Journal of Business & Industrial Marketing: Volume 32 Issue 5

The mediating role of ambidextrous capability in learning orientation and new product performance

Jing-Wen Huang, Yong-Hui Li

Learning orientation is critical in new product development. However, research has disregarded how learning orientation operates via the potential mediator to influence new…

A phase model for solution relationship development: a case study in the aerospace industry

Fabiana Nogueira Holanda Ferreira, Bernard Cova, Robert Spencer, João F. Proença

The evolution of the business-to-business (BtoB) realm toward solution business calls for a better understanding of how relationships develop over time in such a renewed context…

CEOs’ regulatory foci and firm-level product innovativeness in competitive environments

Samuel Adomako

Using arguments from the regulatory focus and upper echelons theories, this paper aims to examine the impact of a chief executive officer’s (CEO’s) regulatory foci (i.e. promotion…

Thought self-leadership strategies and sales performance: integrating selling skills and adaptive selling behavior as missing links

Rakesh Singh, Narendra Kumar, Sandeep Puri

This study aims to address the need to study salespersons’ thought self-leadership (TSL) and its effectiveness through the interplay of self-efficacy, skills and behavior at the…

The combined effect of product returns experience and switching costs on B2B customer re-purchase intent

Ivan Russo, Ilenia Confente, David M. Gligor, Nicola Cobelli

This study investigated business-to-business (B2B) repeated purchase intent and its relationships with customer value and customer satisfaction. Additionally, it explored the link…

Performance-based contracting: contextual factors and the degree of buyer supplier integration

Andreas H. Glas, Florian C. Kleemann

Performance-based contracting (PBC) links pricing with performance objectives in service business relationships. Although interest in PBC has surged recently, there is still great…

Social media as a resource in SMEs’ sales process

Roberta Bocconcelli, Marco Cioppi, Alessandro Pagano

The purpose of this paper is to explore the impact of social media (SM) adoption in upgrading and innovating selling processes by small- and medium-sized enterprises (SMEs) facing…

Macroeconomic impact on trade show goals

Russell Adams, Tom Coyle, Clara Downey, Marvin Lovett

This paper aims to determine what impact an economic recession and recovery had on the selling and non-selling activities of trade show attendees and the subsequent marketing…

The effects of goods-related and service-related B2B brand images on customer loyalty

Fabio Cassia, Nicola Cobelli, Marta Ugolini

Previous research has shown that business-to-business (B2B) brand image has positive effects on customer loyalty. However, the results have been inconsistent because they have…

Collaborative relationships with customers: generation and protection of innovations

Jon Charterina, Imanol Basterretxea, Jon Landeta

This paper aims to discover the key elements for generating and protecting innovations based on the customer-supplier relationship in industrial sectors.

Contentment of employees vs their prosumeric activity in the scope of recommending an employer

Agnieszka Izabela Baruk

This paper aims to identify dependences between recommending an employer by employees and the level of their contentment; indicate the determinants of the level of employees’…

Solution providers’ strategic capabilities

Tuomas Huikkola, Marko Kohtamäki

Drawing on the resource-based view of the firm, this study aims to analyze solution providers’ strategic capabilities that facilitate above-average returns.