Journal of Business & Industrial Marketing: Volume 36 Issue 10

Bakhtin to the future

Sid Lowe, Nirundon Tapachai

This paper aims to look into changing future landscapes of business interaction, relationships and networks using the lens of the work of Mikhail Bakhtin and his key notions of…

Digital love – inviting doubt into the relationship: the duality of digitalization effects on business relationships

Annoch Isa Hadjikhani, Cecilia Lindh

This study aims to hypothesize that the implementation of information technology (IT) in industrial business relationships entails both positive and negative effects for the…

Linking absorptive capacity, knowledge transfer and transactive memory

Gert Human

This paper aims to construct an argument in support of the idea that absorptive capacity may lead to improved transactive memory conditional to the effectiveness of knowledge…

Tensions and territoriality: the dark side of servitization

Scott Wagstaff, Jamie Burton, Judith Zolkiewski

This paper focusses on the darker side of the dynamics of servitization by exploring the tensions and territoriality that emerge between manufacturers and customers during the…

Improving transport performance in supply networks: effects of (non)overlapping network horizons

Victor Eriksson, Kajsa Hulthén, Ann-Charlott Pedersen

The aim of this paper is to investigate how the efforts of improving transport performance within the scope of one business relationship are embedded in a transport service triad…

Digital entrepreneurs in technology-based spinoffs: an analysis of hybrid value creation in retail public–private partnerships to tackle showrooming

Sandro Battisti, Alexander Brem

Retail networks present new challenges in the business-to-business (B2B) collaboration between technology-based spinoffs and traditional businesses. This study aims to explore a…

Arab networking and relationship marketing: is there a need for both?

Ahmed Shaalan, Marwa Tourky, Bradley R. Barnes, Chanaka Jayawardhena, Ibrahim Elshaer

This study aims to examine the Arab practice of wasta (personal networks) and its potential interface with relationship marketing to enable firms to optimize their recruitment and…

A global examination of institutional effects on B2B cooperation

Sandra Simas Graça, James M. Barry, Virginie P. Kharé, Yuliya Yurova

This paper aims to explore the effects of institutional environments across developed and emerging markets on buyer–supplier cooperation. It empirically examines a…

Sunset Inn: three-phase case study before, during and after the wrath of COVID-19

Bukhari Khan

The purpose of this case study is to explore the first-hand aftermath of the effects bestowed upon the travel industry by the coronavirus. To connect the effects to a real-life…

Network change processes for environmental practices

Lyndie Bayne, Sharon Purchase, Geoffrey N. Soutar

The purpose of this study is to develop an understanding of how change in environmental practices occurs in business networks. The study examines what types of network change…

Effect of supplier supply network resources on buyer–supplier collaborative product innovation: a contingency perspective

Yuzhong Li, Suicheng Li, Hecheng Cui

This study aims to examine the effect of supplier supply network (SSN) resources on buyer–supplier collaborative product innovation. The existing relevant studies from the network…

Introducing sharing-focused business models in the B2B context: comparing interaction and environmental sustainability for selling, renting and sharing on industrial markets

Lisa Melander, Ala Arvidsson

The purpose of this study is to investigate the sales-, rental- and sharing-focused business models for industrial markets by analysing interactions and environmental…

Do small- and medium-sized manufacturers’ production-related resources influence their export marketing control modes and export performance?

Hsianglin Cheng

First, this paper aims to argue that small- and medium-sized manufacturers’ (SMMs’) production-exploitation can generally and primary influence their choices of export marketing…

Integrating sustainability in business network initiation: the case of an Italian pasta maker

Andrea Sabatini, Thomas O’Toole, Gian Luca Gregori

The purpose of this paper is to explore how sustainability is integrated into a new venture’s business network initiation. This study unpacks sustainability in business network…

Servitization strategy, manufacturing organizations and firm performance: a theoretical framework

Changli Feng, Lin Jiang, Ruize Ma, Chao Bai

The purpose of this paper is to analyze the available literature on the relationship between servitization strategy and firm performance, which identifies the main streams and…

Multilayered triads in the context of lean management

Daria Kovalevskaya, Elsebeth Holmen, Aristidis Kaloudis, Ann-Charlott Pedersen

This paper aims to develop the existing theoretical concept of a triad by informing it with the activity-resource-actor (ARA) model in a new empirical context of lean management…

How B2B marketers interact with customers and develop knowledge to produce a co-owned marketing strategy

Peter R.J. Trim, Yang-Im Lee

This paper aims to explore how senior business to business (B2B) marketing managers within a collectivist culture, contribute to knowledge development by interacting with staff in…