Journal of Business & Industrial Marketing: Volume 38 Issue 4

Brushing up on time-honored sales skills to excel in tomorrow’s environment

Jamil Razmak, Joseph William Pitzel, Charles Belanger, Wejdan Farhan

Determining the skills required for salespersons to maximize their effectiveness was the main driver for conducting the present study. In order to identify those necessary skills…

Investigating information processing paradigm to predict performance in emerging firms: the mediating role of technological innovation

Zulqurnain Ali

This paper aims to investigate the influence of the information processing paradigm (information sharing and quality) on firm performance using organizational information…

Achieving superior performance in international markets: the roles of organizational agility and absorptive capacity

Hyo Eun Cho, Insik Jeong, Eunmi Kim, Jinwan Cho

In the era of Industry 4.0, international firms are required to respond to more complex and frequent changes in the global market. This study aims to explore the role of…

“What’s it really worth?” A meta-analysis of customer-perceived relationship value in B2B markets

Ingmar Geiger, David Naacke

Research on customer-perceived relationship value (CPRV) in business-to-business (B2B) markets has flourished over the past two decades. This paper aims to meta-analytically take…

Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit

Taeahn Kang, Hirotaka Matsuoka

This study aims to examine the effect of the perceived sponsor ubiquity on sponsor favorability via perceived sponsor sincerity and the moderating effect of perceived…

The role of relational and transactional factors in the adoption of virtual governance strategies

Jennifer Fries Taylor

This paper aims to understand the factors of the exchange relationship that influence a target-partner’s decisions to adopt virtual governance strategies.

Viability amid systemic crisis: the CORER framework

Tiziana Russo-Spena, Cristina Mele, Valtteri Kaartemo, Francesco Caputo, Marialuisa Marzullo

The COVID-19 wave spread all over the global market, affecting all industries. This paper aims to develop the understanding of how service systems can enhance their viability when…

Franchising: a signaling perspective

Swati Panda, Sajani Thapa, Audhesh K. Paswan, Sailendra Prasanna Mishra

This paper aims to outline different signals that franchisors can use to communicate their value proposition to prospective franchisees. It also tests whether these signals can…

A systematic review for organizing servitization by multi-actor collaborations: lenses, factors and outcomes

Jinfeng Wang, Ke Zhang, Kuo-Yi Lin, Lijie Feng

Implementing servitization requires collaborative efforts from multiple actors in the business network or ecosystem. A multi-actor perspective is considered valuable for…

How does supply chain knowledge enhance green innovation? The mediation mechanisms of corporate reputation and non-supply chain learning

Yaw Agyabeng-Mensah, Ebenezer Afum, Innocent Senyo Kwasi Acquah, Charles Baah

Understanding the factors that advance green innovation is crucial for firms to deal with the complexity of green innovation. In light of this, this study aims to explore the…

Strategies to mitigate barriers to supply chain sustainability: an apparel manufacturing case study

Md. Maruf Hossan Chowdhury, Shams Rahman, Mohammed A. Quaddus, Yangyan Shi

This research aims to develop a decision support framework to determine the optimal strategies for mitigating supply chain sustainability (SCS) barriers.

Business customer experience in B2B2C service settings: a scale development

Rejikumar G., Aswathy Asokan-Ajitha

Business-to-business (B2B) relations will become more prevalent in many areas such as delivery services, based on current trends supporting e-commerce proliferation. In addition…

Carbon emission reduction and green marketing decisions in a two-echelon low-carbon supply chain considering fairness concern

Hongxia Sun, Yang Zhong

The purpose of this paper is to investigate the impact of fairness concern on the optimal pricing, carbon emission reduction (CER), green marketing efforts (GME) and utility of…

Implementation of new segments in small- and medium-sized enterprises (SMEs)

Ann Højbjerg Clarke, Per Vagn Freytag

Successful segmentation and implementation are crucial for firms. This paper aims to focus on what areas small- and medium-sized enterprises (SMEs) consider when implementing new…

The impact of the relationship commitment and customer integration on supply chain performance

Emilio Ruzo-Sanmartín, Alaa Abdelaziz Abousamra, Carmen Otero-Neira, Göran Svensson

This study aims to show how to improve supply chain performance through the relationship between firms and their customers. In doing so, this study examines the impact of a firm’s…

Maximizing customer adoption outcomes in emerging industrial markets via supplier innovativeness and relationship quality

Munyaradzi W. Nyadzayo, Riza Casidy, Mayoor Mohan

This paper aims to examine how suppliers doing business with customers in emerging industrial markets can leverage their innovativeness to foster trust and commitment toward…