Journal of Business & Industrial Marketing: Volume 28 Issue 5

Linking power, risk, and governance: a survey research in new product development relationships

Afshar Bazyar, Ebrahim Teimoury, Mehdi Fesharaki, Alireza Moini, Shahriar Mohammadi

Inter‐organizational arrangements are increasingly playing an important role in new product development (NPD). This article aims to investigate the links among power, risk, and…

How customer knowledge dissemination links to KAM

Hanna Salojärvi, Sami Saarenketo, Kaisu Puumalainen

This study aims to identify the organizational antecedents of intra‐organizational customer knowledge dissemination in the context of key account management (KAM).

Green marketing in B2B organisations: an empirical analysis from the natural‐resource‐based view of the firm

Elena Fraj, Eva Martínez, Jorge Matute

Following the natural resource based view of the firm, this paper seeks to analyse the influence of a green marketing strategy on the performance of business‐to‐business…

Salesperson coachability: what it is and why it matters

Kirby L.J. Shannahan, Rachelle J. Shannahan, Alan J. Bush

The purpose of this paper is to introduce the concept of salesperson coachability and to propose potential relationships between it and sales coaching and sales performance.

The influence of product features on brand switching: the case of magnetic resonance imaging equipment

Sam O. Al‐Kwifi, Rod B. McNaughton

This paper seeks to provide evidence that the long‐term success of capital‐intensive technology products requires continuous integration of innovations in the form of new features…

A framework for configuring sales support structure

Aaron D. Arndt, Jason Harkins

The aim of this paper is to examine when it is appropriate to provide dedicated support for a sales activity, and in cases where support is desirable, to explore the choice…

Breakthrough innovation: the roles of dynamic innovation capabilities and open innovation activities

Colin C.J. Cheng, Ja‐Shen Chen

This study aims to examine the roles of dynamic innovation capabilities and open innovation activities in breakthrough innovation. Drawing from the absorptive capacity…

How to not only survive but thrive during recession: a multi‐wave, discovery‐oriented study

David Nickell, Minna Rollins, Karl Hellman

This study aims to investigate the marketing actions that companies performed during the Great Recession, and the resulting effect on firms' performance. The purpose is to…