Journal of Business & Industrial Marketing: Volume 39 Issue 2

Economic effects of interaction. The neglected economy of connectivity

Hakan Hakansson, Ivan Snehota

With a start in the observation that there is a large variation in how companies interact with each other, the paper aims to anlayse the economic consequences of this variation…

A hybrid ISM and fuzzy MICMAC approach to modeling risk analysis of imported fresh food supply chain

Jiangtao Hong, Yuting Quan, Xinggang Tong, Kwok Hung Lau

The fresh food supply chain industry faces significant challenges in risk management because of the complexity, immature development and unpredictable external environment of…

The effect of environmental competitiveness, customer and competitor orientation on export performance

Korhan Arun, Saniye Yildirim Ozmutlu

Customer orientation (CO) means meeting customers’ needs better than competitors. Competitor orientation means using and acting upon the knowledge of competitors. Thus, the main…

Impact of governance mechanism on supply chain ambidexterity and enterprise cooperation performance: a combined perspective

Ning Li, Chao Hu, Li Zhang

According to governance theory, choosing an effective supply chain (SC) governance mechanism can balance the interests and conflicts between enterprises and help them achieve…

How e-commerce platforms build channel power: the role of AI resources and market-based assets

Guangkuan Deng, Jianyu Zhang, Ying Xu

Considering the emergence of e-commerce platforms and their integration into marketing channels, this paper aims to investigate how artificial intelligence (AI) resources – both…

Unpacking the mechanism linking digital servitization and manufacturing firm performance: the role of the service networks and slack resources

Dan Zhou, Qihong Wu, Seoki Lee, Xin Li, Kai Sun, Xuerong Peng

This paper aims to disentangle the mechanism linking digital servitization and manufacturing firm performance. The contributions of the service networks and slack resources are…

Sectoral brand management: a social constructionist approach in the business-to-business market

Marina Lourenção, Janaina de Moura Engracia Giraldi, Keith Dinnie

Sectoral brands are umbrella brands created to represent all companies’ products belonging to a country’s economic industry abroad to enhance their export performance. This study…

Unravelling the enablers of Industry 4.0 in Indian automobile industry amid COVID-19: an integrated TISM and fuzzy MICMAC approach

Gopal Krushna Gouda, Binita Tiwari

This study aims to identify the key enablers for the adoption of Industry 4.0 (I4.0) in the automobile industry of India, which has been severely impacted by COVID-19. Adopting…

Manufacturer's sales format selection and information sharing strategy of platform with a private brand

Peng Liu, Rong Zhang, Ya Wang, Hailong Yang, Bin Liu

In recent years, private brands for e-commerce platforms have experienced rapid growth. However, whether these platforms developing private brands should share their demand…

Role of community trust in driving brand loyalty in large online B2B communities

Amit Rakesh Sethi, Satyabhusan Dash, Abhishek Mishra, Dianne Cyr

Online customer communities have become a strategic tool for business-to-business (B2B) firms to drive collaboration among customers around the company’s products and services…

Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance

Richard Conde, Victor Prybutok, Kenneth Thompson, Cameron Sumlin

The purpose of this study is to extend sales control research to inside sales. Aside from a few notable exceptions (Conde et al., 2022) much of the sales control literature has…

Can crowdfunding creators learn from previous experiences to have a better future financing performance?

Xing Fang

This paper aims to explore whether crowdfunding creators can learn from previous experiences to have a better financing performance of future crowdfunding projects.

Analyzing the customer brand engagement model from the perspective of sellers and buyers in the B2B context

Vonny Susanti, Andreas Samudro

This paper aims to investigate the influential aspects of industrial branding in building customer brand engagement from the buyer’s and the seller’s points of view. Collecting…

External knowledge and eco-innovation: evidence from small and medium-sized enterprises

Jude Edeh, Jesús-Peña Vinces

Firms are engaging in eco-innovation as a response to environmental concerns. Due to its complexity, firms are searching, absorbing and using externally acquired knowledge toward…

Examining B2B channel decision-making within differential quality-level zone: a supply chain design using a non-cooperative strategic game theoretic approach (“Stackelberg Supply Chain for B2B”)

Bin Cao, Rameshwar Dubey, Zongwei Luo

The consumers want to purchase the target products in the right place, whereas the manufacturers want to allocate their possible products to optimal distribution channels. The…

Antecedents of organizational ambidexterity: an empirical investigation of foreign ventures in an emerging market

Min Ju, Michael T. Elliott

The purpose of this paper is to examine the antecedents of organizational ambidexterity of foreign ventures in an emerging market. Organizational ambidexterity, the simultaneous…

The role of ICTs for knowledge sharing in franchising networks

Elenise Martins Rocha, Diego Augusto de Jesus Pacheco, Natália Silvério, Cinthya Mônica da Silva Zanuzzi, Paulo Maurício Selig

Despite the significance of knowledge sharing for competitive advantage in networked businesses like franchising systems, there is a lack of comprehensive understanding regarding…

Impact of various structural attributes on B2B sustainability positioning

Divya Gogia, Sandeep Kumar Gupta, Priya Rathi

In highly competitive environments, sustainability positioning is crucial for firms, as they are evaluated based on their sustainable practices. This study aims to draw on the…

The role of CRM implementation in internal capital markets

Zhuo June Cheng, Yinghua Min, Feng Tian, Sean Xin Xu

The purpose of this paper is to investigate how customer relationship management (CRM) implementation affects internal capital allocation efficiency, the efficiency with which a…

Identifying the determinants and consequences of post-recovery satisfaction in B2B customers: a multidimensional justice theory perspective

Bilal Ahmad, Jingbo Yuan, Naeem Akhtar, Muhammad Ashfaq

Drawing on justice theory, this study aims to investigate the determinants and consequences of post-recovery satisfaction in a business-to-business (B2B) sales environment. In…