Journal of Business & Industrial Marketing: Volume 34 Issue 5

Outsourcing contact centers: internal branding challenges and consequences

Rose Du Preez, Michael Bendixen

The purpose of this paper is to develop a deeper understanding of the philosophy adopted by organizations in making the decision to outsource contact centers or not.

Impact of power on channel members’ behavior: evidence from India

Sushant Kumar, Pradip H. Sadarangani

Power is an important construct in retailing and channel literature. Power is studied in improving the performance of the firm, but less emphasis is given on the behavioral…

The influences of interdependence, opportunism and technology uncertainty on interfirm coopetition

Linlin Chai, Jin Li, Thomas Clauss, Chanchai Tangpong

The purpose of this study is to investigate the antecedents and the conditions of coopetition at the inter-organizational level.

Improving relationship performance on platforms: the role of platform technology usage in promoting justice

Qian Yang, Qiang Wang, Xiande Zhao

Technology has dramatically changed the nature of interorganizational relationships and the ways partners interact with each other. In the new platform business model, platform…

Top managers’ role in key account management

Giancarlo Pereira, Nektarios Tzempelikos, Luiz Reni Trento, Carlos Renato Trento, Miriam Borchardt, Claudia Viviane Viegas

The purpose of this paper is to explore top managers’ role in key account management.

The social-political roles of NGOs: a study on a triadic business network

Chee Wei Cheah

This study examines the institutional setting and decision-making structures among key industry actors in the Malaysian housing industry, using the IMP network approach and…

Factor influencing flexibility in new product development: empirical evidence from Indian manufacturing firms

Ruchi Mishra, Onkar Nath Mishra

A significant amount of work has been done on new product development (NPD); however, studies on the flexibility aspect in NPD are scant. This study aims to investigate the…

Fairness of the NPD partnership’s financial distribution pie

Joachim Wölfel, Pan Theo Grosse-Ruyken

Industry practice shows that buyer-supplier partnerships are negatively influenced by zero-sum pie-sharing competition. Interfirm rivalry vis-à-vis a fair financial distribution…

Market-based pricing in B2B service industries

Kostis Indounas

The purpose of this paper is to investigate the pricing objectives that business-to-business (B2B) service companies pursue to set their prices and to examine the impact of market…

The intersection of legitimacy needs, actions and reform policy: the case of private higher education

Brian Low

This paper aims to examine how a combination of legitimacy needs and actions (LNAs) can shed light on the legitimacy behaviour of private higher education institutions (PHEIs…

Informal relationships in a company’s internationalization process

Adam Dymitrowski, Krzysztof Fonfara, Bartosz Deszczyński

The purpose of this paper is to identify the role of a company’s external informal relationships in the internationalization process.

The emergence of the customer relationship portfolio of a new venture: a networking process

Antonella La Rocca, Andrea Perna, Andrea Sabatini, Enrico Baraldi

While several studies have focused on the initial phases of new ventures and their first customer and supplier relationships, we have a limited understanding of how the new…

Shaping business through and within networks: evolving from a traditional to a digital firm

Per Vagn Freytag, Kristian Philipsen

Although individual and business actors are often mentioned as an important part of clarifying the stages that firms and their networks go through from starting up to becoming…

On the verge of disruption: rethinking position and role – the case of additive manufacturing

Christina Öberg, Tawfiq Shams

With the overarching idea of disruptive technology and its effects on business, this paper focuses on how companies strategically consider meeting the challenge of a disruptive…

Private-public interaction in public service innovation processes- business model challenges for a start-up EdTech firm

Lars-Gunnar Mattsson, Per Andersson

Contemporary public service innovations to an important degree are initiated and enabled by digitalization. Digitalization stimulates entry of new firms (start-ups) based on…

The public-private partnership (PPP) disaster of a new hospital – expected political and existing business interaction patterns

Alexandra Waluszewski, Hakan Hakansson, Ivan Snehota

One of the most salient contemporary societal trends is the increasing amount of public–private collaborations. In spite of the increasing awareness of the need to scrutinise the…

Organizing supplier interfaces in technological development

Frida Lind, Lisa Melander

The purpose of this paper is to investigate supplier interfaces in technological development.