Journal of Business & Industrial Marketing: Volume 36 Issue 12

Innovation within networks – patent strategies for blockchain technology

Milad Dehghani, Atefeh Mashatan, Ryan William Kennedy

Understanding a technology’s patent landscape, including patent strategies, helps organizations position themselves regarding their innovation and provides insight about a…

The impact of adverse life events on salesperson relationships with customers

Deva Rangarajan, Michael Peasley, Bert Paesbrugghe, Rajesh V. Srivastava, Geoffrey T. Stewart

This study aims to examine the impact of stress as a result of adverse life events on a salesperson’s ability to effectively manage customer relationships. The framework…

Exploiting business networks in the age of social media: the use and integration of social media analytics in B2B marketing

Yun Wang, Michel Rod, Qi Deng, Shaobo Ji

Based on an organizational capability perspective, this paper aims to propose a development model for social media analytics (SMA) capability that can be applied to…

Why firms exploit the dual marketing strategy? A network-institutional perspective

Chee Wei Cheah

Using a combined Industrial Marketing and Purchasing’s network approach and institutional theory, this paper aims to explore why firms exploit dual marketing strategy that targets…

Trade show networks, trust and organizational learning: the effect of network ties

Harriette Bettis-Outland, Roberto Mora Cortez, Wesley J. Johnston

This paper aims to evaluate the behavior of micro and macro business networks in a trade show context. The following questions are addressed: How do business networks impact…

Customer’s expectations and perceptions of reference marketing programs

Andre Vilares Morgado

The purpose of this research is to study organizational purchasing and relationship formation in interactions between customers and suppliers of capital equipment and the factors…

A review of inter-firm relationship quality in supply chains

Chen Qian, Stefan Seuring, Ralf Wagner

This paper aims to conduct a review of the recent literature on inter-firm relationship quality (RQ) in the supply chain (SC) settings.

Scale development and validation for measuring business-to-business Wasta relationships

Ron Berger, Bradley R. Barnes, Avi Silbiger

Managers of multinational enterprises (MNEs) from developed economies are often cautious to understand the cultural environment where they do business. This is predominantly true…

Changes within activity patterns through network tensions

Bella Butler, Sharon Purchase

This paper aims to investigate business network activity patterns and how they change when actors experience tensions.

Managing firm risk through supply chain dependence: an SME perspective

Feng Liu, Kwangtae Park

The purpose of this study is to conduct an empirical investigation into the impact of supply chain dependence (including customer dependence and supplier dependence) on credit…

Understanding the morphing of focal nets in the solution business: a triad management perspective

Bernard Cova, Robert Spencer, Fabiana Ferreira, João Proença

Solutions are here approached from the focal net point of view i.e. the collaborative arrangements through which firms combine their individual offerings into a coherent…

Understanding interorganizational network evolution

Harini K.N., Manoj T. Thomas

The purpose of this paper is to provide an overview of the available insights regarding interorganizational network evolution. The research questions being addressed are as…