Journal of Business & Industrial Marketing: Volume 33 Issue 4

Entrepreneurial motivation as a key salesperson competence: trait antecedents and performance consequences

Reza Rajabi, Thomas Brashear-Alejandro, Cristian Chelariu

This study aims to explore the effects of three competency layers of personality on salesperson effort and performance: self-efficacy, competitiveness and entrepreneurial…

Does environmental leadership affect market and eco performance? Evidence from Korean franchise firms

Minseong Kim, Svetlana Stepchenkova

External economic and social forces compel foodservice enterprises to be environmentally friendly, bringing environmental issues to the forefront of managerial policies…

B2B negotiation tactics in creative sectors

Aldis Gudny Sigurdardottir, Anna Ujwary-Gil, Marina Candi

The purpose of this study is to examine the negotiation tactics used in business-to-business (B2B) negotiations in creative sectors and to shed light on some of the…

Readiness assessment of leagility supply chain based on fuzzy cognitive maps and interpretive structural modeling: a case study

Taher Kalantari, Farid Khoshalhan

The evaluation of readiness provides insight into the readiness of its individual components for successful accomplishment of tasks. This study aims to evaluate readiness in…

Do brand communities benefit objectively under-performing products?

Scott A. Thompson, Andrew M. Kaikati, James M. Loveland

The purpose of this study is to investigate the effect of brand community participation on new product adoption when the new product is the one which clearly under-performed…

The influence of collaborative competence and service innovation on manufacturers’ competitive advantage

Feng-Hsu Liu, Tseng-Lung Huang

While service innovation is an important issue for manufacturers, relatively little research lends empirical support to the perspective that service innovation enhanced by…

Early stage value co-creation network – business relationships connecting high-tech B2B actors and resources: Taiwan semiconductor business network case

Changhyun Park, Heesang Lee

The purpose of this study is to identify the types and features of business relationship when the value co-creation phenomenon is extended to an early stage of the value chain, in…

The cooperation-competition interplay in the ICT industry

Emilene Leite, Cecilia Pahlberg, Susanne Åberg

Building on a business network perspective, the paper addresses the following question: Why do firms move between cooperation and competition in the context of high-tech industry…

Enhancing the effect of frontline public employees’ individual ambidexterity on customer value co-creation

Tuan Trong Luu, Chris Rowley, Khai Cong Dinh

When public employees demonstrate ambidexterity in serving customers, through efficiently providing customers with current public services as well as exploring ways to create…

Teleological sales and purchase approaches in complex business relationships – customers’ expectations before and perceptions after purchase

Rocío Rodríguez, Göran Svensson, Sergio Román, Greg Wood

The purpose of this study is to examine the actions and interactions that take place before and after purchase between a service provider (service seller) and its customers…

Process validation: coping with three dilemmas in process-based single-case research

Poul Houman Andersen, Anna Dubois, Frida Lind

Recent research suggests that the interest in process-based single-case studies is increasing in business-to-business (B2B) marketing. This paper aims to discuss research validity…

Fairness in franchisor–franchisee relationship: an integrative perspective

Ateeque Shaikh, Dheeraj Sharma, Akshaya Vijayalakshmi, Rama Shankar Yadav

This paper aims to elucidate and extend the concept of power and fairness in the context of franchisor–franchisee relationship.

Value co-creation in an outsourcing arrangement between manufacturers and third party logistics providers: resource commitment, innovation and collaboration

Rudolf R. Sinkovics, Olli Kuivalainen, Anthony S. Roath

This paper aims to explore value co-creation between manufacturing firms and third-party logistics providers (3PLs). The specific focus is on resources and value co-creation with…

Examining the effects of interorganizational learning on performance: a meta-analysis

Anni Rajala

Relationship learning is viewed as an important factor in enhancing competitiveness and an important determinant of profitability in relationships. Prior studies have acknowledged…