Journal of Business & Industrial Marketing: Volume 32 Issue 1

Thirty years of the Journal of Business & Industrial Marketing: a bibliometric analysis

Leslier Maureen Valenzuela, José M. Merigó, Wesley J. Johnston, Carolina Nicolas, 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 B-to-B…

The influences of suppliers on buyer market competitiveness: an opportunism perspective

Yu-Xiang Yen, Shiu-Wan Hung

This paper aims to propose an integrated model based on buyer and supplier opportunism to show the mechanism through which current and competing suppliers influence buyer market…

Market responsiveness: antecedents and the moderating role of external supply chain integration

Tuan Luu

The interaction between opening and closing behaviors of ambidextrous leadership produces “change” force throughout the organization in proactive response to market forces. This…

Buyer versus salesperson expectations for an initial B2B sales meeting

Timo Arvid Kaski, Pia Hautamaki, Ellen Bolman Pullins, Heidi Kock

The purpose of this paper to explore the value creation expectations of salespeople and buyers for initial sales meetings and to investigate how such expectations align.

How does market learning affect radical innovation? The moderation roles of horizontal ties and vertical ties

Yu Gao, Yao Li, Maoyong Cheng, Genfu Feng

This paper aims to investigate the curvilinear effects of firms’ market learning on radical innovation and the moderation effects of the focal firms’ horizontal ties and vertical…

Understanding and assessing crowd logistics business models – using everyday people for last mile delivery

Volker Frehe, Jens Mehmann, Frank Teuteberg

The purpose of this paper is to evaluate the nature and characteristics of crowd logistics business models. Using this evaluation, a new concept for a sustainable implementation…

Counterfeiting and piracy in supply chain management: theoretical studies

Fan Li, Zelong Yi

This paper aims to generate novel insights in supply chain management by reviewing studies related to counterfeiting and piracy issues with a particular emphasis on theoretical…

The direct and indirect effect of NFC on marketers’ work norms, vocational socialization, individual ethical position, and ethical perceptions

Nicholas McClaren, Andrea Vocino

The research sought to expand the conceptual understanding of the antecedents of decision-making under ethical conditions. This study aims to better understand the relationships…

Validating a framework of stakeholders in connection to business sustainability efforts in supply chains

Carlos Ferro, Carmen Padin, Göran Svensson, Juan Carlos Sosa Varela, Beverly Wagner, Nils M. Høgevold

The purpose of this study is two-fold: to determine the extent to which companies’ efforts aimed at sustainable business practices consider stakeholders in their organisations and…

Rational and emotional factors of customer satisfaction and brand loyalty in a business-to-business setting

Marc Elsäßer, Bernd W. Wirtz

Reaching customer satisfaction and brand loyalty in a business-to-business setting is still an area of rising interest to both researchers and practitioners. Compared to consumer…

Style and substance: a case study of the expansion of mature business-to-business relationships in the Italian clothing industry

Mariachiara Colucci, Marco Visentin

This paper aims to propose a model of the determinants of the expansion of mature business-to-business relationships in the downstream channel of the Italian clothing industry…

Proximity as determinant of business cooperation for technological and non-technological innovations: a study of an agribusiness cluster

Cristian Geldes, Jorge Heredia, Christian Felzensztein, Marcos Mora

This paper aims to use the proximity approach of economic geography with its spatial dimension (geographic) and their non-spatial dimensions (social, institutional, cognitive and…

New product performance and the benefit of periodically changing the relative influence balance between marketing and R&D

Frederik B.I. Situmeang, Mark A.A.M. Leenders, Nachoem M. Wijnberg

The purpose of this paper is to study the relationship between changes in relative influence between marketing and R&D and new product performance (NPP). The aim is to theorize…