a supplier’s product…
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…
Investigating open innovation strategies and firm performance: the moderating role of technological capability and market information management capability
Suqin Liao, Zhiying Liu, Lihua FuThis study aims to assess how firm functional capability moderates the relationship between two types of open innovation and performance, with a special focus on the role…
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 effects of self-efficacy, process feedback, and task complexity on escalation of commitment in new product development
Beichen LiangThe purpose of this paper is to investigate the effects of self-efficacy, process feedback and task complexity on decisions by managers to continue or discontinue a new…
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…
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…
A model of entrepreneurship education in franchising – application of outside-in marketing with a behavioural focus
Sara Quach, Scott Weaven, Park Thaichon, Debra Grace, Lorelle FrazerDrawing on an outside-in marketing perspective, this paper aims to outline the development, implementation, evaluation and reflection of a real-world entrepreneurship…
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…
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…
A meta-analytic study on exploration and exploitation
Xiaofeng Shi, Lixun Su, Annie Peng CuiThis study aims to fill three theoretical gaps in previous literature on exploration and exploitation: the relationship between exploration and exploitation is…
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…
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…
A strategic managerial approach to corporate sports hospitality: the case of Belgian football
Matteo Balliauw, Thomas Verlinden, Lisa De Croocq, Aline Fobe, Tomas Van Den SpiegelCorporate sports hospitality (CSH) is a relationship marketing tool whereby customers and other stakeholders are invited by a company buying CSH from a club to attend a…
Impact of critical chain project management and product portfolio management on new product development performance
Octaviano Rojas Luiz, Fernando Bernardi de Souza, João Victor Rojas Luiz, Daniel Jugend, Manoel Henrique Salgado, Sergio Luis da SilvaThis study aims to analyze the relationship between the adherence to critical chain project management (CCPM) practices and the new product development performance, in…
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…
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…
Power-based behaviors between supply chain partners of diverse national and organizational cultures: the crucial role of boundary spanners’ cultural intelligence
Wiliam H. Murphy, Ismail Gölgeci, David A. JohnstonThis paper aims to explain the effects of national and organizational cultures of boundary spanners on their choices of using three archetype power-based behaviors …
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…
Enticing the IT crowd: employer branding in the information economy
Amir Dabirian, Pierre Berthon, Jan KietzmannThe purpose of this paper is to develop an instrument to measure employer branding in the information age. Firms increasingly migrate from matter-intensive business models…
The dark side of coopetition: when collaborating with competitors is harmful for company performance
James M. CrickCoopetition is the interplay between cooperation and competition, involving organisations sharing resources and capabilities with rival entities. Earlier work has…
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.
The mediating effect of satisfaction on trust-commitment and relational outcomes in manufacturer–supplier relationship
Yogesh Mungra, Prabhat Kumar YadavThis study aims to investigate the effect of commitment and trust on satisfaction and sequential effect of satisfaction on relational outcomes (i.e. performance and…
The role of self-regulatory mode on acquisition–retention ambidexterity
Valter Afonso Vieira, Valter da Silva Faia, James Boles, Bruno Rafael Marioti, Rita Cassia PereiraThe purpose of this study is to develop a theoretical model that posits locomotion-assessment ambidextrous orientation as predictor of salesperson acquisition–retention…
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…
The impact of marketing innovation on companies’ environmental orientation
Natalia Medrano, María Cornejo-Cañamares, Cristina Olarte-PascualThe purpose of this study is to explore the relationship between companies’ marketing innovation and environmental orientation and to determine how this relationship…
Tackling service quality in the telecommunication B2B market
Aysegul Tas, Elif Akagün Ergin, Feride Bahar Kurtulmuşoğlu, Omer Faruk SahinThis study will attempt to focus on how vendors serve operators, as operator service quality starts with vendor’s technology infrastructure and service quality. The…
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…
B2B marketing renaissance in business schools
Roberto Mora CortezThe purpose of this paper is to contribute to the elevation of the business-to-business (B2B) marketing field at the business school level.
How to measure B2B relationship value to increase satisfaction and loyalty
Alfonso Ruiz-Martínez, Marta Frasquet, Irene Gil-SauraThe purpose of this paper is to analyse the dimensional structure of relationship value by comparing the results of one-dimensional versus multidimensional…
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.
Leaders in industrial marketing research: 25 years of analysis
Leslier Maureen Valenzuela Fernandez, 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…
A game theoretic analysis of dual-channel supply chain with nash bargaining fairness concern
Abhishek Sharma, Deepika JainThe purpose of this paper is to investigate the impact of fairness concerns of the retailer on the pricing policies of the supply chain partners, their individual profits…
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…
Do social capital and relationship quality matter to the key account management effectiveness?
Nada Saleh Badawi, Moustafa BattorThe purpose of this paper is to investigate the influence of social capital and relationship quality on key account management (KAM) effectiveness.
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…
Factors explaining a cost-based pricing essence
Juliana Ventura Amaral, Reinaldo GuerreiroEmpirical studies have found that cost-based pricing remains dominant in pricing practice and suggest that practice conflicts with marketing theory, which recommends…
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…
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…
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…
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…
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…
Dynamic marketing capability – refining the concept and applying it to company innovations
Maciej MitręgaThis paper aims to introduce dynamic marketing capability (DMC) as a construct relevant for business research and business practice, and to test its validity in relation…
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.
Impact of risk perception on customer purchase behavior: a meta-analysis
Zhihong Li, Yongzhong Sha, Xuping Song, Kehu Yang, Kun ZHao, Zhixin Jiang, Qingxia ZhangRisk perception is an essential factor affecting how individuals evaluate risk, make decisions and behave. The impact of risk perception on customer purchase behavior has…
Customer orientation and success in introduction of new products: an empirical study in an emerging economy
Wanxing Jiang, Ji Li, Haifeng Yan, Hao Li, Mengyuan ChenThe purpose of this paper is to investigate whether, when and how customer orientation may contribute to success in introduction of new products (SINP).
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
