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From organizational ambidexterity to organizational performance: The mediating role of value co-creation Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-03-08 Maria Sarmento, Cláudia Simões, Luís Filipe Lages
By integrating the management literature within the marketing field, this study draws on ambidexterity theory and marketing co-creation and service dominant (S-D) logic, to develop a research framework that establishes the effects of organizational ambidexterity and organizational co-creation on organizational performance. It further compares the effect of organizational ambidexterity on organizational
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Managing paradoxical tensions to initiate coopetition between MNEs: The rise of coopetition formation teams Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-03-05 Oliver Gernsheimer, Dominik K. Kanbach, Johanna Gast, Frédéric Le Roy
Past research showed how multinational enterprises (MNEs) create specific organizational structures to manage tensions in collaborations with competitors (i.e., coopetition). In this study, we explore how MNEs design their organizational structure to approach tensions specifically in the formation phase of coopetition. Formation is the first and arguably most difficult step in coopetition when tensions
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An attachment theory perspective of professional service providers' social bonds with their clients Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-27 Ewa Krolikowska, Sven Kuenzel
Social bonds developed by professional service providers have received limited research attention. Yet how individuals in these roles build social bonds with their clients can have a significant impact on the business outcomes achieved by the professional services firm. Attachment theory is one of the most influential psychology theories which supports the development of affectionate bonds but has
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How does channel network coopetition behaviors affect transaction specific investment? The moderating roles of contract type and dependence asymmetry Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-24 Leinan Zhang, Shihao Li, Jiaqi Xue, Wei Yang, Yao Li
Empirical studies on network channel members' behavior are lacking in industrial marketing research. Three groups of experiments were conducted on 341 managers, who have expertise and experience in marketing channel management, to determine the effects of coopetition behavior on transaction-specific investment (TSI) from the perspective of channel network and to analyze the moderating effects of contract
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Exploring how to develop data-driven innovation capability of marketing within B2B firms: Toward a capability model and process-oriented approach Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-23 Ludivine Ravat, Aurélie Hemonnet-Goujot, Sandrine Hollet-Haudebert
The increasing digitalization of innovation activities is reshaping how marketing organizations practice innovation, and, to date, little research has studied the data-driven innovation capability of marketing. Given the essential role played by B2B marketing departments in new product and service development, this paper takes an abductive approach to elucidate how the data-driven innovation capability
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Evolution of structural properties of the global strategic emerging industries' trade network and its determinants: An TERGM analysis Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-23 Xin-Yi Wang, Bo Chen, Na Hou, Zhi-Pei Chi
This article examines the evolution of the global strategic emerging industries trade networks (GSEITNs) and employs the temporal exponential random graph model (TERGM) to investigate the principal determinants of the critical trade cooperation in the global strategic emerging industries (SEIs) from 2007 to 2020. The findings indicate that GSEITNs exhibit a sparse, hierarchical, and monopolistic structure
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Challenges in sustainability transitions in B2B firms and the role of corporate entrepreneurship in responding to crises created by the pandemic Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-23 Anushree Tandon, Sanjay Chaudhary, Shivinder Nijjer, Šárka Vilamová, Fanos Tekelas, Puneet Kaur
The global emphasis on promulgating sustainable business operations has made it imperative for B2B firms to transition toward sustainability, but these firms' efforts seem to have been affected unduly by the COVID-19 pandemic. There is little understanding of sustainability transition-related challenges that firms may have, or are continuing to face, in the wake of the “new normal” business environment
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The moderator effect of balance of power on the relationships between the adoption of digital technologies in supply chain management processes and innovation performance in SMEs Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-21 Ricardo Zimmermann, Anabela Soares, Jaime Bonnin Roca
Managing supply chain (SC) relationships to deal with challenges posed by contemporary social and business environments is a difficult task that can be facilitated with the use of digital technologies. The growing complexity of supply chains, characterized by over-dependencies on geographically dispersed partners across different regions, increases risks related to managing these relationships and
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The relationship between coopetition strategies and company performance under different levels of competitive intensity, market dynamism, and technological turbulence Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-21 James M. Crick, Wesley Friske, Todd A. Morgan
While coopetition (cooperation among competitors) is expected to increase company performance, environmental factors could de-stabilise such consequences. Specifically, volatile external forces might impose challenges surrounding how firms collaborate with their industry rivals, leading to negative impacts on their performance. As such, under the wider elements of resource-based theory (considering
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Marketing capabilities, market ambidexterity and product innovation outcomes: A yin-yang of inside-out and outside-in Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-14 Shabahat Ali, Hongyun Tian, Weiwei Wu, Sadaqat Ali, Tafazal Kumail, Naveed Saif
The existing literature acknowledges the implementation of ambidexterity at the firm level or within specific functional domains as a means to enhance new product innovation performance. However, the understanding of how ambidexterity can be achieved within the marketing function, referred to as market ambidexterity, and its impact on new product innovation outcomes remains limited. This study bridges
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Digital content marketing on social media along the B2B customer journey: The effect of timely content delivery on customer engagement Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-10 Anna Salonen, Joel Mero, Juha Munnukka, Marcus Zimmer, Heikki Karjaluoto
This study demonstrates the importance of content timeliness as a driver of engagement in business markets. Through an experimental approach, we show that if the customer is exposed to firm-generated content that he or she deems relevant in a particular journey stage, this leads to higher customer engagement with the selling firm and the content that it generates. We contribute to extant understanding
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Necessary engagement in stakeholder relationships for successful membership in industrial clusters Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-09 Hans Muhlbacher, Bryndís Einarsdóttir, Alessio Castello
Regression-based research on industrial clusters has shown that the development and economic impact of clusters largely depends on cluster member firms´ engagement in building stakeholder relationships, which affects cluster members´ growth in sales, employment, and market share, the rate of product innovation and quality, overall competitiveness, and financial performance. Minimal necessary levels
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B2B green marketing strategies for European firms: Implications for people, planet and profit Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-06 Theofilos Tzanidis, Domitilla Magni, Veronica Scuotto, Adnane Maalaoui
The present research addresses the gap in studies on B2B marketing comparing a diverse set of socio-economic factors (ROA and Tobin’ s Q) and its effects on people, planet, and profit. Studies in the past have shown that firms haven't been able to gain a long-term competitive advantage by using environmental strategies. Hence, the research analyses how 371 B2B firms from developed and emerging European
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In pursuit of value: The objective of a purchase as guide for a relationship Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-02 Kirstin Scholten, Niels J. Pulles, Luuk Hazeleger, Boris Fenneman
This study investigates how buying firms differentiate their relationship practices based on the objective of a purchase. Although previous research shows that purchasing objectives strongly influence how buyers organize their relationships, it remains unclear how so-called tactical sourcing levers are used to support an objective. We draw on a mixed-method case study design consisting of a scenario-based
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Radical product sustainability oriented innovation (SOI) and triple-bottom-line (3BL) performance: findings from Malaysian and Singaporean B2B firms Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-02 Wasim Ahmad, Saadat Saeed, Kamila Janovská, Le Tien Dat, Ioannis Rizomyliotis, Sohel Ahmed
Despite the ongoing debate, there is an absence of research in finding the relationship between radical product sustainability-oriented innovation (SOI) and firm's triple-bottom-line (3BL) performance. While radical product SOIs may lead to 3BL performance, they may also be fraught with commercialization risks and uncertainty. This study aims to examine the relationship between radical product SOI
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Subscription offers in business-to-business markets: Conceptualization, taxonomy, and framework for growth Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-02 Christian Kowalkowski, Wolfgang Ulaga
The global Subscription Economy has grown tremendously in recent years. Subscription offers are today increasingly regarded as a strategic imperative in many consumer industries. While business-to-business (B2B) service firms have also adopted subscription models, goods-centric B2B players struggle to implement such offers. Against this backdrop, we (1) delineate what characterizes subscription offers
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Unpacking the salesperson's ambidextrous internal network (AIN): The influence of bridging and bonding social capital on performance growth trajectories Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-31 Juliano Domingues da Silva, Christopher R. Plouffe, Valter Afonso Vieira
While recent work has demonstrated that both bridging and bonding social capital in internal sales networks can increase sales performance, critical questions remain unanswered, most notably: (1) how salespeople should both apply and manage these two forms of intraorganizational social capital simultaneously? (2) What the potential moderating effects of unexplored yet compelling boundary-condition
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The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-29 Gregory J. Fisher, Babu John-Mariadoss, Daniel Kuzmich, William J. Qualls
This research investigates when the involvement of diverse external stakeholders increases the speed to market for new products or garners new products with a longer lifespan in the marketplace. The conceptual foundation examines interfirm open innovation as the involvement of diverse business-to-business (B2B) stakeholders during three distinct stages of new product development (NPD): exploration
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Industrial innovation management in the age of digital transformation: The risk of too strong selling capabilities Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-28 Herbert Endres, Julia Auburger, Roland Helm
In the rapidly evolving landscape of industrial innovation, a major hurdle for business customers is the inherent uncertainty associated with adopting new products. This uncertainty is often exacerbated by the digital transformation, which contributes to an overwhelming influx of information. Central to this challenge is the inadequacy of knowledge transfer from salespeople to business customers, leading
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Industrial service innovation: Exploring the transformation process to digital servitization in industrial goods companies Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-22 Stephan Soellner, Roland Helm, Patrick Klee, Herbert Endres
The challenges of Industry 4.0 in the industrial goods markets lead to increasing dynamics and competition. As product suppliers can no longer secure their competitive position through former product-related competitive advantages, more complex product offerings and integrated solutions consisting of products and services, so-called “product-service systems (PSS)”, are increasingly being offered. But
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The effect of corporate ethical responsibility on social and environmental performance: An empirical study Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-25 Surajit Bag, Gautam Srivastava, Shivam Gupta, Uthayasankar Sivarajah, Natalie Victoria Wilmot
In the field of business-to-business marketing, corporate ethical identity and corporate brand identity are crucial subjects for discussion. Business organizations function under social norms, and to establish an ethical identity, they must show corporate ethical responsibility, embrace ethical standards, and maintain open communication with suppliers. While an organization's reputation is impacted
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Building a commercialization capability: A dynamic capability view Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-25 Juan Munoz-Penas, Ann Højbjerg Clarke, Majbritt Rostgaard Evald
Firms live and die by their ability to successfully bring innovations to market, which places commercialization as a key capability. Contemporary research suggests that commercialization is a non-linear process with diverse activities and decisions that coincide and interact with the innovation process. By integrating dynamic capabilities as a theoretical lens, this study aims to enhance the understanding
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Customer-perceived value in the circular economy: A multidimensional framework Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-24 Mikko Sairanen, Leena Aarikka-Stenroos, Jenni Kaipainen
This article explores how the circular economy (CE) affects customer-perceived value (CV), an important success factor for business-to-business companies. To this end, we examine business-to-business customers' value perceptions of circular market offerings and suppliers' alignment with such perceptions. More specifically, we conducted a qualitative multiple-case study of 12 business-to-business customer–supplier
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Impact of carbon offset perceptions on greenwashing: Revealing intentions and strategies through an experimental approach Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-23 Amelie Abadie, Soumyadeb Chowdhury, Sachin Kumar Mangla, Shaily Malik
Organizations operating in the Business-to-Business (B2B) ecosystem across the globe are committed to net zero initiatives to achieve sustainability across business processes. In this context, carbon carbon credits have emerged as a carbon offsetting mechanism to help organizations invest in low-carbon initiatives. However, existing studies are yet to examine whether carbon offsetting practices will
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Successful 7th Industrial Marketing Management Summit in Leeds Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-20 Ghasem Zaefarian, Zhaleh Najafi Tavani, Tobias Schäfers, Michel van der Borgh, Anthony Di Benedetto, Adam Lindgreen
Abstract not available
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PRE-ANNOUNCEMENT: 8th Industrial Marketing Management Summit Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-20 Maja Arslanagic-Kalajdzic, Selma Kadic-Maglajlic, Adam Lindgreen, Anthony Di Benedetto
Abstract not available
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The role of top management teams' functional background diversity in firms' coopetitive behavior Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-18 Carolin Krieweth, Patricia Guragata-Balasa, Andrea Greven, Malte Brettel
Since the proliferation of coopetition among prominent business players, inter-firm coopetition has gained increasing academic and public attention. Yet aspects on the management and team levels remain underexplored—despite the advancements in coopetition research. This study focuses on top management teams (TMTs) as pivotal players in firms' strategic decisions, particularly in the context of coopetition
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From buying centers to buying ecosystems: Advancing the B2B research journey Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-13 Michael Ehret, Wesley J. Johnston, Thomas Ritter
The buying center is a signature theoretical concept in B2B marketing and in general marketing research on organizational buying. It unveils interactions across organizations that enable value creation, and it highlights the contributions of interactions across people, roles, and organizations. Fundamental shifts in business and society are not only changing buying centers internally but also resulting
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Exploring the dark side of managerial upselling emphasis: Exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-13 Volkan Yeniaras, Ismail Gölgeci, Ilker Kaya
In this study, we scrutinize the prevalent perspective on upselling benefits and explore the overlooked ramifications, specifically the potential for emotional exhaustion and diminished salesperson performance. Our primary objective is to illuminate the intricate relationship between managerial upselling emphasis, salesperson emotional exhaustion, and salesperson performance. Moreover, we analyze the
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Should B2B start-ups invest in marketing? Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-13 Ofer Mintz, Gary L. Lilien
Start-up firms play a major role in the economy, with B2B start-ups often developing new technologies and offerings to business customers that incumbent firms do not provide. However, little is known about the cost-effectiveness of start-up firms' investments in marketing. We integrate insights from managerial interviews with signaling theory to posit how conducting systematic marketing affects start-up
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Risk sources and the effectiveness of the control system in the franchisor's risk perception management Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-11 Carolina Ramírez-García, María Ángeles Ramón-Jerónimo, Juan García-Álvarez de Perea, Maria Luisa Vélez-Elorza
Franchisor's risk perceptions influence their decisions about the development and continuity of their relationships with franchisees. Although control systems are essential for risk perception management, the effectiveness of diverse types of control remains unclear. The present study incorporates specific sources of risk from the franchisor-franchisee relationship to explain control effectiveness
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More is better but in what direction? The effects of relationship marketing investment breadth and depth on customer gratitude Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-11 Christopher A. Nelson, Xinchun Wang, Annie Peng Cui
Relationship marketing is an important strategy salespeople use to develop and maintain sustainable customer relationships. Accordingly, they invest significantly in relationship marketing activities to prompt positive perceptions from their customers. However, salespeople often face resource limitations, which restrict their ability to effectively invest in relationship marketing activities. Building
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An integrated AI framework for managing organizational risk and climate change concerns in B2B market Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-11 Ravi Shankar, Laxmi Gupta
The United Nations identified sustainable development goals that focus on the three pillars of sustainability-Economy, Society, and Environment. The capability of Artificial intelligence (AI) for societal good and support to these three pillars is a matter of research importance. Drawing attention to literature on various AI frameworks for climate change and the dynamic capability theory, this study
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Unveiling the effects of livestream studio environment design on sales performance: A machine learning exploration Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-05 Lintong Han, Jiaming Fang, Qiqi Zheng, Benjamin T. George, Miyan Liao, Md. Altab Hossin
Livestreaming eCommerce companies invest a significant amount of time and resources in setting up their livestream studios. However, these companies struggle to determine how the studio environment impacts sales, leading to uncertainty regarding the return on investment in their livestream studios. To address this critical yet under-studied issue, we examine how the dual features of the B2B livestream
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How do strategic alliance formations create shareholder value? An application of the event study methodology in the B2B context Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-01 Mariia Koval, Ghasem Zaefarian, Viacheslav Iurkov
By announcing the formation of business-to-business (B2B) relationships, such as strategic alliances, firms send signals to market observers who form expectations about these firms' future performance, ultimately affecting their shareholder value. The use of an event study methodology enables scholars to gauge the extent of the shareholder value these relationships can create. The role of the present
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Unleashing the power of artificial intelligence for climate action in industrial markets Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-02 Shahriar Akter, Mujahid Mohiuddin Babu, Umme Hani, Saida Sultana, Ruwan Bandara, David Grant
Artificial Intelligence (AI) is a game-changing capability in industrial markets that can accelerate humanity's race against climate change. Positioned in a resource-hungry and pollution-intensive industry, this study explores AI-powered climate service innovation capabilities and their overall effects. The study develops and validates an AI model, identifying three primary dimensions and nine subdimensions
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Business failure in post-pandemic era: New challenges for industrial networks, emerging insights and market opportunities Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-22 Joseph Amankwah-Amoah, Zaheer Khan, Samuel Adomako, Huda Khan
Business failure has attracted significant scholarly interest. Despite the widespread business-to-business (B2B) service failures, there have been limited interdisciplinary studies in the context of industrial networks, especially analyzing business failure in the crisis and post-crisis situations. The special issue presents 12 articles that shed light on the multifaceted dimensions of business failure
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Founder's birth order and triple bottom line in B2B SMEs Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-19 Arpita Agnihotri, Saurabh Bhattacharya, Matthew Gorton
Leveraging upper-echelon and post-traumatic childhood experience theories, this study analyses the influence of CEOs' birth order in the family on firms' triple bottom line management. Conducting our study in the B2B market and SME context during the COVID-19 pandemic, we assert that the eldest sibling tends to adopt more prosocial behavior than younger siblings. When first-born individuals become
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A configurational approach to understanding relationship characteristics in differing levels of servitization Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-20 Victoria Kramer, Manfred Krafft, Kaj Storbacka
In their transition from product-based to value-based offerings, B2B suppliers progress through different levels of servitization. These levels are characterized by the type of offering sold (products, services, bundles, or solutions) and the nature of business interaction (transactional vs. relational). This study sheds light on which configurations of customer-supplier relationship characteristics
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Corrigendum to “Re-thinking strategic myopia: A necessary condition analysis of heuristic and firm's performance” [Industrial Marketing Management 115 (2023) 99-109] Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-21 Wojciech Czakon, Patrycja Klimas, Arkadiusz Kawa
Abstract not available
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Branding and positioning strategies in industrial and B2B markets in the Middle East or Africa (MEA) Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-20 Charles Blankson, Chris I. Enyinda, Akinola Fadahunsi
Abstract not available
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Artificial intelligence capabilities, open innovation, and business performance – Empirical insights from multinational B2B companies Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-19 Saumyaranjan Sahoo, Satish Kumar, Naveen Donthu, Alok Kumar Singh
In contrast to the operational nature of business-to-consumer (B2C) enterprises, business-to-business (B2B) organizations emphasizes offering specialized products and services to their clients, which are businesses. Recognizing that B2B organizations are dealing with complex metadata in an ever-changing business context, artificial intelligence (AI) technologies possess the potential in assisting them
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Sustainability starts from within: A critical analysis of internal marketing in supporting sustainable value co-creation in B2B organisations Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-19 David M. Brown, Chrysostomos Apostolidis, Bidit Lal Dey, Pallavi Singh, Alkis Thrassou, Lefteris Kretsos, Mujahid Mohiuddin Babu
The role of value co-creation in embedding sustainability within B2B marketing is well-documented. However, little is known about how employees enact this value co-creation, or how they can be supported to do so by their organisations. This article addresses this theoretical gap by analysing the role of employees and Internal Marketing in B2B organisations' efforts to co-create sustainable value. We
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Coopetitive dynamics, really? Towards an interaction perspective on coopetition Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-16 Angelos Kostis, Sascha Albers, Johanna Vanderstraeten, Sameer Chinchanikar, Maria Bengtsson
Prior research has traditionally understood the dynamic nature of coopetition as shifts between relational states of coopetition over time and has treated coopetition interplay and coopetitive dynamics tautologically. This understanding is problematic because it fails to capture the continuous flux of changes in coopetitive relationships based on the finer details of partners' situated interactions
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Using artificial intelligence to advance sustainable development in industrial markets: A complex adaptive systems perspective Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-16 Cinthia Beccacece Satornino, Shuili Du, Dhruv Grewal
The vast complexity involved in dealing responsibly with sustainable development is daunting. Such complexity increases significantly due to the interdependencies and trade-offs associated with the 17 UN Sustainable Development Goals (SDGs). To address sustainability across multiple domains, recent advances in technology and innovative adaptations offer some promise, as exemplified by the increased
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Categorization of organizational reputation and subordinate organizations' global funding outcome: A higher education perspective Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-15 Ankit Anand, V. Kumar, Avishek Lahiri
Reputation is critical for building relationships with business customers in the global marketplace. However, in structurally connected organization configurations, the literature focuses mainly on one of the functional unit's reputations (either subordinate or superordinate organization), leaving out the interplay of reputation among various units in the organization. Drawing on identity and categorization
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Leading the transition to multi-sided platforms (MSPs) in a B2B context – The case of a recycling SME Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-11 Lukas Budde, Roman Hänggi, Leonardo Laglia, Thomas Friedli
Digital multi-sided platforms (MSP) are emerging as powerful forces to disrupt existing industry value chains in B2B. SMEs can play a crucial role in the emergence of digital platform ecosystems. Although much research has been carried out on the design and governance of digital platforms, research mainly focused on greenfield approaches in B2C and neglected the process of transformation of an established
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Culturally diverse teams and inter-organizational knowledge sharing behavior: The role of perceived morality and relationship orientation Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-12 Mai Nguyen, Piyush Sharma, Russel Kingshott, Ashish Malik
This paper draws on social exchange and social capital theories to explore knowledge-sharing behavior with culturally diverse teams from business-to-business (B2B) partners. We use two experimental studies to examine the direct effects of cultural diversity between B2B partners and its indirect effects through perceived morality on their knowledge-sharing behavior, along with the moderating effect
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You or an imposter? How to protect brand identity in a business-to-business context? Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-09 Amit Shankar, Aman Kumar, Abhishek Behl, Vijay Pereira, Pawan Budhwar
Preserving brand identity is a major challenge faced by B2B brand managers. This study makes a unique contribution by investigating how to protect brand identity in the B2B context using a mixed-method approach. Firstly, a qualitative study explores the factors affecting brand identity in the B2B context. Further, five online experiments were performed to validate the theoretical model identified in
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Is segmentation a theory? Improving the theoretical basis of a foundational concept in business-to-business marketing Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-07 Thomas Ritter, Carsten Lund Pedersen
Despite segmentation's importance for marketing in general and the extensive research published on the topic over several decades, business-to-business segmentation is still not fully developed as a general theory—a status that may decrease academic interest in the field. Based on a recent contribution on the definition and typology of theory, this paper explores the degree to which segmentation can
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Pathways of development of dynamic capabilities for servitization transformation: A longitudinal multi-case study Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-05 Pavel Castka, Julie Donovan, Rui Sousa
Servitization is a transformation process requiring manufacturers to develop dynamic capabilities to support the change process and overcome emerging challenges over time. In this paper, we study pathways of development of dynamic capabilities for servitization transformation (the sequence of the development of capabilities and how they work together over time) and how they relate to servitization
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Drivers of salespeople engagement: A justice perspective Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-03 Reza Rajabi, Thomas G. Brashear Alejandro, Hossein Hashemi
This paper investigates the impact of distributive and procedural justice, and their effects on salespeople engagement. Based on Social Exchange Theory, we propose a theoretical model positing that salespeople's engagement is influenced by salespeople's perceptions of distributive (fairness in reward distribution) and procedural justice (fairness in organizational processes). We also delve into factors
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Dynamic capabilities that matter for business failure versus survival Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-02 Narain Gupta, Deepak Sardana, Richard Lee
Due to the severity and length of the COVID-19 pandemic, some businesses have failed whereas others, including those in the same industry, have survived. Drawing on dynamic capability theory, we explored the dynamic capabilities, whose presence or absence are conditions for business failure or survival. We conducted 16 in-depth semi-structured interviews with owners/executives of firms from the travel
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B2B service sales on a digital multi-sided platform: Transformation from value chains to value networks Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-11-30 Minna Heikinheimo, Pia Hautamäki, Saara Julkunen, Jonna Koponen
Business-to-business (B2B) service suppliers mobilize a platform approach to enhance their competitive advantage, service selling, and long-term relationships. These emerging platforms in established value chains have been insufficiently studied on a strategic level, especially regarding value orchestration. The aim of this article is to examine how digital multi-sided platforms (DMSPs) change platform
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The dark side of artificial intelligence for industrial marketing management: Threats and risks of AI adoption Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-11-25 Eleonora Pantano, Davit Marikyan, Savvas Papagiannidis
Abstract not available
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How distance influences contractual governance in buyer-seller relationships Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-11-22 Yong Wang, Huigang Liang, Shuwen Sun, Yajiong Xue
This paper investigates how psychological and geographical distance influence contractual governance in exchange relationships. Drawing on multiple data sources, we find that both psychological distance and geographical distance increases firms' contractual safeguard enforcement, while psychological distance decreases the firms' contractual coordination enforcement. Moreover, the paper discusses the
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The influence of managerial perceptions on adopting environmental strategies in B2B: An exploratory study from emerging countries Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-11-16 Osama S. Al-Kwifi, Allam K. Abu Farha, Shatha Obeidat, Hélène Yildiz, Zafar U. Ahmed
Environmental concerns are becoming ever more urgent in the agendas of governments, executives, marketing scholars, and other stakeholders around the world. While the academic field has made several calls to understand the forces that drive firms to deploy environmental strategies as well as the performance implications of these strategies, such studies remain limited. This study introduces managerial
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Performance of knowledge transfer mechanisms: The case of franchising networks Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-11-12 Nina Gorovaia, Miona Pajić, Josef Windsperger
Franchisor’s system knowledge is considered one of the most important resources for achieving competitive advantage in franchise networks. Although franchisors use a variety of knowledge transfer mechanisms, such as training, intranet, video conferences, manuals, and emails, to transfer the system knowledge to their local franchise partners, previous research has not investigated the performance outcomes
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Artificial intelligence - partner relationships management for climate management in B2B firms to achieve sustainable competitiveness Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-11-08 Ashutosh Samadhiya, Anil Kumar, Sanjeev Yadav, Sunil Luthra, Charbel Jose Chiappetta Jabbour, Rajat Agrawal
Drawing on the dynamic capability view and resource-based view, this study investigates the relationship among artificial intelligence (AI)-based partner relationship management, firm performance, and sustainable competitiveness concerning the climate management of business-to-business (B2B) firms. Throughout this investigation, the study additionally explored the impact of several other dimensions
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Corporate sustainable brand identity work and network embeddedness: Learnings from Better Place (2007–2013) Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-11-08 Poul Houman Andersen, Susanne Åberg, Andreea Bujac
The growing attention to the climate crisis in today’s business environment, increases the need for B2B firms to integrate corporate sustainable branding activities in stakeholder interactions. Motivated by a continuous push for market reforms to promote a sustainability agenda for B2B firms, this research uses an intensive single case study design to showcase how corporate sustainable brand identity