Journal of Business & Industrial Marketing: Volume 35 Issue 3

Guest editorial

Practising innovation in the healthcare ecosystem: the agency of third-party actors

Over recent years, few industries have seen such dramatic changes as the healthcare industry. The potential connectivity of digital technologies is completely transforming the…

Interfunctional coordination: the role of digitalization

This paper aims to investigate interfunctional coordination (IC) in a B2B context. More specifically, it explores the role of digitalization as a strategic driver for an effective…

Frontline employees’ motivation to align with value propositions

Customer value creation is dependent on a firm’s capacity to fulfil its brand promises and value propositions. The purpose of this paper is to explore frontline employees’ (FLEs’…

Establishing thought leadership through social media in B2B settings: effects on customer relationship performance

Establishing thought leadership by disseminating relevant digital content through social media has become one of the main priorities for marketers in business-to-business (B2B…

Balanced centricity and triads: strategies to reach ecosystem equilibrium in the arts sector

The purpose of this paper is to analyze whether triad structures, as the smallest unit of a network, can facilitate or inhibit the evolution into a service ecosystem. According to…

Multimarket competition and innovation in industrial markets: Spain and Colombia in comparative perspective

Multimarket competition is an area of competitive dynamics focused on studying situations where firms compete against each other simultaneously in more than one market. The…

The importance of information service offerings of collaborative CRMs on decision-making in B2B marketing

The importance of information service offerings is directly linked to decision-making processes for buying and selling in business-to-business (B2B) companies. B2B companies…

Value formation with immersive technologies: an activity perspective

The purpose of this paper is to contribute a framework that explains how value is formed during the usage of immersive technologies in industrial contexts.

Can artificial neural network models be used to improve the analysis of B2B marketing research data?

Artificial neural network (ANN) models, part of the discipline of machine learning and artificial intelligence, are becoming more popular in the marketing literature and in…

Co-creation of value-in-use through big data technology- a B2B agricultural perspective

This paper aims to discuss the concepts of co-creation and value-in-use with a specific focus on big data technology in agriculture. The authors provide a unique narrative of how…

Port marketing as manifestation of sustainable marketing in a B2B context

Previous literature dealing with sustainable marketing in a B2B context is mostly limited to spot measures on an environmental, economic or social layer. Thus, the purpose of this…

Future direction of sustainable development in private hospitals: general similarities and specific differences

The purpose of this paper is to assess the future direction of sustainable development in the healthcare industry. This study aims to reveal general similarities and specific…

How to recover B2B relationships after a failed online reverse auction

This paper aims to explore the possible scenarios after a failed reverse auction to continue a current buyer–seller relationship.

Servitization and digitalization in manufacturing: the influence on firm performance

This paper aims to present a comprehensive framework that integrates the emerging trends of servitization and digitalization in manufacturing. The influence between digitalization…

Design of services in servitized firms: gamification as an adequate tool

This paper aim to propose a model of analysis that justifies gamification as an adequate tool to improve the design of services through the human centered design (HCD) methodology.

Leaders in industrial marketing research: 25 years of analysis

This paper aims to present a bibliometric overview of the leading trends of the journals in industrial marketing during for 25 years. Thus, the purpose is to carry out an analysis…

A conceptualization of corporate social (ir)responsibility and moral intensity in the supply chain

The purpose of this paper is to consider corporate social irresponsibility (CSI) within the supply chain. The discussion focuses on the social component of social responsibility…