Journal of Business & Industrial Marketing: Volume 34 Issue 6

Revealing business customers’ hidden value formation in service

This paper aims to identify how, in contrast to a provider-oriented stance where customer value is conceptualised as being controlled by the provider, customer value is formed for…

Dispersion of marketing activities in business-to-business firms

The purpose of this paper is to explore the manifestations and the effects of the dispersion of marketing activities (DoMA) in business-to-business (B2B) firms.

Cultivating organizational wisdom for value innovation

Marketing literature, while acknowledging the relevance of organizational learning for a better market understanding, has shown remarkably little effort to develop a framework for…

Linking improvisational behavior to customer satisfaction: the relational dynamics

Contemporary sales scholarship suggests that salespersons pursuing customer satisfaction should improvise (think and act on their feet) to find solutions to customers’ emergent…

What geographical scope works best for rapidly internationalizing SMEs?

This paper aims to explore the benefits of a regional internationalization strategy and investigate how a rapidly internationalizing SME’s development of market knowledge relates…

Reconceptualizing value innovation for Industry 4.0 and the Industrial Internet of Things

Starting from the foundations of value innovation, this paper aims to give an idea of the key drivers and barriers – internal and external to the company – and to provide insight…

The development of trust over time in an emerging market context: the case of the Tunisian automotive sector

The purpose of this paper is to empirically investigate how context influences the quality of business relationships. This theoretical question is studied from the point of view…

Coopetition and innovation. Lessons from worker cooperatives in the Spanish machine tool industry

This paper aims to investigate how the implementation of the inter-cooperation principle among Spanish machine-tool cooperatives helps them to coopete–collaborate with…

The role of entry nodes in industrial firms’ internationalization: the significance of network structures for value innovation

The paper explores the links between network structures and internationalization, conceptualized as a process of value innovation. The exploration sets off from the concept of an…

Foreign market learning: an integrative model of its antecedents, processes and outcomes

The purpose of this paper is to offer an integrative model of foreign market learning, including different learning processes, antecedents and outcomes.

Interview

Guest editorial

How do a buyer’s political ties affect the market-based selection of suppliers?

Although the differential roles of political and business ties are recognized in the literature, the interplay between political and business ties remains unclear. This study aims…

Inertia, uncertainty, and exploratory partner selection

The purpose of this paper is to examine the following research question in partner selection decisions in business-to-business strategic partnerships/collaborations literature…

Transaction-specific investments in a supplier-distributor-supplier triad in China: opportunism and cooperation

Rather than focussing on dyadic distributor–supplier relationships, this study aims to examine whether the difference in transaction-specific investments (TSIs) between rival…

The double-edged effects of guanxi on partner opportunism

This study aims to examine the double-edged effects of guanxi on opportunism and the moderating effects of legal enforceability and partner asset specificity. It thus differs from…

Power advantage: antecedents and consequences in supplier–retailer relationships

The research indicates that relatively powerful firms exploit their advantages to damage their weaker partners. However, how power can be abused by advantaged firms remains…

Moderating effects of institutional factors on relationship quality: a comparative analysis of the US, Brazil, and China

The purpose of this research is to show how institutional factors affect buyer–supplier relationships. Specifically, the authors examine a model of relationship quality and its…

Integrated marketing channel relationships: integration dimensions and channel performance

Inter-firm integration is a multidimensional concept. This study aims to examine the performance effects of two aspects of inter-firm integration, coordination integration and…

International R&D alliances and innovation for emerging market multinationals: roles of environmental turbulence and knowledge transfer

The purpose of this paper is to examine the relationships between environment turbulence, knowledge transfer and innovation performance for emerging market multinationals (EMNEs…

Network centrality and innovation performance: the role of formal and informal institutions in emerging economies

The impact of network centrality on innovation performance is inconclusive. The purpose of this paper is to examine how formal and informal institutions affect the influence of…