Journal of Business & Industrial Marketing: Volume 34 Issue 8

The effects of self-efficacy, process feedback, and task complexity on escalation of commitment in new product development

Beichen Liang

The purpose of this paper is to investigate the effects of self-efficacy, process feedback and task complexity on decisions by managers to continue or discontinue a new product…

Illegitimate trade in the fashion industry: relevance and counterstrategies in the Italian context

Iolanda D’Amato, Valeria Belvedere, Thanos Papadimitriou

From a supply chain perspective, counterfeiting is only part of a wider phenomenon defined as “illegitimate trade,” which includes supply chain infiltrations, factory overruns…

Integrating reciprocity into a social exchange model of inter-firm B2B relationships

Kevin E. Voss, Emily C. Tanner, Mayoor Mohan, Yong-Ki Lee, Hong Keun Kim

Reciprocity has traditionally been overlooked in social exchange models of inter-firm relationships. Therefore, this research integrates reciprocity and its antecedents into a…

Conceptualizing Interactive Network Branding in business markets: developing roles and positions of firms in business networks

Nikolina Koporcic, Jan-Ake Tornroos

This paper aims to present the concept of Interactive Network Branding (INB) in business markets. The INB conceptualization offers an understanding of corporate branding processes…

Impact of critical chain project management and product portfolio management on new product development performance

Octaviano Rojas Luiz, Fernando Bernardi de Souza, João Victor Rojas Luiz, Daniel Jugend, Manoel Henrique Salgado, Sergio Luis da Silva

This study aims to analyze the relationship between the adherence to critical chain project management (CCPM) practices and the new product development performance, in terms of…

Antecedents of cross-functional integration level and their organizational impact

Ana Cristina Ferreira, Marcio Lopes Pimenta, Paraskeva Wlazlak

The purpose of this paper is to develop a model to predict the antecedents of the integration level among marketing, logistics and production, considering the influence of formal…

The moderating role of sales experience in adaptive selling, customer orientation and job satisfaction in a unionized setting

Harindranath R.M., Bharadhwaj Sivakumaran, Jayanth Jacob

The principal purpose of this study is to examine the moderating influence of selling experience on the following two relationships – adaptive selling and job satisfaction and…

The contradictory effects of customer participation breadth and depth on customer-perceived value

Xinchun Wang, Xiaoyu Yu

The purpose of this study is to investigate whether two different participation strategies (i.e. deep participation and broad participation) in a supplier’s product development…

Centrality and community detection: a co-marketing multilayer network

Andreia Fernandes, Patrícia C.T. Gonçalves, Pedro Campos, Catarina Delgado

Based on the data obtained from a questionnaire of 595 people, the authors explore the relative importance of consumers, checking whether socioeconomic variables influence their…

Does eco-innovation lift firm value? The contingent role of institutions in emerging markets

Qiong Yao, Jinxin Liu, Shibin Sheng, Heng Fang

Drawing on the literature of eco-innovation and institutional theory, this research aims to answer two fundamental questions: Does eco-innovation improve or harm firm value in…

Environmental management in small and medium enterprises: the role of customer orientation and firm performance

Euehun Lee, Sang Hyun Jo, Haeyoung Jeong

The purpose of this study is to explore the antecedents and effects of environmental management (EM) and its related factors on firm performance from the perspective of small and…

Supply chain flexibility and mass personalization: a systematic literature review

Luciano R. Novais, Juan M. Maqueira, Sebastián Bruque

This paper aims to explore the current state of research on supply chain flexibility (SCF) and mass personalization (MP) to identify the literature findings to date, research gaps…

The role of self-regulatory mode on acquisition–retention ambidexterity

Valter Afonso Vieira, Valter da Silva Faia, James Boles, Bruno Rafael Marioti, Rita Cassia Pereira

The purpose of this study is to develop a theoretical model that posits locomotion-assessment ambidextrous orientation as predictor of salesperson acquisition–retention…

Antecedents of demand-side search in servitization of manufacturing firms: the critical role of service-oriented HRM practices and market capability

Beilei Dang, Wenhong Zhang, Silei Chen, Taiwen Feng, Yapu Zhao

The purpose of this paper is to explore the antecedents of demand-side search in service strategy of manufacturing firms. In particular, this study examines whether…

B2B marketing renaissance in business schools

Roberto Mora Cortez

The purpose of this paper is to contribute to the elevation of the business-to-business (B2B) marketing field at the business school level.

Factors explaining a cost-based pricing essence

Juliana Ventura Amaral, Reinaldo Guerreiro

Empirical studies have found that cost-based pricing remains dominant in pricing practice and suggest that practice conflicts with marketing theory, which recommends value-based…

How to measure B2B relationship value to increase satisfaction and loyalty

Alfonso Ruiz-Martínez, Marta Frasquet, Irene Gil-Saura

The purpose of this paper is to analyse the dimensional structure of relationship value by comparing the results of one-dimensional versus multidimensional conceptualisation in…