Table of contents
New product creativity and alliance ambidexterity: the moderating effect of causal ambiguity
Jing-Wen HuangThere has been little research discussing the role that new product creativity plays in achieving alliance ambidexterity and how causal ambiguity may be a potential moderator in…
Industry drivers of multinational companies’ externalization choice: a conceptual framework and application to Korea–China film co-productions
Hwy-Chang Moon, Wenyan YinThis conceptual paper aims to explore under what conditions multinational companies (MNCs) are more likely to internationalize through externalization modes.
The role of relationship quality and loyalty programs in building customer loyalty
Piotr Kwiatek, Zoe Morgan, Marsela Thanasi-BoçeDespite the abundance of B2B loyalty programs (LPs), the research on their interplay with relationship marketing is scarce. The purpose of this paper is to investigate a LP (a…
The interacting effect of business and cultural distances on relationship management and export performance: the case of wine export between France and China
Lin Han Shao, Tatiana Bouzdine-Chameeva, Renaud LunardoThis study aims to investigate the interacting effect of two forms of psychic distance (business and cultural) on export relationship management. Specifically, this research…
Marketing through a joint commercial product portfolio: business drivers, benefits and challenges
Erno Mustonen, Janne Harkonen, Harri HaapasaloThis study aims to improve understanding of companies’ motives and concerns in relation to cooperation through a joint commercial product portfolio.
Trust and commitment as mediators between economic and non-economic satisfaction in business relationships: a sales perspective
Nils Høgevold, Goran Svensson, Carmen Otero-NeiraThis paper aims to test trust and commitment as mediators between economic and non-economic satisfaction in seller business relationships in contrast to previous studies on buyer…
Market orientation and performance: industrial supplier and customer perspectives
Thomas L. Powers, Karen Norman Kennedy, Seongwon ChoiThis paper aims to contribute industrial marketing literature by examining the relationship between market orientation and performance based on multiple perspectives and measures…
International experience, commitment, distribution adaptation and performance: a study of Ghanaian firms in B2B export markets
Gloria Sraha, Revti Raman Sharma, Dave Crick, James M. CrickThis study aims to contribute to the existing understanding of export practices in sub-Saharan African firms with a contextual focus on Ghanaian exporters operating in…
Towards a spectacularly dynamic and pluralist “normal science”: pragmatism, communication, IMP and BtoB marketing research
Sid Lowe, Michel Rod, Ki-Soon HwangThe purpose of this paper is to promote the use of pragmatism within industrial marketing and purchasing (IMP), business-to-business (B2B)/network research with its enhanced…
Market entry strategies in a high-tech successive generations market: a case study of three semiconductor firms with different entry modes
Changhyun ParkThe purpose of this study is to explore market entry strategies in a high-tech successive generations (HTSGs) market, by investigating entry mode via entry timing and path…
Inside the incubator – business relationship creations among incubated firms
Christina Öberg, Markus Klinton, Helen StockhultIncubators, as providers of advice and resources, suggest fostering the development of early-idea firms. Literature and practice seem to suggest an ever-increasing amount of…
How to balance interfirm relationships? A case from high-speed railway industry
Na Zhang, Xiaopeng Deng, Bon-Gang Hwang, Yanliang NiuBalancing interfirm relationships is important for firms’ long-term superior performance. However, prior studies mainly focus on interfirm competition or interfirm cooperation…
Behind the length of contract during market transitions
Xin Chen, En Xie, Mike W. Peng, Brian C. PinkhamThe purpose of this paper is to examine an important yet underexplored research question in the literature: What determines the length of contract governing buyer–supplier…
Managing international distributors’ complaints: an exploratory study
Amparo Kuster-Boluda, Natalia Vila Vila, Ines KusterComplaint management is at the heart of customer relationship management. While many studies have analyzed a client’s complaint behavior in business-to-business (B2B…
The impact of trust, privacy and quality of service on the success of E-CRM: the mediating role of customer satisfaction
Houriyeh Dehghanpouri, Zeynab Soltani, Reza RostamzadehThe purpose of this paper is to examine the effect of trust, privacy, service quality and customer satisfaction on the success of electronic customer relationship management…
“Thick or thin”? Policy and the different conceptualisations of business interaction patterns
Hakan Hakansson, Alexandra WaluszewskiThe prestigious policy advisor, World Economic Forum (WEF), underlines that “governments, businesses and civil society organisations” must find “new ways of tackling the systemic…
New B2B product pricing
Kostis IndounasThe purpose of this paper is to investigate the characteristics that lead to the adoption of the three new business-to-business (B2B) product pricing strategies, namely, skimming…
Do control mechanisms always promote collaborative performance: the role of formal institutions and business ties
Liping Qian, Yiyao Wang, Pianpian YangThis paper aims to examine the effectiveness of control mechanisms in promoting collaborative performance by exploring the moderating effects of formal institutions (government…
Firms’ reaction to threats from informal firms: exploring the roles of institutional quality and technical gap
Guoyou Qi, Hailiang Zou, Xie X.M., Saixing ZengThreats from the informal sector have become an important concern among formal firms. As a response to these threats, formal firms can adopt product innovation (PI) and marketing…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota