Journal of Business & Industrial Marketing: Volume 33 Issue 5

Examining the role of international entrepreneurial orientation, domestic market competition, and technological and marketing capabilities on SME’s export performance

Byoungho Jin, Hyeon Jeong Cho

The purpose of this paper is to extend our understanding of the development of small- and medium-sized enterprise (SME) organizational capabilities and their contributions to…

The effects of humor usage by salespersons: the roles of humor type and business sector

Laurent Bompar, Renaud Lunardo, Camille Saintives

While humor is known to help relational outcomes, its usefulness for sellers to build strong relationships with their business partners and achieve performance remain unknown…

Coping intelligence theory: coping strategies, satisfaction and sales commission

Rajesh V. Srivastava, Thomas Tang

This study aims to develop and test a new formative theory of coping intelligence (CI). It asserts that problem- and emotion-focused coping strategies contribute differently to…

Sponsoring the football national team

Ana Brochado, Pedro Dionísio, Maria Carmo Leal

A key concern in sports sponsorship decisions is knowing under what conditions sponsorship can effectively act as a brand building tool. The purpose of this study is to list…

No manager is an island: culture in sensemaking of business networking

Maria Ivanova-Gongne, Lasse Torkkeli

This paper aims to investigate the role of culture in managerial sensemaking and conceptualization of business networking.

Are mobile devices a blessing or a curse? Effects of mobile technology use on salesperson role stress and job satisfaction

Sergio Román, Rocío Rodríguez, Jorge Fernando Jaramillo

Mobile technologies have become indispensable in sales. However, there is a lack of agreement about whether mobile technology use facilitates the sales job or contributes to the…

Studying the relationship between the perceived value of online group-buying websites and customer loyalty: the moderating role of referral rewards

Ya-Ling Chiu, Lu-Jui Chen, Jiangze Du, Yuan-Teng Hsu

The purpose of this study is to examine the effect of perceived value on customer loyalty through affective commitment in the online group-buying (OGB) context. This paper…

The influences of relational benefits on repurchase intention in service contexts: the roles of gratitude, trust and commitment

Shihyu Chou, Chi-Wen Chen

The purpose of this study is to develop and examine an integrated mediating model that contains relationship benefits as the relationship antecedents; trust, relationship…

From external information to marketing innovation: the mediating role of product and organizational innovation

F. Javier Ramirez, Gloria Parra-Requena, Maria J. Ruiz-Ortega, Pedro M. Garcia-Villaverde

This paper aims to further understand how firms transform external information into marketing innovation. The specific aim is to analyse the mediating role of product innovation…

Customer loyalty approach based on CRM for SMEs

Marcella Brito Galvão, Raíssa Corrêa de Carvalho, Lucas Ambrósio Bezerra de Oliveira, Denise Dumke de Medeiros

The purpose of this paper is to explore marketing analysis by developing a customer loyalty approach for small- and medium-sized enterprises (SMEs) in the service sector, based on…

Governance mechanisms and total relationship value: the interaction effect of information sharing

Ngoc Luu, Jack Cadeaux, Liem Viet Ngo

The purposes of this study are to examine how contractual and relational governance mechanisms influence total value created in a buyer–supplier relationship and to investigate…

Adoption strategies of social media in B2B firms: a multiple case study approach

Maryam Lashgari, Catherine Sutton-Brady, Klaus Solberg Søilen, Pernilla Ulfvengren

The purpose of this study is to clarify business-to-business (B2B) firms’ strategies of social media marketing communication. The study aims to explore the factors contributing to…