Journal of Business & Industrial Marketing: Volume 37 Issue 3

The Matthew effect in talent management strategy: reducing exhaustion, increasing satisfaction, and inspiring commission among boundary spanning employees

Rajesh V. Srivastava, Thomas Tang

In an ongoing War for Talent, what are the intangible and tangible return on investments (ROIs) for boundary-spanning employees? This study aims to develop a formative structural…

Proactive market orientation and business model innovation to attain superior new smart connected products performance

Shashishekar M.S., Sandip Anand, Arun Kumar Paul

Smart connected products (SCP) are the new archetype of products evolving. SCP are subtly changing the product-centric business to system-centric. Development and monetization of…

A new approach of innovation and network on export in trade fair context: evidence from Portuguese SMEs

Pedro Mendonça Silva, Victor Ferreira Moutinho, Vera Teixeira Vale

The purpose of this paper is to examine the relationship between product innovation and network and their export performance, particularly in trade fair context. Moreover, this…

Analyzing the post-harvest supply chain enablers of vertical integration for rural employability and marketability

Rahul Priyadarshi, Srikanta Routroy, Girish Kant

The purpose of this study is to analyze the post-harvest supply chain enablers (PHSCEs) for vertical integration to enhance rural employability, farmer profitability and rural…

“Forget it, let’s go with a handshake”: contracting practices of exporting small to medium size enterprises (SMEs)

Eldrede T. Kahiya, Petra Butler

This paper aims to dissect cross-border contracting practices among exporting businesses. The under-representation of exporter-importer dynamics and the superficial understanding…

Unpacking the relationship between formal contracts and alliance innovation performance: the role of relationship learning and guanxi

Dong Liu, Yongchuan Bao, Guocai Wang

The purpose of this study is to examine how formal contracts affect alliance innovation performance. To understand the mechanism underlying the impact, this study tests whether…

Service innovation in medical device manufacturers: does the digitalization matter?

Guilherme Sales Smania, Glauco Henrique de Sousa Mendes, Fabiane Letícia Lizarelli, Camila Favoretto

This study aims to validate a model of relationships between critical factors such as service strategy, culture-climate, leadership, customer involvement, technology strategy and…

Does crowdsourcing lead to better product design: the moderation of network connectivity

Yuanyuan Jiao, Yepeng Wu, Linna Hao

This study aims to investigate the antecedents of design crowdsourcing decision-making, the impact of design crowdsourcing on new product performance and the moderating effect of…

Value co-creation: a review of literature and future research agenda

Victor Saha, Praveen Goyal, Charles Jebarajakirthy

The purpose of this paper is to present a systematic review of the available literature on value co-creation (VCC) and provide insightful future directions for research in this…

Long-term buyer-supplier relationships in IT services

Kedwadee Sombultawee, Prasopchai Pasunon

The purpose of this study is to explore an integrative model of supplier success, using a case study of the Thai high-technology firms. The study focuses on buyer-supplier…

From managing customers to joint venturing with customers: co-creating service value in the digital age

Christine Falkenreck, Ralf Wagner

Until today, scholars claim that the phenomenon of “co-creation” of value in an “interacted” economy and in the context of positive actor-to-actor relationships has not been…

The moderating role of cultural similarity in developing commitment in the industrial importer-supplier relationship

Syed Saad Andaleeb, Md. Abu Saleh, Md. Yunus Ali

This study aims to examine whether and how cultural (dis) similarity between business entities enhances or impairs the development of commitment in the trust building process in…

Does supply chain finance adoption improve organizational performance? A moderated and mediated model

Zhen Bi, Feng Yang, Jean-Noël Beka Be Nguema

Little is known about the effects of supply chain finance (SCF) adoption on organizational performance (OP). This study aims to address this relevant research gap, and hence draws…

Sales transformation: conceptual domain and dimensions

Daniela Corsaro, Isabella Maggioni

This study aims to offer a conceptualization of sales transformation, a phenomenon that is redefining the role of salespeople and the nature of Business-to-Business (B2B…