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Measuring supply chain finance: a study of scale development and validation in the emerging market context Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-03-14 Zulqurnain Ali
Purpose Financing remains a serious concern for firms and is considered the main hurdle in the growth and development of small and medium enterprises (SMEs). Recently, a new stream of financing (SCF; supply chain finance) has emerged to meet the financing issues of SMEs. Therefore, measuring SCF is essential to support SMEs’ operations. This study aims to develop and validate the SCF scale based on
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Research on operation mechanisms of shareholding supply chains considering retailers’ marketing efforts Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-03-18 Wenqiang Li, Juan He, Yangyan Shi
Purpose Marketing is a hot topic, and the purpose of this study is to investigate how shareholding strategies can be applied to achieve strategic synergy between firms in vertical supply chains to improve retailers’ marketing efforts from a long-term perspective. Design/methodology/approach This study constructs Stackelberg models to analyze the operating mechanisms of shareholding supply chains under
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Toward an understanding of the personal traits needed in a digital selling environment Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-03-01 Karen M. Peesker, Lynette J. Ryals, Peter D. Kerr
Purpose The digital transformation is dramatically changing the business-to-business (B2B) sales environment, challenging long-standing views regarding the critical competencies required of salespeople. This paper aims to explore the personal traits associated with sales performance in a digital selling environment. Design/methodology/approach Using template analysis, the researchers captured and coded
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The concept of discontinuity in project marketing research: emergence, dissipation and glimpses of the future Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-02-28 Ilkka Tapani Ojansivu
Purpose This study aims to focus on a specific project marketing concept, i.e. “discontinuity,” and analyzes how this concept emerged in project marketing, becoming its key scholarly embodiment, how it became decoupled from the increasingly service-intensive project business practice and what the relevance of discontinuity is for project marketers moving forward. Design/methodology/approach This study
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Pandemic-driven business model sustainability: a review Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-02-19 Denis Klimanov, Olga Tretyak
Purpose This paper aims to review and summarize the findings of research dedicated to studying the process of building sustainable business models (BM) triggered by development of COVID-19 pandemic. Design/methodology/approach Bibliometric analysis is performed to identify the papers most relevant to the topic. The authors review the findings of more than 50 papers from Scopus database published between
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Modeling the influence of management control system and ambidextrous behavior on B2B customer relationships: a job demand-resource perspective Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-02-16 Muhammad Irfan, Bilal Ahmad
Purpose Service–sales ambidexterity (SSA) offers sales managers crucial information about dealing with customer service failures through an effective management control system. This study aims to scrutinize the relationships among SSA, salesforce control system, salesperson’s role stressors and service recovery performance (SRP) in the business-to-business (B2B) context. Design/methodology/approach
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The role of digital skills in the acceptance of artificial intelligence Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-02-12 Vanja Vitezić, Marko Perić
Purpose The service industry is facing the huge impact of digital transformation, in which artificial intelligence (AI) plays one of the most important roles. This study aims to expand the understanding of the AI acceptance framework and confirm whether consumers’ digital skills have a moderating effect on the research model. Design/methodology/approach Hypotheses were tested using a data set of 1
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Add a seat for another actor in the business network! Consumer communities’ roles for fashion sustainable new ventures Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-02-12 Giulia Monteverde, Andrea Runfola
Purpose This paper aims to integrate the consumption perspective within the Industrial Marketing and Purchasing (IMP) debate. The study delves into how consumer communities can be conceived like other network business actors. The perspective of sustainable new ventures (SNVs) in the fashion industry is adopted, considering their specific connection with consumer communities. Design/methodology/approach
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Understanding the role of serial acquisition and subsidiary autonomy in providing value within servitizing industrial networks Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-02-12 Ismail Golgeci, Yusuf Kurt, Ksenia Vashchillo-Mollett, René Chester Goduscheit, Ahmad Arslan, Volkan Yeniaras
Purpose Research examining the joint role of serial acquisitions and subsidiary autonomy in holistic value provision within servitizing industrial firms is scarce. Thus, this paper aims to investigate the role of serial acquisition and subsidiary autonomy in providing value within servitizing industrial networks. Design/methodology/approach A conceptual framework is developed based on the case study
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Relationship problem mechanisms and negative active responses: the moderating role of behavior monitoring Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-02-09 Min Sung
Purpose This study aims to understand what primary relationship problem mechanisms can exist in the franchise channel and how exchange partners respond to them. This study demonstrates how the franchisor’s relationship problem mechanisms (threat, contract enforcement) affect the franchisee’s negative active responses (venting, threatened withdrawal). Design/methodology/approach This study tested hypotheses
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A pricing strategy of dual-channel supply chain considering online reviews and in-sale service Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-02-05 Yong Liu, Chang-Xue Lin, Gang Zhao
Purpose The paper attempts to discuss the optimal pricing decisions under the decentralized and centralized decision and analyze the influence of online reviews and in-sale service on dual-channel supply chain. Finally, the authors design a two-part tariff coordination mechanism. Design/methodology/approach To deal with this pricing conflict problems of dual-channel supply chain consisting of dominant
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Effects of interactions between technology spillovers and carbon transfers on carbon emission reduction decisions and coordination within supply chains Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-29 Xiaozhuang Jiang, Licheng Sun, Yushi Wang
Purpose This paper aims to refine the mechanisms affecting the two-way technology spillover and carbon transfer interactions between supply chain enterprises, and to guide their reduction of carbon emissions. Design/methodology/approach This study formulates a supplier-led Stackelberg game model to explore the effects of the interactions between two-way technology spillover effects and carbon transfers
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Studying international complaints: a multicultural analysis across two time periods Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-24 Ines Küster, Natalia Vila, Amparo Kuster-Boluda
Purpose This paper first aims to examine associations between factors involved in business-to-business complaints management and results (satisfaction and loyalty) and analyses three types of distributors based on their cultural profile (domestic, low context and high context). Second, the paper investigates whether the identified associations remain stable over time. Design/methodology/approach Data
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All that glitters is not gold: exploring social selling through the eyes of B2B customers Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-22 Chiara Ancillai, Sara Bartoloni, Federica Pascucci
Purpose The purpose of this study is to provide an in-depth understanding of the B2B customers’ perspective regarding salespeople’s social media use. Design/methodology/approach The study adopts a qualitative approach based on semi-structured interviews with 26 key informants performing their job in customer role in various industries. Findings The authors inductively identify five themes regarding
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Affect-based dimensions of trust: a study of buyer-supplier relationships in Thai manufacturing Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-23 Rapeeporn Rungsithong, Klaus E. Meyer
Purpose Trust is an important facilitator of successful B2B relationships. The purpose of this study is to investigate affect-based antecedents of both interpersonal and interorganizational trust, and their impact on the performance of buyer–supplier relationships. The authors ask two research questions: (1) What are affect-based dimensions of interpersonal and interorganizational trust? (2) How do
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Supply chain resilience capabilities in automotive and other industries: a mixed method approach Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-19 Ila Manuj, Michael Herburger, Saban Adana
Purpose While, supply chain resilience (SCRES) continues to be a dominant topic in both academic and business literature and has gained more attention recently, there is limited knowledge on SCRES capabilities specific to business functions. The purpose of this paper is to identify and investigate capabilities shared between supply, operations and logistics that are most important for SCRES. Desig
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Servitization and firm productivity premium across the product value chain: evidence from Russian manufacturing firms Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-19 Anna Fedyunina, Liudmila Ruzhanskaya, Nikolay Gorodnyi, Yuri Simachev
Purpose This paper aims to discuss the firm productivity premium for servitized firms. It discusses servitization across the product value chain and estimates the effects of the range and extent of servitization on productivity premium in manufacturing firms. Design/methodology/approach This paper develops a conceptual framework and tests the hypotheses on the effects of servitization on productivity
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Export performance: a comprehensive bibliometric overview Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-17 Beyza Aksoy, Ayhan Akpınar, Çağatay Ünüsan
Purpose This study aims to present a bibliometric overview of the academic research on export performance (EP) in the business and management areas. Design/methodology/approach A bibliometric overview of 1,463 papers from 1968 to 2021, including performance analysis, science mapping analysis and graphical mapping, was conducted using the Scopus database. SciMAT software was used for thematic analysis
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Power in the supply chain: a state-of-the-art literature review and propositions from the perspective of gender differences Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-11 Heba F. Zaher, Gilberto Marquez-Illescas
Purpose This paper aims to examine the existing literature on firms’ power through the lens of the supply chain and highlights some gaps that could be covered by future research. Design/methodology/approach This study uses a systematic framework-based review combining the insights of the antecedents, decisions and outcomes (ADO) and theories, contexts and methods (TCM) frameworks. The review was carried
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The role of contextual factors in conflict handling strategies in logistics service networks Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-10 Seda Özcan, Bengü Sevil Oflaç
Purpose In business-to-business interactions, conflicts are inevitable, and conflict-handling strategies that consider different variables improve the decision-making process of actors. This study aims to reveal the role of power and criticality in conflict-handling research in logistics service networks. Design/methodology/approach A 2 × 2 between-subject experimental design with four different scenarios
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Uncovering the dark side of the sharing economy from a provider’s perspective: a bibliometric systematic review Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-09 Sihong Wu, Maureen Benson-Rea
Purpose Despite a growing body of research focusing on the dark side of sharing economy development, arguments are fragmented and incomplete. This study aims to address the gap by integrating existing viewpoints based on a provider’s perspective. Design/methodology/approach This study conducted a bibliometric analysis using text mining and clustering algorithm techniques to measure the scope of scientific
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Buying centers and emerging developments: the SME perspective Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-02 Silvio Cardinali, Piyush Sharma, Elena Cedrola, Marta Giovannetti, Kishore Gopalakrishna Pillai
Purpose This paper aims to explore the challenges and opportunities faced by buying centers in small and medium enterprises (SME) manufacturing companies in view of recent technological changes and the virtualization of communication. Design/methodology/approach This study uses a qualitative approach with multiple case studies to portray complex realities within the buying centers in the manufacturing
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Augmenting machine learning with human insights: the model development for B2B personalization Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-01 Shahrzad Yaghtin, Joel Mero
Purpose Machine learning (ML) techniques are increasingly important in enabling business-to-business (B2B) companies to offer personalized services to business customers. On the other hand, humans play a critical role in dealing with uncertain situations and the relationship-building aspects of a B2B business. Most existing studies advocating human-ML augmentation simply posit the concept without providing
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Transparency and trust in cargo claims: microenterprises selling internationally on a peer-to-peer platform Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2024-01-01 Ferhat Caliskan, Yavuz Idug, David M. Gligor, Hasan Uvet, Saban Adana, Hasan Celik, Sedat Cevikparmak
Purpose The purpose of this study is to determine the factors that impact the trust of microenterprises in online selling platforms and cargo carriers and examine the consequences of a lack of trust. Design/methodology/approach This study adopts a qualitative exploratory approach and uses grounded theory to generate insights based on interviews with 27 microenterprise owners selling internationally
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Information sharing format preferences under different supply chain power structures Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-12-29 Haining Sun, Jianhu Cai
Purpose This paper aims to study the preferences of the supply chain (SC) members on various power structures under demand information asymmetry considering competing retailers. Design/methodology/approach A two-level SC with one manufacturer and two retailers is designed. The retailers are in Bertrand competition. The manufacturer who holds the confidential demand information chooses the appropriate
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Culture uncovered: B2B salesforce job reviews as windows into corporate values Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-12-26 Joey Lam, Michael S. Mulvey, Karen Robson, Leyland Pitt
Purpose This study aims to help uncover corporate culture and values to attract and retain talent by understanding job reviews written by business-to-business (B2B) salespeople. Design/methodology/approach Over 40,000 job reviews on Glassdoor.com are analyzed by a dictionary-based content analysis tool, Linguistic Inquiry and Word Count (LIWC2015), to explore the links between corporate culture and
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Organizational learning, strategic guanxi networking, co-creation marketing strategy and B2B export performance: evidence from emerging market export venture Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-12-25 Herbert Sima, Henry F.L. Chung, Yulong Liu
Purpose Drawing on the organizational learning and relational governance literature, this study aims to advance a theoretical model to explain the export performance of emerging market export ventures. Design/methodology/approach This study selects quantitative methodology because the main objective of this study is to explore the role of export ventures’ performance (past) on guanxi networking, co-creation
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Prioritizing the antecedents of employer branding using fuzzy AHP: an extent analysis approach Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-12-21 Avinash Chopra, Gokulananda Patel, Chandan Kumar Sahoo
Purpose One of the most decisive objectives of human resource management (HRM), essential for business performance, is to attract, maintain and engage a qualified workforce. This study aims to identify and prioritize the antecedents of employer branding, which are considered extremely important by potential applicants when they choose to join a particular employer. Design/methodology/approach The authors
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Towards a theoretical framework of co-development in supply chains: role of platform affordances and supply chain relationship capital Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-12-12 Ying Chen, Hing Kai Chan, Zhao Cai
Purpose Using perspectives from the technology affordance and social capital theories, this study aims to unpack the process through which platform-enabled co-development unfolds in supply chain contexts. Specifically, it explores how innovation outcomes can be fostered through platform affordances and supply chain relationship (SCR) capital. Design/methodology/approach The paper integrates literature
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The interplay between sales and marketing expenditures: an econometric approach in the B2B market Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-11-27 Mehir Baidya, Bipasha Maity
Purpose Managers engage in marketing efforts to boost sales and in setting marketing budgets based on current or historical sales. Past studies have overlooked the reciprocal relationship between marketing spending and sales. This study aims to examine the nature of the relationship between sales and marketing expenses in the B2B market. Design/methodology/approach Five hypotheses on the relationship
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Inflection points during a disruptive event: planning within the sales force Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-11-27 Ryan L. Matthews, Brian N. Rutherford, Lucy M. Matthews, Diane R. Edmondson
Purpose This paper aims to investigate business-to-business sales executives’ navigation of challenges and changes in planning during two separate periods (prevaccine and postvaccine) of time, which were impacted by a disruptive event (the COVID-19 pandemic). Design/methodology/approach This study uses a two-phase qualitative data collection approach. Thirteen executives, primarily from the Business-to-Business
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The role of ICTs for knowledge sharing in franchising networks Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-11-20 Elenise Martins Rocha, Diego Augusto de Jesus Pacheco, Natália Silvério, Cinthya Mônica da Silva Zanuzzi, Paulo Maurício Selig
Purpose Despite the significance of knowledge sharing for competitive advantage in networked businesses like franchising systems, there is a lack of comprehensive understanding regarding the strategic value of knowledge sharing in the context of franchising. In particular, the specific contribution of information and communication technologies (ICTs) in facilitating interorganizational knowledge exchange
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Supplier-customer relationships for sustainability-led innovation in the textile industry Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-11-17 Matteo Dominidiato, Simone Guercini, Matilde Milanesi, Annalisa Tunisini
Purpose This paper aims to investigate sustainability-led innovation, focusing on the interplay between product and process innovation for sustainability goals and the underlying supplier–customer relationships. Thus, the paper delves into sustainability-led innovation and how it affects supplier–customer relationships, and vice versa, thus providing a twofold perspective. Design/methodology/approach
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On the starting situation for business relationship initiation in turbulent business networks Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-11-17 Olof Wadell, Anna Bengtson
Purpose The purpose of this study is to develop a model of a starting situation for relationship initiation in turbulent business networks. Design/methodology/approach The study is designed as an extreme single case study that takes its point of departure in a company’s bankruptcy in the Swedish automotive industry. Findings This study illustrates how a new business relationship can start from a resource
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Exploring new product development team problem-solving creativity in the base of the pyramid B2B firms Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-11-09 Hailu Getnet, Aron O’Cass, Vida Siahtiri, Hormoz Ahmadi
Purpose This study aims to investigate the role of team problem-solving creativity in new product development (NPD) in the bottom-of-the-pyramid (BoP) in business-to-business firms. This study synthesizes perspectives from NPD, creativity and leadership to examine how work-related factors such as NPD managers’ role ambiguity and individual-related factors such as CEO’s ambidextrous leadership style
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Customer equity drivers and repurchase intent among B2B customers: the moderating role of perceived switching cost Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-11-08 Vibhava Srivastava, Deva Rangarajan, Vishag Badrinarayanan
Purpose This study aims to investigate the role of three customer equity drivers on customer repurchase intent in business-to-business (B2B) markets. It also explores the interconnected nature of equity drivers, specifically, the effects of brand equity and value equity on relationship equity. Further, it investigates how perceived switching costs moderates the interrelationships between customer equity
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Segmenting the customers of system delivery projects based on data heterogeneity Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-11-02 Matti Haverila, Kai Christian Haverila, Caitlin McLaughlin
Purpose This paper aims to examine project management segments based on customer satisfaction drivers and loyalty rather than traditional demographic or behavioural variables. Design/methodology/approach Data were gathered over 18 consecutive months, and 3,129 surveys were completed using a questionnaire. The statistical methods included partial least squares (PLS) structural equation modelling, finite
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Mastering customer lock-in by servitization innovation strategies of asset specificity Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-11-01 Wen-Hong Chiu, Zong-Jie Dai, Hui-Ru Chi
Purpose This study aims to explore how manufacturing firms master customer lock-in through value creation by servitization innovation strategies from the perspective of asset specificity. Design/methodology/approach A multiple case study with triangulation fashion is adopted to identify servitization innovation strategies. Several manufacturing firms were investigated, which are distributed in different
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Commitment, trust, relative dependence, and customer loyalty in the B2B setting: the role of customer satisfaction Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-11-01 Emmanuel Arthur, George Cudjoe Agbemabiese, George Kofi Amoako, Patrick Amfo Anim
Purpose This study aims to explore the role customer satisfaction play in mediating the nexus between commitment, trust, relative dependence and customer loyalty from an emerging market context under a business-to-business (B2B) setting. Design/methodology/approach The study was a descriptive survey, and using convenience sampling technique, questionnaires were used to gather data from 356 businesses
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Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance types Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-27 Ilkka Tapani Ojansivu
Purpose This study aims to explore what characteristics contribute to the definition of relevance in business-to-business (B2B) marketing research and how/why different strands of B2B marketing maintain or lose their relevance. Design/methodology/approach This study is conceptual. It adopts a performative-phenomenal standpoint for B2B marketing research and approaches relevance through the concept
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Customer participation in manufacturing firms’ new service development: the moderating role of CRM technology Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-24 Todd Morgan, Wesley Friske, Marko Kohtamäki, Paul Mills
Purpose This paper aims to examine how customer participation in new service development (NSD) and customer relationship management (CRM) technology can improve the NSD performance of manufacturing firms. Additionally, the paper examines CRM technology usage to understand how it impacts new service performance both individually and jointly with customer participation in NSD. Design/methodology/approach
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Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-24 Rodrigo Guesalaga, Jose L. Ruiz-Alba, Pablo J. López-Tenorio
Purpose The purpose of this study is to investigate the drivers of business-to-business (B2B) sales success and the role of digitalization, in a selling and sales management landscape being disrupted by COVID-19. Design/methodology/approach The methodology follows a discovery-oriented grounded theory approach, which consists of a two-stage qualitative study with sales professionals in Chile, and a
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Effect of the pandemic on professional selling: an exposition of different selling styles using theories-in-use approach Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-24 Mohd Atif Aman, Mohammad Khalid Azam, Asif Akhtar
Purpose This study aims to identify the changes in different selling situations/styles during and post-COVID scenarios. Design/methodology/approach To attain the above-mentioned objective, a qualitative study drawn upon the principles of the theories-in-use approach is conducted. The data were collected through 23 in-depth semistructured interviews, conducted with professional salespeople working at
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How much customer collaboration is too much? Implications for user entrepreneurship and product performance Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-24 Saurabh Srivastava, Pramod Iyer, Arezoo Davari, Wallace A. Williams Jr., Perry L. Parke
Purpose Research in the business-to-business (B2B) and user entrepreneurship literature agrees that “user-driven” perspectives allow entrepreneurs to develop innovative products superior to conventional products. Other researchers argue that such “user-driven” products have limited success and limited impact in certain markets (e.g. niche and industrial markets). This study aims to understand the extent
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Not the way it used to be: B2B interactions in the era of ecosystems Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-24 Brandon Gustafson, Nadia Pomirleanu, Babu John-Mariadoss
Purpose The COVID pandemic has prompted B2B and industrial marketing scholars to understand more about how external disruptions impact parties involved in B2B transactions. This paper aims to adopt an ecosystem perspective to conceptually classify the interactions between actors involved in B2B ecosystems. Design/methodology/approach This conceptual paper presents a framework across multiple levels
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Dialectic critical realism in business marketing: dialectic customer portfolio management Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-19 Markus Vanharanta, Phoebe Wong
Purpose This study aims to contribute to the field of customer portfolio management by proposing a novel approach rooted in dialectic critical realism (DCR). DCR, as an ontological theory, enables a fundamental reimagining of customer portfolio management as a dialectic process. The conceptualized dialectic portfolio management is motivated by the concept of “absence”, akin to Hegelian “antithesis”
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Opening the black box of capabilities to renew the organizational and business know-how of franchises Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-10 Alexandra Burlaud, Fanny Simon
Purpose The purpose of this paper is to investigate the relationship between capabilities and renewal of organizational and business know-how in franchise networks. Design/methodology/approach This work uses a comparative case study of adaptive, absorptive and innovative capabilities to investigate knowledge renewal in 16 franchise networks. Findings The findings show that adaptive and innovative capabilities
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The moderating effect of supply chain collaboration on servitization Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-06 Jose L. Ruiz-Alba, Anabela Soares, Miguel Angel Rodríguez-Molina
Purpose Supply chain collaboration (SCC) is an important element that contributes to enhanced performance. Nonetheless, there is still a need to understand its role in servitization implementation and outcomes. This study aims to address this gap by looking at the impact of SCC on servitization and performance when considering service levels (base, intermediate and advanced). Design/methodology/approach
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Resonating with the consumer desires behind the screen – consumer-centric tourism advertising and new technology applications Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-06 Yu (Viviane) Chen
Purpose The purpose of this study is to conceptually integrate business to consumer (B2C) into business to business (B2B), with a holistic consumer-centric, technology-reinforced, long-term vision for tourism industries and companies to survive and succeed in the era of new technologies 4.0. The research suggests that the tourism-marketing-new technologies decision-making involves customers as the
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Inter-firm coopetition and innovation in industrial clusters: the role of institutional support Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-09 Rui Xu, Xiaoxuan Zhu, Yu Wang, Jibao Gu, Christian Felzensztein
Purpose Innovativeness is crucial for industrial cluster firms to gain sustained competitive advantage. This study aims to investigate the effects of inter-firm coopetition on firm innovativeness within a cluster and examines the moderating role of institutional support. Design/methodology/approach This research adopts an empirical survey method using multi-source data from 181 industrial cluster firms
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Does enabling control systems and relational capabilities foster conflict management in innovation ecosystems? Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-05 Thiago Tomaz Luiz, Anderson Betti Frare, Ilse Maria Beuren
Purpose This paper aims to analyze the effects of enabling management control systems (MCSs) and relational capabilities (interorganizational learning and coordination) on conflict management in innovation ecosystems. Design/methodology/approach Shedding light on relational governance, structural equation modeling (symmetric analysis) and qualitative comparative fuzzy-set analysis (asymmetric analysis)
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Actor roles emergence through actor engagement: an SD logic perspective Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-10-03 Anees Wajid, Osman Sadiq Paracha, Muhammad Mustafa Raziq
Purpose Emergence is a key concept in service-dominant (SD) logic; however, the literature is neonatal on the underlying mechanisms that lead to emergence within service ecosystems. This study aims to address the call by Vargo et al. (2022) for understanding the role of actor engagement in emergence of novel outcomes, by identifying a process of how various actor roles in entrepreneurial ecosystem
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I want what they have: the impact of salesperson envy on customer relationships amid organizational disruption Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-09-29 Tyler Hancock, Michael L. Mallin, Ellen B. Pullins, Catherine M. Johnson
Purpose This study aims to use cognitive appraisal theory to explain how organizational disruption influences the development of envy resulting in unethical selling practices, turnover intentions and a reduction in customer orientation that causes disruption to impact customer relationships. This research helps to address drivers of salesperson envy, the potential disruptions to customer relationships
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Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-09-26 Ania Izabela Rynarzewska, Stephen LeMay, Dave McMahon
Purpose This study aims to examine small-firm shifts in behavior during major supply chain disruptions that change supply chains permanently. The study focuses on small to mid-sized enterprise (SME) responses to suppliers’ opportunistic behaviors within a larger disruptive environment. The study addresses two broad research questions: how do small businesses adapt to supply chain disruptions, and under
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Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-09-20 Marta Giovannetti, Arun Sharma, Deva Rangarajan, Silvio Cardinali, Elena Cedrola
Purpose The COVID-19 pandemic has led to major sales strategy and process changes as many interactions migrated from face-to-face to virtual environments. The nature of the interactions changed, and sales firms, the sales function and salespeople created new processes to excel in virtual environments. As sales processes evolve further, this paper aims to focus on understanding the enduring shifts in
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B2B supply chain risk measurement systems: a SCOR perspective Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-09-20 Romane Guillot, Rameshwar Dubey, Sushma Kumari
Purpose Globalisation, trade barriers, unprecedented health crises and geo-political crises have forced organisations to revisit their performance measurement systems (PMS) to better prepare their supply chain against the risk and improve performance in times of crisis. This study aims to review the supply chain operation reference (SCOR)-based PMS and propose a dynamic SCOR-based PMS for supply chain
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Adoption of digital platforms by sponsoring organisations and NPOs for cause-related B2B marketing programs: a fsQCA exploration Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-09-15 Vibhas Amawate
Purpose Cause-related B2B marketing programs involve sponsoring organisations working with B2B suppliers with the help of non-profit organisations (NPOs) on practises relating to environmental friendliness, workforce diversity, human rights, safety, philanthropy and business ethics. The study aims to identify the combinatory factors driving the adoption of Digital B2B platforms for managing cause-related
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Manufacturer's sales format selection and information sharing strategy of platform with a private brand Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-09-15 Peng Liu, Rong Zhang, Ya Wang, Hailong Yang, Bin Liu
Purpose In recent years, private brands for e-commerce platforms have experienced rapid growth. However, whether these platforms developing private brands should share their demand information with others and how such information sharing affects the sales format selection of national brand manufacturers have puzzled firm managers in practice. This paper aims to investigate the information-sharing strategy
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Aligning sustainability goals of industrial operations and marketing in Industry 4.0 environment for MSMEs in an emerging economy Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-09-15 Darshan Pandya, Gopal Kumar, Shalabh Singh
Purpose It is crucial for the Indian micro, small and medium enterprises (MSMEs) to implement a few of the most important Industry 4.0 (I4.0) technologies and reap maximum benefits of sustainability. This paper aims to prioritize I4.0 technologies that can help achieve the sustainable operations and sustainable industrial marketing performance of Indian manufacturing MSMEs. Design/methodology/approach
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Benefits, barriers, and facilitators of developing B2B mobile applications Journal of Business & Industrial Marketing (IF 3.319) Pub Date : 2023-09-12 Daniel Adomako Asamoah, John Bowman Dinsmore, Kunal Swani
Purpose While few studies have examined business-to-business (B2B) mobile application (app) usage, none have examined the challenges in developing these technological assets. This study aims to examine B2B marketing executives’ perceptions regarding benefits, barriers and facilitators in app development. Design/methodology/approach A survey of 311 B2B marketing executives at selling firms in the USA