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Article
Publication date: 5 March 2018

Jun Kang, Anthony K. Asare, Thomas Brashear-Alejandro, Elad Granot and Ping Li

This meta-analysis aims to explore the true effect sizes of major channel performance drivers from different theoretical perspectives and how these true effects are…

Abstract

Purpose

This meta-analysis aims to explore the true effect sizes of major channel performance drivers from different theoretical perspectives and how these true effects are organized in a theoretically integrated structural analysis to predict performance.

Design/methodology/approach

First, it offers a quantitative summary on the drivers of channel performance through pairwise correlation analysis. Second, it tests an integrative framework of various performance drivers based on the relational view by using structural equation modeling. Last, it examines the potential moderation on the effects of performance drivers.

Findings

The synthesized effects of various channel performance drivers confirm the effectiveness of underlying theoretical perspectives of channel performance. The relational view is effective to identify immediate interorganizational drivers of channel performance. The contexts and methods of performance assessment have an impact on the appraisal of performance drivers.

Research limitations/implications

The performance drivers included in this meta-analysis are constrained to variables that exist in empirical channels literature and have sufficient primary data for analysis. Moderation tests are constrained by the report of research contexts and methods in original studies. Future research should broaden the theoretical perspectives on channel performance.

Practical implications

First, leveraging key routines and processes embedded in marketing channel relationships is critical to improve channel performance. Second, more targeted effort to manage channels in different markets may improve the efficiency of channel performance enhancement. Last, a comprehensive performance assessment process is necessary to avoid biased estimation of performance drivers.

Originality/value

This meta-analysis provides a systematic review of factors influencing marketing channel performance by synthesizing and correcting the effect sizes of performance drivers from different theoretical perspectives. It further develops and tests an integrative model of four immediate interorganizational drivers of channel performance.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 22 February 2011

Anthony K. Asare, Thomas G. Brashear Alejandro, Elad Granot and Vishal Kashyap

The purpose of this paper is to develop an in‐depth understanding of the issues that organizations consider and experience when making the decision to adopt B2B technologies.

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2980

Abstract

Purpose

The purpose of this paper is to develop an in‐depth understanding of the issues that organizations consider and experience when making the decision to adopt B2B technologies.

Design/methodology/approach

The paper uses a qualitative approach to collect and analyze data. In‐depth interviews were conducted to help generate new themes, and ideas about B2B technology adoption. After the data were collected, the authors used an elaborate multi‐stage process to code, analyze, and interpret the data generated from the interviews.

Findings

The main theme that emerged out of this study is that an organization's response to requests from its trading partner to adopt B2B technologies is highly influenced by its marketing channel orientation. The study identifies three types of marketing channel orientations that can influence a firm's technology adoption decision and demonstrates how each of these orientations influence a firm's responses and attitudes towards B2B technology adoption.

Originality/value

The study is important to practitioners since it helps them recognize the value of understanding their trading partner's channel strategies and orientations as they develop strategies to get their suppliers to adopt B2B technologies. It also contributes to the academic literature by demonstrating the value of a firm's channel strategy orientation, a very important concept that has been ignored in the channels and B2B technology adoption literature.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 3
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 28 October 2011

Elad Granot

The purpose of this paper is to explore how executives assimilate creativity in business‐to‐business (B2B) services.

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2455

Abstract

Purpose

The purpose of this paper is to explore how executives assimilate creativity in business‐to‐business (B2B) services.

Design/methodology/approach

The author employed an inductive, qualitative research approach to elicit and explore the definition and interpretation and individual meaning of the creative process by top‐level advertising agency executives.

Findings

The findings show that an understanding of creative cultures and processes can enable their application in other business functions.

Research limitations/implications

In‐depth interviews may involve interview effects that influence the information elicited, despite adequate measures to conduct interviews in situ at the workplace and in a detached, impartial manner.

Practical implications

The results suggest that creativity in B2B services incorporates a complex set of results‐driven interactive components. These components simultaneously affect and are affected by the interaction of artistic and aesthetic elements, as well as business strategy.

Originality/value

Creativity is critical to developing and implementing business strategies. However, creativity in advertising as a B2B service has scarcely been examined.

Details

American Journal of Business, vol. 26 no. 2
Type: Research Article
ISSN: 1935-5181

Keywords

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Article
Publication date: 23 August 2011

Rajshekhar (Raj) G. Javalgi, Patricia Todd and Elad Granot

The study aims to examine the effect of market orientation on the international performance of Indian SMEs in the business‐to‐business market; assess the potential…

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1715

Abstract

Purpose

The study aims to examine the effect of market orientation on the international performance of Indian SMEs in the business‐to‐business market; assess the potential moderating effect of environmental uncertainty, along with market orientation, on SMEs' performance; and discuss implications to guide SME owners/managers in their efforts to successfully expand internationally in turbulent markets.

Design/methodology/approach

Surveys were sent to a random cross‐sectional industry sample of SMEs located in India. The data consisted of 150 responses.

Findings

Market orientation and international orientation are positively related to export performance and the relationship between the market orientation and international performance of Indian SMEs is moderated by market turbulence.

Research limitations/implications

The data were collected at a single point in time, and therefore do not allow the determination of cause and effect or the impact of changes over time. Data were collected with a reliance on self‐reports for all of the research variables.

Practical implications

The positive relationship between market orientation, international orientation, and the degree of internationalization of the firm would suggest that the upper management of Indian SMEs should place a priority on promoting behaviors consistent with a positive international orientation, especially in turbulent markets.

Originality/value

Studies focused on market orientation have been done primarily in the context of advanced economies. The significant economic contribution of SMEs is well understood, but their business practices in emerging economies have not been studied extensively. This study extends the literature concerning factors that impact business success in an important emerging market such as India.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 23 August 2011

Sreedhar Madhavaram, Vishag Badrinarayanan and Elad Granot

This paper aims to attempt to develop an integrative theoretical framework that approaches global industrial marketing from a managerial cognition perspective.

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3254

Abstract

Purpose

This paper aims to attempt to develop an integrative theoretical framework that approaches global industrial marketing from a managerial cognition perspective.

Design/methodology/approach

Drawing from the managerial cognition research, business strategy research, and international business research, this paper develops a theoretical framework that is relevant to global industrial marketing.

Findings

Global industrial marketing research has much to gain from the managerial cognition literature. The framework developed in this article presents relevant managerial cognition variables, their individual and firm level antecedents, and desirable outcomes.

Research limitations/implications

The framework presented in this paper provides strong theoretical foundation for further theory development in global industrial marketing research and managerial cognition research. However, given the conceptual nature of our research, empirical scrutiny and further conceptual and empirical research are required.

Originality/value

Given the growing importance of global industrial marketing, the authors hope that this article provides a theoretical foundation for future research. For practitioners, the framework provides a useful starting point for evaluating managerial cognition in their firms and effective usage of the managerial cognition concept.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 26 July 2013

Rajshekhar (Raj) G. Javalgi, W. Benoy Joseph, Elad Granot and Andrew C. Gross

Offshore outsourcing offers competitive advantages when goods and services are produced economically and with acceptable or superior quality by suppliers located outside a…

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2935

Abstract

Purpose

Offshore outsourcing offers competitive advantages when goods and services are produced economically and with acceptable or superior quality by suppliers located outside a firm's home country. The purpose of this paper is to focus on India as a destination for offshore outsourcing of services and the challenges it faces in maintaining its leadership in this area. The paper discusses the growth of services outsourcing and the economic and environmental forces that have contributed to the outsourcing of high‐end services, also known as knowledge process outsourcing (KPO).

Design/methodology/approach

This article surveys the literature of offshore outsourcing and identifies strategic drivers and options that can help India to grow and consolidate its position as an exporter of services and build long‐term competitive advantages in its relationships with global partners. To understand why nations gain competitive advantage in certain industries, Porter's “diamond” model is utilized as a broad framework for examining policies and national strategies that can sustain India's competitive advantage in outsourcing of knowledge‐based services. The paper discusses India's current and prospective assets and liabilities that correspond to the model's four components.

Findings

The article discusses India's competitive edge as a leading supplier of knowledge‐based services and proposes a model for sustaining this edge. The model proposes key policy steps to move from the current position (e.g. supplier of business process outsourcing services) to a role of knowledge leader by providing advanced value added services to global clients. This model suggests ways in which a supplier nation can gain leverage in the value chain.

Research limitations/implications

The article is conceptual, not empirical. Public and corporate policy implications are presented to strengthen India's competitive advantages in outsourced services.

Practical implications

The article presents a strategic roadmap with policy implications that can help move India up the value chain from being primarily a destination for low‐end business process outsourcing (BPO) to that of a co‐equal, high value‐adding partner or principal who offers knowledge leadership in the design and delivery of services for global markets.

Originality/value

The article discusses a nation's technical strengths, as well as cultural and infrastructure weaknesses, that can contribute to volatility as a global outsourcing leader. The article also presents strategies that can reduce a nation's vulnerabilities to competitive actions.

Details

Journal of Business & Industrial Marketing, vol. 28 no. 6
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 1 April 2014

Sreedhar Madhavaram, Elad Granot and Vishag Badrinarayanan

The aim of this paper is to illustrate that the operant resource perspective of the service-dominant (S-D) logic can explicate how operant resources can influence…

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3532

Abstract

Purpose

The aim of this paper is to illustrate that the operant resource perspective of the service-dominant (S-D) logic can explicate how operant resources can influence relationship marketing (RM) strategy success.

Design/methodology/approach

After a brief discussion of the operant resource perspective of the service-dominant (S-D) logic, the paper reviews relationship marketing literature to identify and explore specific operant resources that can influence relationship marketing success.

Findings

This paper identifies several operant resources that have been empirically verified to have positive influence on relationship marketing success and several other operant resources that need further conceptual and empirical investigation.

Originality/value

The operant resource perspective of relationship marketing strategy and the operant resources identified in this paper provide the foundation for theory development and managerial practice.

Details

Journal of Business & Industrial Marketing, vol. 29 no. 4
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 17 August 2012

Elad Granot, Thomas G. Brashear and Paulo Cesar Motta

The authors aim to present a structural guide for data collection in a participant‐oriented, B2B context.

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5815

Abstract

Purpose

The authors aim to present a structural guide for data collection in a participant‐oriented, B2B context.

Design/methodology/approach

A three‐stage interview process following the work of Seidman is presented, along with key issues on how to plan, structure, and execute a B2B interview‐based hermenuetic ethnographic study.

Research limitations/implications

The framework presented in this paper provides strong theoretical foundation for further theory development in global industrial marketing research and managerial cognition research. However, given the conceptual nature of the research, empirical scrutiny and further conceptual and empirical research are required.

Originality/value

There is a serious gap in the literature when addressing the issue of B2B contextual studies, focusing on managers, manufacturers, and various other professional personnel.

Details

Journal of Business & Industrial Marketing, vol. 27 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 22 February 2011

Rajshekhar (Raj) G. Javalgi, Andrew C. Gross, W. Benoy Joseph and Elad Granot

The dramatic growth and international scope of knowledge‐intensive business services (KIBS) are evident in emerging markets such as China and India. Nations, like firms…

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7473

Abstract

Purpose

The dramatic growth and international scope of knowledge‐intensive business services (KIBS) are evident in emerging markets such as China and India. Nations, like firms, seek to capitalize on their available resources and capabilities (e.g. people, technology, skills) in order to build and maintain core competencies in certain industry sectors. This paper has the following objectives: to discuss the classification of KIBS, to marshal conceptual and statistical evidence on KIBS in major emerging markets, to compare and contrast selected major emerging markets in regard to their KIBS activities, and to discuss policy implications.

Design/methodology/approach

In this conceptual paper, extant literature is reviewed and discussed pertaining to the KIBS sectors. Several existing data sources are used to assess the comparative performance of major emerging markets in the KIBS sectors.

Findings

The emphasis is on finding comparative longitudinal statistics that are useful for comparison and contrast among major emerging markets. The analysis indicates that while the major emerging markets are building competitive advantage by focusing on knowledge‐intensive business services, their progress differs sharply. For example, China shows the lead, followed by India, Brazil, Russia, Mexico, Turkey, and Indonesia. Smaller nations lag behind these in most indicators. It is evident that leading major emerging nations have not reached parity with highly industrialized countries.

Research limitations/implications

The results show ranking and contribution of various major nations in the global knowledge economy, but additional time series and analysis are needed to assess comparative rankings. However, the classification and the indicators illustrated here offer a panoramic, comparative picture over the past decade. Using international business theories, research can develop statistical models to explain foreign market entry strategies of knowledge‐intensive service firms.

Practical implications

The paper is of value to managers considering entry and/or expansion into major emerging markets in various sub‐sectors of knowledge‐intensive sectors. The specific industry and function pursued by a firm need to be identified and matched up with host nation characteristics (e.g. more software design and pharmaceutical research in India v. more manufacturing design and R&D facility in China). The paper also provides guidelines to policy makers to sustain their country's competitive advantage in the KIBS sectors.

Originality/value

The paper looks at knowledge‐intensive business services in major emerging markets. It offers both conceptual contributions and statistical evidence that key nations differ in their activities in regard to such high‐level and complex service offerings.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 6 February 2017

Leslier Maureen Valenzuela, José M. Merigó, Wesley J. Johnston, Carolina Nicolas and Jorge Fernando Jaramillo

The aim of this study is to reveal the contribution that Journal of Business & Industrial Marketing has to scientific research and its most influential thematic work in…

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1942

Abstract

Purpose

The aim of this study is to reveal the contribution that Journal of Business & Industrial Marketing has to scientific research and its most influential thematic work in B-to-B since its beginning in 1986 until 2015, in commemoration of the 30th anniversary.

Design/methodology/approach

The paper begins with a qualitative introduction: the emergence of the magazine, its origins, editorial and positioning. Subsequently, it is based on bibliometric methodologies to develop quantitative analysis. The distribution of annual publications is analyzed, the most cited papers, the keywords that are mostly used, the influence on the publishing industry and authors, universities and the countries that have the most publications.

Findings

The predominant role of the USA at all levels is highlighted. It also highlights the presence (given its size and population) of the countries of Northern Europe. There is great interest in appreciating the evolution of the number of publications that are always increasing which demonstrates the growing and sustained interest in these types of articles, with certain times of retreat (often coincide with economic crisis).

Research limitations/implications

The Scopus database gives one unit to each author, university or country involved in the paper, without distinguishing whether it was one or more authors in the study. Therefore, this may bring some deviations in the analysis. However, the study considers some figures with fractional counting to partially solve these limitations.

Practical implications

After observing the different perspectives of the journal’s production, it allows to give an objective view of the evolution that the Journal of Business & Industrial Marketing has had in the past 30 years.

Originality/value

It is part of the trend that several journals (Journal of Marketing, Journal of Public Policy & Marketing, Journal of Marketing Research, Journal of Business Research) made special sections to show progress and contribution of these journals to scientific research.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

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