Journal of Business & Industrial Marketing: Volume 35 Issue 7

The role of Guanxi on international business-to-business relationships: a systematic review and future directions

Birce Dobrucalı

This paper aims to provide a comprehensive and systematic review of the extant empirical body of knowledge regarding the impact of Guanxi on international Business-to-Business…

The impact of product market competition on stock price crash risk

Jia Li, Zhengying Luo

The purpose of this paper is to explore the impact of product market competition on the risk of stock price crash based on the degree of industry competition and the competitive…

The concept of intelligent agent in business interactions: is virtual assistant an actor or a boundary object?

Mateusz Tomasz Kot, Grzegorz Leszczyński

Interactions are fundamental for successful relationships and stable cooperation in a business-to-business market. The main assumption in research on interactions, so obvious that…

The “Interacted” actor in platformed networks: theorizing practices of managerial experience value co-creation

Venkat Ramaswamy, Kerimcan Ozcan

The purpose of this paper is to conceptualize the “interacted” actor and connect it with practices of managerial value creation in an interactive business world. In doing so, it…

Interactive Network Branding: demonstrating the importance of firm representatives for small and medium-sized enterprises in emerging markets

Nikolina Koporcic

The purpose of this paper is to explore Interactive Network Branding (INB) in an emerging market (EM) context while focusing on the importance of firm representatives for small…

Digital marketing for B2B organizations: structured literature review and future research directions

Neeraj Pandey, Preeti Nayal, Abhijeet Singh Rathore

This study aims to analyze the available literature on the use of digital marketing in a business-to-business (B2B) context. It identifies gaps in the current research knowledge…

Gender differences and business model experimentation in European SMEs

Carolina Lopez-Nicolas, Shahrokh Nikou, Francisco-Jose Molina-Castillo, Harry Bouwman

By drawing on various theoretical approaches and a gender perspective, this paper aims to examine business model (BM) experimentation as a step towards BM experimentation…

Applying big data to guide firms’ future industrial marketing strategies

Itzhak Gnizy

While big data (BD), a transformative emerging phenomenon on its youth, plays a growing role in organizations in improving marketing decision-making, few academic works examine…

Servitization and performance: impacts on small and medium enterprises

Stefania A.B. Queiroz, Glauco H.S. Mendes, Jorge H.O. Silva, Gilberto M.D. Ganga, Paulo A. Cauchick Miguel, Maicon G. Oliveira

This study aims to examine the impact of the servitization on the performance of small and medium enterprises (SMEs) in Brazil.

Value co-creation in B-to-B environments

Gloria Berenguer-Contrí, Martina G. Gallarza, Maria-Eugenia Ruiz-Molina, Irene Gil-Saura

The purpose of this paper is to describe the way in which B-to-B relationships are built, based on commitment and trust affecting value co-creation (VcC) and resulting in greater…

Relationship value in business-to-business markets: a replication and extension of Ulaga and Eggert’s (2006) study

Nektarios Tzempelikos

Ulaga and Eggert (2006a) examined a framework of relationship value in business markets. This study aims to replicate their study to show that relationship benefits are more…

Enhancing customer-linking marketing capabilities using marketing analytics

Guangming Cao, Na Tian

Evidence in the literature has indicated that customer-linking marketing capabilities such as customer relationship management (CRM) and brand management are important drivers of…