Journal of Business & Industrial Marketing: Volume 31 Issue 5


Table of contents

The role of suspicion in B2B customer entertainment

Jared Oakley, Alan J. Bush

The purpose of this paper is to conduct an exploratory study of potential business-to-business (B2B) customers that includes an empirical analysis that investigate the…

Formation of strategic networks under high uncertainty of a megaproject

Anssi Jussila, Tuija Mainela, Satu Nätti

The purpose of this paper is to examine the formation of strategic networks between second-tier actors in the context of a construction megaproject. The research question…

Collaborative culture and relationship strength roles in collaborative relationships: a supply chain perspective

Gopal Kumar, Rabindra Nath Banerjee, Purushottam Lal Meena, Kunal Ganguly

The purpose of this paper is to model and investigate collaborative culture and relationship strength roles in supply chain collaboration. This research highlights…


Determinants of absorptive capacity: the value of technology and market orientation for external knowledge acquisition

Ulrich Lichtenthaler

This paper aims to draw on a knowledge-based view to emphasize that internal technological and market knowledge is critical to developing absorptive capacity.


Service supply chain: strategic interaction and relationship value

Hua Song, Kangkang Yu, Samir Ranjan Chatterjee, Jingzi Jia

The purpose of this paper is to empirically investigate the linkages between strategic interaction and relationship value, with a variety of co-creating value strategies…


The role and impact of firm’s strategic orientations on launch performance: significance of relationship orientation

Minna Matikainen, Harri Terho, Petri Parvinen, Anne Juppo

This study examines the role and relative impact of market orientation, product orientation and relationship orientation on new product launch performance, investigating…


The joint-liability mechanism: controlling opportunism through peer monitoring among Chinese supplier groups

Qinfang Hu, S. Fiona Chan, Guangling Zhang, Zhilin Yang

Grounded in agency and clan theories, this study aims to examine how, when and why joint liability works as a control mechanism to reduce opportunism among tea supplier…

Empathy, nonverbal immediacy, and salesperson performance: the mediating role of adaptive selling behavior

Yam B. Limbu, C. Jayachandran, Barry J. Babin, Robin T. Peterson

Previous studies that examined the role of empathy and nonverbal immediacy on business-to-business (B2B) salesperson performance is limited in scope and yielded…


The effect of entrepreneurial orientation, willingness to change, and development culture on new product exploration in small enterprises

Mumin Dayan, Robert Zacca, Zafar Husain, Anthony Di Benedetto, James C. Ryan

This study aims to assess the relationship between entrepreneurial orientation (EO) and development culture and the role of willingness-to-change in this relationship and…


Opportunities and opportunism with high-status B2B partners in emerging economies

A. Noel Gould, Annie H. Liu, Yang Yu

This study examines the potential of foreign business-to-business (B2B) firms to select high-status local partners in emerging markets to achieve positive relationship…


A value cocreation strategy model for improving product development performance

Yen Hsu

The purpose of this study is to propose a model of a value cocreation strategy (VCS) for analyzing how enterprises adopt innovative, marketing, and design strategies to…

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  • Dr. Wesley Johnston
  • Dr Ivan Snehota