Journal of Business & Industrial Marketing: Volume 38 Issue 9

Linking entrepreneurial orientation with export performance: mediation effects of multiple differentiation strategies

Kamal Hossain, Ahmad Sufian Che Abdullah, Mohd Abd Wahab Fatoni Mohd Balwi, Asmuliadi Lubis, Noor Azlinna Azizan, Mohammad Nurul Alam, Azni Zarina Taha

This study aims to examine the effect of entrepreneurial orientation (EO) on the export performance of apparel small- and medium-sized enterprises (SMEs) and the role of multiple…

Digitization of interorganizational relationships: direct effects of benefit magnitude and indirect effects of benefit asymmetry on reseller profit

Talai Osmonbekov, Cristian Chelariu, Anita Whiting

The purpose of this study is to examine the effects of relationship digitization benefits on reseller profit. The authors hypothesized two pathways by which the digitization…

Resourcing, sensemaking and legitimizing: blockchain technology-enhanced market practices

Tiziana Russo-Spena, Cristina Mele, Jaqueline Pels

This paper aims to focus on how the use of new technologies disrupts markets. To date, marketing literature has lacked studies investigating the link between market practices and…

Mitigating disruption through adaptive organization and organization learning to create a transformation business model

Vicky Dhanis Wardhana, Idris Gautama So, Dezie L. Warganegara, Mohammad Hamsal

This study aims to examine the relationship between the influence of technological disruption and the transformation of business models mediated by adaptive organization and…

To be or not to be: a review of the (un)ethical salespeople literature

Amitabh Anand, Melanie Bowen, Deva Rangarajan

Despite the prominence of ethics in mainstream marketing and sales literature, studies on the role of unethical sales practices remain sparse. As a result, we sought to fill this…

How do managerial ties affect contractual governance in interfirm cooperation?

Li Wang, Longwei Wang, Min Zhang

Based on social capital theory and the institutional theory, this paper aims to explain how a firm’s business ties and political ties affect contractual governance in an interfirm…

Promoting supply chain financing performance of SMEs based on the extended resource-based perspective

Qiang Lu, Yang Deng, Beini Liu, Jinliang Chen

As an effective mode to help small and medium enterprises (SMEs) raise working capital, supply chain finance has recently gained extensive attention. The purpose of this paper is…

Exploring the influence of supervisor and family work support on salespeople’s engagement and unethical behaviors

Teidorlang Lyngdoh, Ellis Chefor, Bruno Lussier

Salespeople’s unethical behaviors have been the subject of extensive academic research and practitioner outcry. High pressure, complex selling environments and extant methods of…

Better together? How evolution of co-branding alliance affects performance

Arne Nygaard, Robert Dahlstrom

The purpose of this study is to examine role stress over the course of an alliance between supply chains. This study examines ambiguity as antecedent to multiple organisational…

A design science research methodology for developing an integrated model supplier reduction and grouping parts using GT-based algorithm

Maryam Dehghani, Peyman Akhavan, Morteza Abbasi

This study aims to propose a quantitative approach to reduce the number of suppliers in an organization. This method is based on grouping, and different parts are grouped based on…

The impact of human resource and information technology on supply chain learning and operational performance

Muhammad Zia Ul Haq, Muhammad Ali Asadullah, Faiza Manzoor

No study examines the role of human resources management (HRM) and information technology (IT) in stimulating supply chain learning (SCL) and operational performance. The purpose…

Examining the functionality of digital platform capability in driving B2B firm performance: evidence from emerging market

Longjun Liu, Jing Long, Qing Fan, Wenhai Wan, Ruhong Liu

This study aims to explore the influence mechanism of digital platform capability on firm performance in the business-to-business (B2B) context. This study draws on the core…