Journal of Business & Industrial Marketing: Volume 37 Issue 5

The impact of buyer–supplier communication on production ramp-up performance

Claudia Gesell, Andreas Herbert Glas, Michael Essig

The purpose of this paper is to examine how communication with suppliers influences performance during production ramp-up. Often, time, cost or quality targets are missed in…

Ecosystem network health and SMEs’ credit quality

Hua Song, Sijie Chen, Kangkang Yu

In industrial and business-to-business (B2B) marketing research, a business network ecosystem is an important antecedent of small- and medium-sized enterprises’ (SMEs’…

How core, technical and social components of business relationship value drive customer satisfaction and loyalty in high tech B2B market

Neeru Sharma

This paper aims to investigate to what extent core, technical and social components of relationship value influence customer satisfaction and loyalty in the high technology…

Examining the impact of strategic supplier partnership, customer relationship and supply chain responsiveness on operational performance: the moderating effect of demand uncertainty

Jitendra Nenavani, Rajesh K. Jain

The purpose of this paper is to examine the impact of strategic supplier partnership and customer relationship on supply chain responsiveness and then to analyse the influence of…

Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction

Bert Paesbrugghe, Johanna Vuori, Heidi Kock

Based on insights from the buying process, the purpose of this study is to align selling firms to the buyer’s efficiency needs that are grounded on the different types of…

Artificial intelligence adoption in business-to-business marketing: toward a conceptual framework

Lujie Chen, Mengqi Jiang, Fu Jia, Guoquan Liu

The purpose of this study is to develop a synthesized conceptual framework for artificial intelligence (AI) adoption in the field of business-to-business (B2B) marketing.

Co-exploitation (or co-exploration) vs go it alone? The role of alliance learning capability on firm performance

Miguel Solís-Molina, Miguel Hernández-Espallardo, Augusto Rodríguez-Orejuela

This study aims to analyze the moderating role of a firm’s alliance learning capability. The aim is to investigate the comparative performance of developing exploitation (or…

How IT integration and relational ties affect innovation performance: considering the moderating roles of relationship duration and institutional distance

Shaobo Wei, Hua Liu

This study aims to investigate how information technology (IT) integration and relational ties between a firm and its supplier influence its innovation performance and how such…

Roles of supply chain network centralities on firm performance: an explorative study on Tokyo manufacturing industries

Antonio K.W_ Lau, An Zhao

This paper aims to explore the impact of supply chain centralities on sales performance moderated by reputation and stock listing.

Mapping the intellectual structure of business-to-business loyalty literature: a bibliometric analysis approach

Prathamesh Kittur, Swagato Chatterjee, Amit Upadhyay

This study aims to identify evolution and advancement in the field of business-to-business (B2B) loyalty knowledge area by analyzing its intellectual structure.

Contingent conditions on the effectiveness of salesperson acquisition-retention ambidexterity: the motivation–opportunity–ability framework

Yaqin Zheng, Dong Liu, Yi Zheng, Zhimei Zang

This study aims to investigate moderators affecting the impact of salesperson acquisition-retention (AR) ambidexterity on sales performance based on the…

Supply chain integration, capability and performance – a business-to-business network cooperation

Shu-Hsien Liao, Da-Chian Hu, Szu-Ting Chen

Supply chain integration (SCI) is a critical issue in the study of supply chain management in terms of working with partners on business networks to complete tasks, enhance…

Decision-makers’ logic of control and SME international performance

Masoud Karami, Jintong Tang

This paper aims to investigate the mediating role of founders/managers’ logic of control in transforming experiential knowledge and human capital into successful international…

Enhancing the export activities of small and medium-sized enterprises in emerging markets

Arsalan Safari, Ali Salman Saleh, Vanesa Balicevac Al Ismail

This study aims to examine a conceptual integrated framework for small- and medium-sized enterprises’ (SMEs) export performance that comprises all potential export determinants…