Journal of Business & Industrial Marketing
Issue(s) available: 209 – From Volume: 1 Issue: 1, to Volume: 36 Issue: 13
Category:
Marketing
Volume 36
Volume 35
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Issue 11 2020
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Issue 12 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
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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
Assessing inter-organizational performance through customer value: a literature review
Lucrezia Coletta, Milena Vainieri, Guido Noto, Anna Maria MuranteThis study aims to systematically review the literature on the use of customer value for the evaluation of inter-organizational performance, with a wide perspective…
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…
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…
Exploring and extending the synergy concept – a study of three acquisitions
Johan Holtström, Helén AndersonThis study aims to contribute with an extended framework on synergy realisation in acquisitions. The study conceptualises synergy realisation after acquisitions, in…
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.
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…
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…
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…
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…
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…
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.
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…
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…
Research constituents and citation analysis of the Journal of Business and Industrial Marketing (1986–2019)
Naveen Donthu, Satish Kumar, Riya Sureka, Rohit JoshiThis study aims to map the major research constituents and trends for the Journal of Business and Industrial Marketing (JBIM) during its 34-year history (1986–2019). It…
Exploring the factors influencing the adoption of supply chain finance in supply chain effectiveness: evidence from manufacturing firms
Jean-Noël Beka Be Nguema, Gongbing Bi, Zulqurnain Ali, Aqsa Mehreen, Christophe Rukundo, Yangqian KeSeveral manufacturing firms are facing various internal concerns such as financial and operational issues, which strongly pushed the firms to search for solutions (e.g…
Servitization strategy, manufacturing organizations and firm performance: a theoretical framework
Changli Feng, Lin Jiang, Ruize Ma, Chao BaiThe purpose of this paper is to analyze the available literature on the relationship between servitization strategy and firm performance, which identifies the main streams…
Controversy and doxa: sustainable food policy and the English vegetable sector?
Janice Veronica Moorhouse, Ross BrennanThe authors explore the market agora and the shaping of markets as controversies over the meaning and practices related to sustainability evolved. This study aims to…
From channel management towards network coordination – changing perspectives on distribution arrangements
Lars-Erik GaddeThe purpose of this paper is to examine the transformation of the perspective applied to distribution structures in the late 1900s. This change implied that the previous…
Introducing sharing-focused business models in the B2B context: comparing interaction and environmental sustainability for selling, renting and sharing on industrial markets
Lisa Melander, Ala ArvidssonThe purpose of this study is to investigate the sales-, rental- and sharing-focused business models for industrial markets by analysing interactions and environmental…
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…
Investigating corporate social irresponsibility (CSIR) and its impact on social judgments in the weak institution: moderating the role of corporate ability
Shamila Nabi Khan, Ahmed KamalIn weaker institutions, lack of corporate social responsibility (CSR) constituencies causes organizations to naturally incline toward corporate socially irresponsible…
Effect of supplier supply network resources on buyer–supplier collaborative product innovation: a contingency perspective
Yuzhong Li, Suicheng Li, Hecheng CuiThis study aims to examine the effect of supplier supply network (SSN) resources on buyer–supplier collaborative product innovation. The existing relevant studies from the…
The knowledge interconnection process: evidence from contract manufacturing relationships
Tibor Mandják, Zsuzsanna Szalkai, Erika Hlédik, Edit Neumann-Bódi, Mária Magyar, Judit SimonThe main goal of the paper is to describe the knowledge interconnection process embedded in an interactive business relationship. The purpose of this study is to…
Integrating sustainability in business network initiation: the case of an Italian pasta maker
Andrea Sabatini, Thomas O’Toole, Gianluca GregoriThe purpose of this paper is to explore how sustainability is integrated into a new venture’s business network initiation. This study unpacks sustainability in business…
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.
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…
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…
Emotional labor in a sales ecosystem: a salesperson-customer interactional framework
Michel KleinThe concept of emotional labor refers to the management of emotions in interaction with customers. This study aims to suggest an integrative definition of emotional labor…
An agent-based model for exploring the impacts of reciprocal trust on knowledge transfer within an organization
Hong Li, Changhong Li, Zhan WangThe effective transfer of knowledge within an organization is critical for its sustainable competitive advantage. Based on the norm of reciprocity, it can be concluded…
Development of dyadic relationships between competitors within multi-actor alliances
Jose Novais Santos, Cristina Sales BaptistaSeveral studies have focused on the development of relationships between buyers and sellers; however, we still have a limited understanding of the interaction processes of…
Do small- and medium-sized manufacturers’ production-related resources influence their export marketing control modes and export performance?
Hsianglin ChengFirst, this paper aims to argue that small- and medium-sized manufacturers’ (SMMs’) production-exploitation can generally and primary influence their choices of export…
Early stage network engagement strategies in the network capability development of new ventures
Helen McGrath, Thomas O'TooleThe purpose of this paper is to identify the early stage network engagement strategies that new ventures use to gain traction in interaction in the development of network…
The linkages among supplier relationship, customer relationship and supply performance
Assadej VanichchinchaiThis study aims to explore the links among supplier relationship (SR), customer relationship (CR) and supply performance (SP): cost, flexibility, partnership and…
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…
The strategic role of corporate online references: building social capital through signaling in business networks
Zsófia Tóth, Peter Naudé, Stephan C. Henneberg, Carlos Adrian Diaz RuizThis paper aims to conceptualize corporate reference management as a strategic signaling activity in business networks. While research has extensively outlined how firms…
Purchasing behaviour and supplier base evolution – a longitudinal case study
Anna Dubois, Lars-Erik Gadde, Lars-Gunnar MattssonThe purpose of the paper is to describe and analyse the evolution of the supplier base of a buying firm and the reasons behind these changes.
The role of brand representatives in predicting trust in early buyer–supplier relationships
Zahra Seyedghorban, Dayna Simpson, Margaret Jekanyika MatandaThe purpose of this study is to explore the dynamics of trust creation in an early buyer–supplier relationship phase at the interpersonal level. The authors use a…
Beyond first or late mover advantages: timed mover advantage
Frank Tian Xie, Naveen Donthu, Wesley J. JohnstonThis paper aims to present a new framework that describes the relationship among market entry order and timing, the advantages accruing to first-movers and late-movers…
Examining the impact of locus and justice perception on B2B service recovery
Bengü Sevil Oflaç, Ursula Y. Sullivan, Zeynep Kaya AslanThis paper aims to examine the relationships between locus of attribution, recovery justice perceptions, recovery satisfaction and repurchase intention after a B2B service failure.
R&D alliance partner attributes and innovation performance: a fuzzy set qualitative comparative analysis
Giulio Ferrigno, Giovanni Battista Dagnino, Nadia Di PaolaDrawing upon the importance of research and development (R&D) alliances in driving firm innovation performance, extant research has analyzed individually the impact of R&D…
Solution business fitness: measuring and managing across business logics
Michael Kleinaltenkamp, Suvi Nenonen, Sascha Raithel, Kaj StorbackaFirms transforming from a product supplier into a solution provider need to develop entirely new organizational capabilities or re-configure existing ones. This paper aims…
How cooperative innovation could be more effective in China: a relationship perspective
Rui Chi, Jianyu Zhang, Guangkuan DengConsidering strategic information sharing (SIS), this paper aims to develop a better understanding of how relation-specific investments (RSIs) influence cooperative…
Value creation in company–NGO collaboration in corporate volunteering
Paweł Brzustewicz, Iwona Escher, Jan Hermes, Pauliina UlkuniemiThis paper aims to examine corporate volunteering as a form of social responsibility carried out by companies in relationships with non-governmental organizations (NGOs)…
Buying behaviour model of early adopting organizations of radical software innovations
Krishnan Iyer, Jayasimha K.R.This paper aims to investigate the dynamics of the organizational buying process of radical software innovations. Acquisition of technology innovations by early adopting…
Digitalization of the buyer–seller relationship in the steel industry
Jari Salo, Teck Ming Tan, Hannu MakkonenThe purpose of this paper is to cast light on the nature of the digitalization process that occurs when digital technologies are adopted in buyer–seller relationships.
Antecedents and consequences of market orientation in international B2B market: role of export assistance as a moderator
Md Imtiaz Mostafiz, Murali Sambasivan, See Kwong GohThe significance of market orientation (MO) in industrial marketing literature is immense. Separately, the role of dynamic managerial capability (DMC) as an…
Tensions and territoriality: the dark side of servitization
Scott Wagstaff, Jamie Burton, Judith ZolkiewskiThis paper focusses on the darker side of the dynamics of servitization by exploring the tensions and territoriality that emerge between manufacturers and customers during…
Selling actors in multi-actor sales ecosystems: who they are, what they do and why it matters
Patrick Weretecki, Goetz Greve, Jörg HenselerThe purpose of this paper is to investigate selling actors in multi-actor sales ecosystems. When selling actors start taking over tasks that were formerly performed by…
The hiearchical resource nature of green logistics competency
Frank G. Adams, Colin B. Gabler, V. Myles LandersThis paper aims to examine the common roots of both logistics and sustainability phenomena in supply chains to derive a new potential construct, green logistics competency.
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…
Size effect and merger dominance in salesforce integration
Joon-Hee OhThis study aims to test the authors’ theory that in an integrated sales team, the larger team (either from the acquiring or acquired firm) dominates the smaller team, even…
Marketing-sales-service interface and social media marketing influence on B2B sales process
Chris I. Enyinda, Abdullah Promise Opute, Akinola Fadahunsi, Chris H. MbahThe purpose of this paper is to understand marketing–sales–service (M-S-S) interface from the point of how social media marketing (SMM) platforms are prioritized and…
Digital transformation in sales as an evolving process
Stefan Wengler, Gabriele Hildmann, Ulrich VossebeinThe majority of business-to-business companies are working on their digital transformation in sales. Despite enormous transformation efforts, the expected productivity…
Linking supplier selection and management strategies with mass customization capability
Inayat Ullah, Rakesh NarainOwing to the paucity of literature, in the specific context of mass customization (MC), that explains what factors need to be considered while selecting suppliers and what…
Brand outcomes in sales channel relationships: a guanxi theory perspective
Weidong Rong, Mark J. Arnold, Brad D. CarlsonGuanxi is the foundation of business success in Chinese and other Eastern cultures, but little is known about the extent to which guanxi influences brand outcomes in…
Value (co-)creation in B2B sales ecosystems
Sami Rusthollkarhu, Pia Hautamaki, Leena Aarikka-StenroosDigital ecosystemic business environments challenge dyadic approaches to value creation and particularly to business-to-business (B2B) sales. This paper aims to offer a…
Customer satisfaction with business services: is agile better?
Silke Bambauer-Sachse, Thomas HelblingAgile methods have considerably transformed project management. The purpose of this study is to analyze the impact of agile (as compared to plan-driven) methods on…
Arab networking and relationship marketing: Is there a need for both?
Ahmed Shaalan, Marwa Tourky, Bradley R. Barnes, Chanaka Jayawardhena, Ibrahim ElshaerThis study aims to examine the Arab practice of wasta (personal networks) and its potential interface with relationship marketing to enable firms to optimize their…
Interlinkages between coopetition and organisational innovation in Europe
Julio Navío-Marco, Raquel Ibar-Alonso, Maria Bujidos-CasadoThe purpose of this paper is to analyse the relationship between coopetition and organisational innovation in EU countries. As coopetition is usually studied from an…
Incorporating data quality into a multi-product procurement planning under risk
Fereshte Shabani-Naeeni, R. Ghasemy YaghinIn the data-driven era, the quality of the data exchanged between suppliers and buyer can enhance the buyer’s ability to appropriately cope with the risks and…
Barriers to service recovery in B2B markets: a TISM approach in the context of IT-based services
Ashwin J. Baliga, Vaibhav Chawla, Vijaya Sunder M., Rajesh KumarTo address service failure issues, scholars have recognized several service recovery (SR) mechanisms. However, there exist many barriers that retard an effective SR…
Assessing industry differences in marketing innovation using multi-level modeling
Ajax Persaud, Shu Wang, Sandra R. SchilloCurrently, the bulk of research on marketing innovation focuses on various firm-level dimensions using relationships from the technological (product and process…
The impact of social features underlying inter-organizational networks on learning: insights from Brazilian evidence
Leander Luiz Klein, Ingridi Vargas Bortolaso, Anna MinàThis paper aims to investigate the impact of social features of an inter-organizational network on organizational learning and, in turn, on its performance. Specifically…
Improving transport performance in supply networks: effects of (non)overlapping network horizons
Victor Eriksson, Kajsa Hulthén, Ann-Charlott PedersenThe aim of this paper is to investigate how the efforts of improving transport performance within the scope of one business relationship are embedded in a transport…
Sunset Inn: three-phase case study before, during and after the wrath of COVID-19
Bukhari KhanThe purpose of this case study is to explore the first-hand aftermath of the effects bestowed upon the travel industry by the coronavirus. To connect the effects to a…
The diffusion of innovation in project-based firms – linking the temporary and permanent levels of organisation
Florence Crespin-Mazet, Karine Goglio-Primard, Malena I. Havenvid, Åse LinnéThe purpose of this study is to address the problematic yet under-researched issue of the disconnectedness of the temporary and permanent levels of organisation in…
Adapting business models in buyer-seller relationships: paradoxes in the fast fashion supply chain
Simone Guercini, Andrea RunfolaThis paper aims to deal with the issue of business model change in industrial markets. It considers the fast-fashion supply chain by addressing the following research…
Driving force of industrial technology innovation: coevolution of multistage overseas M&A integration and knowledge network reconfiguration
Feiqiong Chen, Jieru Zhu, Wenjing WangThe purpose of the paper is to examine the coevolutionary dynamics between multistage overseas mergers and acquisitions (M&A) integration and knowledge network…
A global examination of institutional effects on B2B cooperation
Sandra Simas Graça, James M. Barry, Virginie P. Kharé, Yuliya YurovaThis paper aims to explore the effects of institutional environments across developed and emerging markets on buyer–supplier cooperation. It empirically examines a…
Network change processes for environmental practices
Lyndie Bayne, Sharon Purchase, Geoffrey N. SoutarThe purpose of this study is to develop an understanding of how change in environmental practices occurs in business networks. The study examines what types of network…
An ecosystems analysis of how sales managers develop salespeople
Karen M. Peesker, Lynette J. Ryals, Gregory A. Rich, Lenita DavisThe purpose of this study is to identify and explain how leadership behaviors of sales managers can enhance the development of salespeople within the context of those…
Collaboration in achieving sustainable solutions in the textile industry
Mônica Cavalcanti Sá de Abreu, Fabiana Nogueira Holanda Ferreira, João F. Proença, Domenico CegliaThis paper aims to investigate how sustainable solutions in the textiles and clothing industry are decided through business-to-business collaboration.
ERIP: service quality model of management consulting projects
Zoltan Veres, Katalin Varga-ToldiThere is still no generally accepted quality model of consulting services. This is particularly the case for management consulting projects, where scope is often…
The varying impact of buyer and supplier expected relationship-specific investments on relationship governance
Imran Khan, Meike EilertThe purpose of this paper is to investigate the differential influence of buyer and supplier relationship-specific investments (RSI) on a buyer’s relationship governance decisions.
Digital entrepreneurs in technology-based spinoffs: an analysis of hybrid value creation in retail public–private partnerships to tackle showrooming
Sandro Battisti, Alexander BremRetail networks present new challenges in the business-to-business (B2B) collaboration between technology-based spinoffs and traditional businesses. This study aims to…
Tensions within the sales ecosystem: a multi-level examination of the sales-marketing interface
Avinash Malshe, Michael T. KrushThe purpose of this study is to understand one portion of the sales ecological system. This paper focuses on the mesolevel or intra-organizational system that includes the…
Perspective-taking and cooperation in customer–supplier relationships
Albert Caruana, Saviour Chircop, Jirka KonietznyPerspective-taking is an overlooked relational competence that matters to interaction, problem-solving and cooperation in inter-organizational buyer–seller relationships…
The utilization of online sales forums by salespeople as a mesosystem for enhancing sales-activity knowledge
Richard Conde, Victor Prybutok, Cameron SumlinThrough the use of netnography, the purpose of this paper is to investigate the interaction of 192 inside sales agents who collaborate within discussion forums to create…
The impact of supply chain relationship quality on knowledge sharing and innovation performance: evidence from Chinese manufacturing industry
Gang LiThis study aims to investigate the impact mechanism of supply chain relationship quality on knowledge sharing and firms’ innovation performance during supply chain…
A methodology for classification and validation of customer datasets
Dongyun Nie, Paolo Cappellari, Mark RoantreeThe purpose of this paper is to develop a method to classify customers according to their value to an organization. This process is complicated by the disconnected nature…
Sustainable housing development: the legitimacy-seeking perspective
Chee Wei Cheah, Brian Low, Christina Kwai-Choi LeeRapid urbanization and the influx of rural residents to urban cities has led to the growth of informal settlements globally. Drawing on institutional theory, this paper…
Competing and cooperating globally: how firms’ multimarket contact relates to joint price elevation in coopetition networks
Yu-Ching Chiao, Chun-Chien Lin, Chun-Ju HuangThis study aims to draw attention to the familiarity effect among international multimarket contact (MMC) firms on coopetition in the global container shipping industry…
Purchasing performance of engineering procurement and construction companies using a fuzzy quality function deployment approach
Gitesh Chavan, Ranjan Chaudhuri, Wesley J. Johnston, Benjamin GarnerThis paper aims to empirically validate an integrated model, combining fuzzy analytical hierarchy processing and quality function deployment, used to construct a…
Managing environmental turbulence through innovation speed and operational flexibility in B2B service organizations
Divesh Ojha, Elisabeth Struckell, Chandan Acharya, Pankaj C. PatelThe research first and uniquely explores the antecedent relationship among three highly studied environmental forces – competitive intensity (CI), market turbulence (MT…
Sales technology and salespeople’s ambidexterity: an ecosystem approach
Marta Giovannetti, Silvio Cardinali, Piyush SharmaThis paper aims to explore the impact of salespeople’s goal orientation and self-regulatory mode on their performance through sales ambidexterity and sales technology…
The underlying states of salesperson product buy-in and product strategy buy-in
Jessica Zeiss, Joseph ChapmanThe purpose of this study is to collect data that allows researchers to capture both affective and cognitive buy-in influenced by both product and product strategy targets.
Cooperative goals and dynamic capability: the mediating role of strategic flexibility and the moderating role of human resource flexibility
Linbo Yang, Chenjing GanThe dynamic capabilities theory indicates that uncertain environments necessitate firms’ dynamic capability. This study aims to examine how dynamic capability can be…
Digital love – inviting doubt into the relationship: the duality of digitalization effects on business relationships
Annoch Isa Hadjikhani, Cecilia LindhThis study aims to hypothesize that the implementation of information technology (IT) in industrial business relationships entails both positive and negative effects for…
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…
Value of initial relationships in new business start-ups
Jose Novais Santos, Joao MotaSeveral studies have focussed on new ventures and the development of their first business relationships. However, the understanding of the value functions and involvement…
Leveraging resource ecologies for sustainability transitions – a waste management case
Rumy Narayan, Annika TidströmAddressing fundamental sustainability challenges has now become strategic for multi-national corporations. However, such challenges by their very nature are complex and…
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.
Necessary and sufficient antecedents of customer loyalty to logistics service providers
Ilias VlachosThe purpose of this paper is to empirically study the necessary and sufficient antecedents of customer loyalty to logistics service providers (LSPs). Despite the abundance…
Collaboration between supply chain partners: when does it matter? Evidence from collaborative profiles
Gopal KumarConsidering the limitations of supply chain collaboration (SCC) literature, the purpose of this paper is to develop SCC framework and analyze the SCC practice based on the…
How collaboration impacts in the market orientation-performance relationship of SMEs? A perspective from belt and road initiative
Zafran Ahmad, Liu Chao, Wang Chao, Saqib IlyasThis article extends knowledge of market orientation (MO) and strategic collaboration by analyzing MO-collaborations in the context of firm performance of small- and…
Organizational ambidexterity, brand management capability and brand performance
Pramod Iyer, Arezoo Davari, Mohammadali Zolfagharian, Audhesh PaswanThe purpose of this study is to examine the extent to which an organization’s pursuit of radical and disruptive innovations and refinement of existing processes and…
The dark side of effectuation in a key account management relationship
Phillip McGowan, Chris Simms, David Pickernell, Konstantios ZisakisThe purpose of this paper is to consider the impact of effectuation when used by small suppliers within key account management (KAM) relationships.
Bourdieusian interaction: actors’ habitus, agentic activities and field resources
Sid Lowe, Nirundon TapachaiThis paper aims to explore the implications of applying a Bourdieusian meta-framework to business interaction and relationship building within networks. The motive is to…
The dilemma of relational embeddedness: mediating roles of influence strategies in managing marketing channel opportunism
Yin Zhou, Wei Yang, Guijun ZhuangThe purpose of this study is to develop a better understanding of how relational embeddedness offers marketing channel partners both benefits and hazards. The nonlinear…
Orchestrator’s interaction in hub-teams facilitating innovation network co-creation
Edith AndresenThe purpose of the study is to identify and develop a framework to clarify facilitating orchestrator hub-team roles; their interactions, linked capabilities and…
Linking absorptive capacity, knowledge transfer and transactive memory
Gert HumanThis paper aims to construct an argument in support of the idea that absorptive capacity may lead to improved transactive memory conditional to the effectiveness of…
How post-merger integration duration affects merger outcomes
Joon-Hee Oh, Wesley J. JohnstonThis study aims to confirm earlier findings that differences between merger and acquisition (M&A) participant firms are a hurdle for successful mergers and shows that…
Managing technology transfer between coopetitive firms: the roles of coopetition, asset specificity and justice
Ruijia Liu, Jianjun Yang, Feng ZhangPrior studies have demonstrated the important role of coopetition in firms’ innovation. Based on the paradox perspective, this study aims to focus on technology transfer…
Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation
Richard Conde, Victor PrybutokPrevious sales research remains limited to analyzing the influence of sales activities with sales agent tenure. To date, research on this subject has focused on the…
Drivers of managers’ affect (emotions) and corporate website usage: a comparative analysis between a developed and developing country
Ramendra Thakur, Dhoha AlSalehExisting literature reveals a general lack of research on business-to-business (B2B) ecommerce showcasing how managers’ affect plays a role in enhancing their attitude…
The interplay between entrepreneurial orientation and control mechanisms on decision-making and new product performance
Civilai Leckie, Heath McDonaldThis study aims to investigate whether an organization that is entrepreneurial oriented can benefit from having a formal control structure and process in new product…
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.
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…
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…
Adapting sales influence tactics in the information intensive era
Mark P. Leach, Rhett T. Epler, Sijun WangThis paper aims to explore the usage of selling influence tactics across prospective customers with differing information-related needs.
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…
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…
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.
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…
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…
Networking capability and firm performance: the mediating role of market orientation and business process agility
Randy Kurniawan, Dyah Budiastuti, Mohammad Hamsal, Wibowo KosasihThis study aims to examine the effect of networking capability through market orientation and business process agility on the firm performance of medium and large…
Tell me more: how salespeople encourage customer disclosure
Jarkko Niemi, Ellen Bolman PullinsThis paper aims to explore salesperson–customer interactions to identify actual behaviors that result in enhanced customer disclosure and classify them as disclosure…
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…
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…
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…
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…
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…
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.
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…
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…
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…
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”…
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…
Bakhtin to the future
Sid Lowe, Nirundon TapachaiThis paper aims to look into changing future landscapes of business interaction, relationships and networks using the lens of the work of Mikhail Bakhtin and his key…
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…
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…
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…
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…
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…
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…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota
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