Journal of Business & Industrial Marketing: Volume 32 Issue 6

Guest editorial

Fawaz Baddar ALHussan, Chavi C.Y. Fletcher-Chen, Peter Batt

Conceptualizing mechanisms influencing strategizing in business networks

Anna-Greta Nyström, Joachim Ramstrom, Jan-Åke Törnroos

The purpose of this paper is to study how insights from socio-cognitivism (sensemaking and interaction) in conjunction with institutional theory enhance our knowledge of…

Cross-border remittance between emerging economies: an institutional perspective

Theingi Theingi, Hla Theingi, Sharon Purchase

The purpose of this paper is to investigate how institutional mechanisms operate within both formal and informal channels of cross-border remittance.

Trust building process for new market entrants: a case study of a Japanese cosmetics company’s business expansion in China

Hajime Kobayashi, Yoritoshi Hara, Tetsuya Usui

This study adopts a three-component view of trust bases (cognition, affection and institution) and examines how these trust components function and interact during a business…

Effective knowledge transfer between the headquarters and a subsidiary in a MNC: the need for heeding capacity

Hiroyuki Ishihara, Judy Zolkiewski

This paper aims to focus on knowledge transfer between the headquarters and a subsidiary of a multinational corporation (MNC). A framework with type of knowledge, absorptive…

The role of senior executives in managing key customers in Arab context

Fawaz Baddar ALHussan, Faten Baddar AL-Husan, Lulu Alhesan

The purpose of this paper is to explore the role of senior managers in managing intra-and inter-organizational relationships with key customers and the factors that influence such…

The wicked problems of supplier-driven innovation

Poul Rind Christensen, Kristin B. Munksgaard, Anne Louise Bang

Suppliers stand in the wake of a new diversified strategic momentum in the global production network, where innovation is growing in importance. The term “supplier-driven…

An analysis of technical and commercialization paths for an innovation trajectory

Sharon Purchase, Christina Kum, Doina Olaru

The purpose of this study is to investigate sequences of event and the resulting innovation paths and trajectories followed by a university spin-off organization.

Networking, business process innovativeness and export performance: the case of South Asian low-tech industry

Anisur R. Faroque, Sussie C. Morrish, Ahmed Shahriar Ferdous

The purpose of this study is to investigate the role of business process innovativeness in the networking-export performance relationship in a developing country low-tech industry…

Relational resources for emerging markets’ non-technological innovation: insights from China and Taiwan

Chavi C.-Y. Fletcher-Chen, Faten Baddar AL-Husan, Fawaz Baddar ALHussan

This paper aims to highlight the importance of relational resources (trust and relationship effectiveness). The authors investigate how the Chinese guanxi is utilized to create…