Table of contents
Adapting sales influence tactics in the information intensive era
Mark P. Leach, Rhett T. Epler, Sijun WangThis paper aims to explore the usage of selling influence tactics across prospective customers with differing information-related needs.
Adapting business models in buyer-seller relationships: paradoxes in the fast fashion supply chain
Simone Guercini, Andrea RunfolaThis paper aims to deal with the issue of business model change in industrial markets. It considers the fast-fashion supply chain by addressing the following research questions…
Salesforce responsive roles in turbulent times: case studies in agility selling
Benoit Bourguignon, Harold Boeck, Thomas Brashear AlejandroSalespeople are at the forefront of the external environment where they act as the first responders to critical events and their resulting business turbulence. How the salesforce…
The strategic role of corporate online references: building social capital through signaling in business networks
Zsófia Tóth, Peter Naudé, Stephan C. Henneberg, Carlos Adrian Diaz RuizThis paper aims to conceptualize corporate reference management as a strategic signaling activity in business networks. While research has extensively outlined how firms develop…
The alignment between management accounting and lean manufacturing: rhetoric and reality
Amanda Oliveira Fontenelle, Juliana Keiko SagawaLean manufacturing (LM) has advocated gains by reducing waste and intensifying continuous improvement. As a holistic organizational policy, it must overpass the limits of the…
Driving force of industrial technology innovation: coevolution of multistage overseas M&A integration and knowledge network reconfiguration
Feiqiong Chen, Jieru Zhu, Wenjing WangThe purpose of the paper is to examine the coevolutionary dynamics between multistage overseas mergers and acquisitions (M&A) integration and knowledge network reconfiguration and…
How cooperative innovation could be more effective in China: a relationship perspective
Rui Chi, Jianyu Zhang, Guangkuan DengConsidering strategic information sharing (SIS), this paper aims to develop a better understanding of how relation-specific investments (RSIs) influence cooperative innovation…
Assessing industry differences in marketing innovation using multi-level modeling
Ajax Persaud, Shu Wang, Sandra R. SchilloCurrently, the bulk of research on marketing innovation focuses on various firm-level dimensions using relationships from the technological (product and process) innovation…
Customer satisfaction with business services: is agile better?
Silke Bambauer-Sachse, Thomas HelblingAgile methods have considerably transformed project management. The purpose of this study is to analyze the impact of agile (as compared to plan-driven) methods on customer…
Examining the impact of locus and justice perception on B2B service recovery
Bengü Sevil Oflaç, Ursula Y. Sullivan, Zeynep Kaya AslanThis paper aims to examine the relationships between locus of attribution, recovery justice perceptions, recovery satisfaction and repurchase intention after a B2B service failure.
Exploring the influence of channel leadership style on channel commitment in a franchising context
Dheeraj Sharma, Shivan Sanjay Patel, Shivendra Kumar PandeyThis paper aims to explore franchisor–franchisee relationships in the context of plural forms. Plural forms implies the co-existence of franchised and non-franchised outlets of a…
Research constituents and citation analysis of the Journal of Business and Industrial Marketing (1986–2019)
Naveen Donthu, Satish Kumar, Riya Sureka, Rohit JoshiThis study aims to map the major research constituents and trends for the Journal of Business and Industrial Marketing (JBIM) during its 34-year history (1986–2019). It also…
Barriers to service recovery in B2B markets: a TISM approach in the context of IT-based services
Ashwin J. Baliga, Vaibhav Chawla, Vijaya Sunder M., Rajesh KumarTo address service failure issues, scholars have recognized several service recovery (SR) mechanisms. However, there exist many barriers that retard an effective SR process, and…
The hiearchical resource nature of green logistics competency
Frank G. Adams, Colin B. Gabler, V. Myles LandersThis paper aims to examine the common roots of both logistics and sustainability phenomena in supply chains to derive a new potential construct, green logistics competency.
An agent-based model for exploring the impacts of reciprocal trust on knowledge transfer within an organization
Hong Li, Changhong Li, Zhan WangThe effective transfer of knowledge within an organization is critical for its sustainable competitive advantage. Based on the norm of reciprocity, it can be concluded that…
Value creation in company–NGO collaboration in corporate volunteering
Paweł Brzustewicz, Iwona Escher, Jan Hermes, Pauliina UlkuniemiThis paper aims to examine corporate volunteering as a form of social responsibility carried out by companies in relationships with non-governmental organizations (NGOs). Applying…
The linkages among supplier relationship, customer relationship and supply performance
Assadej VanichchinchaiThis study aims to explore the links among supplier relationship (SR), customer relationship (CR) and supply performance (SP): cost, flexibility, partnership and responsiveness…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota