Table of contents
The impact of organizational social networks on salespeople’s negative headquarters stereotypes
Babak Hayati, Sandeep PuriExtant sales management literature shows that holding negative headquarters stereotypes (NHS) by salespeople is harmful to their sales performance. However, there is a lack of…
From cognition to action: the effect of thought self-leadership strategies and self-monitoring on adaptive selling behavior
Hayam Alnakhli, Rakesh Singh, Raj Agnihotri, Omar S. ItaniThis study aims to investigate salespersons’ self-monitoring and its effect on adaptive selling behavior. As salespeople are constantly facing different customers with various…
Bridges to sustainable health systems: public-private interaction for market access
Simone Guercini, Matilde Milanesi, Andrea RunfolaThis paper aims to investigate the market access (MA) of ethical drugs, the underlying public-private interaction (PPI) between pharmaceutical companies and public actors, and the…
Interactions between university spin-offs and academia: a dynamic perspective
Jens Laage-Hellman, Frida Lind, Christina Öberg, Tommy ShihThis paper aims to investigate the nature and dynamics of the interaction between university spin-offs (USOs) and academia.
Regional small businesses’ personal and inter-firm networks
Jalleh Sharafizad, Kerry BrownThe purpose of this paper is to examine the role of personal and inter-firm networks and the elements that contribute to the formation and management of these networks for…
Performance implications of exploration and exploitation in SMEs: the mediating role of interaction orientation
Laure Ambroise, Céline Bérard, Isabelle Prim-AllazThis paper aims to explore the complex relationships between knowledge strategies (i.e. exploration and exploitation) and the performance of manufacturing SMEs by testing the…
Virtual vs physical platform: organizational capacity and slack, strategic decision and firm performance
Hang Lee, Yung-Chang Hsiao, Chung-Jen Chen, Ruey-Shan GuoThis study aims to examine the relationship between organizational capacity, slack resource, platform strategic choice and firm performance. It also tackles the endogenous issues…
What’s smart about smart specialization – a new EU innovation strategy or more of the same?
Jens Ola Eklinder-Frick, Andrea Perna, Alexandra WaluszewskiThe aim of this paper is to outline what the intended benefits the smart specialization strategy (S3) is meant to create, and through what policy measures; that is, to shed light…
What is so special with outsourcing in the public sector?
Hakan Hakansson, Björn AxelssonThis paper centers round outsourcing. The purpose of this paper is to direct attention to outsourcing in the public sector and focus on what could be special when considering…
Examining social media branding profiles of logistics service providers
Cemre Serbetcioglu, Aysu GöçerThe purpose of this paper is to examine the social media profiles of logistics service providers, and understand how they use social media for elevating their services and…
Getting closer by increasing distance: the dynamics of value creation spheres in health care logistics
Timo Pohjosenperä, Hanna KomulainenThis paper aims to explore the dynamics of value co-creation in the context of health care logistics by focusing on the change in the value creation spheres of a logistics service…
Getting innovations out of interactions in the public procurement context
Lisa Melander, Ala Pazirandeh ArvidssonThe purpose of this paper is to discuss how a seller can use interactions to respond to public procurement needs for innovation when the buying side is restricted by public…
The IMC mixes that trucking managers use
Lawrence L. Garber, Jr, Kacy Kim, Michael J. DotsonThis paper aims to test the proposition that integrated marketing communications (IMC) practice is lagging in the trucking industry. It stems from the more general proposition…
Marketing–operations alignment: scale development and validation
Kedwadee Sombultawee, Sakun Boon-IttThis paper aims to study a scale development and validation process for an integrative marketing–operations alignment (MOA) theory. This theory was derived from several distinct…
How companies evaluate the ROI of social media marketing programmes: insights from B2B and B2C
Susana C. Silva, Paulo Alexandre Oliveira Duarte, Sara Resende AlmeidaThe purpose of this study is to understand and compare how business-to-business (B2B) and business-to-consumer (B2C) companies evaluate the return on investment (ROI) on their…
Preference for action: regulatory mode in B2B positioning decision-making
Stavros P. Kalafatis, Charles Blankson, Marvyn Luxly Boatswain, Markos H. TsogasGrounded in regulatory mode theory (RMT), this study aims to investigate the impact of managers’ orientation for action (locomotion and assessment) in business-to-business…
The role of analytical CRM on salesperson use of competitive intelligence
Christopher A. Nelson, Michael F. Walsh, Annie Peng CuiThe purpose of this paper is to identify the impact of analytical customer relationship management (CRM) on salesperson information use behavior.
How entrepreneurial orientation affects R&D alliance performance: the moderating roles of competitive intensity and dependence on the partner
Wan Chen, Longwei WangThis paper aims to investigate how firm-level factor entrepreneurial orientation affects alliance outcomes, and how two sources of uncertainty – competitive intensity and the…
IMP: it’s time to get emotional! Understanding the role of negative emotions in dynamic decision-making processes
Nikolina Koporcic, Miika Nietola, John D. NicholsonThe purpose of this paper is to investigate the current industrial marketing and purchasing (IMP) research that has a vague positioning of the bounded rationality of an actor. By…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota