Journal of Business & Industrial Marketing
Issue(s) available: 193 – From Volume: 1 Issue: 1, to Volume: 34 Issue: 8
Category:
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.
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…
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.
Antecedents and consequences of social media marketing use: an empirical study of the UK exporting B2B SMEs
Riyad Eid, Ziad Abdelmoety, Gomaa AgagThe social media have enabled companies to reach out to global markets and provided them with the opportunity to customize their strategies and offerings in an…
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.
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…
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…
The impacts of customer involvement on the relationship between relationship quality and performance
Yi Li, Ying Zhang, Jinpeng Xu, Taiwen FengThis paper aims to determine whether relationship quality should be measured as a disaggregated or as a composite construct, and investigate the causal relationship…
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…
How does corporate learning orientation enhance industrial brand equity? The roles of firm capabilities and size
Yi Xie, Xiaoying ZhengThis paper aims to examine the role of learning orientation in building brand equity for B2B firms. The present research proposes that learning orientation contributes to…
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…
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…
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…
The importance of Interactive Network Branding for business relationship development: insights from emerging markets
Nikolina Koporcic, Maria Ivanova-GongneThis paper aims to clarify the meaning of Interactive Network Branding (INB) and demonstrate its importance for business relationship development, within a cross-cultural…
Investigating open innovation strategies and firm performance: the moderating role of technological capability and market information management capability
Suqin Liao, Lihua Fu, Zhiying LiuThis 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…
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…
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…
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…
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  
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…
Digitalization efforts in liminal space – inter-organizational challenges
Jens Eklinder Frick, Vincent Hocine Jean Fremont, Lars-Johan Åge, Aihie OsarenkhoeThe purpose of this paper is to analyze the benefits and drawbacks that strategically imposed liminality inflicts upon inter-organizational digitalization efforts within…
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…
Spatial proximity and SME strategy in local networks
Vasco EirizLocal networks of small- and medium-sized enterprises (SMEs) are founded both on collaborative and competitive inter-organizational relationships within the same network…
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 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…
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…
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…
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.
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.
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…
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.
Viewing lean supply from the IMP perspective
Leandro D.B. dos Santos, Elsebeth Holmen, Ann-Charlott PedersenThe purpose of this paper is to discuss key elements of lean supply (LS) in light of core concepts in the Industrial Marketing and Purchasing Group (IMP) perspective.
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
