Journal of Business & Industrial Marketing: Volume 38 Issue 1

The impact of digitalization on supply chain resilience: an empirical study of the Chinese manufacturing industry

Yangyan Shi, Xiaofei Zheng, V.G. Venkatesh, Eias AI Humdan, Sanjoy Kumar Paul

Facing turbulent environments, firms have strived to achieve greater supply chain resilience (SCR) to leverage the resources and knowledge of supply chain members. Both SCR and…

New product development team performance: a historical meta-analytic review of its nomological network

Serdar S. Durmusoglu, Roger J. Calantone

The purpose of this study is to conduct a meta-analytic review based on a theoretical framework developed for investigating new product development (NPD) teams in the first two…

Examining the antecedents and consequences of pricing capability: evidence from SMEs

Piyush Ranjan, Jogendra Kumar Nayak

The purpose of this study is to highlight the need for developing pricing capability (PC) for business-to-business firms to effectively manage and execute the pricing activities…

Digital disruption: a managers’ eye view

Ramendra Thakur, Dhoha AlSaleh, Dena Hale

The purpose of this study is to ascertain the drivers of digital disruption and its consequences from a managerial viewpoint. Understanding the drivers and consequences of digital…

An empirical study of the outcome-driven implementation in small- and medium-sized enterprises

Yangyan Shi, Yangfei Gao, Tiru Arthanari, Eias A.I. Humdan

This paper builds on Melynk’s et al. (2010) seminal article by reviving the concept of outcome-driven supply chain (ODSC) and empirically examining its relationship with supply…

The impact of decision-making styles (effectuation logic and causation logic) on firm performance: a meta-analysis

Yun Zhang, Zhihong Li, Yongzhong Sha, Kehu Yang

As two essential styles of firm decision-making, the relationships among effectuation logic, causation logic and firm performance are unclear. It is helpful to deepen the…

Antecedents and consequences of reliance in the context of B2B brand image

Prathamesh Kittur, Swagato Chatterjee, Amit Upadhyay

This study aims to explore the antecedents and consequences of reliance and its relationship with trust in the context of business-to-business (B2B) branding. The study also…

A review of coopetition and future research agenda

Abhilasha Meena, Sanjay Dhir, Sushil Sushil

This research aims to conduct a systematic review of the literature on coopetition to assess its impact on firm performance in various contexts.

Towards profitable customized solutions in small firms: a matter of relationships, modularity and expertise

Ana Isabel Rodríguez-Escudero, Carmen Camarero-Izquierdo, María Redondo-Carretero

The decision concerning the degree of product and service customization is crucial, yet has scarcely been studied for small businesses in business-to-business (B2B) contexts…

From market driving to market shaping: impact of a language shift

Jaqueline Pels, Cristina Mele, Maria Spano

Prior research acknowledges the lack of theorizing of markets within marketing. This paper aims to capture the emerging themes linked to different conceptualizations of the market…

Psychological effects of COVID-19 phobia on industrial consumers: a case study in Turkey

Bekir Değirmenci, Yakup Durmaz, Ahmet Fidanoğlu, Sibel Değirmenci

This study aims to discover whether COVID-19 phobia has a positive and significant effect on the stress, depression and anxiety levels of industrial consumers in addition to…

Addressing how small suppliers cope with large customers: using the dual dimension of a product portfolio and customer buying center

Sylvie Lacoste, Fouad Ben Abdelaziz, Meriem Youssef

This paper is about customer relationships from the perspective of small suppliers. More precisely, this paper aims to examine the relational implications through a product…

The impact of supply chain specific investments on firms’ market performance: the mediating role of innovation

Baofeng Huo, Mengqiu Guo, Min Tian

Manufacturers’ specific investments (SIs) in a specific partner that are of lower value when used in an alternative relationship, such as training employees and tailoring systems…

Orchestrating in the entrepreneurial ecosystem – orchestrator roles and role-specific capabilities in the regional health technology ecosystem

Abdollah Mohammadparast Tabas, Satu Nätti, Hanna Komulainen

This study aims to define orchestrator roles and related orchestration capabilities in the entrepreneurial ecosystem (EE) to understand how companies (especially small and…

The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships

Carlos Ferro-Soto, Carmen Padin, Goran Svensson, Nils Høgevold

This study aims to validate a research model testing trust and commitment as mediators between economic and non-economic satisfaction in sales manager business to business (B2B…

The role of intermediaries in the MICE tourism value chain: consensus or dissonance?

Alberto Rojas-Bueno, Pilar Alarcón-Urbistondo, Eva María González-Robles

Meetings, incentives, conventions/conferences and exhibitions (MICE) tourism is a segment of business travel, which is experiencing a process of disintermediation. Using the value…