Journal of Business & Industrial Marketing: Volume 34 Issue 1

B2B brand equity: investigating the effects of human capital and relational trust

The purpose of this study is to investigate the effects of human capital and relational trust on business-to-business (B2B) brand equity.

When can B2B firms improve product innovation capability (PIC) through customer participation (CP)? The moderating role of inter-organizational relationships?

When can B2B firms improve product innovation capability (PIC) through customer participation (CP)? The purpose of this paper is to shed light on this interesting question by…

Customer integration into supply chains: literature review and research propositions

The purpose of this paper is to explore the topic of customer integration into supply chains. Particular attention is focused on literature concerning customer-driven and…

Must have or nice to have

This paper aims to provide an opportunity to study organization buying behavior, specifically buying and selling in the B2B context. The case demonstrates the need to understand…

Social norms in the salesforce: justice and relationalism

This paper aims to examine the role of social norms of justice and relationalism in salesperson–sales manager relationships, and their role in developing salesforce commitment and…

Unethical sales behavior neutralization: the impact of salesperson role variables and moderating effects of role relationship orientation

The purpose of this paper is to explore the relationship between salesperson role perceptions and use of neutralization techniques, given the relationship orientation of the…

Speed dating or marriage? Brazilian business fairs according to a sample of metal/mechanic companies

This paper aims to focus on Brazilian business fairs primarily attended by metalworking companies.

Validating and expanding a framework of a triple bottom line dominant logic for business sustainability through time and across contexts

The purpose of this paper is to validate or refute the previous empirical findings of a TBL dominant logic for business sustainability and to expand the TBL dominant logic for…

Linking business model research and marketing: new network-based approach to business model analysis

The purpose of this paper is to establish a connection between the business model (BM) and B2B marketing research by developing a new approach to the BM analysis and improvement…

Modelling SME e-commerce with IMAES

There are several studies about the adoption of e-commerce for small-to-medium enterprises (SMEs) that separately, and in a dispersed manner, examine different theoretical…

End users’ purchasing task involvement, power and influence strategies in organizational buying

End users are often involved in organizational buying, but very little is known about the role that they play and how they influence purchasing decisions. This study aims to…

The unobserved signaling ability of marketing accountability: can suppliers’ marketing accountability enhance business customers’ value perceptions?

Marketing accountability is currently receiving increased attention from scholars and practitioners alike, with its usage mostly being linked to the improved position of marketing…

Fuzzy front end of innovation: a dual theoretical rationale

The uncertainties, ambiguities and unknown issues that characterize the beginning of a new product development project have led practitioners and scholars to coin the term “fuzzy…

Understanding changes within business networks: evidences from the international expansion of fashion firms

The purpose of this paper is to address the topic of business network dynamics and identify different relational paths, as forms of change in business relationships and related…

Industrial-buying research 1965-2015: review and analysis

The purpose of this paper is to investigate the underlying knowledge structure and evolution of industrial-buying research published between 1965 and 2015.

Editorial

What remains to be discovered? Manifesto for researching the interactive business world

The purpose of this viewpoint paper is to summarise the key findings of the industrial marketing and purchasing (IMP) research – especially for those who are unaware or unfamiliar…

Conflict handling in small firms’ foreign business relationships

The purpose of this paper is to indicate how conflicts in foreign business relationships are handled by small firms from a relational point of view and how these conflicts can be…

The transport service triad: a key unit of analysis

The purpose of the paper is to identify and discuss the transport service triad (TST) as a key unit of analysis to understand the operations and conditions for change in freight…

The joys and sorrows of a start-up’s interactions with the public sphere: a case from medical technology

This paper aims to address the crucial interactions that a start-up enacts with actors from the public sphere in a context of medical technologies. The public actor commonly plays…