Journal of Business & Industrial Marketing: Volume 38 Issue 5

Editorial: New JBIM initiatives to improve B2B research and provide greater scholarly alignment with practice

Wesley J. Johnston

The vulnerability of technology-based business during COVID-19: an indicator-based conceptual framework

Mahsa Kamalipoor, Morteza Akbari, Seyed Reza Hejazi, Alireza Nazarian

COVID-19 has affected most business activities, including technology-based business. The higher the business vulnerability rating, the greater the impacts. After identifying three…

Promotional inputs and selling: evidence from India

Harindranath R.M., Bharadhwaj Sivakumaran

The main purpose of this research is to investigate the influence of promotional inputs presented to salespeople, such as continuing medical education (CME) sponsorship and drug…

The impact of coercive pressure and ethical responsibility on cross-functional green management and firm performance

Xiaochen Yue, Baofeng Huo, Yuxiao Ye

The purpose of this paper is to understand whether firms are driven by external pressure or intrinsic value to conduct green management; this study examines the effects of…

Share of purchases in B2B: relative customer satisfaction indicators and customer characteristics as main influencers

Josep Alet Vilaginés

This study aims to identify a new model of relative customer satisfaction translated into share of purchases (SOP) with the best-related metrics.

The strategic role of firm agility in the relationship between IT capability and firm performance under the COVID-19 outbreak

Bingfeng Bai, Ki-Hyun Um, Hanna Lee

Leveraging theory from the dynamic capability literature, this study aims to explore how information technology (IT) capability influences firm agility and subsequently translates…

Exploring the role of relationship management and relationship quality in B2B: empirical insights and future research directions

Flevy Lasrado, Park Thaichon, Munyaradzi W. Nyadzayo

In the past few decades, relationship management (RM) theory and RM strategies in business-to-business (B2B) contexts have evolved tremendously, driven by constant innovation…

Antecedents and consequences of supply chain agility: a competence-capability-performance paradigm

Yanming Zhang, Minhao Gu, Baofeng Huo

An agile supply chain (SC) is critical in achieving competitive advantages in the vulnerable environment. Based on the competence–capability–performance paradigm, this study aims…

When does a supplier tolerate resellers’ opportunistic behaviors? Transaction benefit and cost perspectives

Youngsu Lee

The purpose of this study is to examine tolerance of channel partners’ opportunistic behaviors as a viable governance mechanism and to test contingent transaction benefit and cost…

Modeling the strategies to accelerate the natural gas business market growth in a developing country

Atul Rawat, Chandra Prakash Garg

Rising energy demand and the quest for achieving climate change targets have been pushing emerging markets like India to bolster the natural gas share in their energy mix. The…

Pricing and advertising decisions in O2O supply chain with the presence of consumers’ anticipated regret

Qiongqiong Gu, Rong Zhang, Bin Liu

Due to product value uncertainty, consumers do not know the product matching rate before they get the product, which is the probability of product fitness. Taking the consumers’…

Policy uncertainty, social responsibility and corporate M&A

Cong Li, Gongxu Lan, Guitao Zhang, Peiyue Cheng, Yangyan Shi, Yangfei Gao

This paper aims to focus on corporate social responsibility in relation to economic policy uncertainty in mergers and acquisitions (M&A). The following questions are addressed…

A meta-analysis on entrepreneurial orientation in the export context

Ayça Kübra Hizarci, Nilay Bıçakcıoğlu-Peynirci, İlayda İpek

Building on the lack of adequate attention devoted to encapsulating the research on entrepreneurial orientation (EO) in the export context, the main objective of this study is to…

The impact of supply chain social capital on supply chain performance: a longitudinal analysis

Yuxiao Ye, Lu Yang, Baofeng Huo, Xiande Zhao

Drawing on the resource-based view (RBV), this study aims to investigate the impact of social capital, namely, structural (information sharing), cognitive (shared value) and…

Marketing in the livestock sector and its impact on food security in Saudi Arabia

Odai Falah Mohammad Al-Ghaswyneh

Although the livestock sector is considered to be an important segment of the Saudi Arabian economy, its contribution, including the multiple sources of commercial income it…

Favor reciprocity, innovation and inefficiency: the double-edged sword of business-to-business wasta relations

Omar AlHussainan, Ying Guo, Hussain Gulzar Rammal, Ryan W. Tang, Ismail Golgeci

The purpose of this study is to empirically investigate the dark side of business-to-business (B2B) relationships in traditional business practices worldwide that rely on strong…

Time for change? Scenario analysis on buyer–seller negotiations

Sandra Haggenmüller, Patricia Oehlschläger, Uta Herbst, Markus Voeth

This study aims to provide probable future developments in the form of holistic scenarios for business negotiations. In recent years, negotiation research did not put a lot of…