Journal of Business & Industrial Marketing: Volume 37 Issue 7

The interplay of word-of-mouth and customer value on B2B sales performance in a digital platform: an expectancy value theory perspective

Enping (Shirley) Mai, Ying Liao

Building on the expectancy value theory, the purpose of this paper is to examine the effects of word-of-mouth (WOM) and customer value (i.e. functional value and…

Evaluating the innovation capability of cluster-based firms: a graph-theoretic approach

Cláudia Fabiana Gohr, Maryana Scoralick de Almeida Tavares, Sandra Naomi Morioka

This paper aims to propose an assessment framework to evaluate companies' innovation capability in the context of industrial clusters.

Green strategies and relationship maintenance: a network evolution perspective

Pengfei Han, Haifeng Wang, Peihua Fan

Along with the important impact of green strategies on firm survival and performance improvement, its dark side likewise requires attention. By integrating network evolution…

Mobile instant messaging apps as an opportunity for a conversational approach to marketing: a segmentation study

Letizia Lo Presti, Giulio Maggiore, Vittoria Marino, Riccardo Resciniti

The purpose of this paper is to understand how firms may be segmented with respect to their attitudes towards the use of mobile instant messaging (MIM) apps (e.g. WhatsApp…

Value co-creation in the B2B context: a diagnosis of knowledge management based on multiple case studies

Andrei Bonamigo, Camila Guimarães Frech, Ana Carolina Custódio Lopes

This study aims to empirically investigate how organizations delivering services in business-to-business relations deal with the boundary paradox and knowledge asymmetry in value…

Why do SMEs switch suppliers?

Angel López-Jáuregui, Mercedes Martos-Partal, José María Labeaga

Combining a conceptual framework with empirical evidence, this study aims to offer insights into why small and medium-sized enterprises (SMEs) in the business-to-business beauty…

Green market orientation and organizational performance in Taiwan’s electric and electronic industry: the mediating role of green supply chain management capability

Elaine Quintana Borazon, Yi-Chun Huang, Jen-Ming Liu

Green sustainability has become a critical challenge for businesses to execute green supply chain management (GSCM). Most of the literature on GSCM emphasizes regulations as…

The origin and evolution of the concept of servitization: a co-word and network analysis

María‐José Pinillos, Eloísa Díaz-Garrido, María-Luz Martín-Peña

The purpose of this paper is to analyze the origins and evolution of the concept of servitization by studying the definitions of servitization provided in the literature…

Impact of digital technology on velocity of B2B buyer-supplier relationship development

Ralph Kauffman, Lucille Pointer

This study aims to examine how the widespread adoption of digital technology (DT) in business-to-business (B2B) markets affects and, in particular, increases the velocity of…

Conceptualizing the supplier switching process: an example from public procurement

Anne-Maria Holma, Anu Bask, Antti Laakso, Dan Andersson

This paper aims to develop a framework for switching a service supplier in a supply network.

Examining the use of fsQCA in B2B marketing research: benefits, current state and agenda for future research

David Marius Gligor, Ismail Golgeci, Carla Rego, Ivan Russo, Sıddık Bozkurt, Terrance Pohlen, Brian Hiatt, Vipul Garg

The purpose of this paper is to build on recent efforts occurring within business-to-business (B2B) marketing research to advance methodological developments. As phenomena within…

Modern mediators: intermediaries’ informational roles in sourcing from China

Yuan Virtanen, Asta Salmi, Xiao Qin

Sourcing intermediaries, commonly known as agents or trading companies, represent a useful organisational solution for assisting companies to manage supply risks and to overcome…