Journal of Business & Industrial Marketing: Volume 37 Issue 4

Value co-creation and new service performance: mediated by value-informed pricing

Seyedeh Khadijeh Taghizadeh, Syed Abidur Rahman, Malliga Marimuthu

The purpose of this paper is to examine the influence of the dialogue, access, risk assessment and transparency model of value co-creation processes (dialogue, access, risk and…

The business paradigm: explanation for patterns of business interactions

Grzegorz Leszczyński, Tibor Mandjak, Tihamér Margitay, Marek Zieliński

This paper aims to introduce the concept of business paradigm to conceptualize and explain differences in business interaction patterns in the IMP research.

Are your international salespeople culturally intelligent? The influence of cultural intelligence on adaptive selling behavior with B2B customers

David Kimber, Rodrigo Guesalaga, Michael Dickmann

This study aims to investigate cultural intelligence (CQ) as an antecedent of adaptive selling behavior (ASB) and cultural distance and intrinsic motivation as moderators in this…

Digital transformation of business model in manufacturing companies: challenges and research agenda

Camila Favoretto, Glauco Henrique de Sousa Mendes, Moacir Godinho Filho, Maicon Gouvea de Oliveira, Gilberto Miller Devós Ganga

The challenges of digital transformation (DT) have gained attention from both academics and practitioners, as more manufacturing companies are seeking digital technology…

An integrated perspective of value creation and capture: a systematic literature review

Claudio Minerbo, Luiz Artur Ledur Brito

The existing literature is fragmented across disciplines and does not provide a holistic, comprehensive view on how value is created, deployed and captured. This paper aims to…

Examining the needs to adopt big data analytics in B2B organizations: development of propositions and model of needs

Jiwat Ram, Zeyang Zhang

Big data analytics (BDA) is becoming a strategic tool to harness data to achieve business efficiencies. While business-to-customer organizations have adopted BDA, its adoption in…

The fringe or national brand manufacturer? An analysis of private label sourcing strategy

Xue Li

Private labels (PLs) have flowed into a wide range of categories and continue to expand especially in the mass channel. This paper aims to investigate the optimal PL sourcing…

Environmental sustainability through designing reverse logistical loops: case research of poultry supply chains using system dynamics

Mohammad Shamsuddoha, Mohammed A. Quaddus, Arch G. Woodside

Poultry production supply chains produce substantial wastes that are transformable into favorable environmental outcomes and profitable products. While overwhelming evidence…

A bibliometric review of service ecosystems research: current status and future directions

Ismail Gölgeci, Imran Ali, Paavo Ritala, Ahmad Arslan

Service ecosystems are becoming an important domain of joint value creation and resource integration, and the literature in the field is burgeoning. The recent growth in the…

Predicting bid protests: what should sourcing teams (not) do?

Timothy G. Hawkins, Michael J. Gravier, Suman Niranjan

The purpose of this study is to better understand the effectiveness of buyers’ defensive measures to thwart bid protests in government procurements.

An empirical investigation of buyer–supplier relationship typologies and their behavioral and performance outcomes

Jin Li, Linlin Chai, Chanchai Tangpong, Michelle Hong, Rodney D. Traub

This study aims to examine empirically the existence of four classical and four emerging buyer–supplier relationship (BSR) types and how they differ in terms of behavioral…

A study on relational factors in information technology outsourcing: analyzing judgments of small and medium-sized supplying and contracting companies' managers

Victor Diogho Heuer de Carvalho, Thiago Poleto, Thyago Celso Cavalcante Nepomuceno, Ana Paula Paula Cabral Seixas Costa

Understanding the relational factors in information technology outsourcing (ITO) processes is essential for managers to exercise successful governance over their relationship…

Strategic orientations, marketing capabilities and innovativeness: an adaptive approach

Ali E. Akgün, Volkan Polat

This study aims to investigate marketing capabilities that represent the marketing mix from an adaptive perspective: brand management, customer relationship management, price…

Can we mend fences? A model of recovery processes of SME business-to-business relationships

Deirdre Mary Fleming, Jaana Tähtinen, Felicity Kelliher

This paper aims to develop a process model of business-to-business (B2B) relationship recovery after a transgression has placed the future of the relationship in doubt. The…