Journal of Business & Industrial Marketing: Volume 37 Issue 11

Guest editorial: Interactions, relationships and networks in a digital era

Eight organizational enablers of digital service-sales ambidexterity in industrial firms

The purpose of this study is to explore organizational enablers of frontline employees’ (FLEs) service-sales ambidexterity (SSA) in industrial firms expanding their digital…

The emergence of B2B omni-channel marketing in the digital era: a systematic literature review

This paper aims to provide a systematic review of omni-channel marketing (OCM) literature and explore how it relates to business-to-business (B2B) marketing campaign development…

The interplay between product innovation and servitization: the mediating role of digitalization

The article aims to focus on the debate around the interplay between product innovation and servitization. Two conflicting approaches characterize the debate, disagreeing as to…

The effect of international intrapreneurship on firm export performance with driving force of organizational factors

This study aims to reveal the effect of the two international intrapreneurship activities of employee strategic renewal behaviour and new business venture behaviour on small and…

Why are strangers trusted more during trade fairs? A literature review on the conceptual model of general trust formation

Considering that low-level general trust may hinder communication, this study aims to detect the factors that can influence general trust between exhibitors and visitors during…

Linking supply network flexibility with mass customization capability

The importance of supply network flexibility (SNF) in the development of mass customization capability (MCC) has been implied in the literature but seldom subjected to empirical…

An empirical investigation of the professional identification of sales managers and their ethical intentions

The purpose of this study is to show how senior management can create work environments conducive to ethical behavior in organizations through the use of sales managers’…

Small firm coopetition – the missing links: coopetitive tension, balance and value

This paper aims to explore small firm perceptions of coopetition, focusing on coopetitive tension, balance and value appropriation realised in dyadic relationships, not considered…

Exploring the role of service touchpoints on the path to financial, behavioral and relational customer outcomes: insights from a B2B service context

The purpose of this study is to examine how and to what extent customer-provider service touchpoints impact business customer perceptions and outcomes in the context of long-term…

A new fuzzy multi-criteria decision-making approach for risk assessment of competitors’ cooperation in new product development projects

This study aims to identify and accurately assess the risk factors of competitors’ cooperation in the NPD project.

Sales complexity and value appropriation: a taxonomy of sales situations

The increasingly complex business-to-business (B2B) sales process necessitates that sales managers strike the right balance between appropriate resource allocation, while also…

Modelling factors of social media usage by B2B salespersons: an emerging market study

The purpose of this study is to extend and contribute to the evolving phenomenon of social media usage by business-to-business (B2B) salespersons. It draws on the interactional…

Criteria for selecting actors for the value co-creation in startups

The purpose of this paper is to identify the main criteria for selecting actors to compose these business platforms and addressing the co-creation of value and improve the…

Effects of country of origin and importers’ innovativeness in new product trials

The purpose of this study is to seek to investigate whether and how country of origin (COO) cues – category-country image (CCI) and typicality – and importers’ domain-specific…

Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment

The main purpose of this research is to understand how the sudden shift to work from home (WFH) after the onset of the COVID-19 pandemic has caught several sales organizations…

Changes in knowledge coupling and innovation performance: the moderation effect of network cohesion

Collaborative research and development have remained a pertinent mechanism for conducting technological innovations. With the lens of knowledge-based view (KBV), this study aims…

Supply chain finance in enhancing supply-oriented and demand-oriented performance capabilities – moderating role of perceived partner opportunism

While supply chain scholars concur on the need to integrate supply chain finance (SCF) processes to meet ever-changing customer demands, it is unclear how SCF influences business…