Journal of Business & Industrial Marketing: Volume 35 Issue 4

Guest editorial

Vishal Kashyap, Michael kleinaltenkamp

Engaging in engaged B2B scholarship: relevance squared

Thomas Ritter

This paper aims to reflect on relevance of business-to-business research based on Van de Ven’s (2007) engaged scholarship model.

Three challenging trends for marketing strategy – and B2B – doctoral education

Lisa Scheer

The purpose of this paper is to share personal observations regarding three trends that pose challenges for marketing doctoral programs and the development of B2B…

Where do we go from here? The future of B2B governance research

Kenneth Henning Wathne, Øystein D. Fjeldstad

This paper aims to identify promising areas for future business to business (B2B) governance research.

Viewpoint

Eric Boyd

Viewpoint

Spiros Gounaris

Viewpoint

Gary L. Lilien

Key determinants of SMEs’ export performance: a resource-based view and contingency theory approach using potential mediators

Arsalan Safari, Ali Salman Saleh

Various barriers discourage small and medium-sized enterprises (SMEs) from entering or expanding their export activities in the international markets, especially SMEs in emerging…

Mediating effects of individual market orientation on the link between learning orientation and job performance

Muhammad Iskandar Hamzah, Abdul Kadir Othman, Faridah Hassan

The purpose of this paper is to examine whether individual market orientation facilitates the development of learning orientation before influencing business-to-business (B2B…

The buyer–seller relationship: a literature synthesis on dynamic perspectives

Khalid Hussain, Fengjie Jing, Muhammad Junaid, Huayu Shi, Usman Baig

Contemporary scholars contend that the buyer–seller relationship is dynamic in nature, so it grows, matures and declines over time. However, most studies that adopt the dynamic…

Resale pricing as part of franchisor know-how

Rozenn Perrigot, Begoña López-Fernández, Guy Basset, Olivier Herrbach

As franchisees are independent entrepreneurs, one important part of the business format that franchisors are not allowed to impose on their franchisees is resale prices. They are…

The effects of social ties on innovation behavior and new product performance in emerging economies: evidence from Turkey

Volkan Yeniaras, Ilker Kaya, Nick Ashill

The purpose of this paper is to offer a theoretical and empirical understanding of how social ties affect innovation behavior and new product performance in Turkey, which is an…

Utilization and effectiveness of social media message strategy: how B2B brands differ from B2C brands

Jing Zhang, Mingfei Du

This study aims to investigate how business-to-business (B2B) companies use message strategies on social media platform and how these strategies are effective in improving…

Dark side of joint R&D collaborations: dependence asymmetry and opportunism

Naiding Yang, Yue Song, Yanlu Zhang, Jingbei Wang

The purpose of this study is to enhance the comprehensive understanding of the roles of resource investments, explicit contracts and three components of guanxi (i.e. renqing…

Impact of software as a service (SaaS) on software acquisition process

Srinivasa Raghavan R., Jayasimha K.R., Rajendra V. Nargundkar

Organizations worldwide are adopting software as a service (SaaS) applications, where they pay a subscription fee to gain access rather than buying the software. The extant models…

Market orientation, strategic flexibility and business model innovation

Dong Yang, Zelong Wei, Huibin Shi, Jie Zhao

This study aims to investigate how market orientation (MO) motivates firms to develop business model innovation and how such effects are moderated by strategic flexibility.