Journal of Business & Industrial Marketing
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Volume 1
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Issue 1 1986
Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem
Cristina García-Magro, María-Luz Martín-Peña, José María Sánchez-LópezThis study aims to investigate the impact of utilitarian, hedonic and social emotional mechanics in gamified digital platforms on the components of value co-creation.
When does a supplier tolerate resellers’ opportunistic behaviors?: transaction benefit and cost perspectives
Youngsu LeeThe purpose of this study is to examine tolerance of channel partners’ opportunistic behaviors as a viable governance mechanism and to test contingent transaction benefit…
Marketing in the livestock sector and its impact on food security in Saudi Arabia
Odai Falah Mohammad Al-GhaswynehAlthough the livestock sector is considered to be an important segment of the Saudi Arabian economy, its contribution, including the multiple sources of commercial income…
Exploring the role of relationship management and relationship quality in B2B: empirical insights and future research directions
Flevy Lasrado, Park Thaichon, Munyaradzi W. NyadzayoIn the past few decades, relationship management (RM) theory and RM strategies in business-to-business (B2B) contexts have evolved tremendously, driven by constant…
The impact of supply chain social capital on supply chain performance: a longitudinal analysis
Yuxiao Ye, Lu Yang, Baofeng Huo, Xiande ZhaoDrawing on the resource-based view (RBV), this study aims to investigate the impact of social capital, namely, structural (information sharing), cognitive (shared value…
A meta-analysis on entrepreneurial orientation in the export context
Ayça Kübra Hizarci, Nilay Bıçakcıoğlu-Peynirci, İlayda İpekBuilding on the lack of adequate attention devoted to encapsulating the research on entrepreneurial orientation (EO) in the export context, the main objective of this…
Pricing and advertising decisions in O2O supply chain with the presence of consumers’ anticipated regret
Qiongqiong Gu, Rong Zhang, Bin LiuDue to product value uncertainty, consumers do not know the product matching rate before they get the product, which is the probability of product fitness. Taking the…
Modeling the strategies to accelerate the natural gas business market growth in a developing country
Atul Rawat, Chandra Prakash GargRising energy demand and the quest for achieving climate change targets have been pushing emerging markets like India to bolster the natural gas share in their energy mix…
Supplier interfaces in digital transformation: an exploratory case study of a manufacturing firm and IoT suppliers
Carla Cleri Ferreira, Frida LindThe purpose of this paper is to characterize the interfaces between manufacturing companies and the Internet of Things (IoT) suppliers involved in their digital servitization.
Value co-creation and co-destruction in the digital transformation of highly traditional companies
Aleksandra Hauke-Lopes, Milena Ratajczak-Mrozek, Marcin WieczerzyckiThe purpose of this paper is to investigate how digital transformation changes highly traditional business processes and how it impacts value co-creation and…
Share of purchases in B2B: relative customer satisfaction indicators and customer characteristics as main influencers
Josep Alet VilaginésThis study aims to identify a new model of relative customer satisfaction translated into share of purchases (SOP) with the best-related metrics.
The strategic role of firm agility in the relationship between IT capability and firm performance under the COVID-19 outbreak
Bingfeng Bai, Ki-Hyun Um, Hanna LeeLeveraging theory from the dynamic capability literature, this study aims to explore how information technology (IT) capability influences firm agility and subsequently…
From knowledge broker to solution provider in the Industry 4.0 setting: the innovation path of a small consulting firm
Luigi Mersico, Elisa Carloni, Roberta Bocconcelli, Alessandro PaganoThis study aims to explore the resource development process implemented by a small consulting firm, active in a traditional industrial context, pursuing the innovation…
Carbon emission reduction and green marketing decisions in a two-echelon low-carbon supply chain considering fairness concern
Hongxia Sun, Yang ZhongThe purpose of this paper is to investigate the impact of fairness concern on the optimal pricing, carbon emission reduction (CER), green marketing efforts (GME) and…
Entrepreneurial marketing orientation of the Polish and Finnish SMEs and its environmental determinants
Izabela Kowalik, Lidia Danik, Agnieszka PleśniakThe entrepreneurial marketing orientation (EMO) has been studied primarily in developed countries. The past research has focused on entrepreneurial marketing dimensions…
Critical realist multilevel research in business marketing: a laminated conceptualization of resilience
Markus Vanharanta, Phoebe WongThe purpose of this paper is to ease the methodological application of critical realist multilevel research in business marketing. Although there has been plenty of…
The impact of coercive pressure and ethical responsibility on cross-functional green management and firm performance
Xiaochen Yue, Baofeng Huo, Yuxiao YeThe purpose of this paper is to understand whether firms are driven by external pressure or intrinsic value to conduct green management; this study examines the effects of…
Maximizing customer adoption outcomes in emerging industrial markets via supplier innovativeness and relationship quality
Munyaradzi W. Nyadzayo, Riza Casidy, Mayoor MohanThis paper aims to examine how suppliers doing business with customers in emerging industrial markets can leverage their innovativeness to foster trust and commitment…
Implementation of new segments in small- and medium-sized enterprises (SMEs)
Ann Højbjerg Clarke, Per Vagn FreytagSuccessful segmentation and implementation are crucial for firms. This paper aims to focus on what areas small- and medium-sized enterprises (SMEs) consider when…
The impact of the relationship commitment and customer integration on supply chain performance
Emilio Ruzo-Sanmartín, Alaa Abdelaziz Abousamra, Carmen Otero-Neira, Göran SvenssonThis study aims to show how to improve supply chain performance through the relationship between firms and their customers. In doing so, this study examines the impact of…
A systematic review for organizing servitization by multi-actor collaborations: lenses, factors and outcomes
Jinfeng Wang, Ke Zhang, Kuo-Yi Lin, Lijie FengImplementing servitization requires collaborative efforts from multiple actors in the business network or ecosystem. A multi-actor perspective is considered valuable for…
How does supply chain knowledge enhance green innovation? The mediation mechanisms of corporate reputation and non-supply chain learning
Yaw Agyabeng-Mensah, Ebenezer Afum, Innocent Senyo Kwasi Acquah, Charles BaahUnderstanding the factors that advance green innovation is crucial for firms to deal with the complexity of green innovation. In light of this, this study aims to explore…
Navigating a global pandemic crisis through marketing agility: evidence from Italian B2B firms
Ludovica Moi, Francesca CabidduThis study aims to explore the impact of marketing agility on the business-to-business (B2B) firms’ capacity to address unexpected events such as the recent coronavirus…
Antecedents and consequences of supply chain agility: a competence-capability-performance paradigm
Yanming Zhang, Minhao Gu, Baofeng HuoAn agile supply chain (SC) is critical in achieving competitive advantages in the vulnerable environment. Based on the competence–capability–performance paradigm, this…
Promotional inputs and selling: evidence from India
Harindranath R.M., Bharadhwaj SivakumaranThe main purpose of this research is to investigate the influence of promotional inputs presented to salespeople, such as continuing medical education (CME) sponsorship…
Putting the “service” into B2B marketing: key developments in service research and their relevance for B2B
Jochen Wirtz, Christian KowalkowskiThe business-to-business (B2B) marketing literature is heavily focused on the manufacturing sector. However, it is the B2B service sector that shows the highest growth in…
Business customer experience in B2B2C service settings: a scale development
Rejikumar G., Aswathy Asokan-AjithaBusiness-to-business (B2B) relations will become more prevalent in many areas such as delivery services, based on current trends supporting e-commerce proliferation. In…
The vulnerability of technology-based business during COVID-19: an indicator-based conceptual framework
Mahsa Kamalipoor, Morteza Akbari, Seyed Reza Hejazi, Alireza NazarianCOVID-19 has affected most business activities, including technology-based business. The higher the business vulnerability rating, the greater the impacts. After…
Strategies to mitigate barriers to supply chain sustainability: an apparel manufacturing case study
Md. Maruf Hossan Chowdhury, Shams Rahman, Mohammed A. Quaddus, Yangyan ShiThis research aims to develop a decision support framework to determine the optimal strategies for mitigating supply chain sustainability (SCS) barriers.
“What’s it really worth?” A meta-analysis of customer-perceived relationship value in B2B markets
Ingmar Geiger, David NaackeResearch on customer-perceived relationship value (CPRV) in business-to-business (B2B) markets has flourished over the past two decades. This paper aims to…
Digitalization in B2B marketing: omnichannel management from a PLS-SEM approach
Javier Alonso-Garcia, Federico Pablo-Marti, Estela Núñez-Barriopedro, Pedro Cuesta-ValiñoThe purpose of this paper is to establish a reference model that will allow us to understand the factors that influence the omnichannel management of an organization in a…
Achieving superior performance in international markets: the roles of organizational agility and absorptive capacity
Hyo Eun Cho, Insik Jeong, Eunmi Kim, Jinwan ChoIn the era of Industry 4.0, international firms are required to respond to more complex and frequent changes in the global market. This study aims to explore the role of…
Multi-homing in B2B services: a psychological perspective
Mohit Manchanda, Madhurima DebExtant literature on business-to-business (B2B) has largely ignored studying multi-homing through a psychological lens. This paper aims to outline the results of three…
Understanding the influence of business strategy in corporate social responsibility: evidence from Chinese firms in Africa
Gutama Kusse Getele, Tsitaire Jean Arrive, Xiong RuoliuThis study aims to understand better how business strategies impact a company’s corporate social responsibility (CSR).
Investigating information processing paradigm to predict performance in emerging firms: the mediating role of technological innovation
Zulqurnain AliThis paper aims to investigate the influence of the information processing paradigm (information sharing and quality) on firm performance using organizational information…
Improving how we lead and manage in business marketing during and after a market crisis: the importance of perceived status, certainty, autonomy, relatedness and fairness
Jared M. Hansen, Joseph W. Hansen, Susan R. MadsenThe purpose of this research is to outline and investigate a set of five experience elements from neuroscience research labeled SCARF that could impact the quality of…
The role of relational and transactional factors in the adoption of virtual governance strategies
Jennifer Fries TaylorThis paper aims to understand the factors of the exchange relationship that influence a target-partner’s decisions to adopt virtual governance strategies.
Franchising: a signaling perspective
Swati Panda, Sajani Thapa, Audhesh K. Paswan, Sailendra Prasanna MishraThis paper aims to outline different signals that franchisors can use to communicate their value proposition to prospective franchisees. It also tests whether these…
Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit
Taeahn Kang, Hirotaka MatsuokaThis study aims to examine the effect of the perceived sponsor ubiquity on sponsor favorability via perceived sponsor sincerity and the moderating effect of perceived…
How the digital transformation from COVID-19 affected the relational approaches in B2B
Daniela Corsaro, Valerio D’AmicoThe purpose of this paper is to understand the main drivers of change in the relational approaches adopted in business-to-business (B2B) companies as an effect of the…
Why cannot we all just get along? Resolving customer-focused team interface conflicts in a B2B firm leveraging AHP-based multi-criteria decision-making
Chris I. Enyinda, Charles Blankson, Guangming Cao, Ifeoma E. EnyindaRising expectations for exceptional customer experiences demand strategic amalgamation of cross-functional, customer-focused teams (marketing/sales/service departments)…
Examining the key factors influencing loyalty and satisfaction toward the smart factory
Hyeon JoThe purpose of this study is to investigate the roles of perceived usefulness, top management support and information technology (IT) infrastructure in developing user…
Orchestrating in the entrepreneurial ecosystem – orchestrator roles and role-specific capabilities in the regional health technology ecosystem
Abdollah Mohammadparast Tabas, Satu Nätti, Hanna KomulainenThis study aims to define orchestrator roles and related orchestration capabilities in the entrepreneurial ecosystem (EE) to understand how companies (especially small and…
Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era – an SME perspective
Samby Fready, Prakash Vel, Munyaradzi W. NyadzayoThe unprecedented changes in the marketplace induced by the COVID-19 pandemic and the resultant accelerated corporate migration to virtual ecosystems have added several…
The impact of servitization on manufacturing firms’ market power: empirical evidence from China
Junnan Zhang, Xiaohua Sun, Yan Dong, Lin Fu, Yaowei ZhangServitization has been used widely by manufacturing firms to secure strategic positions in industrial transformation. However, its impact on firms’ market power remains to…
From market driving to market shaping: impact of a language shift
Jaqueline Pels, Cristina Mele, Maria SpanoPrior research acknowledges the lack of theorizing of markets within marketing. This paper aims to capture the emerging themes linked to different conceptualizations of…
Resource renewal in heavy business networks: the case of Modvion starting up in the Swedish wind energy context
Maria Landqvist, Frida LindTaking the perspective of a start-up company, the purpose of this paper is to analyse resource renewal in heavy business networks.
The impact of supply chain specific investments on firms’ market performance: the mediating role of innovation
Baofeng Huo, Mengqiu Guo, Min TianManufacturers’ specific investments (SIs) in a specific partner that are of lower value when used in an alternative relationship, such as training employees and tailoring…
Digital entrepreneurship: global maps and trends of research
Yuming Zhai, Kaibo Yang, Lu Chen, Han Lin, Mingchuan Yu, Ruoyu JinDigital technologies, such as big data and artificial intelligence, significantly impact entrepreneurial activities worldwide. However, research on entrepreneurial…
Understanding networking dynamics in born global firms’ internationalization: balancing the mix of physical and virtual networking in B2B markets
Anita Ellen Tobiassen, Inger Beate PettersenThis paper aims to explore how born global firms (BGs) in business to business (B2B) markets balance the mix of physical and virtual networking through social media to…
Addressing how small suppliers cope with large customers: using the dual dimension of a product portfolio and customer buying center
Sylvie Lacoste, Fouad Ben Abdelaziz, Meriem YoussefThis paper is about customer relationships from the perspective of small suppliers. More precisely, this paper aims to examine the relational implications through a…
Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda
Bishwajit Nayak, Som Sekhar Bhattacharyya, Bala KrishnamoorthyAcademic dialogue related to ‘organizational performance’ in strategic management has primarily centred around the industrial organization theory (IO) and resource-based…
Single versus multiple salesforce go-to-market strategy: the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity
Nwamaka A. Anaza, Brian N. Rutherford, Gavin Jiayun Wu, Ashok BhattaraiDrawing on the organizational buying decision-making framework, the purpose of this study is to investigate how sales orientation (SOCO) affects buyers’ conflict…
The interplay between product innovation and servitization: the mediating role of digitalization
Mantas Vilkas, Andrea Bikfalvi, Rimantas Rauleckas, Gediminas MarcinkeviciusThe article aims to focus on the debate around the interplay between product innovation and servitization. Two conflicting approaches characterize the debate, disagreeing…
Environmental uncertainty, participative corporate political activity and radical innovation in China: a sensemaking perspective
Meige Song, Longwei Wang, Li Wang, Wan ChenDrawing on a sensemaking perspective, this study aims to theoretically and empirically investigate the effects of participative corporate political activity (PCPA) on…
Configuring the governance and management of strategic networks for higher performance
Douglas Wegner, Marcelo Fernandes Pacheco Dias, Ana Cláudia Azevedo, Diego Antonio Bittencourt MarconattoAlthough the governance and management of networks are deeply intertwined, there is a lack of empirical studies on how strategic networks (SNs) configure both realities…
The role of intermediaries in the MICE tourism value chain: consensus or dissonance?
Alberto Rojas-Bueno, Pilar Alarcón-Urbistondo, Eva María González-RoblesMeetings, incentives, conventions/conferences and exhibitions (MICE) tourism is a segment of business travel, which is experiencing a process of disintermediation. Using…
A review of coopetition and future research agenda
Abhilasha Meena, Sanjay Dhir, Sushil SushilThis research aims to conduct a systematic review of the literature on coopetition to assess its impact on firm performance in various contexts.
Knowledge integration and entrepreneurial firms’ frugal innovation in the service industry
Changyu Wang, Xiaolin LiThe purpose of this study is to examine how knowledge integration influences entrepreneurial firms’ frugal innovation in the service industry. This study builds a…
The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance
Richard Conde, Victor Prybutok, Kenneth ThompsonFor the past several decades, the sales control literature has focused on the outside sales context. This study aims to extend sales control research by examining formal…
Strategic alliances and firms’ chances to survive “black swans” in B2B industries
Rui Xue, Lee LiThis study aims to propose that, in business-to-business (B2B) industries, number of strategic alliances firms established before a “black swan” event enhances their…
A review of sustainability trade-offs affecting suppliers in developed and less developed countries
Alka Ashwini Nand, Raveen Menon, Ananya Bhattacharya, Ran BhamraThis paper aims to investigate the current state of research on sustainability-related manufacturing trade-offs (i.e. giving preference and priority to one dimension over…
Psychological effects of COVID-19 phobia on industrial consumers: a case study in Turkey
Bekir Değirmenci, Yakup Durmaz, Ahmet Fidanoğlu, Sibel DeğirmenciThis study aims to discover whether COVID-19 phobia has a positive and significant effect on the stress, depression and anxiety levels of industrial consumers in addition…
A review of business model research: what next for industrial marketing scholarship?
Philip CoombesThe purpose of this paper is to present the findings of a bibliometric analysis of the evolution and structure of business model research in industrial marketing…
Enhancing supply chain competences through supply chain digital embeddedness: an institutional view
Beatriz López-Morales, Leopoldo Gutierrez, Francisco Javier Llorens-Montes, Araceli Rojo-Gallego-BurinThis study aims to test how three types of institutional pressure (normative, coercive, and mimetic) influence supply chain digital embeddedness (SCDE) and how SCDE…
The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships
Carlos Ferro-Soto, Carmen Padin, Goran Svensson, Nils HøgevoldThis study aims to validate a research model testing trust and commitment as mediators between economic and non-economic satisfaction in sales manager business to business…
Platform ecosystem development in an institutionalized business market: the case of the asset management industry
Leeya Hendricks, Paul MatthyssensThis study aims to investigate the impact of an institutionalized market context on platform ecosystem development. It studies how platform ecosystems are set up and…
Brushing up on time-honored sales skills to excel in tomorrow’s environment
Jamil Razmak, Joseph William Pitzel, Charles Belanger, Wejdan FarhanDetermining the skills required for salespersons to maximize their effectiveness was the main driver for conducting the present study. In order to identify those necessary…
The relationship between sustainable supply chain management and enterprise economic performance: does firm size matter?
Xiaoyue Yang, Jing WangBased on the extended resource-based view (ERBV), this paper aims to investigate the relationship between sustainable supply chain management (SSCM), dynamic capabilities…
The impact of decision-making styles (effectuation logic and causation logic) on firm performance: a meta-analysis
Yun Zhang, Zhihong Li, Yongzhong Sha, Kehu YangAs two essential styles of firm decision-making, the relationships among effectuation logic, causation logic and firm performance are unclear. It is helpful to deepen the…
An empirical study of the outcome-driven implementation in small- and medium-sized enterprises
Yangyan Shi, Yangfei Gao, Tiru Arthanari, Eias A.I. HumdanThis paper builds on Melynk’s et al. (2010) seminal article by reviving the concept of outcome-driven supply chain (ODSC) and empirically examining its relationship with…
The reshoring decision under uncertainty in the post-COVID-19 era
Homin Chen, Chia-Wen Hsu, Yu-Yuan Shih, D'Arcy CaskeyUsing insights from the supply chain resilience perspective and the international business literature, this study aims to investigate the determinants of firms’ decisions…
Strategic crisis response: managerial implications and direction for recovery and survival
Ramendra Thakur, Dena HaleThe purpose of this paper is to provide managers with insights to help survive a crisis, create advantage during slow-growth recoveries and thrive when the crisis is over…
Modelling factors of social media usage by B2B salespersons: an emerging market study
Ratan Kumar, Vibhava SrivastavaThe purpose of this study is to extend and contribute to the evolving phenomenon of social media usage by business-to-business (B2B) salespersons. It draws on the…
Supply chain finance in enhancing supply-oriented and demand-oriented performance capabilities – moderating role of perceived partner opportunism
Rajesh Rajaguru, Margaret Jekanyika Matanda, Wenqing ZhangWhile supply chain scholars concur on the need to integrate supply chain finance (SCF) processes to meet ever-changing customer demands, it is unclear how SCF influences…
Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment
Deva Rangarajan, Vishag Badrinarayanan, Aditi Sharma, Rakesh Kumar Singh, Sridhar GudaThe main purpose of this research is to understand how the sudden shift to work from home (WFH) after the onset of the COVID-19 pandemic has caught several sales…
Impact of bundling on the omnichannel supply chain under price competition
Sarat Kumar JenaMany e-commerce firms suffer from high returns because of inaccurate and incomplete product information. Omnichannel and bundling settings can help firms improve…
Antecedents and consequences of reliance in the context of B2B brand image
Prathamesh Kittur, Swagato Chatterjee, Amit UpadhyayThis study aims to explore the antecedents and consequences of reliance and its relationship with trust in the context of business-to-business (B2B) branding. The study…
The impact of digitalization on supply chain resilience: an empirical study of the Chinese manufacturing industry
Yangyan Shi, Xiaofei Zheng, V.G. Venkatesh, Eias AI Humdan, Sanjoy Kumar PaulFacing turbulent environments, firms have strived to achieve greater supply chain resilience (SCR) to leverage the resources and knowledge of supply chain members. Both…
Digital disruption: a managers’ eye view
Ramendra Thakur, Dhoha AlSaleh, Dena HaleThe purpose of this study is to ascertain the drivers of digital disruption and its consequences from a managerial viewpoint. Understanding the drivers and consequences of…
Salesperson’s spiritual response to job burnout: the role of karma and the moderating impact of thought self-leadership
Ramendra Singh, Rakesh Kumar Singh, Keerti ShuklaIn this conceptual paper, anchoring on the Hindu philosophical doctrine of karma, this study models the impact of salesperson’s karma orientation (KO) (a relatively new…
New product development team performance: a historical meta-analytic review of its nomological network
Serdar S. Durmusoglu, Roger J. CalantoneThe purpose of this study is to conduct a meta-analytic review based on a theoretical framework developed for investigating new product development (NPD) teams in the…
Integrating supplier innovation in the fuzzy front end: based on an analysis of the task environment
Na Li, XuDong PeiIntegrating supplier innovation is considered an effective strategy to reduce uncertainty at the fuzzy front end (FFE). However, the large number of supplier innovation…
Criteria for selecting actors for the value co-creation in startups
Andrei Bonamigo, Adrianne Alves da Silva, Beatriz Pereira da Silva, Steffan Macali WernerThe purpose of this paper is to identify the main criteria for selecting actors to compose these business platforms and addressing the co-creation of value and improve the…
Seeds of demand-side legitimacy: when do existing companies procure from B2B startups?
Safal Batra, Vishal K. Gupta, Sunil Sharma, Rahul YadavThe purpose of this study is to investigate potential lenders of legitimacy for business-to-business (B2B) startups as reflected in the willingness of potential customers…
Social capital impact on mass customization capability and innovation capabilities: the mediating role of absorptive capacity
Mahmoud M. MigdadiThe main purpose of this study is to empirically investigate the influence of social capital (SC) on mass customization capability (MCC) and innovation capabilities (ICs…
Adaptive marketing capabilities, market orientation, and international performance: the moderation effect of competitive intensity
Caroline Kalil Reimann, Fernando Manuel Pereira de Oliveira Carvalho, Marcelo Pereira DuarteIt is well established in marketing literature that international performance is positively affected by marketing capabilities, whether static or dynamic. However, recent…
Changes in knowledge coupling and innovation performance: the moderation effect of network cohesion
Na Jin, Naiding Yang, Sayed Muhammad Fawad Sharif, Ruimeng LiCollaborative research and development have remained a pertinent mechanism for conducting technological innovations. With the lens of knowledge-based view (KBV), this…
Towards profitable customized solutions in small firms: a matter of relationships, modularity and expertise
Ana Isabel Rodríguez-Escudero, Carmen Camarero-Izquierdo, María Redondo-CarreteroThe decision concerning the degree of product and service customization is crucial, yet has scarcely been studied for small businesses in business-to-business (B2B…
The emergence of B2B omni-channel marketing in the digital era: a systematic literature review
Órla Hayes, Felicity KelliherThis paper aims to provide a systematic review of omni-channel marketing (OCM) literature and explore how it relates to business-to-business (B2B) marketing campaign…
Examining the antecedents and consequences of pricing capability: Evidence from SMEs
Piyush Ranjan, Jogendra Kumar NayakThe purpose of this study is to highlight the need for developing pricing capability (PC) for business-to-business firms to effectively manage and execute the pricing…
The red and green signals for industrial salesforce: testing an integrated framework
Muhammad Ishtiaq Ishaq, Huma Sarwar, Arif Azeez Ansari, Roheel Ahmed SiddiqiA highly competitive business environment needs a creative strategy for long-term survival and a competitive advantage in an uncertain market environment. This objective…
How global mindset drives innovation and exporting performance: the roles of relational and bricolage capabilities
Chia-Wen Chang, Heng-Chiang HuangEmerging markets play an important role in the global economy. However, a common feature of most emerging markets is that firms must operate in a resource-constrained…
The PPE industry in Italy during COVID-19: supply chain disruption and the adoption of digital and social media in B2B firms
Lala HuThe purpose of this paper is to analyze how the personal protective equipment (PPE) industry managed supply chain and business relationships disrupted by the COVID-19…
Does the type of sales position matter? A multi-group analysis of inside vs outside sales
Lucy Matthews, Diane EdmondsonThis study aims to investigate the differences between inside and outside business-to-business salespeople. Although prior research has highlighted a need to compare these…
Translating leader sustainability orientation into green supply chain integration: a missing link of green entrepreneurial orientation
Taiwen Feng, Zhiyi Li, Haiqing Shi, Wenbo JiangBased on upper echelons theory and social contagion theory, this study aims to explore how to translate leader sustainability orientation (LSO) into green supply chain…
Survival strategies of SMEs amidst the COVID-19 pandemic: application of SEM and fsQCA
Muhammad Sabbir Rahman, Fadi AbdelMuniem AbdelFattah, Surajit Bag, Mohammad Osman GaniAs a global pandemic, the COVID-19 crisis has profoundly affected the development of local firms, threatening the survival of small and medium enterprises (SMEs). This…
Assessing the antecedents and outcomes of salesperson’s psychological capital
Bindu Gupta, Rakesh Singh, Sandeep Puri, Pankaj Singh RawatThis study aims to investigate the impact of a salesperson’s psychological capital (PsyCap) on sales performance through the interplay of work engagement and performance…
A new fuzzy multi-criteria decision-making approach for risk assessment of competitors’ cooperation in new product development projects
Seyedehanahita Mousavi, Ashkan Hafezalkotob, Vahidreza Ghezavati, Farshid AbdiThis study aims to identify and accurately assess the risk factors of competitors’ cooperation in the NPD project.
Effects of country of origin and importers’ innovativeness in new product trials
Giovanna Pegan, James Reardon, Donata VianelliThe purpose of this study is to seek to investigate whether and how country of origin (COO) cues – category-country image (CCI) and typicality – and importers…
Sales complexity and value appropriation: a taxonomy of sales situations
Deva Rangarajan, Bryan Hochstein, Duane Nagel, Teidorlang LyngdohThe increasingly complex business-to-business (B2B) sales process necessitates that sales managers strike the right balance between appropriate resource allocation, while…
Small firm coopetition – the missing links: coopetitive tension, balance and value
Brett Letcher, Margarietha de Villiers Scheepers, Wayne GrahamThis paper aims to explore small firm perceptions of coopetition, focusing on coopetitive tension, balance and value appropriation realised in dyadic relationships, not…
Why are strangers trusted more during trade fairs? A literature review on the conceptual model of general trust formation
Minjiang Jia, Chunlin WanConsidering that low-level general trust may hinder communication, this study aims to detect the factors that can influence general trust between exhibitors and visitors…
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…
The effect of international intrapreneurship on firm export performance with driving force of organizational factors
Luu Tien Dung, Huynh Thi Thuy GiangThis study aims to reveal the effect of the two international intrapreneurship activities of employee strategic renewal behaviour and new business venture behaviour on…
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…
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…
Exploring the role of service touchpoints on the path to financial, behavioral and relational customer outcomes: insights from a B2B service context
Lily (Xuehui) Gao, Iguácel Melero-Polo, Miguel Á. Ruz-Mendoza, Andreea TrifuThe purpose of this study is to examine how and to what extent customer-provider service touchpoints impact business customer perceptions and outcomes in the context of…
Linking supply network flexibility with mass customization capability
Inayat Ullah, Rakesh NarainThe importance of supply network flexibility (SNF) in the development of mass customization capability (MCC) has been implied in the literature but seldom subjected to…
Eight organizational enablers of digital service-sales ambidexterity in industrial firms
Moritz Classen, Thomas FriedliThe purpose of this study is to explore organizational enablers of frontline employees’ (FLEs) service-sales ambidexterity (SSA) in industrial firms expanding their…
An empirical investigation of the professional identification of sales managers and their ethical intentions
Andrea Vocino, Nicholas McClarenThe purpose of this study is to show how senior management can create work environments conducive to ethical behavior in organizations through the use of sales managers…
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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0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota
Further Information
