Journal of Business & Industrial Marketing: Volume 36 Issue 6

Leveraging resource ecologies for sustainability transitions – a waste management case

Rumy Narayan, Annika Tidström

Addressing fundamental sustainability challenges has now become strategic for multi-national corporations. However, such challenges by their very nature are complex and require…

Bourdieusian interaction: actors’ habitus, agentic activities and field resources

Sid Lowe, Nirundon Tapachai

This paper aims to explore the implications of applying a Bourdieusian meta-framework to business interaction and relationship building within networks. The motive is to advocate…

The varying impact of buyer and supplier expected relationship-specific investments on relationship governance

Imran Khan, Meike Eilert

The purpose of this paper is to investigate the differential influence of buyer and supplier relationship-specific investments (RSI) on a buyer’s relationship governance decisions.

The dilemma of relational embeddedness: mediating roles of influence strategies in managing marketing channel opportunism

Yin Zhou, Wei Yang, Guijun Zhuang

The purpose of this study is to develop a better understanding of how relational embeddedness offers marketing channel partners both benefits and hazards. The nonlinear effect of…

The interplay between entrepreneurial orientation and control mechanisms on decision-making and new product performance

Civilai Leckie, Heath McDonald

This study aims to investigate whether an organization that is entrepreneurial oriented can benefit from having a formal control structure and process in new product development…

Organizational ambidexterity, brand management capability and brand performance

Pramod Iyer, Arezoo Davari, Mohammadali Zolfagharian, Audhesh Paswan

The purpose of this study is to examine the extent to which an organization’s pursuit of radical and disruptive innovations and refinement of existing processes and incremental…

Drivers of managers’ affect (emotions) and corporate website usage: a comparative analysis between a developed and developing country

Ramendra Thakur, Dhoha AlSaleh

Existing literature reveals a general lack of research on business-to-business (B2B) ecommerce showcasing how managers’ affect plays a role in enhancing their attitude toward the…

The underlying states of salesperson product buy-in and product strategy buy-in

Jessica Zeiss, Joseph Chapman

The purpose of this study is to collect data that allows researchers to capture both affective and cognitive buy-in influenced by both product and product strategy targets.

Marketing-sales-service interface and social media marketing influence on B2B sales process

Chris I. Enyinda, Abdullah Promise Opute, Akinola Fadahunsi, Chris H. Mbah

The purpose of this paper is to understand marketing–sales–service (M-S-S) interface from the point of how social media marketing (SMM) platforms are prioritized and associated…

Buying behaviour model of early adopting organizations of radical software innovations

Krishnan Iyer, Jayasimha K.R.

This paper aims to investigate the dynamics of the organizational buying process of radical software innovations. Acquisition of technology innovations by early adopting…

Sustainable housing development: the legitimacy-seeking perspective

Chee Wei Cheah, Brian Low, Christina Kwai-Choi Lee

Rapid urbanization and the influx of rural residents to urban cities has led to the growth of informal settlements globally. Drawing on institutional theory, this paper aims to…

Collaboration between supply chain partners: when does it matter? Evidence from collaborative profiles

Gopal Kumar

Considering the limitations of supply chain collaboration (SCC) literature, the purpose of this paper is to develop SCC framework and analyze the SCC practice based on the…

Antecedents and consequences of market orientation in international B2B market: role of export assistance as a moderator

Md Imtiaz Mostafiz, Murali Sambasivan, See Kwong Goh

The significance of market orientation (MO) in industrial marketing literature is immense. Separately, the role of dynamic managerial capability (DMC) as an individual-level…