Journal of Business & Industrial Marketing: Volume 36 Issue 2

Friends or strangers? Attempts at reactivating buyer–supplier relationships

León Poblete, Anna Bengtson

The purpose of this paper is to explore an important management aspect of business relationship dynamics, namely, the reactivation process of previously ended buyer–supplier…

The double-edged sword of coopetition: differential effects of cross-functional coopetition on product and service innovations

Man Chen, Tanya (Ya) Tang, Siting Wu, Feng Wang

Although coopetition has been studied for decades, most prior studies shed light on interfirm coopetition across firms instead of intrafirm coopetition across functional…

Is marketing investment similar cross-industry?

Erika Sydney-Hilton, Natalia Vila-López

This paper aims to analyze if the relevance of marketing strategies is the same across 11 industries.

When does coopetition affect price unfairness perception? The roles of market structure and innovation

Ouidade Sabri, Amina Djedidi, Mouhoub Hani

This study aims to examine the critical role of types of coopetition (upstream/downstream), market structure (concentrated/competitive) and innovation (low vs high degree of…

The impact of relative governance on B2B firms’ value appropriation from industrial buyer–seller relationships: empirical evidence from China

Jing Zhang, Ya Zhang, Mingfei Du

This paper aims to investigate how relative contractual and relational governances impact seller’s value appropriation via buyer’s trust, perceived justice and opportunism in the…

Testing the impact of athlete brand image attributes on fan loyalty

Abed Mahmoudian, Saeed Sadeghi Boroujerdi, Sardar Mohammadi, Vahid Delshab, Do Young Pyun

Athlete brand image management has become a popular topic among sport marketing scholars. This study aims to test the impacts of the attributes of an athlete brand image on fan…

Mediation of scenario planning on the reflection-performance relationship in new product development teams

Atif Açikgöz, Gary P. Latham, Fulya Acikgoz

The purpose of this study is to reveal the mediating role of scenario planning between reflection and task performance in new product development (NPD) teams.

Effect of internal competitive work environment on working smart and emotional exhaustion: the moderating role of time management

Ashish Kalra, Raj Agnihotri, Sunali Talwar, Amin Rostami, Prabhat K. Dwivedi

Although the role of the internal competitive work environment is important, it remains understudied in a business-to-business (B2B) selling context. Grounded in job-demands…

Are firms like fair-weathered fans? Examining decision-making in B2B relationships

Jonathan A. Jensen

While numerous studies have investigated the returns firms receive for their investments in sponsorship, no study to date has examined the potential for organizational performance…

How does dynamic network capability operate? A moderated mediation analysis with NPD speed and firm age

Yongjian (Ken) Chen, Nicole Coviello, Chatura Ranaweera

Systematic research examining the mechanisms that mediate the dynamic capability–performance relationship remains scarce. So too is research on the conditions under which these…

Mobilizing resources in product development by organizational interfaces across firms, units and functions

Viktoria Sundquist, Lisa Melander

This paper aims to investigate how various organizational interfaces between firms, units and functions, and the interplay between them, are developed and mobilized in product…

B2B brand orientation, relationship commitment, and buyer-supplier relational performance

Yu Chang, Xinchun Wang, Lixun Su, Annie Peng Cui

The purpose of this study is to add insights into the business-to-business (B2B) branding literature by investigating the mechanism by which brand orientation affects relational…

Is co-created value the only legitimate value? An institutional-theory perspective on business interaction in B2B-marketing systems

Marta Massi, Michel Rod, Daniela Corsaro

This paper aims to deal with the concepts of “institutions” and “institutional logics” in the context of business-to-business (B2B) marketing systems and uses institutional theory…