Journal of Business & Industrial Marketing
Issue(s) available: 216 – From Volume: 1 Issue: 1, to Volume: 36 Issue: 13
Volume 36
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Issue 10 2021
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Issue 8 2021
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Issue 7 2021
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Issue 6 2021
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Issue 5 2021
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Issue 4 2021 The Sales Ecosystem – Defining and Exploring How Various Levels of Connection and Interaction Affect the Selling Process.
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Issue 3 2021
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Issue 2 2021
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Issue 1 2021
Volume 35
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Issue 12 2020
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Issue 11 2020
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Issue 7 2020
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Issue 6 2020
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Issue 5 2020
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Issue 4 2020
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Issue 2 2020
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Issue 1 2020
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
User-entrepreneurship and innovation: does customer involvement and learning orientation matter?
Saurabh Srivastava, Swati Panda, Wallace A. WilliamsThis paper aims to investigate the process of innovation in firms founded by user-entrepreneurs. It also empirically investigates the role of customer involvement and…
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A model for B2B salesperson performance with service ecosystems perspective: a grounded theory
Nasrin Razi, Asghar Moshabaki, Hamid Khodadad Hosseini, Asadollah KordnaeijThe purpose of this study is to develop a model for business to business salesperson performance (SP) with a service ecosystems perspective.
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Placebo outsourcing: when does provider’s bluffing enhance customer satisfaction?
Dorian Laurentiu Florea, Cătălin Mihail Barbu, Claudia Cristina RoteaDrawing on signaling theory, this paper aims to argue in favor of a “placebo outsourcing effect” (POE) consisting of a positive relationship between provider’s bluffing…
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The interplay of word-of-mouth and customer value on B2B sales performance in a digital platform: an expectancy value theory perspective
Enping (Shirley) Mai, Ying LiaoBuilding on the expectancy value theory, the purpose of this paper is to examine the effects of word-of-mouth (WOM) and customer value (i.e. functional value and…
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The long and winding road of eHealth. The service ecosystem perspective
Roberta Sebastiani, Alessia AnzivinoThis paper aims to investigate the eHealth ecosystem’s evolution during the coronavirus disease 2019 (COVID-19) pandemic and its effects on the progression of care for…
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Mobile instant messaging apps as an opportunity for a conversational approach to marketing: a segmentation study
Letizia Lo Presti, Giulio Maggiore, Vittoria Marino, Riccardo RescinitiThe purpose of this paper is to understand how firms may be segmented with respect to their attitudes towards the use of mobile instant messaging (MIM) apps (e.g…
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The impact of sales controls on manufacturers’ agents’ tactical decisions: the importance of inter-organizational climate
Kenneth Thompson, David Strutton, Tina Christine Mims, Trond BergestuenOrganizational climate is an essential dynamic to leverage in salesforce performance. This study aims to develop a model that explores the determinants of independent…
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Impact of digital technology on velocity of B2B buyer-supplier relationship development
Ralph Kauffman, Lucille PointerThis study aims to examine how the widespread adoption of digital technology (DT) in business-to-business (B2B) markets affects and, in particular, increases the velocity…
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Decision-makers’ logic of control and SME international performance
Masoud Karami, Jintong TangThis paper aims to investigate the mediating role of founders/managers’ logic of control in transforming experiential knowledge and human capital into successful…
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Value co-creation in the B2B context: a diagnosis of knowledge management based on multiple case studies
Andrei Bonamigo, Camila Guimarães Frech, Ana Carolina Custódio LopesThis study aims to empirically investigate how organizations delivering services in business-to-business relations deal with the boundary paradox and knowledge asymmetry…
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Can negative media coverage be positive? When negative news coverage improves firm financial performance
Xuebing Dong, Xin Wen, Kui Wang, Chuangneng CaiNegative media coverage has important impacts on firm financial performance, but existing studies have inconsistent views of this relationship and lack a unified…
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The business paradigm: explanation for patterns of business interactions
Grzegorz Leszczyńsk, Tibor Mandjak, Tihamér Margitay, Marek ZielińskiThis paper aims to introduce the concept of business paradigm to conceptualize and explain differences in business interaction patterns in the IMP research.
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How core, technical and social components of business relationship value drive customer satisfaction and loyalty in high tech B2B market
Neeru SharmaThis paper aims to investigate to what extent core, technical and social components of relationship value influence customer satisfaction and loyalty in the high…
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Ethical marketing strategies: the unique Nash equilibrium
Nagarajan Krishnamurthy, Biswanath Swain, Jayasankar RamanathanCan industrial marketers afford to choose unethical strategies? To answer this question, this study aims to use game theory to analyze whether an industrial marketer…
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The role of relational governance in innovation platform growth: the context of living labs
Chiara Luisa Cantù, Daniel Schepis, Roberto Minunno, Greg MorrisonThis paper aims to investigate the role of relational governance in innovation platform development, specifically investigating the context of living labs.
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Organizing sports events: the promoters’ perspective
Ana Brochado, Pedro Dionísio, Maria do Carmo Leal, Adrien Bouchet, Henrique ConceiçãoThis study aims to develop a battery of items that assess the factors affecting sports events’ success from the promoters’ perspective and a measurement tool that…
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Evaluating the innovation capability of cluster-based firms: a graph-theoretic approach
Cláudia Fabiana Gohr, Maryana Scoralick de Almeida Tavares, Sandra Naomi MoriokaThis paper aims to propose an assessment framework to evaluate companies' innovation capability in the context of industrial clusters.
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Artificial intelligence adoption in business-to-business marketing: toward a conceptual framework
Lujie Chen, Mengqi Jiang, Fu Jia, Guoquan LiuThe purpose of this study is to develop a synthesized conceptual framework for artificial intelligence (AI) adoption in the field of business-to-business (B2B) marketing.
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Supply chain integration, capability and performance – a business-to-business network cooperation
Shu-Hsien Liao, Da-Chian Hu, Szu-Ting ChenSupply chain integration (SCI) is a critical issue in the study of supply chain management in terms of working with partners on business networks to complete tasks…
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Moving from a goods- to a service-oriented organization: a perspective on the role of corporate culture and human resource management
Kristina Zabala, José Antonio Campos, Lorea NarvaizaThis study aims to investigate the internal elements that help in the introduction of a service logic into a goods-oriented organization by focusing on corporate culture…
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Logistics as a value in e-commerce and its influence on satisfaction in industries: a multilevel analysis
Arkadiusz Kawa, Justyna Światowiec-SzczepańskaThe purpose of this paper is to identify the components of logistics value and examine their influence on customer satisfaction in e-commerce. This study investigates the…
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A nexus between corporate social responsibility disclosure and its determinants in energy enterprises
Rahil Irfan Ahmed, Guohao Zhao, Naveed Ahmad, Umme HabibaCorporate social responsibility (CSR) is a requirement for energy enterprises as different stakeholders deem environmental and social responsibility the duty. This study…
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What do female and male entrepreneurs value in business accelerators?
Agnieszka KwapiszBusiness accelerators facilitate new venture creation, and most research on the subject focuses on the performance of accelerated ventures. This paper aims to understand…
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Can we mend fences? A model of recovery processes of SME business-to-business relationships
Deirdre Mary Fleming, Jaana Tähtinen, Felicity KelliherThis paper aims to develop a process model of business-to-business (B2B) relationship recovery after a transgression has placed the future of the relationship in doubt…
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Informal sellers and formal markets: a habitus gap
Jaqueline Pels, Luis Araujo, Tomas Andres KiddIn developing economies, 30% of the gross domestic product on average is undertaken by unregistered businesses. The informal economy leads to high opportunity costs by…
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Empowering value co-creation in the digital age
Sergio Barile, Clara Bassano, Paolo Piciocchi, Marialuisa Saviano, James Clinton SpohrerTechnology is revolutionizing the management logic of service systems. The increasing use of artificial intelligence (AI), in particular, is challenging interaction…
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Mitigating the effects of COVID-19: an exploratory case study of the countermeasures taken by the manufacturing industry
Atif Saleem ButtThe purpose of this study is to understand how manufacturers (both discrete and process) are managing disruptions amid the COVID-19 pandemic outbreak, using UAE as an…
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Co-exploitation (or co-exploration) vs go it alone? The role of alliance learning capability on firm performance
Miguel Solís-Molina, Miguel Hernández-Espallardo, Augusto Rodríguez-OrejuelaThis study aims to analyze the moderating role of a firm’s alliance learning capability. The aim is to investigate the comparative performance of developing exploitation…
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Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance
Joon-Hee Oh, Wesley J. Johnston, Carolyn Folkman CurasiThe purpose of this paper is to attempt to better understand the relationship between organizational ethical climate, the internalization of ethical codes (INT), perceived…
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Industrial dynamics and economic growth in health-care context. Evidence from selected OECD countries
Song Ying, Daniele Leone, Antonella Francesca Cicchiello, Antonella Francesca Cicchiello, Amirreza KazemikhasraghThe economic shock posed by the current COVID-19 outbreak brought out a worldwide public health emergency with a close relationship between the industrial marketing…
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Green strategies and relationship maintenance: a network evolution perspective
Pengfei Han, Haifeng Wang, Peihua FanAlong with the important impact of green strategies on firm survival and performance improvement, its dark side likewise requires attention. By integrating network…
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Does supply chain finance adoption improve organizational performance? A moderated and mediated model
Zhen Bi, Feng Yang, Jean-Noël Beka Be NguemaLittle is known about the effects of supply chain finance (SCF) adoption on organizational performance (OP). This study aims to address this relevant research gap, and…
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Ecosystem network health and SMEs’credit quality
Hua Song, Sijie Chen, Kangkang YuIn industrial and business-to-business (B2B) marketing research, a business network ecosystem is an important antecedent of small- and medium-sized enterprises’ (SMEs’…
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The fringe or national brand manufacturer? An analysis of private label sourcing strategy
Xue LiPrivate labels (PLs) have flowed into a wide range of categories and continue to expand especially in the mass channel. This paper aims to investigate the optimal PL…
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Examining effectiveness of online and offline channel integration
Chung Heon OhChannel conflicts between initial providers (IPs) and independent middlemen (IMM) can hinder the market penetration of IPs, especially for small- and medium-sized…
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Value co-creation and new service performance: mediated by value-informed pricing
Seyedeh Khadijeh Taghizadeh, Syed Abidur Rahman, Malliga MarimuthuThe purpose of this paper is to examine the influence of the dialogue, access, risk assessment and transparency model of value co-creation processes (dialogue, access…
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A study on relational factors in information technology outsourcing: analyzing judgments of small and medium-sized supplying and contracting companies' managers
Victor Diogho Heuer de Carvalho, Thiago Poleto, Thyago Celso Cavalcante Nepomuceno, Ana Paula Paula Cabral Seixas CostaUnderstanding the relational factors in information technology outsourcing (ITO) processes is essential for managers to exercise successful governance over their…
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Digital transformation of business model in manufacturing companies: challenges and research agenda
Camila Favoretto, Glauco Henrique de Sousa Mendes, Moacir Godinho Filho, Maicon Gouvea de Oliveira, Gilberto Miller Devós GangaThe challenges of digital transformation (DT) have gained attention from both academics and practitioners, as more manufacturing companies are seeking digital technology…
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Strategic orientations, marketing capabilities and innovativeness: an adaptive approach
Ali E. Akgün, Volkan PolatThis study aims to investigate marketing capabilities that represent the marketing mix from an adaptive perspective: brand management, customer relationship management…
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Envisioning the challenges of the pharmaceutical sector in the Indian health-care industry: a scenario analysis
Giuseppe Festa, Ashutosh Kolte, Maria Rosaria Carli, Matteo RossiThis study aims to access, analyze and highlight opportunities and problems of the Indian pharmaceutical sector in the broader national health-care industry. The recent…
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Sales transformation: conceptual domain and dimensions
Daniela Corsaro, Isabella MaggioniThis study aims to offer a conceptualization of sales transformation, a phenomenon that is redefining the role of salespeople and the nature of Business-to-Business (B2B…
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Does formalization or centralization mitigate uncertainty in knowledge-intensive procurement?
Daniel D. Prior, Lakshi Karunarathne Hitihami Mudiyanselage, Omar Khadeer HussainThis study aims to assess the following question: “which information processing approach, formalization or centralization, responds to procurement complexity and how does…
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How IT integration and relational ties affect innovation performance: considering the moderating roles of relationship duration and institutional distance
Shaobo Wei, Hua LiuThis study aims to investigate how information technology (IT) integration and relational ties between a firm and its supplier influence its innovation performance and how…
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Contingent conditions on the effectiveness of salesperson acquisition-retention ambidexterity: the motivation–opportunity–ability framework
Yaqin Zheng, Dong Liu, Yi Zheng, Zhimei ZangThis study aims to investigate moderators affecting the impact of salesperson acquisition-retention (AR) ambidexterity on sales performance based on the…
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Communicating customer value proposition in the French pharmaceutical industry. The case of OTC drugs
Sylvaine Castellano, Insaf Khelladi, Chiraz Aouina MejriThis paper aims to investigate how pharmacies communicate their customer value proposition (CVP) in a complex and multiple-stakeholder setting. More specifically, from the…
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Are your international salespeople culturally intelligent? The influence of cultural intelligence on adaptive selling behavior with B2B customers
David Kimber, Rodrigo Guesalaga, Michael DickmannThis study aims to investigate cultural intelligence (CQ) as an antecedent of adaptive selling behavior (ASB) and cultural distance and intrinsic motivation as moderators…
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Examining the needs to adopt big data analytics in B2B organizations: development of propositions and model of needs
Jiwat Ram, Zeyang ZhangBig data analytics (BDA) is becoming a strategic tool to harness data to achieve business efficiencies. While business-to-customer organizations have adopted BDA, its…
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Roles of supply chain network centralities on firm performance: an explorative study on Tokyo manufacturing industries
Antonio K.W_ Lau, An ZhaoThis paper aims to explore the impact of supply chain centralities on sales performance moderated by reputation and stock listing.
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The impact of buyer–supplier communication on production ramp-up performance
Claudia Gesell, Andreas Herbert Glas, Michael EssigThe purpose of this paper is to examine how communication with suppliers influences performance during production ramp-up. Often, time, cost or quality targets are missed…
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An integrated perspective of value creation and capture: a systematic literature review
Claudio Minerbo, Luiz Artur Ledur BritoThe existing literature is fragmented across disciplines and does not provide a holistic, comprehensive view on how value is created, deployed and captured. This paper…
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Environmental sustainability through designing reverse logistical loops: case research of poultry supply chains using system dynamics
Mohammad Shamsuddoha, Mohammed A. Quaddus, Arch G. WoodsidePoultry production supply chains produce substantial wastes that are transformable into favorable environmental outcomes and profitable products. While overwhelming…
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Mapping the intellectual structure of business-to-business loyalty literature: a bibliometric analysis approach
Prathamesh Kittur, Swagato Chatterjee, Amit UpadhyayThis study aims to identify evolution and advancement in the field of business-to-business (B2B) loyalty knowledge area by analyzing its intellectual structure.
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Does crowdsourcing lead to better product design: the moderation of network connectivity
Yuanyuan Jiao, Yepeng Wu, Linna HaoThis study aims to investigate the antecedents of design crowdsourcing decision-making, the impact of design crowdsourcing on new product performance and the moderating…
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Predicting bid protests: What should sourcing teams (not) do?
Timothy G. Hawkins, Michael J. Gravier, Suman NiranjanThe purpose of this study is to better understand the effectiveness of buyers’ defensive measures to thwart bid protests in government procurements.
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The moderating role of cultural similarity in developing commitment in the industrial importer-supplier relationship
Syed Saad Andaleeb, Md. Abu Saleh, Md. Yunus AliThis study aims to examine whether and how cultural (dis) similarity between business entities enhances or impairs the development of commitment in the trust building…
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Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction
Bert Paesbrugghe, Johanna Vuori, Heidi KockBased on insights from the buying process, the purpose of this study is to align selling firms to the buyer’s efficiency needs that are grounded on the different types of…
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Key account management and value co-creation in multi-stakeholder ecosystems. A “market access” mix
Daniele Leone, Francesco Schiavone, Michele SimoniThe present study aims to contribute to the growing stream of literature about the network perspective of value co-creation via key account management (KAM) by exploring…
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First-mover advantages and innovation success: a contingency approach
Daniel Eduardo Chavez, Haipeng (Allan) ChenThe purpose of this paper is to propose an overarching unifying theory where first-mover advantages are a conditional effect, not a main effect. By offering a closer look…
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Business to business (B2B) alliances in the healthcare industry: a review of research trends and pertinent issues
Arun Thirumalesh Madanaguli, Amandeep Dhir, Shalini Talwar, Gurmeet Singh, Octavio EscobarThis study aims to find, analyse and synthesise the body of literature on how different health-care businesses form business-to-business (B2B) alliances. By doing so, this…
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Examining the impact of strategic supplier partnership, customer relationship and supply chain responsiveness on operational performance: the moderating effect of demand uncertainty
Jitendra Nenavani, Rajesh K. JainThe purpose of this paper is to examine the impact of strategic supplier partnership and customer relationship on supply chain responsiveness and then to analyse the…
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Enhancing the export activities of small and medium-sized enterprises in emerging markets
Arsalan Safari, Ali Salman Saleh, Vanesa Balicevac Al IsmailThis study aims to examine a conceptual integrated framework for small- and medium-sized enterprises’ (SMEs) export performance that comprises all potential export…
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An empirical investigation of buyer–supplier relationship typologies and their behavioral and performance outcomes
Jin Li, Linlin Chai, Chanchai Tangpong, Michelle Hong, Rodney D. TraubThis study aims to examine empirically the existence of four classical and four emerging buyer–supplier relationship (BSR) types and how they differ in terms of behavioral…
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A bibliometric review of service ecosystems research: current status and future directions
Ismail Gölgeci, Imran Ali, Paavo Ritala, Ahmad ArslanService ecosystems are becoming an important domain of joint value creation and resource integration, and the literature in the field is burgeoning. The recent growth in…
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When co-creation pays off: the effect of co-creation on well-being, work performance and team resilience
Judith Partouche-Sebban, Saeedeh Rezaee Vessal, Fabian BernhardThis study aims to explore the effect of value co-creation among health-care professionals and in a business-to-business (B2B) context on the involved individuals and the…
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Analyzing the post-harvest supply chain enablers of vertical integration for rural employability and marketability
Rahul Priyadarshi, Srikanta Routroy, Girish KantThe purpose of this study is to analyze the post-harvest supply chain enablers (PHSCEs) for vertical integration to enhance rural employability, farmer profitability and…
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Relational key account management: insights from the Middle Eastern context
Nada Saleh Badawi, Moustafa Battor, Saeed BadghishThe purpose of this study is to explore relational aspects of key account management (KAM) in terms of social capital and relationship quality. The second objective was to…
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A new approach of innovation and network on export in trade fair context: evidence from Portuguese SMEs
Pedro Mendonça Silva, Victor Ferreira Moutinho, Vera Teixeira ValeThe purpose of this paper is to examine the relationship between product innovation and network and their export performance, particularly in trade fair context. Moreover…
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The effects of green brand equity on green word of mouth: the mediating roles of three green factors
Rasoul Mehdikhani, Changiz ValmohammadiThis study aims to investigate the effects of green brand equity (GBE) on green brand attachment (GBA), green self-brand connection (GSBC), green brand attitude (GBAT) and…
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Impact of novel information technology on IT alignment and sustainable supply chain performance: evidence from Chinese manufacturing industry
Shushan Zhang, Lei Sun, Qi Sun, Haiying DongThis paper aims to explore how the novel information technology (NIT) [1] affects three dimensions of sustainable supply chain performance (economic performance…
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Driving forces of repurchasing social enterprise products
Hsueh Ling Wu, Tser Yieth Chen, Bo Heng ChenThis paper aims to use utilitarian benefits, hedonic benefits and corporate social responsibility to influence the consumer’s sense of brand identity and brand trust in…
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“Forget it, let’s go with a handshake”: contracting practices of exporting small to medium size enterprises (SMEs)
Eldrede T. Kahiya, Petra ButlerThis paper aims to dissect cross-border contracting practices among exporting businesses. The under-representation of exporter-importer dynamics and the superficial…
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Putting marketing knowledge to use: marketing-specific relational capital and product/service innovation performance
Carmela Peñalba-Aguirrezabalaga, Paavo Ritala, Josune SáenzThe importance of integrating both internal and external knowledge into the product/service innovation process has been widely recognized in the knowledge management and…
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From managing customers to joint venturing with customers: co-creating service value in the digital age
Christine Falkenreck, Ralf WagnerUntil today, scholars claim that the phenomenon of “co-creation” of value in an “interacted” economy and in the context of positive actor-to-actor relationships has not…
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The effect of equity on value co-creation in business relationships
Samir Gupta, Jing Zhou, Shanfei Feng, Munyaradzi W. NyadzayoThis study aims to investigate how the relationship factors, including equity, shared responsibility and relationship dependence leverage the value co-creation. The…
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Proactive market orientation and business model innovation to attain superior new smart connected products performance
Shashishekar M.S., Sandip Anand, Arun Kumar PaulSmart connected products (SCP) are the new archetype of products evolving. SCP are subtly changing the product-centric business to system-centric. Development and…
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Long-term buyer-supplier relationships in IT services
Kedwadee Sombultawee, Prasopchai PasunonThe purpose of this study is to explore an integrative model of supplier success, using a case study of the Thai high-technology firms. The study focuses on buyer-supplier…
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Customer prioritization, product complexity and business ties: implications for job stress and customer service performance
Volkan Yeniaras, Ilker KayaDrawing on the theoretical lens of the job demands-resources model, this study builds upon and tests a conceptual model that links customer prioritization, product…
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A holistic model of dynamic capabilities and environment management system towards eco-product innovation and sustainability in automobile firms
Samer Al-Shami, Nurulizwa RashidEnvironmental pollution has emerged as a major concern in the 21st century following the introduction of sustainable development (SD) by the year 2030, whereby one of the…
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How open innovation practices drive innovation performance: moderated-mediation in the interplay between overcoming syndromes and capabilities
María Isabel Roldán Bravo, Antonia Ruiz Moreno, Alejandro Garcia Garcia, Irene Huertas-ValdiviaThis paper aims to investigate whether and under what conditions open innovation (OI) drives innovation performance (IP) in the financial sector. To this end, the paper…
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The Matthew effect in talent management strategy: reducing exhaustion, increasing satisfaction, and inspiring commission among boundary spanning employees
Rajesh V. Srivastava, Thomas TangIn an ongoing War for Talent, what are the intangible and tangible return on investments (ROIs) for boundary-spanning employees? This study aims to develop a formative…
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Nutritional information labels and health claims to promote healthy consumption
Asuncion Hernandez-Fernandez, Ines Kuster-Boluda, Natalia Vila-LopezRates of diseases caused by poor diet have seen no reduction in recent years. In this scenario, nutritional information labels and health claims could play a decisive role…
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Modeling the emergency health-care supply chains: responding to the COVID-19 pandemic
Md Kamal Hossain, Vikas Thakur, Sachin K. ManglaDue to the rapid surge in the number of COVID-19 cases in India, the health-care supply chain (HCSC) disruptions and uncertainties have increased manifold posing severe…
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Client opportunism in agency-client relationship: the role of information asymmetry, agency response and calculative commitment
Kambalor Ramakrishna JayasimhaThe focus is on how agencies can mitigate client opportunism in an agency-client relationship (ACR), particularly during the agency selection stage involving a pitch. This…
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Value co-creation: a review of literature and future research agenda
Victor Saha, Praveen Goyal, Charles JebarajakirthyThe purpose of this paper is to present a systematic review of the available literature on value co-creation (VCC) and provide insightful future directions for research in…
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Service innovation in medical device manufacturers: does the digitalization matter?
Guilherme Sales Smania, Glauco Henrique de Sousa Mendes, Fabiane Letícia Lizarelli, Camila FavorettoThis study aims to validate a model of relationships between critical factors such as service strategy, culture-climate, leadership, customer involvement, technology…
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Unpacking the relationship between formal contracts and alliance innovation performance: the role of relationship learning and guanxi
Dong Liu, Yongchuan Bao, Guocai WangThe purpose of this study is to examine how formal contracts affect alliance innovation performance. To understand the mechanism underlying the impact, this study tests…
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Influence of new product development best practices on performance: an analysis in innovative Brazilian companies
Tiago Ribeiro de Araujo, Daniel Jugend, Marcio Lopes Pimenta, Gessica Mina Kim Jesus, Gladys Dorotea Dorotea Cacsire Barriga, José Carlos de Toledo, Ari Melo MarianoThis study aims to propose and test a research framework for analyzing the relationship between new product development (NPD) best practices and performance in companies…
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Supply chain governance: a conceptual model
Franciele Bonatto, Luis Mauricio Martins de Resende, Joseane PontesThis paper aims to clarify ambiguous results from previous research on the relationship between contextual factors, trust and supply chain governance (SCG).
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Impact of customer focus on technology leadership via technology development capability – a moderated mediation model
Zafar Husain, Mumin Dayan, Sushil , C. Anthony Di BenedettoThis study aims to develop and empirically examine a model that investigates the mediating role of technology development capability (TDC) on the relationship between…
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The sponsorship performance cycle: longitudinal evidence of sponsors’ contribution to Formula One team achievement
Joe B. Cobbs, Jonathan A. Jensen, B. David TylerA sponsorship performance cycle of business-to-business (B2B) exchange is conceptualized, where distinct types of resources are invested by sponsoring firms into sponsored…
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Modeling the supply chain finance (SCF) barriers of Indian SMEs using BWM framework
Chandra Prakash Garg, Vishal KashavThe presence of barriers in the supply chain finance (SCF) of small and medium enterprises (SMEs) cripples the productivity and efficiency of SMEs and makes it challenging…
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The role of trust in innovation ecosystems
Fernanda Kalil Steinbruch, Leandro da Silva Nascimento, Daniela Callegaro de MenezesThere are indications that trust is essential in innovation ecosystems relations. However, studies have not yet focused on deeply exploring such connection. The purpose of…
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A framework for the relationship implications of additive manufacturing (3D printing) for industrial marketing: servitization, sustainability and customer empowerment
Damien Chaney, Julien Gardan, Julien De FreymanThe purpose of this paper is to present the relationship implications of additive manufacturing (AM), which has the ability to produce layer-by-layer three-dimensional…
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A transaction cost approach for public procurement
Aksel I. Rokkan, Sven A. HauglandThis paper aims to develop a theoretical framework based on transaction cost economics that identifies key factors shaping public agencies’ governance of supplier…
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A sequential logic model between sales performance and salesperson satisfaction in B2B markets
Rocío Rodríguez, Nils Høgevold, Carmen Otero-Neira, Göran SvenssonThe purpose of this paper is to test the relationship between objective and subjective sales performance and salespeople’s economic and non-economic satisfaction in a…
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How does renqing influence purchase intentions in the Chinese business-to-business context?
Xun Zhang, Biao Xu, Jun WuThis study aims to examine the relationship between renqing and purchase intentions and the mechanism of its impact in the Chinese business-to-business (B2B) context.
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Networking capability: a systematic review of literature and future research agenda
Mohammadreza Arasti, Nima Garousi Mokhtarzadeh, Ismail JafarpanahThe purpose of this paper is to scrutinize the existing literature and provide a comprehensive overview by compiling and synthesizing the dispersed body of knowledge in…
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B2B engagement within an internet of things ecosystem
Sadia SoltaniThis study aims to investigate business-to-business (B2B) engagement within an internet of things (IoT) ecosystem. A conceptual framework is proposed that can be used for…
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Multichannel integration through innovation capability in manufacturing SMEs and its impact on performance
Diana Kolbe, Haydeé Calderón, Marta FrasquetUsing online channels is an opportunity for small and medium-sized enterprises (SMEs) in the manufacturing industry to reach new markets and reduce the dependency on…
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A coordination mechanism through cost sharing of corporate social responsibility and government subsidy in a two-echelon supply chain
Yong Liu, Wenwen Ren, Qian Xu, Zhiyang LiuThis paper aims to deal with the coordination problem of the supply chain through cost sharing of corporate social responsibility (CSR) and government subsidy.
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Making better foreign friendships: the effects of increased cultural diversity in alliance portfolios and portfolio configuration decisions on firm performance
Ning Li, William Hoggan MurphyThis paper aims to examine the effect of increases in alliance portfolio cultural diversity (IAPCD) on a firm’s performance and how portfolio configuration characteristics…
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B2B marketing strategies in healthcare management: intellectual structure and research trends
João J. Ferreira, Pedro M. Veiga, Cristina I. Fernandes, Sascha KrausThis study aims to map out the ways in which the intellectual structure and research trends of scientific publications come together in business-to-business (B2B…
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The different shades of innovation emergence in smart service systems: the case of Italian cluster for aerospace technology
Orlando Troisi, Anna Visvizi, Mara GrimaldiThe purpose of this paper is to explore the emergence of innovation in smart service systems to conceptualize how actor’s relationships through technology-enabled…
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Understanding incubation during foreign market entry: lessons learnt from an illustrative Danish case study
Susanne Gretzinger, Anna Marie Dyhr Ulrich, Svend Hollensen, Birgit LeickThis paper aims to discuss business incubation to enter foreign markets in Brazil, Russia, India and China (BRIC) countries through the lens of an “international business…
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Institutionalizing value-based healthcare in a service system: a policy and document analysis over three decades
Olga Kokshagina, Joona KeränenThis study aims to explore the institutionalization of value-based healthcare (VBHC) in the public healthcare system in the state of Victoria, Australia.
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How do ESG pillars impact firms’ marketing performance? A configurational analysis in the pharmaceutical sector
Francesco Paolone, Nicola Cucari, Jintao Wu, Riccardo TisciniThis study aims to contribute to international doctrine by testing how environmental social governance (ESG) pillars can affect marketing performance in the pharmaceutical…
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Marketing capabilities for small and medium enterprises that supply large companies
Emerson Wagner Mainardes, Gabriela Pessoa de Oliveira Cisneiros, Carlos Jorge Taborda Macedo, Amilson de Araujo DuransThe purpose of this study is to examine the effect of marketing capabilities on market orientation and sustained competitive advantage from the viewpoint of managers of…
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Top management service commitment and new product development in manufacturing firms: the moderating role of dysfunctional competition
Yapu Zhao, Dong Liu, Wenhong Zhang, Silei ChenThis paper aims to investigate how top management service commitment (TSC) affects two dimensions of new product development (NPD), speed and product innovativeness, and…
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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.
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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…
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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…
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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…
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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”…
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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.
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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…
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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…
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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…
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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…
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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…
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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.
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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…
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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…
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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.
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota
Further Information
