Journal of Business & Industrial MarketingTable of Contents for Journal of Business & Industrial Marketing. List of articles from the current issue, including Just Accepted (EarlyCite)https://www.emerald.com/insight/publication/issn/0885-8624/vol/39/iss/13?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestJournal of Business & Industrial MarketingEmerald Publishing LimitedJournal of Business & Industrial MarketingJournal of Business & Industrial Marketinghttps://www.emerald.com/insight/proxy/containerImg?link=/resource/publication/journal/660cfc7d3273852f3f907d87e43791f2/urn:emeraldgroup.com:asset:id:binary:jbim.cover.jpghttps://www.emerald.com/insight/publication/issn/0885-8624/vol/39/iss/13?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestOn the starting situation for business relationship initiation in turbulent business networkshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2022-0251/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe purpose of this study is to develop a model of a starting situation for relationship initiation in turbulent business networks. The study is designed as an extreme single case study that takes its point of departure in a company’s bankruptcy in the Swedish automotive industry. This study illustrates how a new business relationship can start from a resource combination previously controlled by one actor (i.e. a single company) in a turbulent business network, thereby bringing nuances to the common understanding that new relationships start in stable business networks where resource combinations are developed between actors in established business relationships. Previous studies have stated that the development of a mutual orientation between actors leads to the formation of a business relationship. The business relationship then leads to resource adaptations between the two companies. The developed model, however, illustrates that this pattern can be reversed in situations of turbulence. Hence, previously adapted resources might lead to the formations of a business relationship. Based on this observation, the authors argue that there are reasons to question if previous models of business relationship initiation and development in business networks are adequately equipped for analysis in turbulent business networks.On the starting situation for business relationship initiation in turbulent business networks
Olof Wadell, Anna Bengtson
Journal of Business & Industrial Marketing, Vol. 39, No. 13, pp.1-14

The purpose of this study is to develop a model of a starting situation for relationship initiation in turbulent business networks.

The study is designed as an extreme single case study that takes its point of departure in a company’s bankruptcy in the Swedish automotive industry.

This study illustrates how a new business relationship can start from a resource combination previously controlled by one actor (i.e. a single company) in a turbulent business network, thereby bringing nuances to the common understanding that new relationships start in stable business networks where resource combinations are developed between actors in established business relationships.

Previous studies have stated that the development of a mutual orientation between actors leads to the formation of a business relationship. The business relationship then leads to resource adaptations between the two companies. The developed model, however, illustrates that this pattern can be reversed in situations of turbulence. Hence, previously adapted resources might lead to the formations of a business relationship. Based on this observation, the authors argue that there are reasons to question if previous models of business relationship initiation and development in business networks are adequately equipped for analysis in turbulent business networks.

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On the starting situation for business relationship initiation in turbulent business networks10.1108/JBIM-06-2022-0251Journal of Business & Industrial Marketing2023-11-17© 2023 Olof Wadell and Anna Bengtson.Olof WadellAnna BengtsonJournal of Business & Industrial Marketing39132023-11-1710.1108/JBIM-06-2022-0251https://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2022-0251/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Olof Wadell and Anna Bengtson.
Supplier-customer relationships for sustainability-led innovation in the textile industryhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-01-2023-0060/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper aims to investigate sustainability-led innovation, focusing on the interplay between product and process innovation for sustainability goals and the underlying supplier–customer relationships. Thus, the paper delves into sustainability-led innovation and how it affects supplier–customer relationships, and vice versa, thus providing a twofold perspective. The textile industry is the empirical context of this study, which is exploratory research based on in-depth, semi-structured interviews with entrepreneurs, managers and experts in the textile industry. In the textile industry, sustainability-led product innovation concerns mainly product durability and performance, product recyclability and the use of waste for new product development. Process innovation deals with circular economy, traceability and water and chemical use minimization. The paper also shows how sustainability-led innovation is implemented in more technical terms and regarding supplier–customer relationships. The paper adopts an original perspective on how processes take place in the relationships between suppliers and customers, where there is no dominance of one actor, but innovation emerges from interdependence and interaction. Such perspective allows to provide an in-depth analysis of the supplier–customer relationships and underlying dynamics that affect sustainability-led innovation; moreover, the authors study how such innovation impacts supplier–customer relationships and the underlying relational dynamics. The value of the paper also stands in delivering a real representation of the innovation processes grounded in the textile industry.Supplier-customer relationships for sustainability-led innovation in the textile industry
Matteo Dominidiato, Simone Guercini, Matilde Milanesi, Annalisa Tunisini
Journal of Business & Industrial Marketing, Vol. 39, No. 13, pp.15-26

This paper aims to investigate sustainability-led innovation, focusing on the interplay between product and process innovation for sustainability goals and the underlying supplier–customer relationships. Thus, the paper delves into sustainability-led innovation and how it affects supplier–customer relationships, and vice versa, thus providing a twofold perspective.

The textile industry is the empirical context of this study, which is exploratory research based on in-depth, semi-structured interviews with entrepreneurs, managers and experts in the textile industry.

In the textile industry, sustainability-led product innovation concerns mainly product durability and performance, product recyclability and the use of waste for new product development. Process innovation deals with circular economy, traceability and water and chemical use minimization. The paper also shows how sustainability-led innovation is implemented in more technical terms and regarding supplier–customer relationships.

The paper adopts an original perspective on how processes take place in the relationships between suppliers and customers, where there is no dominance of one actor, but innovation emerges from interdependence and interaction. Such perspective allows to provide an in-depth analysis of the supplier–customer relationships and underlying dynamics that affect sustainability-led innovation; moreover, the authors study how such innovation impacts supplier–customer relationships and the underlying relational dynamics. The value of the paper also stands in delivering a real representation of the innovation processes grounded in the textile industry.

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Supplier-customer relationships for sustainability-led innovation in the textile industry10.1108/JBIM-01-2023-0060Journal of Business & Industrial Marketing2023-11-17© 2023 Matteo Dominidiato, Simone Guercini, Matilde Milanesi and Annalisa Tunisini.Matteo DominidiatoSimone GuerciniMatilde MilanesiAnnalisa TunisiniJournal of Business & Industrial Marketing39132023-11-1710.1108/JBIM-01-2023-0060https://www.emerald.com/insight/content/doi/10.1108/JBIM-01-2023-0060/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Matteo Dominidiato, Simone Guercini, Matilde Milanesi and Annalisa Tunisini.http://creativecommons.org/licences/by/4.0/legalcode
Addressing the loss of exploratory innovation: the roles of organizational foresight and strategic orientationhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2023-0095/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to explore how to overcome and address the loss of exploratory innovation, thereby achieving greater success in exploratory innovation. This phenomenon of loss occurs when enterprises decrease their investment in and engagement with exploratory innovation, ultimately leading to an insufficient amount of such innovation efforts. Drawing on dynamic capabilities, this study investigates the relationship between organizational foresight and exploratory innovation and examines the moderating role of breakthrough orientation/financial orientation. This study used survey data collected from 296 Chinese high-tech companies in multiple industries and sectors. The evidence produced by this study reveals that three elements of organizational foresight (i.e. environmental scanning capabilities, strategic selection capabilities and integrating capabilities) positively influence exploratory innovation. Furthermore, this positive effect is strengthened in the context of a high-breakthrough orientation. Moreover, the relationships among environmental scanning capabilities, strategic selection capabilities and exploratory innovation become weaker as an enterprise’s financial orientation increases, whereas a strong financial orientation does not affect the relationship between integrating capabilities and exploratory innovation. Ambidexterity is key to successful enterprise innovation. Compared with exploitative innovation, it is by no means easy to engage in exploratory innovation, which is especially important in high-tech companies. While the loss of exploratory innovation has been observed, few empirical studies have explored ways to promote exploratory innovation more effectively. A key research implication of this study pertains to the role of organizational foresight in the improvement of exploratory innovation in the context of high-tech companies. This paper contributes to the broader literature on exploratory innovation and organizational foresight and provides practical guidance for high-tech companies regarding ways of avoiding the loss of exploratory innovation and becoming more successful at exploratory innovation.Addressing the loss of exploratory innovation: the roles of organizational foresight and strategic orientation
Ruxin Zhang, Jun Lin, Suicheng Li, Ying Cai
Journal of Business & Industrial Marketing, Vol. 39, No. 13, pp.27-48

This study aims to explore how to overcome and address the loss of exploratory innovation, thereby achieving greater success in exploratory innovation. This phenomenon of loss occurs when enterprises decrease their investment in and engagement with exploratory innovation, ultimately leading to an insufficient amount of such innovation efforts. Drawing on dynamic capabilities, this study investigates the relationship between organizational foresight and exploratory innovation and examines the moderating role of breakthrough orientation/financial orientation.

This study used survey data collected from 296 Chinese high-tech companies in multiple industries and sectors.

The evidence produced by this study reveals that three elements of organizational foresight (i.e. environmental scanning capabilities, strategic selection capabilities and integrating capabilities) positively influence exploratory innovation. Furthermore, this positive effect is strengthened in the context of a high-breakthrough orientation. Moreover, the relationships among environmental scanning capabilities, strategic selection capabilities and exploratory innovation become weaker as an enterprise’s financial orientation increases, whereas a strong financial orientation does not affect the relationship between integrating capabilities and exploratory innovation.

Ambidexterity is key to successful enterprise innovation. Compared with exploitative innovation, it is by no means easy to engage in exploratory innovation, which is especially important in high-tech companies. While the loss of exploratory innovation has been observed, few empirical studies have explored ways to promote exploratory innovation more effectively. A key research implication of this study pertains to the role of organizational foresight in the improvement of exploratory innovation in the context of high-tech companies.

This paper contributes to the broader literature on exploratory innovation and organizational foresight and provides practical guidance for high-tech companies regarding ways of avoiding the loss of exploratory innovation and becoming more successful at exploratory innovation.

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Addressing the loss of exploratory innovation: the roles of organizational foresight and strategic orientation10.1108/JBIM-02-2023-0095Journal of Business & Industrial Marketing2023-12-19© 2023 Ruxin Zhang, Jun Lin, Suicheng Li and Ying Cai.Ruxin ZhangJun LinSuicheng LiYing CaiJournal of Business & Industrial Marketing39132023-12-1910.1108/JBIM-02-2023-0095https://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2023-0095/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Ruxin Zhang, Jun Lin, Suicheng Li and Ying Cai.http://creativecommons.org/licences/by/4.0/legalcode
All that glitters is not gold: exploring social selling through the eyes of B2B customershttps://www.emerald.com/insight/content/doi/10.1108/JBIM-10-2023-0604/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe purpose of this study is to provide an in-depth understanding of the B2B customers’ perspective regarding salespeople’s social media use. The study adopts a qualitative approach based on semi-structured interviews with 26 key informants performing their job in customer role in various industries. The authors inductively identify five themes regarding the B2B customers’ perspective of social media use in B2B selling. These themes allow for valuable implications for social selling activities and expected outcomes. Against a growing body of literature on drivers, best practices and outcomes of social media use by B2B salespeople, less attention has been paid to the customer’s side. The authors extend current research by providing a more complete picture of social selling activities and expected outcomes.All that glitters is not gold: exploring social selling through the eyes of B2B customers
Chiara Ancillai, Sara Bartoloni, Federica Pascucci
Journal of Business & Industrial Marketing, Vol. 39, No. 13, pp.49-67

The purpose of this study is to provide an in-depth understanding of the B2B customers’ perspective regarding salespeople’s social media use.

The study adopts a qualitative approach based on semi-structured interviews with 26 key informants performing their job in customer role in various industries.

The authors inductively identify five themes regarding the B2B customers’ perspective of social media use in B2B selling. These themes allow for valuable implications for social selling activities and expected outcomes.

Against a growing body of literature on drivers, best practices and outcomes of social media use by B2B salespeople, less attention has been paid to the customer’s side. The authors extend current research by providing a more complete picture of social selling activities and expected outcomes.

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All that glitters is not gold: exploring social selling through the eyes of B2B customers10.1108/JBIM-10-2023-0604Journal of Business & Industrial Marketing2024-01-22© 2024 Chiara Ancillai, Sara Bartoloni and Federica Pascucci.Chiara AncillaiSara BartoloniFederica PascucciJournal of Business & Industrial Marketing39132024-01-2210.1108/JBIM-10-2023-0604https://www.emerald.com/insight/content/doi/10.1108/JBIM-10-2023-0604/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Chiara Ancillai, Sara Bartoloni and Federica Pascucci.http://creativecommons.org/licences/by/4.0/legalcode
Profound changes in global sourcing? The country of origin theory and its effects on sourcing decisionshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-05-2023-0260/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to examine decision factors for global sourcing, differentiated into transcontinental and continental sourcing to obtain insight into locational aspects of sourcing decisions and global trends. This study analyzed various country perceptions to reveal their influence on sourcing decisions. The country of origin (COO) theory explains why certain country perceptions and images influence purchasing experts in their selection of suppliers. This study used a two-study approach. In Study 1, the authors conducted discrete choice card experiments with 71 purchasing experts located in Europe and the USA to examine the importance of essential decision factors for global sourcing. Given the clear evidence that location is a factor in sourcing decisions, in Study 2 the authors investigated purchasers’ perceptions and images of countries, adding country ranking experiments on various perceived characteristics such as quality, price and technology. Study 1 provides evidence that the purchasers’ personal relationship with the supplier plays a decisive role in the supplier selection process. While product quality and location impact sourcing decisions, the attraction of the buying company and cultural barriers are less significant. Interestingly, however, these factors seem as important as price to respondents. This implies that a strong relationship with suppliers and good quality products are essential aspects of a reliable and robust supply chain in the post-COVID-19 era. Examining the locational aspect in detail, Study 2 linked the choice card experiments with country ranking experiments. In this study, the authors found that purchasing experts consider that transcontinental countries such as Japan and China offer significant advantages in terms of price and technology. China has enhanced its quality, which is recognizable in the country ranking experiments. Therefore, decisions on global sourcing are not just based on such high-impact factors as price and availability; country perceptions are also influential. Additionally, the significance of the locational aspect could be linked to certain country images of transcontinental suppliers, as the COO theory describes. The new approach divides global sourcing into transcontinental and European sourcing to evaluate special decision factors and link these factors to the locational aspect of sourcing decisions. To deepen the clear evidence for the locational aspect and investigate the possible influence of country perceptions, the authors applied the COO theory. This approach enabled authors to show the strong influence of country perception on purchasing departments, which is represented by the locational effect. Hence, the success of transcontinental countries relies not only on factors such as their availability but also on the purchasers’ positive perceptions of these countries in terms of technology and price.Profound changes in global sourcing? The country of origin theory and its effects on sourcing decisions
Thomas Koerber, Holger Schiele
Journal of Business & Industrial Marketing, Vol. 39, No. 13, pp.68-81

This study aims to examine decision factors for global sourcing, differentiated into transcontinental and continental sourcing to obtain insight into locational aspects of sourcing decisions and global trends. This study analyzed various country perceptions to reveal their influence on sourcing decisions. The country of origin (COO) theory explains why certain country perceptions and images influence purchasing experts in their selection of suppliers.

This study used a two-study approach. In Study 1, the authors conducted discrete choice card experiments with 71 purchasing experts located in Europe and the USA to examine the importance of essential decision factors for global sourcing. Given the clear evidence that location is a factor in sourcing decisions, in Study 2 the authors investigated purchasers’ perceptions and images of countries, adding country ranking experiments on various perceived characteristics such as quality, price and technology.

Study 1 provides evidence that the purchasers’ personal relationship with the supplier plays a decisive role in the supplier selection process. While product quality and location impact sourcing decisions, the attraction of the buying company and cultural barriers are less significant. Interestingly, however, these factors seem as important as price to respondents. This implies that a strong relationship with suppliers and good quality products are essential aspects of a reliable and robust supply chain in the post-COVID-19 era. Examining the locational aspect in detail, Study 2 linked the choice card experiments with country ranking experiments. In this study, the authors found that purchasing experts consider that transcontinental countries such as Japan and China offer significant advantages in terms of price and technology. China has enhanced its quality, which is recognizable in the country ranking experiments. Therefore, decisions on global sourcing are not just based on such high-impact factors as price and availability; country perceptions are also influential. Additionally, the significance of the locational aspect could be linked to certain country images of transcontinental suppliers, as the COO theory describes.

The new approach divides global sourcing into transcontinental and European sourcing to evaluate special decision factors and link these factors to the locational aspect of sourcing decisions. To deepen the clear evidence for the locational aspect and investigate the possible influence of country perceptions, the authors applied the COO theory. This approach enabled authors to show the strong influence of country perception on purchasing departments, which is represented by the locational effect. Hence, the success of transcontinental countries relies not only on factors such as their availability but also on the purchasers’ positive perceptions of these countries in terms of technology and price.

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Profound changes in global sourcing? The country of origin theory and its effects on sourcing decisions10.1108/JBIM-05-2023-0260Journal of Business & Industrial Marketing2024-02-09© 2024 Thomas Koerber and Holger Schiele.Thomas KoerberHolger SchieleJournal of Business & Industrial Marketing39132024-02-0910.1108/JBIM-05-2023-0260https://www.emerald.com/insight/content/doi/10.1108/JBIM-05-2023-0260/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Thomas Koerber and Holger Schiele.
Understanding the role of serial acquisition and subsidiary autonomy in providing value within servitizing industrial networkshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-01-2023-0018/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestResearch examining the joint role of serial acquisitions and subsidiary autonomy in holistic value provision within servitizing industrial firms is scarce. Thus, this paper aims to investigate the role of serial acquisition and subsidiary autonomy in providing value within servitizing industrial networks. A conceptual framework is developed based on the case study of a large Swedish industrial group specializing in selling industrial products and providing industrial solutions to business customers through its numerous subsidiaries. The analysis of 14 interviews with the five subsidiaries and seven customer firms and secondary data reveals interesting findings concerning the role of serial niche acquisition strategy and subsidiary autonomy in customer value provision in servitizing organizations. In particular, the authors find that the role of acquisitions in industrial firms extends beyond growth to customer sensing and proximity. Likewise, the authors find that subsidiary autonomy facilitates value provision to customers in industrial networks. The paper provides a more nuanced understanding of how serial acquisitions and subsidiary autonomy are intertwined and jointly affect industrial firms’ value provision activities amidst the servitization transition in an intraorganizational network.Understanding the role of serial acquisition and subsidiary autonomy in providing value within servitizing industrial networks
Ismail Golgeci, Yusuf Kurt, Ksenia Vashchillo-Mollett, René Chester Goduscheit, Ahmad Arslan, Volkan Yeniaras
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Research examining the joint role of serial acquisitions and subsidiary autonomy in holistic value provision within servitizing industrial firms is scarce. Thus, this paper aims to investigate the role of serial acquisition and subsidiary autonomy in providing value within servitizing industrial networks.

A conceptual framework is developed based on the case study of a large Swedish industrial group specializing in selling industrial products and providing industrial solutions to business customers through its numerous subsidiaries.

The analysis of 14 interviews with the five subsidiaries and seven customer firms and secondary data reveals interesting findings concerning the role of serial niche acquisition strategy and subsidiary autonomy in customer value provision in servitizing organizations. In particular, the authors find that the role of acquisitions in industrial firms extends beyond growth to customer sensing and proximity. Likewise, the authors find that subsidiary autonomy facilitates value provision to customers in industrial networks.

The paper provides a more nuanced understanding of how serial acquisitions and subsidiary autonomy are intertwined and jointly affect industrial firms’ value provision activities amidst the servitization transition in an intraorganizational network.

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Understanding the role of serial acquisition and subsidiary autonomy in providing value within servitizing industrial networks10.1108/JBIM-01-2023-0018Journal of Business & Industrial Marketing2024-02-12© 2024 Emerald Publishing LimitedIsmail GolgeciYusuf KurtKsenia Vashchillo-MollettRené Chester GoduscheitAhmad ArslanVolkan YeniarasJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-02-1210.1108/JBIM-01-2023-0018https://www.emerald.com/insight/content/doi/10.1108/JBIM-01-2023-0018/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Uncovering the dark side of the sharing economy from a provider’s perspective: a bibliometric systematic reviewhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-01-2023-0028/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestDespite a growing body of research focusing on the dark side of sharing economy development, arguments are fragmented and incomplete. This study aims to address the gap by integrating existing viewpoints based on a provider’s perspective. This study conducted a bibliometric analysis using text mining and clustering algorithm techniques to measure the scope of scientific output on this topic and identify the main research themes. Through the bibliometric analysis, this study developed an integrative framework based on the platform providers’ internal management issues and external conflicts with consumers, society, government regulations and traditional business. It also identified significant gaps within each research theme and proposed a future research agenda. Sharing economy development has not yet been fully understood and regulated, leading to unprecedented challenges to existing business systems. The study addresses knowledge gaps and advances the understanding of the dark side of the sharing economy based on the provider’s internal management and interplay with external forces. It offers a roadmap for future research to advance understanding of the “hidden” dark side of the sharing economy.Uncovering the dark side of the sharing economy from a provider’s perspective: a bibliometric systematic review
Sihong Wu, Maureen Benson-Rea
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Despite a growing body of research focusing on the dark side of sharing economy development, arguments are fragmented and incomplete. This study aims to address the gap by integrating existing viewpoints based on a provider’s perspective.

This study conducted a bibliometric analysis using text mining and clustering algorithm techniques to measure the scope of scientific output on this topic and identify the main research themes.

Through the bibliometric analysis, this study developed an integrative framework based on the platform providers’ internal management issues and external conflicts with consumers, society, government regulations and traditional business. It also identified significant gaps within each research theme and proposed a future research agenda.

Sharing economy development has not yet been fully understood and regulated, leading to unprecedented challenges to existing business systems. The study addresses knowledge gaps and advances the understanding of the dark side of the sharing economy based on the provider’s internal management and interplay with external forces. It offers a roadmap for future research to advance understanding of the “hidden” dark side of the sharing economy.

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Uncovering the dark side of the sharing economy from a provider’s perspective: a bibliometric systematic review10.1108/JBIM-01-2023-0028Journal of Business & Industrial Marketing2024-01-09© 2023 Emerald Publishing LimitedSihong WuMaureen Benson-ReaJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-0910.1108/JBIM-01-2023-0028https://www.emerald.com/insight/content/doi/10.1108/JBIM-01-2023-0028/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
The interplay between sales and marketing expenditures: an econometric approach in the B2B markethttps://www.emerald.com/insight/content/doi/10.1108/JBIM-01-2023-0047/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestManagers engage in marketing efforts to boost sales and in setting marketing budgets based on current or historical sales. Past studies have overlooked the reciprocal relationship between marketing spending and sales. This study aims to examine the nature of the relationship between sales and marketing expenses in the B2B market. Five hypotheses on the relationship between sales and marketing expenditures were framed. A total of 30 of India’s dyeing firms provided data on revenues, sales (in units) and marketing expenditures over time. The structural vector auto-regressive model and the vector error correction model were fitted to the data. The results show that marketing expenses and sales are related bidirectionally in a sequential way. Furthermore, sales drive the long-term equilibrium relationship to a greater extent than marketing expenditures. The findings of this study should assist managers in predicting sales and marketing budgets simultaneously and devising precise marketing strategies and tactics. Using econometric models in data-driven research is not a frequent practice in marketing. This study adds value to the body of marketing literature by advancing the theory of the relationship between sales and marketing spending using real-world data and econometric models in the B2B sector.The interplay between sales and marketing expenditures: an econometric approach in the B2B market
Mehir Baidya, Bipasha Maity
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Managers engage in marketing efforts to boost sales and in setting marketing budgets based on current or historical sales. Past studies have overlooked the reciprocal relationship between marketing spending and sales. This study aims to examine the nature of the relationship between sales and marketing expenses in the B2B market.

Five hypotheses on the relationship between sales and marketing expenditures were framed. A total of 30 of India’s dyeing firms provided data on revenues, sales (in units) and marketing expenditures over time. The structural vector auto-regressive model and the vector error correction model were fitted to the data.

The results show that marketing expenses and sales are related bidirectionally in a sequential way. Furthermore, sales drive the long-term equilibrium relationship to a greater extent than marketing expenditures.

The findings of this study should assist managers in predicting sales and marketing budgets simultaneously and devising precise marketing strategies and tactics.

Using econometric models in data-driven research is not a frequent practice in marketing. This study adds value to the body of marketing literature by advancing the theory of the relationship between sales and marketing spending using real-world data and econometric models in the B2B sector.

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The interplay between sales and marketing expenditures: an econometric approach in the B2B market10.1108/JBIM-01-2023-0047Journal of Business & Industrial Marketing2023-11-27© 2023 Emerald Publishing LimitedMehir BaidyaBipasha MaityJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-11-2710.1108/JBIM-01-2023-0047https://www.emerald.com/insight/content/doi/10.1108/JBIM-01-2023-0047/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkeyhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-01-2023-0049/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestBased on the dynamic capability theory, the purpose of this study is to examine the mediating role of the adaptive capability of small- and medium-sized enterprises (SMEs) on the relationship between business ties and firm performance. This study also investigates the moderating role of technological turbulence in those relationships. Data were collected from 1,265 SME managers in Turkey. Partial least squares analysis, a variance-based structural equation modelling, was applied to examine a mediated moderation model. The results support the proposed framework illustrating that business ties are positively related to adaptive capability and firm performance. Moreover, adaptive capability mediates the relationship between business ties and firm performance. The results also indicate that the indirect effect of business ties on firm performance through adaptive capability was moderated by technological turbulence. SMEs in emerging economies need to enhance their business ties and invest in their adaptive capabilities to increase their performances. This relation becomes more strategic under technologically turbulent environments. By introducing empirical data from the Turkish emerging context, this paper contributes to our understanding of how SMEs’ relational networks contribute to firm performance. From the dynamic capability perspective, it shows how SMEs use their adaptive capabilities to environmental challenges. It also fills an important gap by showing that environmental uncertainties (specifically technological turbulence) moderate the adaptive capability’s mediating impact on the relationship between business ties and firm performance. The results also provide potential future directions for dynamic capabilities research in emerging contexts.Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey
Cevahir Uzkurt, Emre Burak Ekmekcioglu, Semih Ceyhan
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Based on the dynamic capability theory, the purpose of this study is to examine the mediating role of the adaptive capability of small- and medium-sized enterprises (SMEs) on the relationship between business ties and firm performance. This study also investigates the moderating role of technological turbulence in those relationships.

Data were collected from 1,265 SME managers in Turkey. Partial least squares analysis, a variance-based structural equation modelling, was applied to examine a mediated moderation model.

The results support the proposed framework illustrating that business ties are positively related to adaptive capability and firm performance. Moreover, adaptive capability mediates the relationship between business ties and firm performance. The results also indicate that the indirect effect of business ties on firm performance through adaptive capability was moderated by technological turbulence.

SMEs in emerging economies need to enhance their business ties and invest in their adaptive capabilities to increase their performances. This relation becomes more strategic under technologically turbulent environments.

By introducing empirical data from the Turkish emerging context, this paper contributes to our understanding of how SMEs’ relational networks contribute to firm performance. From the dynamic capability perspective, it shows how SMEs use their adaptive capabilities to environmental challenges. It also fills an important gap by showing that environmental uncertainties (specifically technological turbulence) moderate the adaptive capability’s mediating impact on the relationship between business ties and firm performance. The results also provide potential future directions for dynamic capabilities research in emerging contexts.

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Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey10.1108/JBIM-01-2023-0049Journal of Business & Industrial Marketing2023-09-12© 2023 Emerald Publishing LimitedCevahir UzkurtEmre Burak EkmekciogluSemih CeyhanJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-09-1210.1108/JBIM-01-2023-0049https://www.emerald.com/insight/content/doi/10.1108/JBIM-01-2023-0049/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Studying international complaints: a multicultural analysis across two time periodshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-01-2023-0052/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper first aims to examine associations between factors involved in business-to-business complaints management and results (satisfaction and loyalty) and analyses three types of distributors based on their cultural profile (domestic, low context and high context). Second, the paper investigates whether the identified associations remain stable over time. Data from a sample of distributors for a manufacturing company were gathered during two periods of time. A factorial analysis of correspondences and a cluster analysis were carried out to visually represent the associations among clients, complaints and results in the associations among clients, complaints and results. The stability over time of these relationships was also analysed by calculating the correlations between the Euclidean distances on the two maps (one per year) and their mobility ratio. The authors found significant evidence that clients from different cultures are associated with varying profiles of complaint and different result types and that certain associations remain stable over time. While many studies have analysed complaint behaviour in business-to-consumer contexts, there is a lack of research from an international business-business relations point of view, leaving questions virtually unexplored. Second, the last phases of supply chain management, specifically complaints management, have been undeveloped, limiting the cultural factor to the general scope of negotiation. In this vein, this paper compares different complaint profiles and results, comparing culturally different customers/distributors. Third, research has mostly referred to a single period, while this paper investigates two different periods of time for the same company (and their distributors) to analyse the relevance of the stability (or not) over time of the associations identified.Studying international complaints: a multicultural analysis across two time periods
Ines Küster, Natalia Vila, Amparo Kuster-Boluda
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This paper first aims to examine associations between factors involved in business-to-business complaints management and results (satisfaction and loyalty) and analyses three types of distributors based on their cultural profile (domestic, low context and high context). Second, the paper investigates whether the identified associations remain stable over time.

Data from a sample of distributors for a manufacturing company were gathered during two periods of time. A factorial analysis of correspondences and a cluster analysis were carried out to visually represent the associations among clients, complaints and results in the associations among clients, complaints and results. The stability over time of these relationships was also analysed by calculating the correlations between the Euclidean distances on the two maps (one per year) and their mobility ratio.

The authors found significant evidence that clients from different cultures are associated with varying profiles of complaint and different result types and that certain associations remain stable over time.

While many studies have analysed complaint behaviour in business-to-consumer contexts, there is a lack of research from an international business-business relations point of view, leaving questions virtually unexplored. Second, the last phases of supply chain management, specifically complaints management, have been undeveloped, limiting the cultural factor to the general scope of negotiation. In this vein, this paper compares different complaint profiles and results, comparing culturally different customers/distributors. Third, research has mostly referred to a single period, while this paper investigates two different periods of time for the same company (and their distributors) to analyse the relevance of the stability (or not) over time of the associations identified.

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Studying international complaints: a multicultural analysis across two time periods10.1108/JBIM-01-2023-0052Journal of Business & Industrial Marketing2024-01-24© 2024 Emerald Publishing LimitedInes KüsterNatalia VilaAmparo Kuster-BoludaJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-2410.1108/JBIM-01-2023-0052https://www.emerald.com/insight/content/doi/10.1108/JBIM-01-2023-0052/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
The different shades of innovation emergence in smart service systems: the case of Italian cluster for aerospace technologyhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2020-0091/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe purpose of this paper is to explore the emergence of innovation in smart service systems to conceptualize how actor’s relationships through technology-enabled interactions can give birth to novel technologies, processes, strategies and value. The objectives of the study are: to detect the different enablers that activate innovation in smart service systems; and to explore how these can lead dynamically to the emergence of different innovation patterns. The empirical research adopts an approach based on constructivist grounded theory, performed through observation and semi-structured interviews to investigate the development of innovation in the Italian CTNA (Italian acronym of National Cluster for Aerospace Technology). The identification and re-elaboration of the novelties that emerged from the analysis of the Cluster allow the elaboration of a diagram that classifies five different shades of innovation, introduced through some related theoretical propositions: technological; process; business model and data-driven; social and eco-sustainable; and practice-based. The paper embraces a synthesis view that detects the enabling structural and systems dimensions for innovation (the “what”) and the way in which these can be combined to create new technologies, resources, values and social rules (the “how” dimension). The classification of five different kinds of innovation can contribute to enrich extant research on value co-creation and innovation and can shed light on how given technologies and relational strategies can produce varied innovation outcomes according to the diverse stakeholders engaged.The different shades of innovation emergence in smart service systems: the case of Italian cluster for aerospace technology
Orlando Troisi, Anna Visvizi, Mara Grimaldi
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The purpose of this paper is to explore the emergence of innovation in smart service systems to conceptualize how actor’s relationships through technology-enabled interactions can give birth to novel technologies, processes, strategies and value. The objectives of the study are: to detect the different enablers that activate innovation in smart service systems; and to explore how these can lead dynamically to the emergence of different innovation patterns.

The empirical research adopts an approach based on constructivist grounded theory, performed through observation and semi-structured interviews to investigate the development of innovation in the Italian CTNA (Italian acronym of National Cluster for Aerospace Technology).

The identification and re-elaboration of the novelties that emerged from the analysis of the Cluster allow the elaboration of a diagram that classifies five different shades of innovation, introduced through some related theoretical propositions: technological; process; business model and data-driven; social and eco-sustainable; and practice-based.

The paper embraces a synthesis view that detects the enabling structural and systems dimensions for innovation (the “what”) and the way in which these can be combined to create new technologies, resources, values and social rules (the “how” dimension). The classification of five different kinds of innovation can contribute to enrich extant research on value co-creation and innovation and can shed light on how given technologies and relational strategies can produce varied innovation outcomes according to the diverse stakeholders engaged.

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The different shades of innovation emergence in smart service systems: the case of Italian cluster for aerospace technology10.1108/JBIM-02-2020-0091Journal of Business & Industrial Marketing2021-01-29© 2021 Orlando Troisi, Anna Visvizi and Mara Grimaldi.Orlando TroisiAnna VisviziMara GrimaldiJournal of Business & Industrial Marketingahead-of-printahead-of-print2021-01-2910.1108/JBIM-02-2020-0091https://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2020-0091/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2021 Orlando Troisi, Anna Visvizi and Mara Grimaldi.http://creativecommons.org/licences/by/4.0/legalcode
Augmenting machine learning with human insights: the model development for B2B personalizationhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2023-0073/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestMachine learning (ML) techniques are increasingly important in enabling business-to-business (B2B) companies to offer personalized services to business customers. On the other hand, humans play a critical role in dealing with uncertain situations and the relationship-building aspects of a B2B business. Most existing studies advocating human-ML augmentation simply posit the concept without providing a detailed view of augmentation. Therefore, the purpose of this paper is to investigate how human involvement can practically augment ML capabilities to develop a personalized information system (PIS) for business customers. The authors developed a research framework to create an integrated human-ML PIS for business customers. The PIS was then implemented in the energy sector. Next, the accuracy of the PIS was evaluated using customer feedback. To this end, precision, recall and F1 evaluation metrics were used. The computed figures of precision, recall and F1 (respectively, 0.73, 0.72 and 0.72) were all above 0.5; thus, the accuracy of the model was confirmed. Finally, the study presents the research model that illustrates how human involvement can augment ML capabilities in different stages of creating the PIS including the business/market understanding, data understanding, data collection and preparation, model creation and deployment and model evaluation phases. This paper offers novel insight into the less-known phenomenon of human-ML augmentation for marketing purposes. Furthermore, the study contributes to the B2B personalization literature by elaborating on how human experts can augment ML computing power to create a PIS for business customers.Augmenting machine learning with human insights: the model development for B2B personalization
Shahrzad Yaghtin, Joel Mero
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Machine learning (ML) techniques are increasingly important in enabling business-to-business (B2B) companies to offer personalized services to business customers. On the other hand, humans play a critical role in dealing with uncertain situations and the relationship-building aspects of a B2B business. Most existing studies advocating human-ML augmentation simply posit the concept without providing a detailed view of augmentation. Therefore, the purpose of this paper is to investigate how human involvement can practically augment ML capabilities to develop a personalized information system (PIS) for business customers.

The authors developed a research framework to create an integrated human-ML PIS for business customers. The PIS was then implemented in the energy sector. Next, the accuracy of the PIS was evaluated using customer feedback. To this end, precision, recall and F1 evaluation metrics were used.

The computed figures of precision, recall and F1 (respectively, 0.73, 0.72 and 0.72) were all above 0.5; thus, the accuracy of the model was confirmed. Finally, the study presents the research model that illustrates how human involvement can augment ML capabilities in different stages of creating the PIS including the business/market understanding, data understanding, data collection and preparation, model creation and deployment and model evaluation phases.

This paper offers novel insight into the less-known phenomenon of human-ML augmentation for marketing purposes. Furthermore, the study contributes to the B2B personalization literature by elaborating on how human experts can augment ML computing power to create a PIS for business customers.

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Augmenting machine learning with human insights: the model development for B2B personalization10.1108/JBIM-02-2023-0073Journal of Business & Industrial Marketing2024-01-01© 2023 Emerald Publishing LimitedShahrzad YaghtinJoel MeroJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-0110.1108/JBIM-02-2023-0073https://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2023-0073/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Customer equity drivers and repurchase intent among B2B customers: the moderating role of perceived switching costhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2023-0084/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to investigate the role of three customer equity drivers on customer repurchase intent in business-to-business (B2B) markets. It also explores the interconnected nature of equity drivers, specifically, the effects of brand equity and value equity on relationship equity. Further, it investigates how perceived switching costs moderates the interrelationships between customer equity drivers. The authors explore the interrelationships between the customer equity drivers in a B2B context involving commodity products in a developing market. Data collection was done from a pool of 184 institutional customers of a lubricant brand in a developing market. The sample had representations of buyer organizations across sectors, namely, automobile, cement, metal, fertilizer, railway, defence and mining, etc. The final data were subjected to partial least squares-based structural equation modeling to test the hypothesized model. The study found a direct effect of brand equity, and value equity on relationship equity and an indirect effect on repurchase intent, namely, relationship equity. Perceived switching cost was found to moderate the interaction between brand equity and relationship equity as well as between value equity and relationship equity. The direct effect of relationship equity on repurchase intent was also significant. The study implies that B2B firms should ground their marketing program on these customer equity drivers, especially when dealing with commodity products. The absence of any of these drivers would be detrimental in customer retention. The study also establishes the relevance of switching cost(s) and its impact on the underlying dynamics between the different equity drivers in the context of commodity products. The customer equity drivers along with switching costs, if managed well, may become switching barriers for customers and eventually would ensure recurring revenue through repeat purchases. To the best of the authors’ knowledge, this is one of the first studies that focuses on the disaggregated effect of customer equity on customer outcomes in the B2B context. Furthermore, this study investigates how perceived switching costs moderates the interrelationships between customer equity drivers in the industrial sales context in an emerging market.Customer equity drivers and repurchase intent among B2B customers: the moderating role of perceived switching cost
Vibhava Srivastava, Deva Rangarajan, Vishag Badrinarayanan
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to investigate the role of three customer equity drivers on customer repurchase intent in business-to-business (B2B) markets. It also explores the interconnected nature of equity drivers, specifically, the effects of brand equity and value equity on relationship equity. Further, it investigates how perceived switching costs moderates the interrelationships between customer equity drivers. The authors explore the interrelationships between the customer equity drivers in a B2B context involving commodity products in a developing market.

Data collection was done from a pool of 184 institutional customers of a lubricant brand in a developing market. The sample had representations of buyer organizations across sectors, namely, automobile, cement, metal, fertilizer, railway, defence and mining, etc. The final data were subjected to partial least squares-based structural equation modeling to test the hypothesized model.

The study found a direct effect of brand equity, and value equity on relationship equity and an indirect effect on repurchase intent, namely, relationship equity. Perceived switching cost was found to moderate the interaction between brand equity and relationship equity as well as between value equity and relationship equity. The direct effect of relationship equity on repurchase intent was also significant.

The study implies that B2B firms should ground their marketing program on these customer equity drivers, especially when dealing with commodity products. The absence of any of these drivers would be detrimental in customer retention. The study also establishes the relevance of switching cost(s) and its impact on the underlying dynamics between the different equity drivers in the context of commodity products. The customer equity drivers along with switching costs, if managed well, may become switching barriers for customers and eventually would ensure recurring revenue through repeat purchases.

To the best of the authors’ knowledge, this is one of the first studies that focuses on the disaggregated effect of customer equity on customer outcomes in the B2B context. Furthermore, this study investigates how perceived switching costs moderates the interrelationships between customer equity drivers in the industrial sales context in an emerging market.

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Customer equity drivers and repurchase intent among B2B customers: the moderating role of perceived switching cost10.1108/JBIM-02-2023-0084Journal of Business & Industrial Marketing2023-11-08© 2023 Emerald Publishing LimitedVibhava SrivastavaDeva RangarajanVishag BadrinarayananJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-11-0810.1108/JBIM-02-2023-0084https://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2023-0084/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Toward an understanding of the personal traits needed in a digital selling environmenthttps://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2023-0094/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe digital transformation is dramatically changing the business-to-business (B2B) sales environment, challenging long-standing views regarding the critical competencies required of salespeople. This paper aims to explore the personal traits associated with sales performance in a digital selling environment. Using template analysis, the researchers captured and coded over 21 h of in-depth, semi-structured interviews with senior sales leaders from various industry sectors, exploring their perceptions of the personal traits now required of B2B salespeople in the digital landscape. The research identifies three high-level trait types critical to sales success within a digital selling environment: “analytical curiosity” – the natural motivation and ability to gather and synthesize sales-related knowledge, “empathetic citizenship” – the ability to establish initial rapport while building long-term trust and “disciplined drive” – the exertion of selling effort in a highly focused and methodical manner across all stages of the sales process. The present data came from interviews with sales leaders in Canada. A more global sample may lead to additional insights. Moreover, the sample was drawn from long-cycle B2B sales environments; conclusions may differ for short-cycle or business-to-consumer markets. This paper presents a framework for hiring and developing salespeople in the digital sales environment, identifying personal trait types that sales leaders should look for when hiring: analytical curiosity, empathetic citizenship and disciplined drive. The paper identifies how these trait types influence sales success, suggesting that sales leaders could coach and educate their teams to make the best use of them. This paper presents a conceptual framework for hiring in the digital sales environment and introduces the trait of analytical curiosity not previously discussed in the literature.Toward an understanding of the personal traits needed in a digital selling environment
Karen M. Peesker, Lynette J. Ryals, Peter D. Kerr
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The digital transformation is dramatically changing the business-to-business (B2B) sales environment, challenging long-standing views regarding the critical competencies required of salespeople. This paper aims to explore the personal traits associated with sales performance in a digital selling environment.

Using template analysis, the researchers captured and coded over 21 h of in-depth, semi-structured interviews with senior sales leaders from various industry sectors, exploring their perceptions of the personal traits now required of B2B salespeople in the digital landscape.

The research identifies three high-level trait types critical to sales success within a digital selling environment: “analytical curiosity” – the natural motivation and ability to gather and synthesize sales-related knowledge, “empathetic citizenship” – the ability to establish initial rapport while building long-term trust and “disciplined drive” – the exertion of selling effort in a highly focused and methodical manner across all stages of the sales process.

The present data came from interviews with sales leaders in Canada. A more global sample may lead to additional insights. Moreover, the sample was drawn from long-cycle B2B sales environments; conclusions may differ for short-cycle or business-to-consumer markets.

This paper presents a framework for hiring and developing salespeople in the digital sales environment, identifying personal trait types that sales leaders should look for when hiring: analytical curiosity, empathetic citizenship and disciplined drive. The paper identifies how these trait types influence sales success, suggesting that sales leaders could coach and educate their teams to make the best use of them.

This paper presents a conceptual framework for hiring in the digital sales environment and introduces the trait of analytical curiosity not previously discussed in the literature.

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Toward an understanding of the personal traits needed in a digital selling environment10.1108/JBIM-02-2023-0094Journal of Business & Industrial Marketing2024-03-01© 2024 Emerald Publishing LimitedKaren M. PeeskerLynette J. RyalsPeter D. KerrJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-03-0110.1108/JBIM-02-2023-0094https://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2023-0094/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Relationship problem mechanisms and negative active responses: the moderating role of behavior monitoringhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2023-0103/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to understand what primary relationship problem mechanisms can exist in the franchise channel and how exchange partners respond to them. This study demonstrates how the franchisor’s relationship problem mechanisms (threat, contract enforcement) affect the franchisee’s negative active responses (venting, threatened withdrawal). This study tested hypotheses through multiple regression analysis using data from 200 franchisees in Korea-based food franchise systems. The results indicated that threat increases venting and threatened withdrawal, while contract enforcement only increases venting. Venting increases threatened withdrawal. In addition, the results indicated that the franchisor’s behavior monitoring positively moderates the relationship between relationship problem mechanisms and negative active responses. This study helps strategically manage responses to relationship problems by categorizing ‘relationship problem mechanisms’ into intentional relationship problem mechanisms based on communication (threat) and unintentional relationship problem mechanisms based on action (contract enforcement). This study finds that both relationship problem mechanisms, intentional or unintentional, eventually cause threatened withdrawal directly or indirectly. Even if the threat is merely communication, not action, it is more likely to cause relationship dissolution than contract enforcement by directly triggering any negative active response. This study also finds that behavior monitoring can affect exchange partners through interaction with other management mechanisms rather than directly affecting them.Relationship problem mechanisms and negative active responses: the moderating role of behavior monitoring
Min Sung
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to understand what primary relationship problem mechanisms can exist in the franchise channel and how exchange partners respond to them. This study demonstrates how the franchisor’s relationship problem mechanisms (threat, contract enforcement) affect the franchisee’s negative active responses (venting, threatened withdrawal).

This study tested hypotheses through multiple regression analysis using data from 200 franchisees in Korea-based food franchise systems.

The results indicated that threat increases venting and threatened withdrawal, while contract enforcement only increases venting. Venting increases threatened withdrawal. In addition, the results indicated that the franchisor’s behavior monitoring positively moderates the relationship between relationship problem mechanisms and negative active responses.

This study helps strategically manage responses to relationship problems by categorizing ‘relationship problem mechanisms’ into intentional relationship problem mechanisms based on communication (threat) and unintentional relationship problem mechanisms based on action (contract enforcement). This study finds that both relationship problem mechanisms, intentional or unintentional, eventually cause threatened withdrawal directly or indirectly. Even if the threat is merely communication, not action, it is more likely to cause relationship dissolution than contract enforcement by directly triggering any negative active response. This study also finds that behavior monitoring can affect exchange partners through interaction with other management mechanisms rather than directly affecting them.

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Relationship problem mechanisms and negative active responses: the moderating role of behavior monitoring10.1108/JBIM-02-2023-0103Journal of Business & Industrial Marketing2024-02-09© 2024 Emerald Publishing LimitedMin SungJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-02-0910.1108/JBIM-02-2023-0103https://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2023-0103/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Prioritizing the antecedents of employer branding using fuzzy AHP: an extent analysis approachhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2023-0112/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestOne of the most decisive objectives of human resource management (HRM), essential for business performance, is to attract, maintain and engage a qualified workforce. This study aims to identify and prioritize the antecedents of employer branding, which are considered extremely important by potential applicants when they choose to join a particular employer. The authors have adopted a popular multicriteria decision-making technique fuzzy analytical hierarchy process, to prioritize the identified antecedents. The modified Delphi techniques with the 22 experts have been conducted to validate the identified antecedents. Structured questionnaires were discussed, and their reliability was assessed using the expert’s opinion. Results of this study indicate that potential applicants consider career advancement opportunities as the most important enabler that persuades them to join a particular employer. Future employees are also motivated to join if they are offered attractive compensation packages, which are distinct from competitors. Furthermore, corporate social responsibility is evolving as an antecedent of employer branding as potential candidates are attracted to employers who are socially responsible. Employer branding can serve as a strategic HRM technique for any business seeking to attract, recruit, retain and involve outstanding employees, as the success of the organization is determined by how its image is built, communicated and promoted. This study provides insights for HR managers and practitioners who can think of developing an effective employer brand communication that offers a distinct and in-imitable image and reputation as an employer of choice. This study is unique, as it offers meaningful visions to HR practitioners and experts for designing employer branding strategies for attracting potential applicants to join their organizations.Prioritizing the antecedents of employer branding using fuzzy AHP: an extent analysis approach
Avinash Chopra, Gokulananda Patel, Chandan Kumar Sahoo
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

One of the most decisive objectives of human resource management (HRM), essential for business performance, is to attract, maintain and engage a qualified workforce. This study aims to identify and prioritize the antecedents of employer branding, which are considered extremely important by potential applicants when they choose to join a particular employer.

The authors have adopted a popular multicriteria decision-making technique fuzzy analytical hierarchy process, to prioritize the identified antecedents. The modified Delphi techniques with the 22 experts have been conducted to validate the identified antecedents. Structured questionnaires were discussed, and their reliability was assessed using the expert’s opinion.

Results of this study indicate that potential applicants consider career advancement opportunities as the most important enabler that persuades them to join a particular employer. Future employees are also motivated to join if they are offered attractive compensation packages, which are distinct from competitors. Furthermore, corporate social responsibility is evolving as an antecedent of employer branding as potential candidates are attracted to employers who are socially responsible.

Employer branding can serve as a strategic HRM technique for any business seeking to attract, recruit, retain and involve outstanding employees, as the success of the organization is determined by how its image is built, communicated and promoted. This study provides insights for HR managers and practitioners who can think of developing an effective employer brand communication that offers a distinct and in-imitable image and reputation as an employer of choice.

This study is unique, as it offers meaningful visions to HR practitioners and experts for designing employer branding strategies for attracting potential applicants to join their organizations.

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Prioritizing the antecedents of employer branding using fuzzy AHP: an extent analysis approach10.1108/JBIM-02-2023-0112Journal of Business & Industrial Marketing2023-12-21© 2023 Emerald Publishing LimitedAvinash ChopraGokulananda PatelChandan Kumar SahooJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-12-2110.1108/JBIM-02-2023-0112https://www.emerald.com/insight/content/doi/10.1108/JBIM-02-2023-0112/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Customer participation in manufacturing firms’ new service development: the moderating role of CRM technologyhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-03-2022-0142/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper aims to examine how customer participation in new service development (NSD) and customer relationship management (CRM) technology can improve the NSD performance of manufacturing firms. Additionally, the paper examines CRM technology usage to understand how it impacts new service performance both individually and jointly with customer participation in NSD. This study is a survey of 216 manufacturing managers who are overseeing the development of new services at their organizations. For the analysis, structural equation modeling is used with Amos 22.0. Measures of all latent variables in the analysis pass the traditional tests for reliability, convergent validity and discriminant validity. Furthermore, the results of a common latent factor test for common method variance and Harman’s one-factor test indicate that common method bias is not a source of endogeneity in the model. Customer participation has a positive effect on NSD performance. CRM technology usage also has a positive effect on NSD performance. The effect of customer participation on NSD performance is enhanced by CRM technology. The results of a post hoc analysis suggest that the usage of CRM technology has the most benefit for managing the technical aspects of customer participation. This study has methodological limitations that may impact the generalizability of results. For instance, it is based on cross-sectional self-reported survey data, which is more subjective than longitudinal secondary data. Survey research lacks the depth and nuance of qualitative research designs, which are commonly employed to study NSD. In addition, this study focuses on large US manufacturing firms. The authors do not include small firms or international organizations in the sample. Despite these limitations, they believe the findings can provide significant contributions to the NSD literature. Although prior research has shown that customer participation and CRM technology can individually influence new product development (NPD) performance, the results indicate they are equally effective factors in the development of new services. Furthermore, the authors show that customer participation can be enhanced via the use of CRM technologies. The interaction is more pronounced within the technical aspects of NSD. This study contributes to the NSD literature, and it also has implications for managers leading NSD efforts in traditional tangible-product industries. The findings provide additional evidence that customer participation is an effective NSD strategy for manufacturing firms (Morgan et al., 2019). Furthermore, CRM technology is integral to NSD performance. CRM technology not only has a direct effect on NSD performance, but the interaction term of customer participation by CRM technology also has a positive effect on NSD performance.Customer participation in manufacturing firms’ new service development: the moderating role of CRM technology
Todd Morgan, Wesley Friske, Marko Kohtamäki, Paul Mills
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This paper aims to examine how customer participation in new service development (NSD) and customer relationship management (CRM) technology can improve the NSD performance of manufacturing firms. Additionally, the paper examines CRM technology usage to understand how it impacts new service performance both individually and jointly with customer participation in NSD.

This study is a survey of 216 manufacturing managers who are overseeing the development of new services at their organizations. For the analysis, structural equation modeling is used with Amos 22.0. Measures of all latent variables in the analysis pass the traditional tests for reliability, convergent validity and discriminant validity. Furthermore, the results of a common latent factor test for common method variance and Harman’s one-factor test indicate that common method bias is not a source of endogeneity in the model.

Customer participation has a positive effect on NSD performance. CRM technology usage also has a positive effect on NSD performance. The effect of customer participation on NSD performance is enhanced by CRM technology. The results of a post hoc analysis suggest that the usage of CRM technology has the most benefit for managing the technical aspects of customer participation.

This study has methodological limitations that may impact the generalizability of results. For instance, it is based on cross-sectional self-reported survey data, which is more subjective than longitudinal secondary data. Survey research lacks the depth and nuance of qualitative research designs, which are commonly employed to study NSD. In addition, this study focuses on large US manufacturing firms. The authors do not include small firms or international organizations in the sample. Despite these limitations, they believe the findings can provide significant contributions to the NSD literature.

Although prior research has shown that customer participation and CRM technology can individually influence new product development (NPD) performance, the results indicate they are equally effective factors in the development of new services. Furthermore, the authors show that customer participation can be enhanced via the use of CRM technologies. The interaction is more pronounced within the technical aspects of NSD.

This study contributes to the NSD literature, and it also has implications for managers leading NSD efforts in traditional tangible-product industries. The findings provide additional evidence that customer participation is an effective NSD strategy for manufacturing firms (Morgan et al., 2019). Furthermore, CRM technology is integral to NSD performance. CRM technology not only has a direct effect on NSD performance, but the interaction term of customer participation by CRM technology also has a positive effect on NSD performance.

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Customer participation in manufacturing firms’ new service development: the moderating role of CRM technology10.1108/JBIM-03-2022-0142Journal of Business & Industrial Marketing2023-10-24© 2023 Emerald Publishing LimitedTodd MorganWesley FriskeMarko KohtamäkiPaul MillsJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-2410.1108/JBIM-03-2022-0142https://www.emerald.com/insight/content/doi/10.1108/JBIM-03-2022-0142/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Disruptive AI: the response depends on the buyer’s political ideologyhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-03-2023-0126/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe recent pandemic disrupted the way in which businesses transact with each other. In response to maintaining cleanliness in business-to-business (B2B) settings, artificial intelligence (AI)-enabled robots have been adopted as substitutes for cleaning personnel, yet their implications remain largely underexamined. This study aims to examine B2B buyer responses to cleaning information notices (human vs AI-enabled agent) placed at either the entry to the premises or the sales counter, thereby adding to the nascent literature in this line of inquiry. Three field experiments were conducted across diverse B2B businesses (wholesalers in Studies 1–2 and a commercial business in Study 3). To achieve greater empirical rigor and generalizability, this research used diverse stimuli across different B2B settings. In addition, the results ruled out alternate explanations and shed light upon political ideology as a boundary condition. Finally, a single-paper meta-analysis confirmed H1, consolidating the established effect. Featuring over 1,000 B2B buyers, the results show that politically liberal B2B buyers express greater preference for human over AI-performed cleaning while labor-orientated buyers are indifferent. Importantly, this effect is driven by greater relaxation associated with humans, which in turn, increases their future patronage and referral intent. The results enrich the collective knowledge of the adoption of AI-enabled robots, reinforcing for marketing practitioners and businesses that the reliance on human-based outcomes remains a preferred touchpoint in B2B settings, particularly for liberals.Disruptive AI: the response depends on the buyer’s political ideology
Patrick van Esch
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The recent pandemic disrupted the way in which businesses transact with each other. In response to maintaining cleanliness in business-to-business (B2B) settings, artificial intelligence (AI)-enabled robots have been adopted as substitutes for cleaning personnel, yet their implications remain largely underexamined. This study aims to examine B2B buyer responses to cleaning information notices (human vs AI-enabled agent) placed at either the entry to the premises or the sales counter, thereby adding to the nascent literature in this line of inquiry.

Three field experiments were conducted across diverse B2B businesses (wholesalers in Studies 1–2 and a commercial business in Study 3). To achieve greater empirical rigor and generalizability, this research used diverse stimuli across different B2B settings. In addition, the results ruled out alternate explanations and shed light upon political ideology as a boundary condition. Finally, a single-paper meta-analysis confirmed H1, consolidating the established effect.

Featuring over 1,000 B2B buyers, the results show that politically liberal B2B buyers express greater preference for human over AI-performed cleaning while labor-orientated buyers are indifferent. Importantly, this effect is driven by greater relaxation associated with humans, which in turn, increases their future patronage and referral intent.

The results enrich the collective knowledge of the adoption of AI-enabled robots, reinforcing for marketing practitioners and businesses that the reliance on human-based outcomes remains a preferred touchpoint in B2B settings, particularly for liberals.

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Disruptive AI: the response depends on the buyer’s political ideology10.1108/JBIM-03-2023-0126Journal of Business & Industrial Marketing2023-08-29© 2023 Emerald Publishing LimitedPatrick van EschJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-08-2910.1108/JBIM-03-2023-0126https://www.emerald.com/insight/content/doi/10.1108/JBIM-03-2023-0126/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Culture uncovered: B2B salesforce job reviews as windows into corporate valueshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-03-2023-0145/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to help uncover corporate culture and values to attract and retain talent by understanding job reviews written by business-to-business (B2B) salespeople. Over 40,000 job reviews on Glassdoor.com are analyzed by a dictionary-based content analysis tool, Linguistic Inquiry and Word Count (LIWC2015), to explore the links between corporate culture and linguistics characteristics of reviews as articulated by B2B salespeople. This study adopted a multidimensional scaling approach based on the nine cultural value scores to create a map of corporate profiles. A projection of the LIWC2015 scores on this map uncovers differences in language patterns and emotions expressed across the profiles. Findings reveal a map of corporate profiles with two dimensions, namely, product-centricity and customer-centricity, that divide salesforce subculture into a 2 × 2 matrix of four types: Empathic Innovators, Product Pioneers, Customer Champions and Commodity Traders. This study combined two data sets, scores on CultureX’s nine cultural values (agility, collaboration, customer orientation, diversity, execution, innovation, integrity, performance and respect) and job reviews on Glassdoor.com. This research seeks to develop profiles of the organizational culture and to use a blend of qualitative and quantitative methods. This study adds to the literature on salesforce subculture and showcases a solution to the methodological difficulty in categorizing and measuring culture.Culture uncovered: B2B salesforce job reviews as windows into corporate values
Joey Lam, Michael S. Mulvey, Karen Robson, Leyland Pitt
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to help uncover corporate culture and values to attract and retain talent by understanding job reviews written by business-to-business (B2B) salespeople.

Over 40,000 job reviews on Glassdoor.com are analyzed by a dictionary-based content analysis tool, Linguistic Inquiry and Word Count (LIWC2015), to explore the links between corporate culture and linguistics characteristics of reviews as articulated by B2B salespeople. This study adopted a multidimensional scaling approach based on the nine cultural value scores to create a map of corporate profiles. A projection of the LIWC2015 scores on this map uncovers differences in language patterns and emotions expressed across the profiles.

Findings reveal a map of corporate profiles with two dimensions, namely, product-centricity and customer-centricity, that divide salesforce subculture into a 2 × 2 matrix of four types: Empathic Innovators, Product Pioneers, Customer Champions and Commodity Traders.

This study combined two data sets, scores on CultureX’s nine cultural values (agility, collaboration, customer orientation, diversity, execution, innovation, integrity, performance and respect) and job reviews on Glassdoor.com. This research seeks to develop profiles of the organizational culture and to use a blend of qualitative and quantitative methods. This study adds to the literature on salesforce subculture and showcases a solution to the methodological difficulty in categorizing and measuring culture.

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Culture uncovered: B2B salesforce job reviews as windows into corporate values10.1108/JBIM-03-2023-0145Journal of Business & Industrial Marketing2023-12-26© 2023 Emerald Publishing LimitedJoey LamMichael S. MulveyKaren RobsonLeyland PittJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-12-2610.1108/JBIM-03-2023-0145https://www.emerald.com/insight/content/doi/10.1108/JBIM-03-2023-0145/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Buying centers and emerging developments: the SME perspectivehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-03-2023-0157/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper aims to explore the challenges and opportunities faced by buying centers in small and medium enterprises (SME) manufacturing companies in view of recent technological changes and the virtualization of communication. This study uses a qualitative approach with multiple case studies to portray complex realities within the buying centers in the manufacturing SME context. The authors selected five Italian companies to portray the diverse characteristics, practices and policies of relevant stakeholders before reaching saturation with the issues explored. The authors find that interactions among buying center members are more effective with greater collaboration and exchange (as opposed to competition and a struggle for power). Virtual/hybrid relations require greater intra-group cooperation, whereas diverse backgrounds and collaborative interactions help the flexibility and performance of the buying center. Greater use of technology produces certainty and automation, but it may also cause overload and biases that can be solved with the ability to analyze and clear responsibility for decisions. The authors studied only five Italian companies in this study. Future research in other countries with diverse cultural and socio-economic conditions and methods would help extend this research. The findings would improve the understanding of the challenges of adopting new purchase process technologies that would help automate routine tasks, produce useful data and support decision-making. Unlike prior studies, this study uses an exploratory design to study the evolution of buying centers in SMEs to seek deeper insights into the challenges and opportunities faced by SMEs because of the growing use of emerging technologies.Buying centers and emerging developments: the SME perspective
Silvio Cardinali, Piyush Sharma, Elena Cedrola, Marta Giovannetti, Kishore Gopalakrishna Pillai
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This paper aims to explore the challenges and opportunities faced by buying centers in small and medium enterprises (SME) manufacturing companies in view of recent technological changes and the virtualization of communication.

This study uses a qualitative approach with multiple case studies to portray complex realities within the buying centers in the manufacturing SME context. The authors selected five Italian companies to portray the diverse characteristics, practices and policies of relevant stakeholders before reaching saturation with the issues explored.

The authors find that interactions among buying center members are more effective with greater collaboration and exchange (as opposed to competition and a struggle for power). Virtual/hybrid relations require greater intra-group cooperation, whereas diverse backgrounds and collaborative interactions help the flexibility and performance of the buying center. Greater use of technology produces certainty and automation, but it may also cause overload and biases that can be solved with the ability to analyze and clear responsibility for decisions.

The authors studied only five Italian companies in this study. Future research in other countries with diverse cultural and socio-economic conditions and methods would help extend this research.

The findings would improve the understanding of the challenges of adopting new purchase process technologies that would help automate routine tasks, produce useful data and support decision-making.

Unlike prior studies, this study uses an exploratory design to study the evolution of buying centers in SMEs to seek deeper insights into the challenges and opportunities faced by SMEs because of the growing use of emerging technologies.

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Buying centers and emerging developments: the SME perspective10.1108/JBIM-03-2023-0157Journal of Business & Industrial Marketing2024-01-02© 2023 Emerald Publishing LimitedSilvio CardinaliPiyush SharmaElena CedrolaMarta GiovannettiKishore Gopalakrishna PillaiJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-0210.1108/JBIM-03-2023-0157https://www.emerald.com/insight/content/doi/10.1108/JBIM-03-2023-0157/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Transparency and trust in cargo claims: microenterprises selling internationally on a peer-to-peer platformhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-03-2023-0170/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe purpose of this study is to determine the factors that impact the trust of microenterprises in online selling platforms and cargo carriers and examine the consequences of a lack of trust. This study adopts a qualitative exploratory approach and uses grounded theory to generate insights based on interviews with 27 microenterprise owners selling internationally on an online selling platform. The results show that a lack of competence, an absence of an integrated claim system and a lack of transparency are the main factors affecting sellers’ trust in online selling platforms. The relationship between the sellers’ intention to continue to use the online selling platform and their trust in the platform was found to be moderated by switching costs. This study is limited in that the results were mainly based on the sellers’ perspectives although the phenomenon of interest involves various actors. To mitigate this limitation and cross-check the data, the customer reviews and some of the sellers’ account statistics were also analyzed. This study introduces the sellers’ perspectives on the dynamics of supply chain management in international micro trade. These dynamics provide a guideline for how to build and manage an online selling platform targeting microenterprises. Unlike previous studies, this study examines online transaction behaviors from the standpoint of sellers, not buyers. Moreover, it is the first study examining the damaged or lost shipments within the context of online transactions in international micro trade.Transparency and trust in cargo claims: microenterprises selling internationally on a peer-to-peer platform
Ferhat Caliskan, Yavuz Idug, David M. Gligor, Hasan Uvet, Saban Adana, Hasan Celik, Sedat Cevikparmak
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The purpose of this study is to determine the factors that impact the trust of microenterprises in online selling platforms and cargo carriers and examine the consequences of a lack of trust.

This study adopts a qualitative exploratory approach and uses grounded theory to generate insights based on interviews with 27 microenterprise owners selling internationally on an online selling platform.

The results show that a lack of competence, an absence of an integrated claim system and a lack of transparency are the main factors affecting sellers’ trust in online selling platforms. The relationship between the sellers’ intention to continue to use the online selling platform and their trust in the platform was found to be moderated by switching costs.

This study is limited in that the results were mainly based on the sellers’ perspectives although the phenomenon of interest involves various actors. To mitigate this limitation and cross-check the data, the customer reviews and some of the sellers’ account statistics were also analyzed.

This study introduces the sellers’ perspectives on the dynamics of supply chain management in international micro trade. These dynamics provide a guideline for how to build and manage an online selling platform targeting microenterprises.

Unlike previous studies, this study examines online transaction behaviors from the standpoint of sellers, not buyers. Moreover, it is the first study examining the damaged or lost shipments within the context of online transactions in international micro trade.

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Transparency and trust in cargo claims: microenterprises selling internationally on a peer-to-peer platform10.1108/JBIM-03-2023-0170Journal of Business & Industrial Marketing2024-01-01© 2023 Emerald Publishing LimitedFerhat CaliskanYavuz IdugDavid M. GligorHasan UvetSaban AdanaHasan CelikSedat CevikparmakJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-0110.1108/JBIM-03-2023-0170https://www.emerald.com/insight/content/doi/10.1108/JBIM-03-2023-0170/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Not the way it used to be: B2B interactions in the era of ecosystemshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-03-2023-0180/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe COVID pandemic has prompted B2B and industrial marketing scholars to understand more about how external disruptions impact parties involved in B2B transactions. This paper aims to adopt an ecosystem perspective to conceptually classify the interactions between actors involved in B2B ecosystems. This conceptual paper presents a framework across multiple levels of ecosystem interactions (at micro, meso and macrolevels) to illustrate how value cocreation and knowledge flows (as mechanisms underlying B2B relationships) are related to firm performance. Based on this framework, this paper offers propositions and several research questions about the effects of disruptions and how they propagate among these essential business ecosystem elements. This conceptual framework underscores the vital role of relationships and interactions in shaping B2B ecosystems, especially during disruptive periods. With a greater understanding of how these interactions operate across levels (micro, meso and macro), scholars and practitioners may be better able to navigate disruptive periods.Not the way it used to be: B2B interactions in the era of ecosystems
Brandon Gustafson, Nadia Pomirleanu, Babu John-Mariadoss
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The COVID pandemic has prompted B2B and industrial marketing scholars to understand more about how external disruptions impact parties involved in B2B transactions. This paper aims to adopt an ecosystem perspective to conceptually classify the interactions between actors involved in B2B ecosystems.

This conceptual paper presents a framework across multiple levels of ecosystem interactions (at micro, meso and macrolevels) to illustrate how value cocreation and knowledge flows (as mechanisms underlying B2B relationships) are related to firm performance.

Based on this framework, this paper offers propositions and several research questions about the effects of disruptions and how they propagate among these essential business ecosystem elements.

This conceptual framework underscores the vital role of relationships and interactions in shaping B2B ecosystems, especially during disruptive periods. With a greater understanding of how these interactions operate across levels (micro, meso and macro), scholars and practitioners may be better able to navigate disruptive periods.

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Not the way it used to be: B2B interactions in the era of ecosystems10.1108/JBIM-03-2023-0180Journal of Business & Industrial Marketing2023-10-24© 2023 Emerald Publishing LimitedBrandon GustafsonNadia PomirleanuBabu John-MariadossJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-2410.1108/JBIM-03-2023-0180https://www.emerald.com/insight/content/doi/10.1108/JBIM-03-2023-0180/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Mitigating the effects of COVID-19: an exploratory case study of the countermeasures taken by the manufacturing industryhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2021-0236/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe purpose of this study is to understand how manufacturers (both discrete and process) are managing disruptions amid the COVID-19 pandemic outbreak, using UAE as an empirical context. This research uses a multiple case study approach and undertakes 36 semi-structured interviews with senior management of four discrete and four process manufacturing firms that outsource products/components from overseas and domestic suppliers. Results reveal that manufacturing firms are using six distinct actions to mitigate the effects of the COVID-19 pandemic. For instance, they are relying on the automation process, transferring new and updated knowledge to the current and new suppliers, managing workforce diversity, understanding the impact of demand’s disruption, managing the ecosystem and finally using digital technologies to mitigate the impact of the COVID-19 pandemic. This study has some limitations. Firstly, the results of this study cannot be generalized to a broader population as it attempts to build an initial theory in manufacturing supply chains within the context of a pandemic outbreak. Second, the study uses a cross-sectional approach to explore the actions used by manufacturing firms to mitigate the effects of the COVID-19 pandemic. Manufacturing firms can replicate the actions proposed in this study to lessen the effect of the COVID-19 pandemic and emerge stronger in the post-COVID-era. This study contributes to the manufacturing supply chain literature within the context of pandemic outbreaks by exploring the steps taken by manufacturing firms to minimize the effects of the COVID-19 pandemic. Particularly, it explores such steps by considering both the discrete and process manufacturing industries within the United Arab Emirates.Mitigating the effects of COVID-19: an exploratory case study of the countermeasures taken by the manufacturing industry
Atif Saleem Butt
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The purpose of this study is to understand how manufacturers (both discrete and process) are managing disruptions amid the COVID-19 pandemic outbreak, using UAE as an empirical context.

This research uses a multiple case study approach and undertakes 36 semi-structured interviews with senior management of four discrete and four process manufacturing firms that outsource products/components from overseas and domestic suppliers.

Results reveal that manufacturing firms are using six distinct actions to mitigate the effects of the COVID-19 pandemic. For instance, they are relying on the automation process, transferring new and updated knowledge to the current and new suppliers, managing workforce diversity, understanding the impact of demand’s disruption, managing the ecosystem and finally using digital technologies to mitigate the impact of the COVID-19 pandemic.

This study has some limitations. Firstly, the results of this study cannot be generalized to a broader population as it attempts to build an initial theory in manufacturing supply chains within the context of a pandemic outbreak. Second, the study uses a cross-sectional approach to explore the actions used by manufacturing firms to mitigate the effects of the COVID-19 pandemic.

Manufacturing firms can replicate the actions proposed in this study to lessen the effect of the COVID-19 pandemic and emerge stronger in the post-COVID-era.

This study contributes to the manufacturing supply chain literature within the context of pandemic outbreaks by exploring the steps taken by manufacturing firms to minimize the effects of the COVID-19 pandemic. Particularly, it explores such steps by considering both the discrete and process manufacturing industries within the United Arab Emirates.

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Mitigating the effects of COVID-19: an exploratory case study of the countermeasures taken by the manufacturing industry10.1108/JBIM-04-2021-0236Journal of Business & Industrial Marketing2021-09-27© 2021 Emerald Publishing LimitedAtif Saleem ButtJournal of Business & Industrial Marketingahead-of-printahead-of-print2021-09-2710.1108/JBIM-04-2021-0236https://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2021-0236/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2021 Emerald Publishing Limited
Exploring collaborative innovation evolution of China’s energy conservation and environmental protection industry: a social network analysis based on patentshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2022-0177/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestEnergy conservation and environmental protection industry (ECEPI) is a strategic choice to promote energy conservation and emission reduction, develop green economy and circular economy. However, China’s ECEPI is still in the stage of rapid development and the overall scale is relatively small, what development periods have the ECEPI experienced? This study aims to contribute to a better understanding of collaborative innovation evolution based on social network analysis from the perspective of multi-dimensional proximity. Methodologically, this study uses social network analysis method to explore the co-evolution of multidimensional collaboration networks. It divides China’s ECEPI into four periods based on national policies from 2001 to 2020. This contribution constructs collaborative innovation networks from geographical, technological and organizational proximity. The results show that the collaborative innovation network was initially formed in the central region of China, gradually expanded to neighboring cities and the core positions of Beijing, Jiangsu and Guangdong have been continuously consolidated. C02F has been the core of the collaboration networks, and the research focus has gradually shifted from the treatment of wastewater, sewage or sludge to the separation field. Enterprises always occupy a dominant position in the collaboration networks. This research investigates the dynamic evolution process of collaborative innovation network in China’s ECEPI from the perspective of multidimensional proximity, explores the community structure, important nodes and multidimensional proximity features in the network, expands the research perspective on evolution characteristics of innovative network and the research field of social network analysis. Theoretically, this study enriches collaborative innovation theory, social network theory and multi-dimensional proximity theory.Exploring collaborative innovation evolution of China’s energy conservation and environmental protection industry: a social network analysis based on patents
Weiwei Liu, Yuqi Guo, Kexin Bi
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Energy conservation and environmental protection industry (ECEPI) is a strategic choice to promote energy conservation and emission reduction, develop green economy and circular economy. However, China’s ECEPI is still in the stage of rapid development and the overall scale is relatively small, what development periods have the ECEPI experienced? This study aims to contribute to a better understanding of collaborative innovation evolution based on social network analysis from the perspective of multi-dimensional proximity.

Methodologically, this study uses social network analysis method to explore the co-evolution of multidimensional collaboration networks. It divides China’s ECEPI into four periods based on national policies from 2001 to 2020. This contribution constructs collaborative innovation networks from geographical, technological and organizational proximity.

The results show that the collaborative innovation network was initially formed in the central region of China, gradually expanded to neighboring cities and the core positions of Beijing, Jiangsu and Guangdong have been continuously consolidated. C02F has been the core of the collaboration networks, and the research focus has gradually shifted from the treatment of wastewater, sewage or sludge to the separation field. Enterprises always occupy a dominant position in the collaboration networks.

This research investigates the dynamic evolution process of collaborative innovation network in China’s ECEPI from the perspective of multidimensional proximity, explores the community structure, important nodes and multidimensional proximity features in the network, expands the research perspective on evolution characteristics of innovative network and the research field of social network analysis. Theoretically, this study enriches collaborative innovation theory, social network theory and multi-dimensional proximity theory.

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Exploring collaborative innovation evolution of China’s energy conservation and environmental protection industry: a social network analysis based on patents10.1108/JBIM-04-2022-0177Journal of Business & Industrial Marketing2023-12-19© 2023 Emerald Publishing LimitedWeiwei LiuYuqi GuoKexin BiJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-12-1910.1108/JBIM-04-2022-0177https://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2022-0177/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Aligning sustainability goals of industrial operations and marketing in Industry 4.0 environment for MSMEs in an emerging economyhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2022-0183/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestIt is crucial for the Indian micro, small and medium enterprises (MSMEs) to implement a few of the most important Industry 4.0 (I4.0) technologies and reap maximum benefits of sustainability. This paper aims to prioritize I4.0 technologies that can help achieve the sustainable operations and sustainable industrial marketing performance of Indian manufacturing MSMEs. I4.0-based sustainability model was developed. The model was analyzed using data collected from MSMEs by deploying analytic hierarchy process and utility-function-based goal programming. To have a better understanding, interviews were conducted. Predictive analytics, machine learning and real-time computing were found to be the most important I4.0 technologies for sustainable performance. Sensitivity analysis further confirmed the robustness of the results. Business-to-business sustainable marketing is prioritized as per the sustainability need of operations of industrial MSME buyers. This study uniquely integrates literature and practitioners’ insights to explore I4.0’s role in MSMEs sustainability in emerging economies. It fills a research gap by aligning sustainability goals of industrial buyers with suppliers’ marketing strategies. Additionally, it offers practical recommendations for implementing technologies in MSMEs, contributing to both academia and industry practices.Aligning sustainability goals of industrial operations and marketing in Industry 4.0 environment for MSMEs in an emerging economy
Darshan Pandya, Gopal Kumar, Shalabh Singh
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

It is crucial for the Indian micro, small and medium enterprises (MSMEs) to implement a few of the most important Industry 4.0 (I4.0) technologies and reap maximum benefits of sustainability. This paper aims to prioritize I4.0 technologies that can help achieve the sustainable operations and sustainable industrial marketing performance of Indian manufacturing MSMEs.

I4.0-based sustainability model was developed. The model was analyzed using data collected from MSMEs by deploying analytic hierarchy process and utility-function-based goal programming. To have a better understanding, interviews were conducted.

Predictive analytics, machine learning and real-time computing were found to be the most important I4.0 technologies for sustainable performance. Sensitivity analysis further confirmed the robustness of the results. Business-to-business sustainable marketing is prioritized as per the sustainability need of operations of industrial MSME buyers.

This study uniquely integrates literature and practitioners’ insights to explore I4.0’s role in MSMEs sustainability in emerging economies. It fills a research gap by aligning sustainability goals of industrial buyers with suppliers’ marketing strategies. Additionally, it offers practical recommendations for implementing technologies in MSMEs, contributing to both academia and industry practices.

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Aligning sustainability goals of industrial operations and marketing in Industry 4.0 environment for MSMEs in an emerging economy10.1108/JBIM-04-2022-0183Journal of Business & Industrial Marketing2023-09-15© 2023 Emerald Publishing LimitedDarshan PandyaGopal KumarShalabh SinghJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-09-1510.1108/JBIM-04-2022-0183https://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2022-0183/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
How much customer collaboration is too much? Implications for user entrepreneurship and product performancehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2022-0188/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestResearch in the business-to-business (B2B) and user entrepreneurship literature agrees that “user-driven” perspectives allow entrepreneurs to develop innovative products superior to conventional products. Other researchers argue that such “user-driven” products have limited success and limited impact in certain markets (e.g. niche and industrial markets). This study aims to understand the extent to which user input or co-creation becomes critical in determining product performance. The key informant approach is used for data collection. Data were collected using a survey instrument via an online panel. Existing scales are used to measure all the focal constructs. Partial least square-based structural equation modeling was used to check for the psychometric properties of the scales and test the hypotheses. The results indicate that user entrepreneurship is significantly related to firm collaboration efforts and customer collaboration efforts in the B2B market. Both firm collaboration efforts and customer collaboration efforts are significantly related to product performance and mediate the relationship between user entrepreneurship and product performance. Also, findings show that there is an “n” relationship between firm collaboration efforts and product performance. This study supports the concerns raised by researchers about the dark side of value co-creation and highlights that value co-creation can impede product performance when user entrepreneurs lay too much emphasis on the collaboration processes.How much customer collaboration is too much? Implications for user entrepreneurship and product performance
Saurabh Srivastava, Pramod Iyer, Arezoo Davari, Wallace A. Williams Jr., Perry L. Parke
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Research in the business-to-business (B2B) and user entrepreneurship literature agrees that “user-driven” perspectives allow entrepreneurs to develop innovative products superior to conventional products. Other researchers argue that such “user-driven” products have limited success and limited impact in certain markets (e.g. niche and industrial markets). This study aims to understand the extent to which user input or co-creation becomes critical in determining product performance.

The key informant approach is used for data collection. Data were collected using a survey instrument via an online panel. Existing scales are used to measure all the focal constructs. Partial least square-based structural equation modeling was used to check for the psychometric properties of the scales and test the hypotheses.

The results indicate that user entrepreneurship is significantly related to firm collaboration efforts and customer collaboration efforts in the B2B market. Both firm collaboration efforts and customer collaboration efforts are significantly related to product performance and mediate the relationship between user entrepreneurship and product performance. Also, findings show that there is an “n” relationship between firm collaboration efforts and product performance.

This study supports the concerns raised by researchers about the dark side of value co-creation and highlights that value co-creation can impede product performance when user entrepreneurs lay too much emphasis on the collaboration processes.

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How much customer collaboration is too much? Implications for user entrepreneurship and product performance10.1108/JBIM-04-2022-0188Journal of Business & Industrial Marketing2023-10-24© 2023 Emerald Publishing LimitedSaurabh SrivastavaPramod IyerArezoo DavariWallace A. Williams Jr.Perry L. ParkeJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-2410.1108/JBIM-04-2022-0188https://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2022-0188/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Information sharing format preferences under different supply chain power structureshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2023-0204/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper aims to study the preferences of the supply chain (SC) members on various power structures under demand information asymmetry considering competing retailers. A two-level SC with one manufacturer and two retailers is designed. The retailers are in Bertrand competition. The manufacturer who holds the confidential demand information chooses the appropriate information sharing (IS) format. Three IS formats are provided, i.e. no IS (the manufacturer never shares with the retailers), partial IS (the manufacturer shares with one retailer), full IS (the manufacturer shares with all retailers). In addition, the authors model two power structures based on the decision sequences in the SC, i.e. retailers or manufacturer-dominant SC. The authors characterize the equilibrium solutions and payoffs and then investigate the members’ preferences for IS formats. It is shown that in retailers (manufacturer)-dominant SC, the retailers prefer full (no) IS, but the manufacturer prefers no (full) IS. Moreover, the authors analyze the members’ preferences on power structures under demand information asymmetry, which has a relationship with the degrees of demand uncertainty and competition intensity. The analysis regarding the preferences of the SC members on power structure under demand information asymmetry provides valuable managerial insights to enhance cooperation and achieve a win-win result.Information sharing format preferences under different supply chain power structures
Haining Sun, Jianhu Cai
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This paper aims to study the preferences of the supply chain (SC) members on various power structures under demand information asymmetry considering competing retailers.

A two-level SC with one manufacturer and two retailers is designed. The retailers are in Bertrand competition. The manufacturer who holds the confidential demand information chooses the appropriate information sharing (IS) format. Three IS formats are provided, i.e. no IS (the manufacturer never shares with the retailers), partial IS (the manufacturer shares with one retailer), full IS (the manufacturer shares with all retailers). In addition, the authors model two power structures based on the decision sequences in the SC, i.e. retailers or manufacturer-dominant SC. The authors characterize the equilibrium solutions and payoffs and then investigate the members’ preferences for IS formats.

It is shown that in retailers (manufacturer)-dominant SC, the retailers prefer full (no) IS, but the manufacturer prefers no (full) IS. Moreover, the authors analyze the members’ preferences on power structures under demand information asymmetry, which has a relationship with the degrees of demand uncertainty and competition intensity.

The analysis regarding the preferences of the SC members on power structure under demand information asymmetry provides valuable managerial insights to enhance cooperation and achieve a win-win result.

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Information sharing format preferences under different supply chain power structures10.1108/JBIM-04-2023-0204Journal of Business & Industrial Marketing2023-12-29© 2023 Emerald Publishing LimitedHaining SunJianhu CaiJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-12-2910.1108/JBIM-04-2023-0204https://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2023-0204/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
The role of digital skills in the acceptance of artificial intelligencehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2023-0210/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe service industry is facing the huge impact of digital transformation, in which artificial intelligence (AI) plays one of the most important roles. This study aims to expand the understanding of the AI acceptance framework and confirm whether consumers’ digital skills have a moderating effect on the research model. Hypotheses were tested using a data set of 1,641 individuals. Partial least squares structural equation modeling and multi-group analysis were used to estimate the model. The results indicate that antecedent factors influence consumers’ willingness to use AI devices in services. The two groups of different digitally savvy respondents differ because the influence of anthropomorphism, social influence and hedonic motivation on respondents’ perceived efforts to use AI devices in service delivery depends on respondents’ digital skills. The novel contribution of this study is reflected in a comprehensive model that explains the moderating effect of individual digital skills on willingness to use AI devices. The attitudes of experienced and digitally skilled consumers are valuable and highlight some important theoretical, practical implications and future lines of research.The role of digital skills in the acceptance of artificial intelligence
Vanja Vitezić, Marko Perić
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The service industry is facing the huge impact of digital transformation, in which artificial intelligence (AI) plays one of the most important roles. This study aims to expand the understanding of the AI acceptance framework and confirm whether consumers’ digital skills have a moderating effect on the research model.

Hypotheses were tested using a data set of 1,641 individuals. Partial least squares structural equation modeling and multi-group analysis were used to estimate the model.

The results indicate that antecedent factors influence consumers’ willingness to use AI devices in services. The two groups of different digitally savvy respondents differ because the influence of anthropomorphism, social influence and hedonic motivation on respondents’ perceived efforts to use AI devices in service delivery depends on respondents’ digital skills.

The novel contribution of this study is reflected in a comprehensive model that explains the moderating effect of individual digital skills on willingness to use AI devices. The attitudes of experienced and digitally skilled consumers are valuable and highlight some important theoretical, practical implications and future lines of research.

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The role of digital skills in the acceptance of artificial intelligence10.1108/JBIM-04-2023-0210Journal of Business & Industrial Marketing2024-02-12© 2024 Emerald Publishing LimitedVanja VitezićMarko PerićJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-02-1210.1108/JBIM-04-2023-0210https://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2023-0210/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Effects of interactions between technology spillovers and carbon transfers on carbon emission reduction decisions and coordination within supply chainshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2023-0215/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper aims to refine the mechanisms affecting the two-way technology spillover and carbon transfer interactions between supply chain enterprises, and to guide their reduction of carbon emissions. This study formulates a supplier-led Stackelberg game model to explore the effects of the interactions between two-way technology spillover effects and carbon transfers in decentralized and centralized decision-making scenarios. The optimized Shapley value is introduced to coordinate across the supply chain and determine the overall profits lost in the decentralized scenario. Emission reductions by the low-carbon manufacturer are negatively correlated with the carbon transfers. Vertical technology spillovers promote carbon reduction, whereas horizontal technology spillovers inhibit it. The vertical technology spillovers amplify the negative effects of the carbon transfers, whereas the horizontal technology spillovers alleviate these negative effects. When the vertical technology spillover effect is strong or the horizontal technology spillover effect is weak in the centralized scenario, the carbon reduction is negatively correlated with the carbon transfers. Conversely, when the vertical technology spillover effect is weak or the horizontal technology spillover effect is strong, the enterprise’s carbon reduction is positively correlated with the carbon transfers. An optimized Shapley value can coordinate the supply chain. This study examines the effects of carbon transfers on enterprises from a micro-perspective and distinguishes between vertical and horizontal technology spillovers to explore how carbon transfers and different types of technology spillovers affect enterprises’ decisions to reduce carbon emissions.Effects of interactions between technology spillovers and carbon transfers on carbon emission reduction decisions and coordination within supply chains
Xiaozhuang Jiang, Licheng Sun, Yushi Wang
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This paper aims to refine the mechanisms affecting the two-way technology spillover and carbon transfer interactions between supply chain enterprises, and to guide their reduction of carbon emissions.

This study formulates a supplier-led Stackelberg game model to explore the effects of the interactions between two-way technology spillover effects and carbon transfers in decentralized and centralized decision-making scenarios. The optimized Shapley value is introduced to coordinate across the supply chain and determine the overall profits lost in the decentralized scenario.

Emission reductions by the low-carbon manufacturer are negatively correlated with the carbon transfers. Vertical technology spillovers promote carbon reduction, whereas horizontal technology spillovers inhibit it. The vertical technology spillovers amplify the negative effects of the carbon transfers, whereas the horizontal technology spillovers alleviate these negative effects. When the vertical technology spillover effect is strong or the horizontal technology spillover effect is weak in the centralized scenario, the carbon reduction is negatively correlated with the carbon transfers. Conversely, when the vertical technology spillover effect is weak or the horizontal technology spillover effect is strong, the enterprise’s carbon reduction is positively correlated with the carbon transfers. An optimized Shapley value can coordinate the supply chain.

This study examines the effects of carbon transfers on enterprises from a micro-perspective and distinguishes between vertical and horizontal technology spillovers to explore how carbon transfers and different types of technology spillovers affect enterprises’ decisions to reduce carbon emissions.

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Effects of interactions between technology spillovers and carbon transfers on carbon emission reduction decisions and coordination within supply chains10.1108/JBIM-04-2023-0215Journal of Business & Industrial Marketing2024-01-29© 2024 Emerald Publishing LimitedXiaozhuang JiangLicheng SunYushi WangJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-2910.1108/JBIM-04-2023-0215https://www.emerald.com/insight/content/doi/10.1108/JBIM-04-2023-0215/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Does enabling control systems and relational capabilities foster conflict management in innovation ecosystems?https://www.emerald.com/insight/content/doi/10.1108/JBIM-05-2022-0213/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper aims to analyze the effects of enabling management control systems (MCSs) and relational capabilities (interorganizational learning and coordination) on conflict management in innovation ecosystems. Shedding light on relational governance, structural equation modeling (symmetric analysis) and qualitative comparative fuzzy-set analysis (asymmetric analysis) were applied to a sample of 164 Brazilian firms associated with science and technology parks (STPs), a specific type of innovation ecosystem. The results of the symmetric analysis showed that enabling MCSs have a direct and positive effect on conflict management, as well indirect effects through interorganizational learning and coordination. The results of the asymmetric analysis indicated four solutions to promote high levels of conflict management, with enabling MCS solutions standing out, as they are present in the majority of cases in the sample. Interorganizational conflict in innovation ecosystems are inevitable, but the previous literature is inconclusive about how the interrelation between MCS and relational capabilities can foster the management of these conflicts. By providing evidence on the predictors and solutions that lead to high levels of conflict management, this study presents valuable insights into how firms and STPs can mutually promote organizational and relational benefits throughout the innovation activities developed among those involved in innovation ecosystems.Does enabling control systems and relational capabilities foster conflict management in innovation ecosystems?
Thiago Tomaz Luiz, Anderson Betti Frare, Ilse Maria Beuren
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This paper aims to analyze the effects of enabling management control systems (MCSs) and relational capabilities (interorganizational learning and coordination) on conflict management in innovation ecosystems.

Shedding light on relational governance, structural equation modeling (symmetric analysis) and qualitative comparative fuzzy-set analysis (asymmetric analysis) were applied to a sample of 164 Brazilian firms associated with science and technology parks (STPs), a specific type of innovation ecosystem.

The results of the symmetric analysis showed that enabling MCSs have a direct and positive effect on conflict management, as well indirect effects through interorganizational learning and coordination. The results of the asymmetric analysis indicated four solutions to promote high levels of conflict management, with enabling MCS solutions standing out, as they are present in the majority of cases in the sample.

Interorganizational conflict in innovation ecosystems are inevitable, but the previous literature is inconclusive about how the interrelation between MCS and relational capabilities can foster the management of these conflicts. By providing evidence on the predictors and solutions that lead to high levels of conflict management, this study presents valuable insights into how firms and STPs can mutually promote organizational and relational benefits throughout the innovation activities developed among those involved in innovation ecosystems.

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Does enabling control systems and relational capabilities foster conflict management in innovation ecosystems?10.1108/JBIM-05-2022-0213Journal of Business & Industrial Marketing2023-10-05© 2023 Emerald Publishing LimitedThiago Tomaz LuizAnderson Betti FrareIlse Maria BeurenJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-0510.1108/JBIM-05-2022-0213https://www.emerald.com/insight/content/doi/10.1108/JBIM-05-2022-0213/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Rich alone or rich together: the impact of value proposition innovation on the product–place co-branding valuehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-05-2023-0254/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to examine an emerging product–place co-branding marketing practice in China’s rural areas. The role of this practice in inclusive development is analyzed from the perspectives of value proposition innovation, market legitimacy, media coverage and brand value. Both research and practice indicate value proposition innovation to exert an important influence on brand value enhancement, but little is known about the mediating and moderating mechanisms underlying this relation. A moderated mediation model is constructed to examine whether market legitimacy mediates the relationship between value proposition innovation and brand value. vWhether this mediating process is moderated by media coverage is also examined. The primary data are collected from semi-structured interviews and observations conducted with two common cases to develop proper scales for value proposition innovation and market legitimacy. The research includes 100 product–place co-brandings published by the Ministry of Agriculture and Rural Affairs in 2019. Hypotheses are tested using hierarchical regression and a Bootstrap model. Value proposition innovation has a positive effect on brand value, and market legitimacy partially mediates this relationship. Media coverage positively moderates the relationship between value proposition innovation and market legitimacy, and positively moderates the mediating effect of market legitimacy; the higher the media coverage, the stronger the mediating effect of market legitimacy. Based on data availability and accessibility, the study sample focused on indicators from 100 brands in 2019. If the Ministry of Agriculture and Rural Affairs discloses consecutive annual information for other years, future studies could explore panel data to further test the study’s conclusions from a longitudinal perspective. First, this paper adds to the emerging literature on product–place co-branding business models by examining the relationship between value proposition innovation and brand value. Second, this paper enriches institutional theory by including market legitimacy as a mediator between value proposition innovation and brand value. Third, this paper identifies the moderating role of media coverage, thus broadening the theoretical implications of institutional theory with respect to improving market legitimacy.Rich alone or rich together: the impact of value proposition innovation on the product–place co-branding value
Rong Zhu, Yaoyao Fu, Ao Wen, Jiaxin Zhao
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to examine an emerging product–place co-branding marketing practice in China’s rural areas. The role of this practice in inclusive development is analyzed from the perspectives of value proposition innovation, market legitimacy, media coverage and brand value. Both research and practice indicate value proposition innovation to exert an important influence on brand value enhancement, but little is known about the mediating and moderating mechanisms underlying this relation.

A moderated mediation model is constructed to examine whether market legitimacy mediates the relationship between value proposition innovation and brand value. vWhether this mediating process is moderated by media coverage is also examined. The primary data are collected from semi-structured interviews and observations conducted with two common cases to develop proper scales for value proposition innovation and market legitimacy. The research includes 100 product–place co-brandings published by the Ministry of Agriculture and Rural Affairs in 2019. Hypotheses are tested using hierarchical regression and a Bootstrap model.

Value proposition innovation has a positive effect on brand value, and market legitimacy partially mediates this relationship. Media coverage positively moderates the relationship between value proposition innovation and market legitimacy, and positively moderates the mediating effect of market legitimacy; the higher the media coverage, the stronger the mediating effect of market legitimacy.

Based on data availability and accessibility, the study sample focused on indicators from 100 brands in 2019. If the Ministry of Agriculture and Rural Affairs discloses consecutive annual information for other years, future studies could explore panel data to further test the study’s conclusions from a longitudinal perspective.

First, this paper adds to the emerging literature on product–place co-branding business models by examining the relationship between value proposition innovation and brand value. Second, this paper enriches institutional theory by including market legitimacy as a mediator between value proposition innovation and brand value. Third, this paper identifies the moderating role of media coverage, thus broadening the theoretical implications of institutional theory with respect to improving market legitimacy.

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Rich alone or rich together: the impact of value proposition innovation on the product–place co-branding value10.1108/JBIM-05-2023-0254Journal of Business & Industrial Marketing2024-03-20© 2024 Emerald Publishing LimitedRong ZhuYaoyao FuAo WenJiaxin ZhaoJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-03-2010.1108/JBIM-05-2023-0254https://www.emerald.com/insight/content/doi/10.1108/JBIM-05-2023-0254/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Organizational learning, strategic guanxi networking, co-creation marketing strategy and B2B export performance: evidence from emerging market export venturehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-05-2023-0292/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestDrawing on the organizational learning and relational governance literature, this study aims to advance a theoretical model to explain the export performance of emerging market export ventures. This study selects quantitative methodology because the main objective of this study is to explore the role of export ventures’ performance (past) on guanxi networking, co-creation marketing strategies and present performance. The empirical evidence suggests that guanxi networking and co-creation strategy can mediate the relationship between export venture performance in the preceding year and export venture performance in the following year. In addition, this study also provides some guidance for emerging market export ventures on how to build a strong guanxi networking and create opportunities for collaboration when the effect of export performance in the preceding year on current performance is absent. The authors propose the inclusion of strategic guanxi networking-related factors (e.g. top executives’ ties with business-to-business customers, such as distributors in the host market) in the prior performance-current performance paradigm. The outcomes of this study also contribute to extant organizational learning theory research by integrating preceding performance research with the co-creation theory. The study offers new insights into organizational learning and relational governance from the emerging market perspective.Organizational learning, strategic guanxi networking, co-creation marketing strategy and B2B export performance: evidence from emerging market export venture
Herbert Sima, Henry F.L. Chung, Yulong Liu
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Drawing on the organizational learning and relational governance literature, this study aims to advance a theoretical model to explain the export performance of emerging market export ventures.

This study selects quantitative methodology because the main objective of this study is to explore the role of export ventures’ performance (past) on guanxi networking, co-creation marketing strategies and present performance.

The empirical evidence suggests that guanxi networking and co-creation strategy can mediate the relationship between export venture performance in the preceding year and export venture performance in the following year. In addition, this study also provides some guidance for emerging market export ventures on how to build a strong guanxi networking and create opportunities for collaboration when the effect of export performance in the preceding year on current performance is absent.

The authors propose the inclusion of strategic guanxi networking-related factors (e.g. top executives’ ties with business-to-business customers, such as distributors in the host market) in the prior performance-current performance paradigm. The outcomes of this study also contribute to extant organizational learning theory research by integrating preceding performance research with the co-creation theory. The study offers new insights into organizational learning and relational governance from the emerging market perspective.

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Organizational learning, strategic guanxi networking, co-creation marketing strategy and B2B export performance: evidence from emerging market export venture10.1108/JBIM-05-2023-0292Journal of Business & Industrial Marketing2023-12-25© 2023 Emerald Publishing LimitedHerbert SimaHenry F.L. ChungYulong LiuJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-12-2510.1108/JBIM-05-2023-0292https://www.emerald.com/insight/content/doi/10.1108/JBIM-05-2023-0292/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Adopting relationship trust and influence strategy to enhance green customer integration: a social exchange theory perspectivehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2022-0236/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to explore how relationship trust and different types of influence strategy (i.e., non-coercive and coercive influence strategy) impact green customer integration (GCI), while investigating the moderating mechanisms of big data development and social capital. Following hierarchical linear regression analysis, the authors examine hypothesized relationships by combining survey data from 206 Chinese manufacturers with secondary data. The results show that relationship trust positively affects non-coercive influence strategy, while its impact on coercive influence strategy is insignificant. Non-coercive influence strategy has an inverted U-shaped impact on GCI. Furthermore, big data development flattens the inverted U-shaped relationship between non-coercive influence strategy and GCI. Conversely, social capital steepens the inverted U-shaped relationship between non-coercive influence strategy and GCI. This study sheds light on managers on how to involve customers in GCI through friendly strategies that favor the involvement of customers and the willingness to develop environmentally friendly initiatives. Although GCI has received widespread attention, how it can be enhanced remains unclear. These findings provide novel insights into the emerging GCI literature and complement social exchange theory.Adopting relationship trust and influence strategy to enhance green customer integration: a social exchange theory perspective
Cong Zhou, Weili Xia, Taiwen Feng
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to explore how relationship trust and different types of influence strategy (i.e., non-coercive and coercive influence strategy) impact green customer integration (GCI), while investigating the moderating mechanisms of big data development and social capital.

Following hierarchical linear regression analysis, the authors examine hypothesized relationships by combining survey data from 206 Chinese manufacturers with secondary data.

The results show that relationship trust positively affects non-coercive influence strategy, while its impact on coercive influence strategy is insignificant. Non-coercive influence strategy has an inverted U-shaped impact on GCI. Furthermore, big data development flattens the inverted U-shaped relationship between non-coercive influence strategy and GCI. Conversely, social capital steepens the inverted U-shaped relationship between non-coercive influence strategy and GCI.

This study sheds light on managers on how to involve customers in GCI through friendly strategies that favor the involvement of customers and the willingness to develop environmentally friendly initiatives.

Although GCI has received widespread attention, how it can be enhanced remains unclear. These findings provide novel insights into the emerging GCI literature and complement social exchange theory.

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Adopting relationship trust and influence strategy to enhance green customer integration: a social exchange theory perspective10.1108/JBIM-06-2022-0236Journal of Business & Industrial Marketing2024-03-05© 2024 Emerald Publishing LimitedCong ZhouWeili XiaTaiwen FengJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-03-0510.1108/JBIM-06-2022-0236https://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2022-0236/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationshipshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2022-0241/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to investigate whether higher value creation leads to higher value appropriation and to identify the boundary conditions in a buyer–supplier relationship that can explain why a particular supplier can appropriate higher value than others. The study uses questionnaire surveys. The sample of the survey has 150 publicly-listed supplier firms in Taiwan. The unit of analysis is the buyer–supplier relationship. In the buyer–supplier relationship, suppliers’ bargaining power, partnership and a supplier’s original brand manufacturing (OBM) business can strengthen the positive relationship between value creation and value appropriation. This study adopts the unilateral viewpoint of suppliers; however, some constructs might require dyadic evaluation. This study only explores the spillover effect of OBM business on the relationship between value creation and appropriation. The spillover effect of a supplier’s OBM business in a buyer–supplier relationship allows the buyer to share more common benefits and the supplier to capture more private benefits as compensation. By broadening its customer base, a supplier can increase its bargaining power. A supplier can also maintain a strategic partnership with each essential buyer. To avoid the dark-side effect of partnership, the model provides the contingency that a supplier can capture more value from a buyer–supplier relationship.The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships
Ming-Chang Huang, Ting-Chuan Lin, Ping-Hsin Lin, Ya-Ping Chiu, Chi-Hung Chung
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to investigate whether higher value creation leads to higher value appropriation and to identify the boundary conditions in a buyer–supplier relationship that can explain why a particular supplier can appropriate higher value than others.

The study uses questionnaire surveys. The sample of the survey has 150 publicly-listed supplier firms in Taiwan. The unit of analysis is the buyer–supplier relationship.

In the buyer–supplier relationship, suppliers’ bargaining power, partnership and a supplier’s original brand manufacturing (OBM) business can strengthen the positive relationship between value creation and value appropriation.

This study adopts the unilateral viewpoint of suppliers; however, some constructs might require dyadic evaluation. This study only explores the spillover effect of OBM business on the relationship between value creation and appropriation.

The spillover effect of a supplier’s OBM business in a buyer–supplier relationship allows the buyer to share more common benefits and the supplier to capture more private benefits as compensation. By broadening its customer base, a supplier can increase its bargaining power. A supplier can also maintain a strategic partnership with each essential buyer.

To avoid the dark-side effect of partnership, the model provides the contingency that a supplier can capture more value from a buyer–supplier relationship.

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The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships10.1108/JBIM-06-2022-0241Journal of Business & Industrial Marketing2023-11-21© 2023 Emerald Publishing LimitedMing-Chang HuangTing-Chuan LinPing-Hsin LinYa-Ping ChiuChi-Hung ChungJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-11-2110.1108/JBIM-06-2022-0241https://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2022-0241/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
A pricing strategy of dual-channel supply chain considering online reviews and in-sale servicehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2022-0248/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe paper attempts to discuss the optimal pricing decisions under the decentralized and centralized decision and analyze the influence of online reviews and in-sale service on dual-channel supply chain. Finally, the authors design a two-part tariff coordination mechanism. To deal with this pricing conflict problems of dual-channel supply chain consisting of dominant manufacturer and a retailer, considering the fact that online reviews and in-sale service are important factors on consumers’ purchase decisions, the authors establish some basic models and exploit them to discuss the optimal pricing decisions under the decentralized and centralized decision and analyze the influence of online reviews and in-sale service on dual-channel supply chain. Finally, the authors design a profit-sharing coordination mechanism. The results show that the optimal online direct selling price is positively correlated with product perceived quality obtained from online reviews and negatively correlated with the in-sale service. The traditional retail price is positively correlated with the in-sale service and weakly correlated with online reviews. For the manufacturer and retailer, whether decentralized decision or coordination contract, their profits increase with the increase of the in-sale service in a certain range and quality perceived from spontaneous online reviews. Online reviews and in-sale service are important factors on consumers’ purchase decisions. Positive in-sale services and online reviews can provide consumers with a better shopping experience, thereby promoting their enthusiasm for shopping and improving their quality of life. The two-part tariff coordination mechanism improves the profits of the manufacturer and the traditional retailer, respectively, through the transfer fee. The proposed approach can well analyze the channel conflicts and pricing problems between retailers and manufacturers with respect to product offline price and online price. The analysis and results can inform decision-making for manufacturers and retailers.A pricing strategy of dual-channel supply chain considering online reviews and in-sale service
Yong Liu, Chang-Xue Lin, Gang Zhao
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The paper attempts to discuss the optimal pricing decisions under the decentralized and centralized decision and analyze the influence of online reviews and in-sale service on dual-channel supply chain. Finally, the authors design a two-part tariff coordination mechanism.

To deal with this pricing conflict problems of dual-channel supply chain consisting of dominant manufacturer and a retailer, considering the fact that online reviews and in-sale service are important factors on consumers’ purchase decisions, the authors establish some basic models and exploit them to discuss the optimal pricing decisions under the decentralized and centralized decision and analyze the influence of online reviews and in-sale service on dual-channel supply chain. Finally, the authors design a profit-sharing coordination mechanism.

The results show that the optimal online direct selling price is positively correlated with product perceived quality obtained from online reviews and negatively correlated with the in-sale service. The traditional retail price is positively correlated with the in-sale service and weakly correlated with online reviews. For the manufacturer and retailer, whether decentralized decision or coordination contract, their profits increase with the increase of the in-sale service in a certain range and quality perceived from spontaneous online reviews. Online reviews and in-sale service are important factors on consumers’ purchase decisions. Positive in-sale services and online reviews can provide consumers with a better shopping experience, thereby promoting their enthusiasm for shopping and improving their quality of life. The two-part tariff coordination mechanism improves the profits of the manufacturer and the traditional retailer, respectively, through the transfer fee.

The proposed approach can well analyze the channel conflicts and pricing problems between retailers and manufacturers with respect to product offline price and online price. The analysis and results can inform decision-making for manufacturers and retailers.

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A pricing strategy of dual-channel supply chain considering online reviews and in-sale service10.1108/JBIM-06-2022-0248Journal of Business & Industrial Marketing2024-02-05© 2024 Emerald Publishing LimitedYong LiuChang-Xue LinGang ZhaoJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-02-0510.1108/JBIM-06-2022-0248https://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2022-0248/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Segmenting the customers of system delivery projects based on data heterogeneityhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2022-0257/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper aims to examine project management segments based on customer satisfaction drivers and loyalty rather than traditional demographic or behavioural variables. Data were gathered over 18 consecutive months, and 3,129 surveys were completed using a questionnaire. The statistical methods included partial least squares (PLS) structural equation modelling, finite mixture segmentation, prediction-oriented segmentation (PLS-POS) and multi-group analysis (PLS-MGA). The findings indicate the existence of three segments among system delivery project customers based on the differences in the strengths of the path coefficients in the customer-centric structural model. In Segment 1, satisfaction based on the proposal was crucial for loyalty, with the value-for-money construct negatively impacting the repurchase intent construct. Segment 2 had a solid value-for-money orientation. In Segment 3, the critical path indicated that satisfaction drove repurchase intention, with satisfaction based mainly on the installation. The research contributes to the segmentation theory by introducing a new way to segment the systems delivery projects customers based on the perceived strength of the relationships in a customer-centric structural model, which aligns with traditional segmentation theory in a way that most segmentation analyses do not. A new segmentation approach to the domain of project management theory is presented. Based on the results, treating the system delivery project customer base as a single homogenous group can lead to managerially misleading conclusions.Segmenting the customers of system delivery projects based on data heterogeneity
Matti Haverila, Kai Christian Haverila, Caitlin McLaughlin
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This paper aims to examine project management segments based on customer satisfaction drivers and loyalty rather than traditional demographic or behavioural variables.

Data were gathered over 18 consecutive months, and 3,129 surveys were completed using a questionnaire. The statistical methods included partial least squares (PLS) structural equation modelling, finite mixture segmentation, prediction-oriented segmentation (PLS-POS) and multi-group analysis (PLS-MGA).

The findings indicate the existence of three segments among system delivery project customers based on the differences in the strengths of the path coefficients in the customer-centric structural model. In Segment 1, satisfaction based on the proposal was crucial for loyalty, with the value-for-money construct negatively impacting the repurchase intent construct. Segment 2 had a solid value-for-money orientation. In Segment 3, the critical path indicated that satisfaction drove repurchase intention, with satisfaction based mainly on the installation.

The research contributes to the segmentation theory by introducing a new way to segment the systems delivery projects customers based on the perceived strength of the relationships in a customer-centric structural model, which aligns with traditional segmentation theory in a way that most segmentation analyses do not. A new segmentation approach to the domain of project management theory is presented. Based on the results, treating the system delivery project customer base as a single homogenous group can lead to managerially misleading conclusions.

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Segmenting the customers of system delivery projects based on data heterogeneity10.1108/JBIM-06-2022-0257Journal of Business & Industrial Marketing2023-11-02© 2023 Emerald Publishing LimitedMatti HaverilaKai Christian HaverilaCaitlin McLaughlinJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-11-0210.1108/JBIM-06-2022-0257https://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2022-0257/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
The concept of discontinuity in project marketing research: emergence, dissipation and glimpses of the futurehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2023-0351/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to focus on a specific project marketing concept, i.e. “discontinuity,” and analyzes how this concept emerged in project marketing, becoming its key scholarly embodiment, how it became decoupled from the increasingly service-intensive project business practice and what the relevance of discontinuity is for project marketers moving forward. This study is built on a systematic literature review of 31 years (1993–2023) of publishing data from major marketing and management journals. This study provides three findings. First, the author reveals the risks related to marketing scholars and practitioners losing sight of each other as business practices evolve much faster than scholarly research can keep up. Second, the author highlights the role of interdisciplinary collaboration in advancing conceptual innovations. Finally, the research elucidates the need for broader metatheoretical reflection to keep this research tradition on an upward trajectory. The aim of this study is not to criticize project marketing, as many strands of business-to-business (B2B) marketing face the same challenge, but to elucidate a need for conceptual innovations, collaboration with practitioners and other disciplines and broader metatheoretical reflection to keep this research tradition on an upward trajectory. This study makes several contributions to the project marketing research tradition. First, it reviews the emergence and dissipation of the concept of discontinuity, drawing on semantical, etymological and epistemological insights. It also reflects on recent disruptions in the marketplace and envisions future research trajectories for this elusive concept. In addition, the author develops a conceptual framework that combines project types with exchange elements in project and service businesses. This conceptual framework helps elucidate what part of the exchange is continuing and what is discontinuing in the resulting business relationships. Furthermore, the research contributes to B2B marketing more broadly by highlighting the fleeting correspondence between theory and the real world. It underscores the need for constant updates to maintain relevance.The concept of discontinuity in project marketing research: emergence, dissipation and glimpses of the future
Ilkka Tapani Ojansivu
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to focus on a specific project marketing concept, i.e. “discontinuity,” and analyzes how this concept emerged in project marketing, becoming its key scholarly embodiment, how it became decoupled from the increasingly service-intensive project business practice and what the relevance of discontinuity is for project marketers moving forward.

This study is built on a systematic literature review of 31 years (1993–2023) of publishing data from major marketing and management journals.

This study provides three findings. First, the author reveals the risks related to marketing scholars and practitioners losing sight of each other as business practices evolve much faster than scholarly research can keep up. Second, the author highlights the role of interdisciplinary collaboration in advancing conceptual innovations. Finally, the research elucidates the need for broader metatheoretical reflection to keep this research tradition on an upward trajectory.

The aim of this study is not to criticize project marketing, as many strands of business-to-business (B2B) marketing face the same challenge, but to elucidate a need for conceptual innovations, collaboration with practitioners and other disciplines and broader metatheoretical reflection to keep this research tradition on an upward trajectory.

This study makes several contributions to the project marketing research tradition. First, it reviews the emergence and dissipation of the concept of discontinuity, drawing on semantical, etymological and epistemological insights. It also reflects on recent disruptions in the marketplace and envisions future research trajectories for this elusive concept. In addition, the author develops a conceptual framework that combines project types with exchange elements in project and service businesses. This conceptual framework helps elucidate what part of the exchange is continuing and what is discontinuing in the resulting business relationships. Furthermore, the research contributes to B2B marketing more broadly by highlighting the fleeting correspondence between theory and the real world. It underscores the need for constant updates to maintain relevance.

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The concept of discontinuity in project marketing research: emergence, dissipation and glimpses of the future10.1108/JBIM-06-2023-0351Journal of Business & Industrial Marketing2024-02-28© 2023 Ilkka Tapani Ojansivu.Ilkka Tapani OjansivuJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-02-2810.1108/JBIM-06-2023-0351https://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2023-0351/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Ilkka Tapani Ojansivu.http://creativecommons.org/licences/by/4.0/legalcode
B2B supply chain risk measurement systems: a SCOR perspectivehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2023-0361/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestGlobalisation, trade barriers, unprecedented health crises and geo-political crises have forced organisations to revisit their performance measurement systems (PMS) to better prepare their supply chain against the risk and improve performance in times of crisis. This study aims to review the supply chain operation reference (SCOR)-based PMS and propose a dynamic SCOR-based PMS for supply chain risk management (SCRM). Due to the need for multi-stakeholder perspectives on SCOR-based PMS for the SCRM, the authors aimed to develop a theory rather than to elaborate upon or test the theory. Hence, the authors adopted an inductive theory-building approach to build research propositions. The authors also gathered 12 semi-structured interviews with knowledgeable managers from B2B international companies. The findings of the study highlight the challenges faced by the organisations during the implementation of the SCOR-based performance indicators and the positive impacts they have on decision-making and on the continuous improvement strategy of organisations to tackle supply chain risks and improve performance. The findings suggest that the effects of these indicators are more felt during risk management and risk monitoring stages. Like any other study, this study has some rules, and, thus, the authors caution the readers that they must interpret the findings of the research considering these limitations. The study is based on semi-structured qualitative interviews. The interviews were conducted with 12 knowledgeable managers from France; thus, the insights drawn from the study cannot be generalised to other settings. Furthermore, the samples represent something other than small and medium enterprises. In the future, the samples from small and medium firms can offer a nuanced understanding of the performance indicators for SCRM. To the best of the authors’ knowledge, this is one of the few studies which has attempted to revisit the SCOR-based PMS in the B2B supply chain for risk management. The study’s findings help expand the SCOR-based PMS literature and offer numerous insights to the management and consultants facing challenges in SCOR implementation.B2B supply chain risk measurement systems: a SCOR perspective
Romane Guillot, Rameshwar Dubey, Sushma Kumari
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Globalisation, trade barriers, unprecedented health crises and geo-political crises have forced organisations to revisit their performance measurement systems (PMS) to better prepare their supply chain against the risk and improve performance in times of crisis. This study aims to review the supply chain operation reference (SCOR)-based PMS and propose a dynamic SCOR-based PMS for supply chain risk management (SCRM).

Due to the need for multi-stakeholder perspectives on SCOR-based PMS for the SCRM, the authors aimed to develop a theory rather than to elaborate upon or test the theory. Hence, the authors adopted an inductive theory-building approach to build research propositions. The authors also gathered 12 semi-structured interviews with knowledgeable managers from B2B international companies.

The findings of the study highlight the challenges faced by the organisations during the implementation of the SCOR-based performance indicators and the positive impacts they have on decision-making and on the continuous improvement strategy of organisations to tackle supply chain risks and improve performance. The findings suggest that the effects of these indicators are more felt during risk management and risk monitoring stages.

Like any other study, this study has some rules, and, thus, the authors caution the readers that they must interpret the findings of the research considering these limitations. The study is based on semi-structured qualitative interviews. The interviews were conducted with 12 knowledgeable managers from France; thus, the insights drawn from the study cannot be generalised to other settings. Furthermore, the samples represent something other than small and medium enterprises. In the future, the samples from small and medium firms can offer a nuanced understanding of the performance indicators for SCRM.

To the best of the authors’ knowledge, this is one of the few studies which has attempted to revisit the SCOR-based PMS in the B2B supply chain for risk management. The study’s findings help expand the SCOR-based PMS literature and offer numerous insights to the management and consultants facing challenges in SCOR implementation.

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B2B supply chain risk measurement systems: a SCOR perspective10.1108/JBIM-06-2023-0361Journal of Business & Industrial Marketing2023-09-20© 2023 Emerald Publishing LimitedRomane GuillotRameshwar DubeySushma KumariJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-09-2010.1108/JBIM-06-2023-0361https://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2023-0361/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Key success factors for stability of asymmetric technological collaborations: a bionic engineering approachhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2023-0362/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to investigate the importance and effect of asymmetric technological collaborations’ key success factors in developing countries. The number of collaborations between large enterprises and SMEs, known as asymmetric technological collaborations (ATC) is growing considerably. But this asymmetry in itself can increase the number and intensity of collaboration challenges. So far, limited studies have been conducted on the stability of ATCs, and most of them have been in the context of developed countries. Meanwhile, studying the strength and stability of collaboration in the nano industry with growing market value and increasing newcomers is of particular importance. Here, with bionic engineering approach, we used chemistry for the first time to identify the main stability factors of ATCs and build our hypotheses and research model. To this end, we introduced the factors affecting the stability of the dative chemical bond as a bionic counterpart of corporate venture capital (CVC), which is a type of ATC, and proposed 4 hypotheses. We used structural equation modeling (SEM) with partial least squares (PLS) method to examine the hypothesized relationships. The analysis of survey questionnaire data from 26 asymmetric collaborations in Iran’s nanotechnology industry shows that “learning of the acceptor company” with a negative effect, “network ties” and “development of the collaboration host region” with a positive effect and “diversity in the collaboration portfolio” with an inverted U-shaped effect are the most influential factors in the stability and continuity of CVCs, respectively. The findings of this research can be the beginning of a broad path leading to exploring and getting inspiration from chemistry to analyze management issues.Key success factors for stability of asymmetric technological collaborations: a bionic engineering approach
Sepehr Ghazinoory, Parvaneh Aghaei
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to investigate the importance and effect of asymmetric technological collaborations’ key success factors in developing countries. The number of collaborations between large enterprises and SMEs, known as asymmetric technological collaborations (ATC) is growing considerably. But this asymmetry in itself can increase the number and intensity of collaboration challenges. So far, limited studies have been conducted on the stability of ATCs, and most of them have been in the context of developed countries. Meanwhile, studying the strength and stability of collaboration in the nano industry with growing market value and increasing newcomers is of particular importance.

Here, with bionic engineering approach, we used chemistry for the first time to identify the main stability factors of ATCs and build our hypotheses and research model. To this end, we introduced the factors affecting the stability of the dative chemical bond as a bionic counterpart of corporate venture capital (CVC), which is a type of ATC, and proposed 4 hypotheses. We used structural equation modeling (SEM) with partial least squares (PLS) method to examine the hypothesized relationships.

The analysis of survey questionnaire data from 26 asymmetric collaborations in Iran’s nanotechnology industry shows that “learning of the acceptor company” with a negative effect, “network ties” and “development of the collaboration host region” with a positive effect and “diversity in the collaboration portfolio” with an inverted U-shaped effect are the most influential factors in the stability and continuity of CVCs, respectively.

The findings of this research can be the beginning of a broad path leading to exploring and getting inspiration from chemistry to analyze management issues.

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Key success factors for stability of asymmetric technological collaborations: a bionic engineering approach10.1108/JBIM-06-2023-0362Journal of Business & Industrial Marketing2023-12-29© 2023 Emerald Publishing LimitedSepehr GhazinooryParvaneh AghaeiJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-12-2910.1108/JBIM-06-2023-0362https://www.emerald.com/insight/content/doi/10.1108/JBIM-06-2023-0362/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Time to look forward: advocating future orientation in business network researchhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0298/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestFuture is rarely explicitly addressed or problematized in business network research. This study aims to examine the possibilities of developing a business actor’s future orientation to network studies and imports ideas and concepts from futures research to support the development. The study is conceptual and interdisciplinary. The authors critically analyze how extant studies grounded in the sensemaking view and process research approach integrate future time and how theoretical myopia hinders the adoption of a future orientation. The prevailing future perspective is restricted to managers’ perceptions and actions at present, ignoring the anticipation and exploration of alternative longer-term futures. Future time is generally conceived as embedded in managers’ cognitive processes or is seen as part of the ongoing interaction, where the time horizon to the future is not noticed or is at best short. To enable a forward-looking perspective, researchers should move the focus from expectation building in business interaction to purposeful preparation of alternative future(s) and from the view of seeing future as enacted in the present to envisioning of both near-term and more distant futures. This study addresses the growing need of business actors to anticipate future developments in the rapidly changing market conditions and to innovate and change business practices to save the planet for future generations. This study elaborates on actors’ future orientation to business markets and networks, proposes the integration of network research concepts with concepts from futures studies and poses new types of research questions for future research.Time to look forward: advocating future orientation in business network research
Aino Halinen, Sini Nordberg-Davies, Kristian Möller
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Future is rarely explicitly addressed or problematized in business network research. This study aims to examine the possibilities of developing a business actor’s future orientation to network studies and imports ideas and concepts from futures research to support the development.

The study is conceptual and interdisciplinary. The authors critically analyze how extant studies grounded in the sensemaking view and process research approach integrate future time and how theoretical myopia hinders the adoption of a future orientation.

The prevailing future perspective is restricted to managers’ perceptions and actions at present, ignoring the anticipation and exploration of alternative longer-term futures. Future time is generally conceived as embedded in managers’ cognitive processes or is seen as part of the ongoing interaction, where the time horizon to the future is not noticed or is at best short.

To enable a forward-looking perspective, researchers should move the focus from expectation building in business interaction to purposeful preparation of alternative future(s) and from the view of seeing future as enacted in the present to envisioning of both near-term and more distant futures.

This study addresses the growing need of business actors to anticipate future developments in the rapidly changing market conditions and to innovate and change business practices to save the planet for future generations.

This study elaborates on actors’ future orientation to business markets and networks, proposes the integration of network research concepts with concepts from futures studies and poses new types of research questions for future research.

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Time to look forward: advocating future orientation in business network research10.1108/JBIM-07-2022-0298Journal of Business & Industrial Marketing2023-07-25© 2023 Aino Halinen, Sini Nordberg-Davies and Kristian Möller.Aino HalinenSini Nordberg-DaviesKristian MöllerJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-07-2510.1108/JBIM-07-2022-0298https://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0298/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Aino Halinen, Sini Nordberg-Davies and Kristian Möller.http://creativecommons.org/licences/by/4.0/legalcode
Marketing research agency, creative agency and client relationships: a study of relationship tensionshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0327/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestTo this date, research on tensions has been carried out on business networks and value co-creation, with no studies exploring tensions within the marketing services context. This study aims to use the three tension categories proposed by Toth et al. (2018) and Pressey and Vanharanta (2006) to address this gap by identifying the tensions experienced in the market research agency (MRA), creative agency (CA) and client relationship, as well as the processes that increase or minimize these tensions. A total of 25 in-depth interviews were carried out with MRA, CA and client employees. NVivo 12 was used to conduct a thematic analysis to identify the overarching processes that influenced tensions. Six second-order codes were identified, designating processes that exacerbated or minimized each of the three tensions experienced. Two new processes were identified (“adopting governance processes” and “aspects of identity formation”) which have not been previously reported. An empirical framework was developed pinpointing processes that influenced each tension category, also highlighting complex interdependencies between behavioral, emotional and structural tensions. This study presents the perspectives of all actors within the marketing services triad providing a more nuanced understanding of tensions at the triadic level, as previous literature predominantly focused either on dyads or on networks. Furthermore, this study highlights important interdependencies between tension categories, providing novel contributions, as well as directions for future research.Marketing research agency, creative agency and client relationships: a study of relationship tensions
Ena Vejnovic, Sharon Purchase, Liudmila Tarabashkina
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

To this date, research on tensions has been carried out on business networks and value co-creation, with no studies exploring tensions within the marketing services context. This study aims to use the three tension categories proposed by Toth et al. (2018) and Pressey and Vanharanta (2006) to address this gap by identifying the tensions experienced in the market research agency (MRA), creative agency (CA) and client relationship, as well as the processes that increase or minimize these tensions.

A total of 25 in-depth interviews were carried out with MRA, CA and client employees. NVivo 12 was used to conduct a thematic analysis to identify the overarching processes that influenced tensions.

Six second-order codes were identified, designating processes that exacerbated or minimized each of the three tensions experienced. Two new processes were identified (“adopting governance processes” and “aspects of identity formation”) which have not been previously reported. An empirical framework was developed pinpointing processes that influenced each tension category, also highlighting complex interdependencies between behavioral, emotional and structural tensions.

This study presents the perspectives of all actors within the marketing services triad providing a more nuanced understanding of tensions at the triadic level, as previous literature predominantly focused either on dyads or on networks. Furthermore, this study highlights important interdependencies between tension categories, providing novel contributions, as well as directions for future research.

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Marketing research agency, creative agency and client relationships: a study of relationship tensions10.1108/JBIM-07-2022-0327Journal of Business & Industrial Marketing2023-05-18© 2023 Emerald Publishing LimitedEna VejnovicSharon PurchaseLiudmila TarabashkinaJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-05-1810.1108/JBIM-07-2022-0327https://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0327/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance typeshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0331/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to explore what characteristics contribute to the definition of relevance in business-to-business (B2B) marketing research and how/why different strands of B2B marketing maintain or lose their relevance. This study is conceptual. It adopts a performative-phenomenal standpoint for B2B marketing research and approaches relevance through the concept of episteme, which is considered pivotal for understanding this phenomenon. This study proposes four axioms that define the characteristics of relevance in B2B marketing research and discusses their implications for scholars and practitioners. Consequently, an action plan for revitalizing B2B marketing research is developed, comprising learning and temporal dimensions, resulting in nine different relevance types. The central argument put forward in this study is that different research strands of B2B marketing have deeply rooted epistemic underpinnings that influence their interpretation of relevance. Consequently, fostering dialogue between practitioners and scholars is considered necessary to sustain relevance in B2B marketing research. B2B scholars are urged to think beyond their subspecialized silos and acknowledge how the business environment and the various strands of B2B marketing congruently shape B2B marketing relevance, while also embracing research methods that bring them closer to business practice. Marketing practitioners and academics continue to drift apart. This study puts forward three recommendations to bring marketing academics and practitioners closer together. The study contributes to the B2B marketing literature by grappling with the theory-praxis gap and critically exploring what constitutes relevance in B2B marketing research.Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance types
Ilkka Tapani Ojansivu
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to explore what characteristics contribute to the definition of relevance in business-to-business (B2B) marketing research and how/why different strands of B2B marketing maintain or lose their relevance.

This study is conceptual. It adopts a performative-phenomenal standpoint for B2B marketing research and approaches relevance through the concept of episteme, which is considered pivotal for understanding this phenomenon.

This study proposes four axioms that define the characteristics of relevance in B2B marketing research and discusses their implications for scholars and practitioners. Consequently, an action plan for revitalizing B2B marketing research is developed, comprising learning and temporal dimensions, resulting in nine different relevance types.

The central argument put forward in this study is that different research strands of B2B marketing have deeply rooted epistemic underpinnings that influence their interpretation of relevance. Consequently, fostering dialogue between practitioners and scholars is considered necessary to sustain relevance in B2B marketing research. B2B scholars are urged to think beyond their subspecialized silos and acknowledge how the business environment and the various strands of B2B marketing congruently shape B2B marketing relevance, while also embracing research methods that bring them closer to business practice.

Marketing practitioners and academics continue to drift apart. This study puts forward three recommendations to bring marketing academics and practitioners closer together.

The study contributes to the B2B marketing literature by grappling with the theory-praxis gap and critically exploring what constitutes relevance in B2B marketing research.

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Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance types10.1108/JBIM-07-2022-0331Journal of Business & Industrial Marketing2023-10-27© 2023 Ilkka Tapani Ojansivu.Ilkka Tapani OjansivuJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-2710.1108/JBIM-07-2022-0331https://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0331/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Ilkka Tapani Ojansivu.
Dialectic critical realism in business marketing: dialectic customer portfolio managementhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0333/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to contribute to the field of customer portfolio management by proposing a novel approach rooted in dialectic critical realism (DCR). DCR, as an ontological theory, enables a fundamental reimagining of customer portfolio management as a dialectic process. The conceptualized dialectic portfolio management is motivated by the concept of “absence”, akin to Hegelian “antithesis”, which highlights limitations, problems and tensions in portfolio management. In essence, “absence” serves as a diagnostic tool that directs portfolio actions towards resolving problems by pursuing a more comprehensive “totality”, similar to the Hegelian notion of “synthesis”. This conceptual paper theorizes DCR in business marketing and customer portfolio management. DCR conceptualizes customer portfolios as relational structures characterized by omissions and tensions. These issues are addressed through a dialectic synthesis aimed at achieving a more comprehensive “totality”. Consequently, DCR guides portfolio management to continually re-think the connections and distinctions that define a portfolio within its network context. This dialectic process is facilitated by a novel vocabulary that enhances the understanding of network and portfolio relations, incorporating concepts such as “intrapermeations”, “existential constitutions”, “intra-connections” and “intensive” and “extensive” portfolio practices. This study aims to foster a fresh and process-oriented perspective on portfolio management, drawing inspiration from the growing demand for enriched dialectic theorizing within the realm of business marketing. The adoption of a dialectic process orientation based on DCR revolutionizes the comprehension of portfolio management by fundamentally reimagining the underlying ontological assumptions that underpin the existing body of literature on customer portfolios. Moreover, DCR asserts that ethical considerations are inextricably linked to human experiences and associated practices, emphasizing ethics as an integral component of customer portfolio management.Dialectic critical realism in business marketing: dialectic customer portfolio management
Markus Vanharanta, Phoebe Wong
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to contribute to the field of customer portfolio management by proposing a novel approach rooted in dialectic critical realism (DCR). DCR, as an ontological theory, enables a fundamental reimagining of customer portfolio management as a dialectic process. The conceptualized dialectic portfolio management is motivated by the concept of “absence”, akin to Hegelian “antithesis”, which highlights limitations, problems and tensions in portfolio management. In essence, “absence” serves as a diagnostic tool that directs portfolio actions towards resolving problems by pursuing a more comprehensive “totality”, similar to the Hegelian notion of “synthesis”.

This conceptual paper theorizes DCR in business marketing and customer portfolio management.

DCR conceptualizes customer portfolios as relational structures characterized by omissions and tensions. These issues are addressed through a dialectic synthesis aimed at achieving a more comprehensive “totality”. Consequently, DCR guides portfolio management to continually re-think the connections and distinctions that define a portfolio within its network context. This dialectic process is facilitated by a novel vocabulary that enhances the understanding of network and portfolio relations, incorporating concepts such as “intrapermeations”, “existential constitutions”, “intra-connections” and “intensive” and “extensive” portfolio practices.

This study aims to foster a fresh and process-oriented perspective on portfolio management, drawing inspiration from the growing demand for enriched dialectic theorizing within the realm of business marketing. The adoption of a dialectic process orientation based on DCR revolutionizes the comprehension of portfolio management by fundamentally reimagining the underlying ontological assumptions that underpin the existing body of literature on customer portfolios. Moreover, DCR asserts that ethical considerations are inextricably linked to human experiences and associated practices, emphasizing ethics as an integral component of customer portfolio management.

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Dialectic critical realism in business marketing: dialectic customer portfolio management10.1108/JBIM-07-2022-0333Journal of Business & Industrial Marketing2023-10-19© 2023 Markus Vanharanta and Phoebe Wong.Markus VanharantaPhoebe WongJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-1910.1108/JBIM-07-2022-0333https://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0333/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Markus Vanharanta and Phoebe Wong.http://creativecommons.org/licences/by/4.0/legalcode
The moderating effect of supply chain collaboration on servitizationhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0335/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestSupply chain collaboration (SCC) is an important element that contributes to enhanced performance. Nonetheless, there is still a need to understand its role in servitization implementation and outcomes. This study aims to address this gap by looking at the impact of SCC on servitization and performance when considering service levels (base, intermediate and advanced). Following a quantitative research design, data were collected from firms in pharmaceutical sector. Moderation effects were tested. Results suggest that SCC is a crucial moderator when it comes to the influence of service levels on servitization consequences and performance, particularly to advanced and intermediate services. This study contributes to the literature by providing further empirical evidence of the impact of intermediate and advanced services shedding light into the moderating role of SCC.The moderating effect of supply chain collaboration on servitization
Jose L. Ruiz-Alba, Anabela Soares, Miguel Angel Rodríguez-Molina
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Supply chain collaboration (SCC) is an important element that contributes to enhanced performance. Nonetheless, there is still a need to understand its role in servitization implementation and outcomes. This study aims to address this gap by looking at the impact of SCC on servitization and performance when considering service levels (base, intermediate and advanced).

Following a quantitative research design, data were collected from firms in pharmaceutical sector.

Moderation effects were tested. Results suggest that SCC is a crucial moderator when it comes to the influence of service levels on servitization consequences and performance, particularly to advanced and intermediate services.

This study contributes to the literature by providing further empirical evidence of the impact of intermediate and advanced services shedding light into the moderating role of SCC.

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The moderating effect of supply chain collaboration on servitization10.1108/JBIM-07-2022-0335Journal of Business & Industrial Marketing2023-10-06© 2023 Emerald Publishing LimitedJose L. Ruiz-AlbaAnabela SoaresMiguel Angel Rodríguez-MolinaJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-0610.1108/JBIM-07-2022-0335https://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0335/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Environmental factors, ambidexterity and performance in SMEs: does bricolage matter?https://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0336/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestGrowing attention has been paid to bricolage as a strategic means to overcome resource constraints in small and medium-sized enterprises (SMEs). In the industrial market, a bricolage strategy and ambidextrous action may help firms to remain competitive by responding quickly to the business-to-business marketing. Despite its paramount importance, questions as to how bricolage is strengthened and how bricolage improves innovation ambidexterity have remained unanswered. This study aims to develop an integrated model for the relationships among environmental turbulence, learning orientation, ambidexterity and performance, with a particular focus on the mediation of bricolage. Building on the literature review regarding the key constructs, hypotheses were developed. Data were collected using questionnaires from 229 SMEs in South Korea. To test hypothesis, structural equation modeling and Monte Carlo method for assessing mediation were performed. Results reveal that environmental turbulence and learning orientation are positively associated with bricolage, which sequentially affects ambidextrous action as a driver of performance. The findings also indicate that bricolage significantly mediates the relationship between its antecedents and ambidexterity. This research contributes to advancing our understanding of the role of a bricolage strategy for innovation ambidexterity and performance in SMEs. This study is the first to examine the mediation of bricolage between environmental factors and ambidexterity for improved performance.Environmental factors, ambidexterity and performance in SMEs: does bricolage matter?
Juyeon Lee, Taekyung Park
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Growing attention has been paid to bricolage as a strategic means to overcome resource constraints in small and medium-sized enterprises (SMEs). In the industrial market, a bricolage strategy and ambidextrous action may help firms to remain competitive by responding quickly to the business-to-business marketing. Despite its paramount importance, questions as to how bricolage is strengthened and how bricolage improves innovation ambidexterity have remained unanswered. This study aims to develop an integrated model for the relationships among environmental turbulence, learning orientation, ambidexterity and performance, with a particular focus on the mediation of bricolage.

Building on the literature review regarding the key constructs, hypotheses were developed. Data were collected using questionnaires from 229 SMEs in South Korea. To test hypothesis, structural equation modeling and Monte Carlo method for assessing mediation were performed.

Results reveal that environmental turbulence and learning orientation are positively associated with bricolage, which sequentially affects ambidextrous action as a driver of performance. The findings also indicate that bricolage significantly mediates the relationship between its antecedents and ambidexterity.

This research contributes to advancing our understanding of the role of a bricolage strategy for innovation ambidexterity and performance in SMEs. This study is the first to examine the mediation of bricolage between environmental factors and ambidexterity for improved performance.

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Environmental factors, ambidexterity and performance in SMEs: does bricolage matter?10.1108/JBIM-07-2022-0336Journal of Business & Industrial Marketing2023-09-07© 2023 Emerald Publishing LimitedJuyeon LeeTaekyung ParkJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-09-0710.1108/JBIM-07-2022-0336https://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0336/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Servitization and firm productivity premium across the product value chain: evidence from Russian manufacturing firmshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0338/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper aims to discuss the firm productivity premium for servitized firms. It discusses servitization across the product value chain and estimates the effects of the range and extent of servitization on productivity premium in manufacturing firms. This paper develops a conceptual framework and tests the hypotheses on the effects of servitization on productivity premium using linear regression models with a sample of 20,837 Russian manufacturing firms gathered from the Ruslana Bureau van Dijk database and the Russian customs service. Servitized firms exhibit higher total factor productivity and labor productivity. The labor productivity premium increases with the number of services offered. However, the impact of services on productivity varies along the product value chain: postmanufacturing and postsales services enhance productivity premium, while manufacturing and back-office services diminish them. The effect of establishment services remains ambiguous. This paper offers an analytical framework for firms to assess their servitization strategies. These strategies should be gradual, focused on enhancing firm efficiency rather than being an end goal. Firms should initiate the process by introducing services at the postproduction and postsales stages of the product creation chain to achieve productivity premium. The paper extends the evidence on firm-level productivity drivers and contributes to the servitization theory. A servitization strategy should be portfolio-based, considering both the potential gains and losses in productivity resulting from the implementation of specific services.Servitization and firm productivity premium across the product value chain: evidence from Russian manufacturing firms
Anna Fedyunina, Liudmila Ruzhanskaya, Nikolay Gorodnyi, Yuri Simachev
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This paper aims to discuss the firm productivity premium for servitized firms. It discusses servitization across the product value chain and estimates the effects of the range and extent of servitization on productivity premium in manufacturing firms.

This paper develops a conceptual framework and tests the hypotheses on the effects of servitization on productivity premium using linear regression models with a sample of 20,837 Russian manufacturing firms gathered from the Ruslana Bureau van Dijk database and the Russian customs service.

Servitized firms exhibit higher total factor productivity and labor productivity. The labor productivity premium increases with the number of services offered. However, the impact of services on productivity varies along the product value chain: postmanufacturing and postsales services enhance productivity premium, while manufacturing and back-office services diminish them. The effect of establishment services remains ambiguous.

This paper offers an analytical framework for firms to assess their servitization strategies. These strategies should be gradual, focused on enhancing firm efficiency rather than being an end goal. Firms should initiate the process by introducing services at the postproduction and postsales stages of the product creation chain to achieve productivity premium.

The paper extends the evidence on firm-level productivity drivers and contributes to the servitization theory. A servitization strategy should be portfolio-based, considering both the potential gains and losses in productivity resulting from the implementation of specific services.

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Servitization and firm productivity premium across the product value chain: evidence from Russian manufacturing firms10.1108/JBIM-07-2022-0338Journal of Business & Industrial Marketing2024-01-19© 2024 Emerald Publishing LimitedAnna FedyuninaLiudmila RuzhanskayaNikolay GorodnyiYuri SimachevJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-1910.1108/JBIM-07-2022-0338https://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0338/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Inter-firm coopetition and innovation in industrial clusters: the role of institutional supporthttps://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0339/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestInnovativeness is crucial for industrial cluster firms to gain sustained competitive advantage. This study aims to investigate the effects of inter-firm coopetition on firm innovativeness within a cluster and examines the moderating role of institutional support. This research adopts an empirical survey method using multi-source data from 181 industrial cluster firms. Regression is used to test the hypotheses of this study. The results show that cooperation and constructive conflict promote firm innovativeness, while destructive conflict is detrimental to firm innovativeness. Moreover, the study also finds that cooperation interacts with both types of conflict to affect firm innovativeness, where cooperation and constructive conflict interact negatively on firm innovativeness, while cooperation and destructive conflict interact positively on firm innovativeness. In addition, institutional support weakens the effects of cooperation and destructive conflict on innovativeness, respectively, but has no significant moderating effect on the relationship between constructive conflict and innovativeness. These findings enrich the current research on coopetition. The interaction effects of cooperation and both types of conflict on innovativeness deepen the concept of coopetition and responds to the call to further explore the interaction effects within coopetition. The moderating role of institutional support fills a gap in the empirical research on the role of institutional factors affecting coopetition on innovation and also provides valuable suggestions for firm managers and governments in industrial clusters.Inter-firm coopetition and innovation in industrial clusters: the role of institutional support
Rui Xu, Xiaoxuan Zhu, Yu Wang, Jibao Gu, Christian Felzensztein
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Innovativeness is crucial for industrial cluster firms to gain sustained competitive advantage. This study aims to investigate the effects of inter-firm coopetition on firm innovativeness within a cluster and examines the moderating role of institutional support.

This research adopts an empirical survey method using multi-source data from 181 industrial cluster firms. Regression is used to test the hypotheses of this study.

The results show that cooperation and constructive conflict promote firm innovativeness, while destructive conflict is detrimental to firm innovativeness. Moreover, the study also finds that cooperation interacts with both types of conflict to affect firm innovativeness, where cooperation and constructive conflict interact negatively on firm innovativeness, while cooperation and destructive conflict interact positively on firm innovativeness. In addition, institutional support weakens the effects of cooperation and destructive conflict on innovativeness, respectively, but has no significant moderating effect on the relationship between constructive conflict and innovativeness.

These findings enrich the current research on coopetition. The interaction effects of cooperation and both types of conflict on innovativeness deepen the concept of coopetition and responds to the call to further explore the interaction effects within coopetition. The moderating role of institutional support fills a gap in the empirical research on the role of institutional factors affecting coopetition on innovation and also provides valuable suggestions for firm managers and governments in industrial clusters.

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Inter-firm coopetition and innovation in industrial clusters: the role of institutional support10.1108/JBIM-07-2022-0339Journal of Business & Industrial Marketing2023-10-09© 2023 Emerald Publishing LimitedRui XuXiaoxuan ZhuYu WangJibao GuChristian FelzenszteinJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-0910.1108/JBIM-07-2022-0339https://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0339/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Supply chain resilience capabilities in automotive and other industries: a mixed method approachhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0355/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestWhile, supply chain resilience (SCRES) continues to be a dominant topic in both academic and business literature and has gained more attention recently, there is limited knowledge on SCRES capabilities specific to business functions. The purpose of this paper is to identify and investigate capabilities shared between supply, operations and logistics that are most important for SCRES. To address this gap, the authors followed a multi-method research approach. First, the authors used the grounded theory method to generate a theoretical framework based on interviews with 51 managers from five companies in automotive SCs. Next, the authors empirically validated the framework using a survey of 340 SC professionals from the manufacturing industry. Five significant capabilities emerged from the qualitative study; all were significant in empirical validation. This research advances the knowledge of SCRES as it informs managerial decision-making by identifying capabilities common to supply, logistics and operations that impact SCRES. This research advances the knowledge of SCRES as it informs managerial decision-making by identifying capabilities common to supply, logistics and operations that impact SCRES. In addition, the findings of this research help managers better allocate resources among significant capabilities.Supply chain resilience capabilities in automotive and other industries: a mixed method approach
Ila Manuj, Michael Herburger, Saban Adana
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

While, supply chain resilience (SCRES) continues to be a dominant topic in both academic and business literature and has gained more attention recently, there is limited knowledge on SCRES capabilities specific to business functions. The purpose of this paper is to identify and investigate capabilities shared between supply, operations and logistics that are most important for SCRES.

To address this gap, the authors followed a multi-method research approach. First, the authors used the grounded theory method to generate a theoretical framework based on interviews with 51 managers from five companies in automotive SCs. Next, the authors empirically validated the framework using a survey of 340 SC professionals from the manufacturing industry.

Five significant capabilities emerged from the qualitative study; all were significant in empirical validation. This research advances the knowledge of SCRES as it informs managerial decision-making by identifying capabilities common to supply, logistics and operations that impact SCRES.

This research advances the knowledge of SCRES as it informs managerial decision-making by identifying capabilities common to supply, logistics and operations that impact SCRES. In addition, the findings of this research help managers better allocate resources among significant capabilities.

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Supply chain resilience capabilities in automotive and other industries: a mixed method approach10.1108/JBIM-07-2022-0355Journal of Business & Industrial Marketing2024-01-19© 2024 Emerald Publishing LimitedIla ManujMichael HerburgerSaban AdanaJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-1910.1108/JBIM-07-2022-0355https://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2022-0355/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Measuring supply chain finance: a study of scale development and validation in the emerging market contexthttps://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2023-0427/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestFinancing remains a serious concern for firms and is considered the main hurdle in the growth and development of small and medium enterprises (SMEs). Recently, a new stream of financing (SCF; supply chain finance) has emerged to meet the financing issues of SMEs. Therefore, measuring SCF is essential to support SMEs’ operations. This study aims to develop and validate the SCF scale based on extant literature. Using a mixed-method approach, this study recruited different samples of SME entrepreneurs to confirm the internal consistency, assess construct validity and check the item structure of the SCF scale in AMOS. The outcomes of confirmatory factor analysis demonstrated the six factors of SCF (inventory financing, working capital optimization, reverse financing, fixed assets financing, logistics financing and order cycle financing) spread over 21 items. An interitem solid structure of the SCF scale offers invaluable contributions to the supply chain management literature. This research supports SME entrepreneurs to obtain secure financing at the best cost, mitigating the risk of default, supporting the buyers’ payment terms, providing early payment to suppliers and strengthening the firm’s value chains. SMEs can obtain financing per their requirements to support their operational business processes. Moreover, SMEs can plan, manage and control finance-related transactional activities by correctly identifying financing solutions. The present study contributes to SCM literature by developing and validating the SCF scale. To the best of the author’s knowledge, this is the first study that redefined SCF and identified its six dimensions.Measuring supply chain finance: a study of scale development and validation in the emerging market context
Zulqurnain Ali
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Financing remains a serious concern for firms and is considered the main hurdle in the growth and development of small and medium enterprises (SMEs). Recently, a new stream of financing (SCF; supply chain finance) has emerged to meet the financing issues of SMEs. Therefore, measuring SCF is essential to support SMEs’ operations. This study aims to develop and validate the SCF scale based on extant literature.

Using a mixed-method approach, this study recruited different samples of SME entrepreneurs to confirm the internal consistency, assess construct validity and check the item structure of the SCF scale in AMOS.

The outcomes of confirmatory factor analysis demonstrated the six factors of SCF (inventory financing, working capital optimization, reverse financing, fixed assets financing, logistics financing and order cycle financing) spread over 21 items. An interitem solid structure of the SCF scale offers invaluable contributions to the supply chain management literature.

This research supports SME entrepreneurs to obtain secure financing at the best cost, mitigating the risk of default, supporting the buyers’ payment terms, providing early payment to suppliers and strengthening the firm’s value chains. SMEs can obtain financing per their requirements to support their operational business processes. Moreover, SMEs can plan, manage and control finance-related transactional activities by correctly identifying financing solutions.

The present study contributes to SCM literature by developing and validating the SCF scale. To the best of the author’s knowledge, this is the first study that redefined SCF and identified its six dimensions.

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Measuring supply chain finance: a study of scale development and validation in the emerging market context10.1108/JBIM-07-2023-0427Journal of Business & Industrial Marketing2024-03-14© 2024 Emerald Publishing LimitedZulqurnain AliJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-03-1410.1108/JBIM-07-2023-0427https://www.emerald.com/insight/content/doi/10.1108/JBIM-07-2023-0427/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Exploring the barriers and motivators of value co-creation through a theoretical lens of service-dominant logichttps://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2021-0366/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to identify and categorize the barriers and motivators to value co-creation and to establish its theoretical link with the five axioms of value co-creation. The study used a qualitative approach based on a bibliographic literature review for identifying barriers and motivators of value co-creation. Subsequently, this study grouped those barriers and motivators into three categories. It further linked those barriers and motivators with five axioms of value co-creation using the grounded theory. Results based on the categorization of barriers show that the first category “organization and system-related barriers” is associated with Axioms 1, 2 and 5 of the service-dominant logic. The second category “customer-oriented barriers” is associated with Axioms 2, 4 and 5. The third category of barriers “social environmental and economic barriers” is related to only Axiom 3. Results based on the motivators show that the first category “organization and system-related motivators” is associated with Axioms 2 and 4. The second category of “customer-oriented motivators” is associated with Axioms 1, 2, 3 and 5. The third category of motivators “social environmental and economic motivators” is related to Axioms 3 and 5. These results provide insights to managers for eradicating barriers from the value co-creation process by emphasizing strategic intrusion into those axioms that contain a high percentage of barriers. Similarly, it also provides insights to managers for expediting motivators of value co-creation by strategic intrusion based on the axioms that contain a high percentage of motivators. Overall, this study will serve for greater value co-creation by eradicating barriers and promoting motivators. This study also provides a theoretical foundation for future studies intended to establish a theoretical connection between the barriers and motivators with value co-creation in other industries. This study is novel in terms of identifying barriers and motivators of value creation by categorizing those identified barriers and motivators into three sub-categories. This study is the first one for linking barriers and motivators with five axioms of value creation for a micro-level policy formulation.Exploring the barriers and motivators of value co-creation through a theoretical lens of service-dominant logic
Mian M. Ajmal, Amin Jan, Mehmood Khan, Matloub Hussain, Anas A. Salameh
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to identify and categorize the barriers and motivators to value co-creation and to establish its theoretical link with the five axioms of value co-creation.

The study used a qualitative approach based on a bibliographic literature review for identifying barriers and motivators of value co-creation. Subsequently, this study grouped those barriers and motivators into three categories. It further linked those barriers and motivators with five axioms of value co-creation using the grounded theory.

Results based on the categorization of barriers show that the first category “organization and system-related barriers” is associated with Axioms 1, 2 and 5 of the service-dominant logic. The second category “customer-oriented barriers” is associated with Axioms 2, 4 and 5. The third category of barriers “social environmental and economic barriers” is related to only Axiom 3. Results based on the motivators show that the first category “organization and system-related motivators” is associated with Axioms 2 and 4. The second category of “customer-oriented motivators” is associated with Axioms 1, 2, 3 and 5. The third category of motivators “social environmental and economic motivators” is related to Axioms 3 and 5.

These results provide insights to managers for eradicating barriers from the value co-creation process by emphasizing strategic intrusion into those axioms that contain a high percentage of barriers. Similarly, it also provides insights to managers for expediting motivators of value co-creation by strategic intrusion based on the axioms that contain a high percentage of motivators. Overall, this study will serve for greater value co-creation by eradicating barriers and promoting motivators. This study also provides a theoretical foundation for future studies intended to establish a theoretical connection between the barriers and motivators with value co-creation in other industries.

This study is novel in terms of identifying barriers and motivators of value creation by categorizing those identified barriers and motivators into three sub-categories. This study is the first one for linking barriers and motivators with five axioms of value creation for a micro-level policy formulation.

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Exploring the barriers and motivators of value co-creation through a theoretical lens of service-dominant logic10.1108/JBIM-08-2021-0366Journal of Business & Industrial Marketing2023-04-25© 2023 Emerald Publishing LimitedMian M. AjmalAmin JanMehmood KhanMatloub HussainAnas A. SalamehJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-04-2510.1108/JBIM-08-2021-0366https://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2021-0366/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Postpandemic international tourism restart: effect of border control and vaccinationhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2021-0371/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestAs the current Coronavirus 2019 pandemic eases, international tourism, which was greatly affected by the outbreak, is gradually recovering. The attraction of countries to overseas tourists is related to their overall performance in the pandemic. This research integrates the data of vaccination of different countries, border control policy and holidays to explore their differential impacts on the overseas tourists’ intention during the pandemic. This is crucial for destinations to built their tourism resilience. It will also help countries and industry organizations to promote their own destinations to foreign tourism enterprises. This study proposes an analysis based on panel data for ten countries over 1,388 days. The coefficient of variation is used to measure monthly differences of Chinese tourists’ intention to visit overseas country destinations. Results show that, for tourist intention of going abroad: border control of the destination country has a significant negative impact; daily new cases in the destination country have a significant negative impact; domestic daily new cases have a significant positive impact; holidays have significant negative impact; daily vaccination of the destination countries has significant positive impact; and domestic daily vaccination have negative significant impact. First, there is a large uncertainty in studying consumers’ willingness to travel abroad in this particular period because of unnecessary travel abroad caused by the control of the epidemic. Second, there are limitations in studying only Chinese tourists, and future research should be geared toward a broader range of research pairs. First, from the government perspective, a humane response can earn the respect and trust of tourists. Second, for tourism industry, to encourage the public take vaccine would be beneficial for both the tourism destination and foreign tourism companies. The same effect can be achieved by helping tourists who are troubled by border control. First, this research provides suggestions for the government and the tourism industry to deal with such a crisis in the future. Second, this study found that vaccination has a direct impact on tourism. This provides a basis for improving people’s willingness to vaccinate. Thirdly, this study proves suggestion for the destinations to build tourism resilience. This study analyzes the unique control measures and vaccination in different countries during the pandemic, then provides suggestions for the tourism industry to prepare for the upcoming postpandemic tourism recovery. This study is valuable for improving the economic resilience of tourism destinations. Additionally, it helps to analyze the advantages and disadvantages of different restrain policies around the world.Postpandemic international tourism restart: effect of border control and vaccination
Yani Dong, Yan Li, Hai-Yan Hua, Wei Li
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

As the current Coronavirus 2019 pandemic eases, international tourism, which was greatly affected by the outbreak, is gradually recovering. The attraction of countries to overseas tourists is related to their overall performance in the pandemic. This research integrates the data of vaccination of different countries, border control policy and holidays to explore their differential impacts on the overseas tourists’ intention during the pandemic. This is crucial for destinations to built their tourism resilience. It will also help countries and industry organizations to promote their own destinations to foreign tourism enterprises.

This study proposes an analysis based on panel data for ten countries over 1,388 days. The coefficient of variation is used to measure monthly differences of Chinese tourists’ intention to visit overseas country destinations.

Results show that, for tourist intention of going abroad: border control of the destination country has a significant negative impact; daily new cases in the destination country have a significant negative impact; domestic daily new cases have a significant positive impact; holidays have significant negative impact; daily vaccination of the destination countries has significant positive impact; and domestic daily vaccination have negative significant impact.

First, there is a large uncertainty in studying consumers’ willingness to travel abroad in this particular period because of unnecessary travel abroad caused by the control of the epidemic. Second, there are limitations in studying only Chinese tourists, and future research should be geared toward a broader range of research pairs.

First, from the government perspective, a humane response can earn the respect and trust of tourists. Second, for tourism industry, to encourage the public take vaccine would be beneficial for both the tourism destination and foreign tourism companies. The same effect can be achieved by helping tourists who are troubled by border control.

First, this research provides suggestions for the government and the tourism industry to deal with such a crisis in the future. Second, this study found that vaccination has a direct impact on tourism. This provides a basis for improving people’s willingness to vaccinate. Thirdly, this study proves suggestion for the destinations to build tourism resilience.

This study analyzes the unique control measures and vaccination in different countries during the pandemic, then provides suggestions for the tourism industry to prepare for the upcoming postpandemic tourism recovery. This study is valuable for improving the economic resilience of tourism destinations. Additionally, it helps to analyze the advantages and disadvantages of different restrain policies around the world.

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Postpandemic international tourism restart: effect of border control and vaccination10.1108/JBIM-08-2021-0371Journal of Business & Industrial Marketing2023-06-07© 2023 Emerald Publishing LimitedYani DongYan LiHai-Yan HuaWei LiJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-06-0710.1108/JBIM-08-2021-0371https://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2021-0371/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Exploring new product development team problem-solving creativity in the base of the pyramid B2B firmshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2022-0365/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to investigate the role of team problem-solving creativity in new product development (NPD) in the bottom-of-the-pyramid (BoP) in business-to-business firms. This study synthesizes perspectives from NPD, creativity and leadership to examine how work-related factors such as NPD managers’ role ambiguity and individual-related factors such as CEO’s ambidextrous leadership style interact to determine team problem-solving creativity and its effect on new product performance (NPP). The hypotheses are tested using data from a multi-informant survey of 274 middle-level managers within 137 local BoP manufacturing firms in a sub-Saharan African country. The results show that an NPD team’s ability to solve problems creatively determines NPP in BoP markets. The findings also show that NPD managers’ role ambiguity has a negative effect on team problem-solving creativity. However, a CEO’s ambidextrous leadership neutralizes the negative impact of role ambiguity on problem-solving creativity. This study combines three distinct streams of literature, including NPD, creativity and leadership, to explore the antecedents and outcomes of problem-solving creativity. Drawing on creativity and leadership theories, this study reports that the success of creative idea exchanges depends heavily on a supportive environment for NPD team members and minimizing the NPD manager’s role ambiguity.Exploring new product development team problem-solving creativity in the base of the pyramid B2B firms
Hailu Getnet, Aron O’Cass, Vida Siahtiri, Hormoz Ahmadi
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to investigate the role of team problem-solving creativity in new product development (NPD) in the bottom-of-the-pyramid (BoP) in business-to-business firms. This study synthesizes perspectives from NPD, creativity and leadership to examine how work-related factors such as NPD managers’ role ambiguity and individual-related factors such as CEO’s ambidextrous leadership style interact to determine team problem-solving creativity and its effect on new product performance (NPP).

The hypotheses are tested using data from a multi-informant survey of 274 middle-level managers within 137 local BoP manufacturing firms in a sub-Saharan African country.

The results show that an NPD team’s ability to solve problems creatively determines NPP in BoP markets. The findings also show that NPD managers’ role ambiguity has a negative effect on team problem-solving creativity. However, a CEO’s ambidextrous leadership neutralizes the negative impact of role ambiguity on problem-solving creativity.

This study combines three distinct streams of literature, including NPD, creativity and leadership, to explore the antecedents and outcomes of problem-solving creativity. Drawing on creativity and leadership theories, this study reports that the success of creative idea exchanges depends heavily on a supportive environment for NPD team members and minimizing the NPD manager’s role ambiguity.

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Exploring new product development team problem-solving creativity in the base of the pyramid B2B firms10.1108/JBIM-08-2022-0365Journal of Business & Industrial Marketing2023-11-09© 2023 Emerald Publishing LimitedHailu GetnetAron O’CassVida SiahtiriHormoz AhmadiJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-11-0910.1108/JBIM-08-2022-0365https://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2022-0365/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Commitment, trust, relative dependence, and customer loyalty in the B2B setting: the role of customer satisfactionhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2022-0375/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to explore the role customer satisfaction play in mediating the nexus between commitment, trust, relative dependence and customer loyalty from an emerging market context under a business-to-business (B2B) setting. The study was a descriptive survey, and using convenience sampling technique, questionnaires were used to gather data from 356 businesses that were distributors of Guinness Ghana Company Limited. Partial least squares structural equation modeling was used to test the proposed hypotheses for this study, and macro-PROCESS was performed to test the mediating effect of customer satisfaction. The findings show that relative dependence had the most considerable significant and positive impact on B2B partners satisfaction, followed by commitment and trust, respectively. A positive and significant relationship was also found between B2B firms’ satisfaction and loyalty. The result also indicates that customer satisfaction mediates the relationship between commitment, trust, relative dependence and B2B loyalty. Practitioners can manipulate specific relative dependence, commitment and trust features to increase customer satisfaction with their firm’s services, thus ensuring longer-term customer loyalty. Drawing on the social exchange theory, this study provides a more profound perspective focusing on an emerging market context, by examining from a B2B setting the significance of commitment, trust, relative dependence and B2B partners satisfaction on loyalty.Commitment, trust, relative dependence, and customer loyalty in the B2B setting: the role of customer satisfaction
Emmanuel Arthur, George Cudjoe Agbemabiese, George Kofi Amoako, Patrick Amfo Anim
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to explore the role customer satisfaction play in mediating the nexus between commitment, trust, relative dependence and customer loyalty from an emerging market context under a business-to-business (B2B) setting.

The study was a descriptive survey, and using convenience sampling technique, questionnaires were used to gather data from 356 businesses that were distributors of Guinness Ghana Company Limited. Partial least squares structural equation modeling was used to test the proposed hypotheses for this study, and macro-PROCESS was performed to test the mediating effect of customer satisfaction.

The findings show that relative dependence had the most considerable significant and positive impact on B2B partners satisfaction, followed by commitment and trust, respectively. A positive and significant relationship was also found between B2B firms’ satisfaction and loyalty. The result also indicates that customer satisfaction mediates the relationship between commitment, trust, relative dependence and B2B loyalty.

Practitioners can manipulate specific relative dependence, commitment and trust features to increase customer satisfaction with their firm’s services, thus ensuring longer-term customer loyalty.

Drawing on the social exchange theory, this study provides a more profound perspective focusing on an emerging market context, by examining from a B2B setting the significance of commitment, trust, relative dependence and B2B partners satisfaction on loyalty.

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Commitment, trust, relative dependence, and customer loyalty in the B2B setting: the role of customer satisfaction10.1108/JBIM-08-2022-0375Journal of Business & Industrial Marketing2023-11-01© 2023 Emerald Publishing LimitedEmmanuel ArthurGeorge Cudjoe AgbemabieseGeorge Kofi AmoakoPatrick Amfo AnimJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-11-0110.1108/JBIM-08-2022-0375https://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2022-0375/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Towards a theoretical framework of co-development in supply chains: role of platform affordances and supply chain relationship capitalhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2022-0380/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestUsing perspectives from the technology affordance and social capital theories, this study aims to unpack the process through which platform-enabled co-development unfolds in supply chain contexts. Specifically, it explores how innovation outcomes can be fostered through platform affordances and supply chain relationship (SCR) capital. The paper integrates literature on digital platforms, SCRs and co-development to produce an integrative framework, developing propositions on the relationships among digital platforms, SCR capital and innovation outcomes. The authors identify affordances for distinctive strategic use of platforms: value co-creation, relationship building and strategic learning. The authors discuss ways in which each affordance contributes to the advances in SCR capital, thus altogether enabling focal firms to orchestrate and integrate internal and external resources to attain incremental and radical innovation. Based on the proposed research framework, further empirical studies can use quantitative data to measure the relationship between affordances and SCR capital and use longitudinal case studies to explore how affordances and SCR capital evolve to provide more fine-grained and contextualised information in different research settings. This paper sheds light on how the relation between the adoption of digital platforms and SCR capital shapes digitally enabled service co-development. The authors provide an alternative explanation of resource integration in platform-mediated supply chain contexts and enrich the related literature on how digital platforms can maximise value from introducing ambidextrous innovation by leveraging internal and external resources.Towards a theoretical framework of co-development in supply chains: role of platform affordances and supply chain relationship capital
Ying Chen, Hing Kai Chan, Zhao Cai
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Using perspectives from the technology affordance and social capital theories, this study aims to unpack the process through which platform-enabled co-development unfolds in supply chain contexts. Specifically, it explores how innovation outcomes can be fostered through platform affordances and supply chain relationship (SCR) capital.

The paper integrates literature on digital platforms, SCRs and co-development to produce an integrative framework, developing propositions on the relationships among digital platforms, SCR capital and innovation outcomes.

The authors identify affordances for distinctive strategic use of platforms: value co-creation, relationship building and strategic learning. The authors discuss ways in which each affordance contributes to the advances in SCR capital, thus altogether enabling focal firms to orchestrate and integrate internal and external resources to attain incremental and radical innovation.

Based on the proposed research framework, further empirical studies can use quantitative data to measure the relationship between affordances and SCR capital and use longitudinal case studies to explore how affordances and SCR capital evolve to provide more fine-grained and contextualised information in different research settings.

This paper sheds light on how the relation between the adoption of digital platforms and SCR capital shapes digitally enabled service co-development. The authors provide an alternative explanation of resource integration in platform-mediated supply chain contexts and enrich the related literature on how digital platforms can maximise value from introducing ambidextrous innovation by leveraging internal and external resources.

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Towards a theoretical framework of co-development in supply chains: role of platform affordances and supply chain relationship capital10.1108/JBIM-08-2022-0380Journal of Business & Industrial Marketing2023-12-12© 2023 Emerald Publishing LimitedYing ChenHing Kai ChanZhao CaiJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-12-1210.1108/JBIM-08-2022-0380https://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2022-0380/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Modeling the influence of management control system and ambidextrous behavior on B2B customer relationships: a job demand-resource perspectivehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2022-0389/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestService–sales ambidexterity (SSA) offers sales managers crucial information about dealing with customer service failures through an effective management control system. This study aims to scrutinize the relationships among SSA, salesforce control system, salesperson’s role stressors and service recovery performance (SRP) in the business-to-business (B2B) context. An analysis is conducted based on survey data collected from 586 B2B sales employees participating in an extensive survey. Structural equation modeling is used to analyze the proposed hypotheses. Empirical findings suggest that behavior-based control harms SSA. On the other hand, outcome-based control has a positive impact on SSA. The research outcomes further disclose that SSA positively impacts salesperson role conflict and emotional fatigue, whereas emotional fatigue negatively impacts SRP. Salesperson resilience notably moderates the association between SSA and emotional fatigue. The study addresses there is a dearth of research on SSA applying the sales management control system. When studying about ambidexterity in sales context, many supervisory styles have been explored; however, to the best of the authors’ knowledge, this is the first systematic attempt to understand how sales management control systems play a role in SSA.Modeling the influence of management control system and ambidextrous behavior on B2B customer relationships: a job demand-resource perspective
Muhammad Irfan, Bilal Ahmad
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Service–sales ambidexterity (SSA) offers sales managers crucial information about dealing with customer service failures through an effective management control system. This study aims to scrutinize the relationships among SSA, salesforce control system, salesperson’s role stressors and service recovery performance (SRP) in the business-to-business (B2B) context.

An analysis is conducted based on survey data collected from 586 B2B sales employees participating in an extensive survey. Structural equation modeling is used to analyze the proposed hypotheses.

Empirical findings suggest that behavior-based control harms SSA. On the other hand, outcome-based control has a positive impact on SSA. The research outcomes further disclose that SSA positively impacts salesperson role conflict and emotional fatigue, whereas emotional fatigue negatively impacts SRP. Salesperson resilience notably moderates the association between SSA and emotional fatigue.

The study addresses there is a dearth of research on SSA applying the sales management control system. When studying about ambidexterity in sales context, many supervisory styles have been explored; however, to the best of the authors’ knowledge, this is the first systematic attempt to understand how sales management control systems play a role in SSA.

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Modeling the influence of management control system and ambidextrous behavior on B2B customer relationships: a job demand-resource perspective10.1108/JBIM-08-2022-0389Journal of Business & Industrial Marketing2024-02-16© 2024 Emerald Publishing LimitedMuhammad IrfanBilal AhmadJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-02-1610.1108/JBIM-08-2022-0389https://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2022-0389/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
The effect of strategic supply management on operational and innovation performance: the mediating role of external supply resources mobilizationhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2022-0400/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestBased on the resource orchestration perspective, this study aims to explore whether and how strategic supply management (SSM) affects firms’ operational performance (OP) and innovation performance (IP). Survey data comprising 404 valid responses are collected from traditional manufacturing firms in China. Confirmatory factor analysis confirms the reliability and validity of the measures. Structural equation modeling and bootstrapping are used to test all hypotheses. SSM improves firms’ OP and IP. Furthermore, supply base resource mobilization (SBRM) and supply market resource mobilization (SMRM) have partial mediating effects on the relationships. SBRM has a greater effect on OP, while SMRM has a greater effect on IP. In addition, these two types of resource mobilization form different mediating paths between SSM and firm performance, and environmental uncertainty positively moderates this relationship. With the development of national innovation strategies such as the “Made in China 2025” plan, the Chinese manufacturing industry aims to move from low-cost manufacturing to innovative and high-quality manufacturing. The study’s findings further emphasize the role of purchasing and supply management in external resource management. In addition to demonstrating the differential effects of heterogeneous resource mobilization on OP and IP, different mediation pathways through external resources mobilization are identified in the relationship between SSM and firm performance.The effect of strategic supply management on operational and innovation performance: the mediating role of external supply resources mobilization
Caillin Zhang, Suicheng Li, Xinmeng Liu, Jing Li
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Based on the resource orchestration perspective, this study aims to explore whether and how strategic supply management (SSM) affects firms’ operational performance (OP) and innovation performance (IP).

Survey data comprising 404 valid responses are collected from traditional manufacturing firms in China. Confirmatory factor analysis confirms the reliability and validity of the measures. Structural equation modeling and bootstrapping are used to test all hypotheses.

SSM improves firms’ OP and IP. Furthermore, supply base resource mobilization (SBRM) and supply market resource mobilization (SMRM) have partial mediating effects on the relationships. SBRM has a greater effect on OP, while SMRM has a greater effect on IP. In addition, these two types of resource mobilization form different mediating paths between SSM and firm performance, and environmental uncertainty positively moderates this relationship.

With the development of national innovation strategies such as the “Made in China 2025” plan, the Chinese manufacturing industry aims to move from low-cost manufacturing to innovative and high-quality manufacturing. The study’s findings further emphasize the role of purchasing and supply management in external resource management. In addition to demonstrating the differential effects of heterogeneous resource mobilization on OP and IP, different mediation pathways through external resources mobilization are identified in the relationship between SSM and firm performance.

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The effect of strategic supply management on operational and innovation performance: the mediating role of external supply resources mobilization10.1108/JBIM-08-2022-0400Journal of Business & Industrial Marketing2023-10-19© 2023 Emerald Publishing LimitedCaillin ZhangSuicheng LiXinmeng LiuJing LiJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-1910.1108/JBIM-08-2022-0400https://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2022-0400/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
The role of contextual factors in conflict handling strategies in logistics service networkshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2023-0437/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestIn business-to-business interactions, conflicts are inevitable, and conflict-handling strategies that consider different variables improve the decision-making process of actors. This study aims to reveal the role of power and criticality in conflict-handling research in logistics service networks. A 2 × 2 between-subject experimental design with four different scenarios was used. One hundred sixty logistics service actors completed an online questionnaire. Data were analyzed with ANOVA and paired sample t-tests using the SPSS 28.0 program. In comparative scenarios involving high and low power dynamics, individuals with high power and high criticality situations are more inclined to favor the dominating strategy compared to low-power and low-criticality contexts. However, when faced with specific circumstances characterized by both high power and high criticality, actors tend to prioritize the integrating strategy initially, followed by the dominating and obliging strategies in that order. Notably, the statistical analysis revealed no significant interaction effect between criticality and power concerning the integrating, obliging and dominating conflict-handling strategies. This study used an experimental approach to investigate criticality and power as contextual elements in determining conflict-handling strategies in an inter-firm environment within logistics service networks. This study is particularly groundbreaking in its knowledge of the relationship among power dynamics, conflict criticality and conflict-handling strategies.The role of contextual factors in conflict handling strategies in logistics service networks
Seda Özcan, Bengü Sevil Oflaç
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

In business-to-business interactions, conflicts are inevitable, and conflict-handling strategies that consider different variables improve the decision-making process of actors. This study aims to reveal the role of power and criticality in conflict-handling research in logistics service networks.

A 2 × 2 between-subject experimental design with four different scenarios was used. One hundred sixty logistics service actors completed an online questionnaire. Data were analyzed with ANOVA and paired sample t-tests using the SPSS 28.0 program.

In comparative scenarios involving high and low power dynamics, individuals with high power and high criticality situations are more inclined to favor the dominating strategy compared to low-power and low-criticality contexts. However, when faced with specific circumstances characterized by both high power and high criticality, actors tend to prioritize the integrating strategy initially, followed by the dominating and obliging strategies in that order. Notably, the statistical analysis revealed no significant interaction effect between criticality and power concerning the integrating, obliging and dominating conflict-handling strategies.

This study used an experimental approach to investigate criticality and power as contextual elements in determining conflict-handling strategies in an inter-firm environment within logistics service networks. This study is particularly groundbreaking in its knowledge of the relationship among power dynamics, conflict criticality and conflict-handling strategies.

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The role of contextual factors in conflict handling strategies in logistics service networks10.1108/JBIM-08-2023-0437Journal of Business & Industrial Marketing2024-01-10© 2023 Emerald Publishing LimitedSeda ÖzcanBengü Sevil OflaçJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-1010.1108/JBIM-08-2023-0437https://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2023-0437/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Add a seat for another actor in the business network! Consumer communities’ roles for fashion sustainable new ventureshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2023-0440/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper aims to integrate the consumption perspective within the Industrial Marketing and Purchasing (IMP) debate. The study delves into how consumer communities can be conceived like other network business actors. The perspective of sustainable new ventures (SNVs) in the fashion industry is adopted, considering their specific connection with consumer communities. Adopting a multiple case study methodology, this paper uses a qualitative approach. Data collection mainly relies on interviews conducted with 10 SNVs in the fashion industry; this sector is a fertile ground for studying sustainability and consumer communities. For data analysis, the abductive approach of systematic combining is applied. The paper identifies four distinct types of consumer communities and four roles that they can assume as business actors in the business network. Owing to their engagement in these specific roles, consumer communities become part of the SNVs’ network, akin to other business-to-business players. This study represents one of the initial endeavors to introduce consumption into the IMP theoretical framework. In this paper’s conceptualization, consumer communities are groups of consumers and collective actors in the business network. Additionally, this study advances the research on sustainability as a network concept by including consumer communities’ roles in business networks.Add a seat for another actor in the business network! Consumer communities’ roles for fashion sustainable new ventures
Giulia Monteverde, Andrea Runfola
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This paper aims to integrate the consumption perspective within the Industrial Marketing and Purchasing (IMP) debate. The study delves into how consumer communities can be conceived like other network business actors. The perspective of sustainable new ventures (SNVs) in the fashion industry is adopted, considering their specific connection with consumer communities.

Adopting a multiple case study methodology, this paper uses a qualitative approach. Data collection mainly relies on interviews conducted with 10 SNVs in the fashion industry; this sector is a fertile ground for studying sustainability and consumer communities. For data analysis, the abductive approach of systematic combining is applied.

The paper identifies four distinct types of consumer communities and four roles that they can assume as business actors in the business network. Owing to their engagement in these specific roles, consumer communities become part of the SNVs’ network, akin to other business-to-business players.

This study represents one of the initial endeavors to introduce consumption into the IMP theoretical framework. In this paper’s conceptualization, consumer communities are groups of consumers and collective actors in the business network. Additionally, this study advances the research on sustainability as a network concept by including consumer communities’ roles in business networks.

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Add a seat for another actor in the business network! Consumer communities’ roles for fashion sustainable new ventures10.1108/JBIM-08-2023-0440Journal of Business & Industrial Marketing2024-02-12© 2024 Emerald Publishing LimitedGiulia MonteverdeAndrea RunfolaJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-02-1210.1108/JBIM-08-2023-0440https://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2023-0440/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Research on operation mechanisms of shareholding supply chains considering retailers’ marketing effortshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2023-0453/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestMarketing is a hot topic, and the purpose of this study is to investigate how shareholding strategies can be applied to achieve strategic synergy between firms in vertical supply chains to improve retailers’ marketing efforts from a long-term perspective. This study constructs Stackelberg models to analyze the operating mechanisms of shareholding supply chains under forward, backward and cross-shareholding strategies. The authors analyze the effects of shareholding on prices, marketing efforts and profits, and explore the strategic preferences and outcomes of different supply chain members. Forward/backward shareholding plays the same role as cross/nonshareholding in supply chains because the effect of the retailer’s shareholding is offset by the power status of the manufacturer, and the retailer can still profit when wholesale prices are higher than selling prices in certain cases. A manufacturer’s shareholding in a retailer can benefit consumers and improve marketing efforts by reducing retailers’ marketing costs, while a retailer’s shareholding in a manufacturer has no such effect. None of all shareholding strategies can coordinate the interests of all members; however, an effective rebate policy can resolve this problem. The results reveal the operational mechanism of shareholding supply chains and provide reference values for managers who want to improve marketing efforts and economic performance using a shareholding strategy.Research on operation mechanisms of shareholding supply chains considering retailers’ marketing efforts
Wenqiang Li, Juan He, Yangyan Shi
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Marketing is a hot topic, and the purpose of this study is to investigate how shareholding strategies can be applied to achieve strategic synergy between firms in vertical supply chains to improve retailers’ marketing efforts from a long-term perspective.

This study constructs Stackelberg models to analyze the operating mechanisms of shareholding supply chains under forward, backward and cross-shareholding strategies. The authors analyze the effects of shareholding on prices, marketing efforts and profits, and explore the strategic preferences and outcomes of different supply chain members.

Forward/backward shareholding plays the same role as cross/nonshareholding in supply chains because the effect of the retailer’s shareholding is offset by the power status of the manufacturer, and the retailer can still profit when wholesale prices are higher than selling prices in certain cases. A manufacturer’s shareholding in a retailer can benefit consumers and improve marketing efforts by reducing retailers’ marketing costs, while a retailer’s shareholding in a manufacturer has no such effect. None of all shareholding strategies can coordinate the interests of all members; however, an effective rebate policy can resolve this problem.

The results reveal the operational mechanism of shareholding supply chains and provide reference values for managers who want to improve marketing efforts and economic performance using a shareholding strategy.

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Research on operation mechanisms of shareholding supply chains considering retailers’ marketing efforts10.1108/JBIM-08-2023-0453Journal of Business & Industrial Marketing2024-03-18© 2024 Emerald Publishing LimitedWenqiang LiJuan HeYangyan ShiJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-03-1810.1108/JBIM-08-2023-0453https://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2023-0453/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Supplier selection among manufacturing companies based on their MSME partners’ supply chain finance adoption capability using BWM and VIKORhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2023-0463/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe purpose of this paper is to identify and prioritise supply chain finance (SCF) adoption enablers and develop a novel comprehensive framework to select supplier firms based on their SCF adoption capability. The study deploys a three-phase method to identify and prioritise SCF adoption enablers, followed by developing a model to select suppliers according to their SCF adoption capability. An extensive literature review, followed by a Delphi approach-based expert interview, has been used to finalise the enablers. Using the Best Worst Method and the VIsekriterijumsko KOmpromisno Rangiranje technique, a supplier selection model has been developed in the context of a case company. The financial health and technological advancement variables received the top priority, followed by collaborative efficiency, whereas the human resources and organisational variables received the slightest significance. A supplier selection framework has also been developed by using the adoption capability of these factors by the supplier partners. In this study’s model, Supplier 4 exhibited better SCF adoption capability and received the top priority. Manufacturing supply chains in a developing country are the scope of the current study. Extensive future studies are required to derive a global consensus. The proposed framework of this study can be used to select supplier firms based on their SCF adoption capability. Policymakers can emphasise the most critical enablers of SCF adoption to assist small supplier firms to be a part of the advanced global supply chains. The current study established a novel comprehensive framework for supplier selection based on the Supply Chain Finance adoption capability of MSME supplier firms.Supplier selection among manufacturing companies based on their MSME partners’ supply chain finance adoption capability using BWM and VIKOR
Aswin Alora, Himanshu Gupta
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The purpose of this paper is to identify and prioritise supply chain finance (SCF) adoption enablers and develop a novel comprehensive framework to select supplier firms based on their SCF adoption capability.

The study deploys a three-phase method to identify and prioritise SCF adoption enablers, followed by developing a model to select suppliers according to their SCF adoption capability. An extensive literature review, followed by a Delphi approach-based expert interview, has been used to finalise the enablers. Using the Best Worst Method and the VIsekriterijumsko KOmpromisno Rangiranje technique, a supplier selection model has been developed in the context of a case company.

The financial health and technological advancement variables received the top priority, followed by collaborative efficiency, whereas the human resources and organisational variables received the slightest significance. A supplier selection framework has also been developed by using the adoption capability of these factors by the supplier partners. In this study’s model, Supplier 4 exhibited better SCF adoption capability and received the top priority.

Manufacturing supply chains in a developing country are the scope of the current study. Extensive future studies are required to derive a global consensus.

The proposed framework of this study can be used to select supplier firms based on their SCF adoption capability. Policymakers can emphasise the most critical enablers of SCF adoption to assist small supplier firms to be a part of the advanced global supply chains.

The current study established a novel comprehensive framework for supplier selection based on the Supply Chain Finance adoption capability of MSME supplier firms.

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Supplier selection among manufacturing companies based on their MSME partners’ supply chain finance adoption capability using BWM and VIKOR10.1108/JBIM-08-2023-0463Journal of Business & Industrial Marketing2024-01-16© 2024 Emerald Publishing LimitedAswin AloraHimanshu GuptaJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-1610.1108/JBIM-08-2023-0463https://www.emerald.com/insight/content/doi/10.1108/JBIM-08-2023-0463/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Reconfiguring the service system for resilience: lessons learned in the higher education contexthttps://www.emerald.com/insight/content/doi/10.1108/JBIM-09-2022-0426/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe COVID-19 pandemic started a new era in understanding the topic of resilience and adaptability. The human society has not faced such a widespread global challenge until now. This paper aims to address a context change influenced by the COVID-19 pandemic, using a case study in high education. While the character of the issues emerging is the same as in any other domain, in high education, the principles and consequences can be more directly studied and analyzed. This paper describes a framework to evaluate how the context of the tertiary education service has been disrupted and the influence on the adherence of the students to the educational process, via primary quantitative data collection. This paper tackles the problem of distinguishing the change in context and context change and the possibility of system reconfiguration. To properly face the evolving conditions induced by the pandemic, the education service system must be aligned to the imposed emergency situations, trying to “find” where the changes have emerged, i.e. what kind of reconfiguration is, whether it appears in the goals or in the service system itself. Furthermore, this study discusses how the findings can be valuable and applied to situations beyond the pandemic, in other cases of context disruption to highlight how general the service activities are within our reconfiguration approach. From a theoretical point of view, this work is in line with main assumptions of system thinking, by confirming several insights of service systems’ behavior, even in a logic of B2B interactions (from the offer side); first in terms of openness and adaptation, in addition to readiness to change and – when and how – this change can occur. From a practical point of view, this paper’s contribution is directed toward achieving the more successful change management process, as reached together by motivated partners working hard for a common final goal. Realizing that the pandemic has brought a completely new context of education, managers should focus now on monitoring all aspects of the education business, not only directly affected projects and processes.Reconfiguring the service system for resilience: lessons learned in the higher education context
Leonard Walletzký, Luca Carrubbo, Nabil Georges Badr, Monica Dragoicea, Angeliki Maria Toli, Salem Badawi
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The COVID-19 pandemic started a new era in understanding the topic of resilience and adaptability. The human society has not faced such a widespread global challenge until now. This paper aims to address a context change influenced by the COVID-19 pandemic, using a case study in high education. While the character of the issues emerging is the same as in any other domain, in high education, the principles and consequences can be more directly studied and analyzed.

This paper describes a framework to evaluate how the context of the tertiary education service has been disrupted and the influence on the adherence of the students to the educational process, via primary quantitative data collection. This paper tackles the problem of distinguishing the change in context and context change and the possibility of system reconfiguration.

To properly face the evolving conditions induced by the pandemic, the education service system must be aligned to the imposed emergency situations, trying to “find” where the changes have emerged, i.e. what kind of reconfiguration is, whether it appears in the goals or in the service system itself. Furthermore, this study discusses how the findings can be valuable and applied to situations beyond the pandemic, in other cases of context disruption to highlight how general the service activities are within our reconfiguration approach.

From a theoretical point of view, this work is in line with main assumptions of system thinking, by confirming several insights of service systems’ behavior, even in a logic of B2B interactions (from the offer side); first in terms of openness and adaptation, in addition to readiness to change and – when and how – this change can occur. From a practical point of view, this paper’s contribution is directed toward achieving the more successful change management process, as reached together by motivated partners working hard for a common final goal. Realizing that the pandemic has brought a completely new context of education, managers should focus now on monitoring all aspects of the education business, not only directly affected projects and processes.

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Reconfiguring the service system for resilience: lessons learned in the higher education context10.1108/JBIM-09-2022-0426Journal of Business & Industrial Marketing2023-01-31© 2023 Emerald Publishing LimitedLeonard WalletzkýLuca CarrubboNabil Georges BadrMonica DragoiceaAngeliki Maria ToliSalem BadawiJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-01-3110.1108/JBIM-09-2022-0426https://www.emerald.com/insight/content/doi/10.1108/JBIM-09-2022-0426/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Actor roles emergence through actor engagement: an SD logic perspectivehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-09-2022-0427/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestEmergence is a key concept in service-dominant (SD) logic; however, the literature is neonatal on the underlying mechanisms that lead to emergence within service ecosystems. This study aims to address the call by Vargo et al. (2022) for understanding the role of actor engagement in emergence of novel outcomes, by identifying a process of how various actor roles in entrepreneurial ecosystem (EE) emerge as resource through the actor engagement. Following a longitudinal design, this study conduct interviews from 20 respondents over eight months in three phases (group interviews, post-training, post-funding). This study analyzes the respondents’ engagement in an entrepreneurial service context. This study uses qualitative inductive approach and thematic analysis. Results show that actor roles emerge as role expectations from essential provider and beneficiary position in a service ecosystem through actor role readiness, manifested as engagement properties in the actor engagement process. This study identifies five actor roles and their corresponding role readiness dimensions that emerge. Based on these propositions through which the authors position generic actor roles emergence within the actor engagement process in a service ecosystem. This paper advances the understanding of micro-level process in emergence literature in SD logic by providing a conceptual understanding of emergence of actor roles as a resource through actor engagement. By grounding the study in EE, this study provides empirical evidence to the underlying mechanisms at the micro level of resource emergence process in a service ecosystem.Actor roles emergence through actor engagement: an SD logic perspective
Anees Wajid, Osman Sadiq Paracha, Muhammad Mustafa Raziq
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Emergence is a key concept in service-dominant (SD) logic; however, the literature is neonatal on the underlying mechanisms that lead to emergence within service ecosystems. This study aims to address the call by Vargo et al. (2022) for understanding the role of actor engagement in emergence of novel outcomes, by identifying a process of how various actor roles in entrepreneurial ecosystem (EE) emerge as resource through the actor engagement.

Following a longitudinal design, this study conduct interviews from 20 respondents over eight months in three phases (group interviews, post-training, post-funding). This study analyzes the respondents’ engagement in an entrepreneurial service context. This study uses qualitative inductive approach and thematic analysis.

Results show that actor roles emerge as role expectations from essential provider and beneficiary position in a service ecosystem through actor role readiness, manifested as engagement properties in the actor engagement process. This study identifies five actor roles and their corresponding role readiness dimensions that emerge. Based on these propositions through which the authors position generic actor roles emergence within the actor engagement process in a service ecosystem.

This paper advances the understanding of micro-level process in emergence literature in SD logic by providing a conceptual understanding of emergence of actor roles as a resource through actor engagement. By grounding the study in EE, this study provides empirical evidence to the underlying mechanisms at the micro level of resource emergence process in a service ecosystem.

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Actor roles emergence through actor engagement: an SD logic perspective10.1108/JBIM-09-2022-0427Journal of Business & Industrial Marketing2023-10-03© 2023 Emerald Publishing LimitedAnees WajidOsman Sadiq ParachaMuhammad Mustafa RaziqJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-0310.1108/JBIM-09-2022-0427https://www.emerald.com/insight/content/doi/10.1108/JBIM-09-2022-0427/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Adoption of digital platforms by sponsoring organisations and NPOs for cause-related B2B marketing programs: a fsQCA explorationhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-09-2022-0429/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestCause-related B2B marketing programs involve sponsoring organisations working with B2B suppliers with the help of non-profit organisations (NPOs) on practises relating to environmental friendliness, workforce diversity, human rights, safety, philanthropy and business ethics. The study aims to identify the combinatory factors driving the adoption of Digital B2B platforms for managing cause-related B2B marketing programs. The study adopts an innovative approach of fuzzy-set qualitative comparative analysis (fsQCA) on data collated from top corporations in India supporting cause-related B2B marketing programs. Sponsoring organisations and NPO dyads (i.e. survey both) filled out an email survey on 264 cause-related B2B marketing programs. The study establishes that the combination of technological, organisational and environmental factors would lead to the adoption of Digital B2B platforms in managing cause-related B2B marketing programs. The study identifies six combinations of these factors for adopting Digital B2B platforms within and across sponsoring organisations and NPOs. The study findings would aid cause-related B2B marketers in developing Digital B2B platforms’ capabilities by understanding the different combinations of factors driving adoption. Digital B2B platforms’ capabilities can improve market performance if developed as core competencies. The study findings would enable improvements in the implementation and performance of cause-related B2B marketing programs. Better management of cause-related B2B marketing programs would help increase beneficiary coverage and the realisation of societal goals. To the author’s knowledge, this is the first study to apply the TOE framework in conjunction with complexity theory to explain the diffusion of adoption of Digital B2B platforms for managing cause-related B2B marketing programs.Adoption of digital platforms by sponsoring organisations and NPOs for cause-related B2B marketing programs: a fsQCA exploration
Vibhas Amawate
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Cause-related B2B marketing programs involve sponsoring organisations working with B2B suppliers with the help of non-profit organisations (NPOs) on practises relating to environmental friendliness, workforce diversity, human rights, safety, philanthropy and business ethics. The study aims to identify the combinatory factors driving the adoption of Digital B2B platforms for managing cause-related B2B marketing programs.

The study adopts an innovative approach of fuzzy-set qualitative comparative analysis (fsQCA) on data collated from top corporations in India supporting cause-related B2B marketing programs. Sponsoring organisations and NPO dyads (i.e. survey both) filled out an email survey on 264 cause-related B2B marketing programs.

The study establishes that the combination of technological, organisational and environmental factors would lead to the adoption of Digital B2B platforms in managing cause-related B2B marketing programs. The study identifies six combinations of these factors for adopting Digital B2B platforms within and across sponsoring organisations and NPOs.

The study findings would aid cause-related B2B marketers in developing Digital B2B platforms’ capabilities by understanding the different combinations of factors driving adoption. Digital B2B platforms’ capabilities can improve market performance if developed as core competencies.

The study findings would enable improvements in the implementation and performance of cause-related B2B marketing programs. Better management of cause-related B2B marketing programs would help increase beneficiary coverage and the realisation of societal goals.

To the author’s knowledge, this is the first study to apply the TOE framework in conjunction with complexity theory to explain the diffusion of adoption of Digital B2B platforms for managing cause-related B2B marketing programs.

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Adoption of digital platforms by sponsoring organisations and NPOs for cause-related B2B marketing programs: a fsQCA exploration10.1108/JBIM-09-2022-0429Journal of Business & Industrial Marketing2023-09-15© 2023 Emerald Publishing LimitedVibhas AmawateJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-09-1510.1108/JBIM-09-2022-0429https://www.emerald.com/insight/content/doi/10.1108/JBIM-09-2022-0429/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Building supply chain resilience through industry 4.0 base technologies: role of supply chain visibility and environmental dynamismhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-09-2023-0550/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe purpose of this study is to develop a conceptual framework to understand how industry 4.0 technologies can help firms building supply chain resilience (SCR). With the increasing in turbulent business environment and other disruptive events, firms want to build robust and risk resilience supply chains. The study also explores the role of supply chain visibility (SCV) and environmental dynamism (ED) on the relationship between Industry 4.0 and SCR. Survey data from 354 firms designated by the Indian Ministry of Petroleum and Natural Gas, as well as organizations that work with these oil and gas firms was analyzed with structural equation modelling, hierarchical linear regression and necessary conditions analysis. The findings reveal that Industry 4.0 base technologies enable firms to develop and exploit SCV to build SCR. Furthermore, Industry 4.0 base technologies substantially correlate with SCV under the differential effect of ED, improving SCR. The cross-sectional data restrict the generalizability of the findings to other geographies and sectors. This study can assist managers in making well-informed decisions about the strategic use of technology to increase SCV and foster resilient supply chains.Building supply chain resilience through industry 4.0 base technologies: role of supply chain visibility and environmental dynamism
Nikunj Kumar Jain, Kaustov Chakraborty, Piyush Choudhury
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The purpose of this study is to develop a conceptual framework to understand how industry 4.0 technologies can help firms building supply chain resilience (SCR). With the increasing in turbulent business environment and other disruptive events, firms want to build robust and risk resilience supply chains. The study also explores the role of supply chain visibility (SCV) and environmental dynamism (ED) on the relationship between Industry 4.0 and SCR.

Survey data from 354 firms designated by the Indian Ministry of Petroleum and Natural Gas, as well as organizations that work with these oil and gas firms was analyzed with structural equation modelling, hierarchical linear regression and necessary conditions analysis.

The findings reveal that Industry 4.0 base technologies enable firms to develop and exploit SCV to build SCR. Furthermore, Industry 4.0 base technologies substantially correlate with SCV under the differential effect of ED, improving SCR.

The cross-sectional data restrict the generalizability of the findings to other geographies and sectors.

This study can assist managers in making well-informed decisions about the strategic use of technology to increase SCV and foster resilient supply chains.

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Building supply chain resilience through industry 4.0 base technologies: role of supply chain visibility and environmental dynamism10.1108/JBIM-09-2023-0550Journal of Business & Industrial Marketing2024-03-29© 2024 Emerald Publishing LimitedNikunj Kumar JainKaustov ChakrabortyPiyush ChoudhuryJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-03-2910.1108/JBIM-09-2023-0550https://www.emerald.com/insight/content/doi/10.1108/JBIM-09-2023-0550/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Affect-based dimensions of trust: a study of buyer-supplier relationships in Thai manufacturinghttps://www.emerald.com/insight/content/doi/10.1108/JBIM-10-2022-0443/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestTrust is an important facilitator of successful B2B relationships. The purpose of this study is to investigate affect-based antecedents of both interpersonal and interorganizational trust, and their impact on the performance of buyer–supplier relationships. The authors ask two research questions: (1) What are affect-based dimensions of interpersonal and interorganizational trust? (2) How do interpersonal and interorganizational trust influence buyers’ operational performance? The authors use data from an original survey of 156 buyer–supplier relationships between multinational enterprise subsidiaries and local suppliers in the Thai manufacturing sector to develop a structural model in which the authors test the hypotheses. Consistent with social exchange theory and social psychology, the empirical analysis shows that affect-based dimensions at the individual level, namely, likeability, similarity and frequent social contact, and at the organizational level, namely, supplier firm willingness to customize and institutionalization of cooperation, are important for establishing trust. In addition, interpersonal trust enhances buyers’ operational performance indirectly via interorganizational trust. Buying and selling firms may develop organizational trust by developing processes that enhance organizational trust. Individuals with purchasing or sales responsibilities may enhance trust in their personal relationship. However, such interpersonal trust needs to be translated to the organizational level to benefit organizational performance. The findings contribute to the literature on affect-based antecedents and outcomes of trust. Specifically, the authors offer theory and empirical evidence regarding the contribution of salespersons toward affect-based dimensions of trust and its impact on buyer’s operational performance.Affect-based dimensions of trust: a study of buyer-supplier relationships in Thai manufacturing
Rapeeporn Rungsithong, Klaus E. Meyer
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Trust is an important facilitator of successful B2B relationships. The purpose of this study is to investigate affect-based antecedents of both interpersonal and interorganizational trust, and their impact on the performance of buyer–supplier relationships. The authors ask two research questions: (1) What are affect-based dimensions of interpersonal and interorganizational trust? (2) How do interpersonal and interorganizational trust influence buyers’ operational performance?

The authors use data from an original survey of 156 buyer–supplier relationships between multinational enterprise subsidiaries and local suppliers in the Thai manufacturing sector to develop a structural model in which the authors test the hypotheses.

Consistent with social exchange theory and social psychology, the empirical analysis shows that affect-based dimensions at the individual level, namely, likeability, similarity and frequent social contact, and at the organizational level, namely, supplier firm willingness to customize and institutionalization of cooperation, are important for establishing trust. In addition, interpersonal trust enhances buyers’ operational performance indirectly via interorganizational trust.

Buying and selling firms may develop organizational trust by developing processes that enhance organizational trust. Individuals with purchasing or sales responsibilities may enhance trust in their personal relationship. However, such interpersonal trust needs to be translated to the organizational level to benefit organizational performance.

The findings contribute to the literature on affect-based antecedents and outcomes of trust. Specifically, the authors offer theory and empirical evidence regarding the contribution of salespersons toward affect-based dimensions of trust and its impact on buyer’s operational performance.

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Affect-based dimensions of trust: a study of buyer-supplier relationships in Thai manufacturing10.1108/JBIM-10-2022-0443Journal of Business & Industrial Marketing2024-01-23© 2024 Emerald Publishing LimitedRapeeporn RungsithongKlaus E. MeyerJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-2310.1108/JBIM-10-2022-0443https://www.emerald.com/insight/content/doi/10.1108/JBIM-10-2022-0443/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Benefits, barriers, and facilitators of developing B2B mobile applicationshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-10-2022-0457/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestWhile few studies have examined business-to-business (B2B) mobile application (app) usage, none have examined the challenges in developing these technological assets. This study aims to examine B2B marketing executives’ perceptions regarding benefits, barriers and facilitators in app development. A survey of 311 B2B marketing executives at selling firms in the USA was conducted to identify key themes related to the benefits, barriers and facilitators in developing B2B apps. The research featured “open-ended” questions exclusively, and advanced textual and thematic analysis of executives’ responses produced several key themes. Results show that the perceived benefit of lowering customer servicing and costs drives development more so than trying to realize new revenue opportunities (e.g. “saving” vs. “making” money). Achieving internal buy-in/participation was perceived as a larger barrier than the commitment of financial resources. Additionally, training and education were viewed as the strongest facilitators of an app’s success over its design and functionality. Implications for B2B firms are discussed. The open-ended format of this research captures a greater breadth of perspectives at the expense of more granular analysis of any particular issue. The themes generated from the responses offer novel insights into the benefits sought in developing an app, as well as the technological, organizational and environmental factors that act as barriers and facilitators. The open-ended format of this research captures a greater breadth of perspectives at the expense of a more granular analysis of any particular issue.Benefits, barriers, and facilitators of developing B2B mobile applications
Daniel Adomako Asamoah, John Bowman Dinsmore, Kunal Swani
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

While few studies have examined business-to-business (B2B) mobile application (app) usage, none have examined the challenges in developing these technological assets. This study aims to examine B2B marketing executives’ perceptions regarding benefits, barriers and facilitators in app development.

A survey of 311 B2B marketing executives at selling firms in the USA was conducted to identify key themes related to the benefits, barriers and facilitators in developing B2B apps. The research featured “open-ended” questions exclusively, and advanced textual and thematic analysis of executives’ responses produced several key themes.

Results show that the perceived benefit of lowering customer servicing and costs drives development more so than trying to realize new revenue opportunities (e.g. “saving” vs. “making” money). Achieving internal buy-in/participation was perceived as a larger barrier than the commitment of financial resources. Additionally, training and education were viewed as the strongest facilitators of an app’s success over its design and functionality. Implications for B2B firms are discussed.

The open-ended format of this research captures a greater breadth of perspectives at the expense of more granular analysis of any particular issue.

The themes generated from the responses offer novel insights into the benefits sought in developing an app, as well as the technological, organizational and environmental factors that act as barriers and facilitators. The open-ended format of this research captures a greater breadth of perspectives at the expense of a more granular analysis of any particular issue.

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Benefits, barriers, and facilitators of developing B2B mobile applications10.1108/JBIM-10-2022-0457Journal of Business & Industrial Marketing2023-09-12© 2023 Emerald Publishing LimitedDaniel Adomako AsamoahJohn Bowman DinsmoreKunal SwaniJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-09-1210.1108/JBIM-10-2022-0457https://www.emerald.com/insight/content/doi/10.1108/JBIM-10-2022-0457/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Smart cash point in a B2B market to enable service innovation: towards transparency and shared intentions- a case studyhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-10-2022-0463/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis work tries to detect the factors that can impact service innovation in the retail sector according to a service ecosystem (SES) perspective. This paper aims to understand whether it is possible to study innovation focusing on the impact of technology on resource integration practices in SESs and to rank different patterns of innovation by evaluating their effects in terms of value co-creation. To show up the perception of actors, a case study has been carried out through semi-structured interviews. The aggregates of practices and the service innovation archetypes, drawn from the theoretical background, have been used as categories of analysis. Service innovation is reconceptualised as the result of the application of new technology to resource integration practices in the retail SES, and it is possible to rank its patterns and outcomes by deepening its effects on the emergence of value co-creation phenomena. Shared intentions have been identified as drivers of service innovation, but greater transparency in systems used to embolden a higher willingness to use could be necessary. Service innovation has been studied by focusing on value co-creation; for this reason, the willingness to use technology emerged as a determinant of service innovation. This result implies the need for a multilevel reinterpretation of contemporary SES, both regarding the technical features of digital solutions and their adherence to users' skills and the effects of willingness or unwillingness to use on value co-creation.Smart cash point in a B2B market to enable service innovation: towards transparency and shared intentions- a case study
Antonietta Megaro
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This work tries to detect the factors that can impact service innovation in the retail sector according to a service ecosystem (SES) perspective. This paper aims to understand whether it is possible to study innovation focusing on the impact of technology on resource integration practices in SESs and to rank different patterns of innovation by evaluating their effects in terms of value co-creation.

To show up the perception of actors, a case study has been carried out through semi-structured interviews. The aggregates of practices and the service innovation archetypes, drawn from the theoretical background, have been used as categories of analysis.

Service innovation is reconceptualised as the result of the application of new technology to resource integration practices in the retail SES, and it is possible to rank its patterns and outcomes by deepening its effects on the emergence of value co-creation phenomena. Shared intentions have been identified as drivers of service innovation, but greater transparency in systems used to embolden a higher willingness to use could be necessary.

Service innovation has been studied by focusing on value co-creation; for this reason, the willingness to use technology emerged as a determinant of service innovation. This result implies the need for a multilevel reinterpretation of contemporary SES, both regarding the technical features of digital solutions and their adherence to users' skills and the effects of willingness or unwillingness to use on value co-creation.

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Smart cash point in a B2B market to enable service innovation: towards transparency and shared intentions- a case study10.1108/JBIM-10-2022-0463Journal of Business & Industrial Marketing2023-03-27© 2023 Antonietta Megaro.Antonietta MegaroJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-03-2710.1108/JBIM-10-2022-0463https://www.emerald.com/insight/content/doi/10.1108/JBIM-10-2022-0463/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Antonietta Megaro.
Power in the supply chain: a state-of-the-art literature review and propositions from the perspective of gender differenceshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-10-2022-0484/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper aims to examine the existing literature on firms’ power through the lens of the supply chain and highlights some gaps that could be covered by future research. This study uses a systematic framework-based review combining the insights of the antecedents, decisions and outcomes (ADO) and theories, contexts and methods (TCM) frameworks. The review was carried out using a sample of 108 articles published between 1984 and 2022 in 25 prestigious journals. The ADO framework maps out the state of the art of the antecedents of power (i.e. sources and types of firm power), the decision to use power and the effect that exercising power over other firms may have on firm performance and the quality of inter-firm relationships. In addition, this framework highlights factors that mediate or moderate the decision to exercise power and the factors that mediate or moderate the outcomes of exercising power or power asymmetry. The TCM framework provides insights into the theories, contexts (i.e. countries, industries, level of analysis and sources of data) and methods used by the existing literature. The content analysis using the aforementioned frameworks provides the basis to elaborate propositions for future research on power in the supply chain from the perspective of gender differences. This systematic literature review offers a comprehensive guide for researchers to understand the antecedents, decisions and outcomes of firm power in the supply chain, as well as the TCM used in the literature. The content analysis using frameworks provides a road map to investigate the proposed factors that might moderate the decision to exercise power and the outcome of exercising power or power asymmetry from the perspective of gender differences. In addition, based on content analysis, the authors make propositions about TCM that could be applied in future research. From a practical perspective, this systematic literature review may help managers to better understand the sources and consequences of their firm’s power. This would allow managers to make better decisions when negotiating with their supply chain parties, which could potentially lead to better performance for their firms and the whole supply chain. To the best of the authors’ knowledge, this study is the first to conduct a comprehensive systematic literature review of the different dimensions of firms’ power in the supply chain.Power in the supply chain: a state-of-the-art literature review and propositions from the perspective of gender differences
Heba F. Zaher, Gilberto Marquez-Illescas
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This paper aims to examine the existing literature on firms’ power through the lens of the supply chain and highlights some gaps that could be covered by future research.

This study uses a systematic framework-based review combining the insights of the antecedents, decisions and outcomes (ADO) and theories, contexts and methods (TCM) frameworks. The review was carried out using a sample of 108 articles published between 1984 and 2022 in 25 prestigious journals.

The ADO framework maps out the state of the art of the antecedents of power (i.e. sources and types of firm power), the decision to use power and the effect that exercising power over other firms may have on firm performance and the quality of inter-firm relationships. In addition, this framework highlights factors that mediate or moderate the decision to exercise power and the factors that mediate or moderate the outcomes of exercising power or power asymmetry. The TCM framework provides insights into the theories, contexts (i.e. countries, industries, level of analysis and sources of data) and methods used by the existing literature. The content analysis using the aforementioned frameworks provides the basis to elaborate propositions for future research on power in the supply chain from the perspective of gender differences.

This systematic literature review offers a comprehensive guide for researchers to understand the antecedents, decisions and outcomes of firm power in the supply chain, as well as the TCM used in the literature. The content analysis using frameworks provides a road map to investigate the proposed factors that might moderate the decision to exercise power and the outcome of exercising power or power asymmetry from the perspective of gender differences. In addition, based on content analysis, the authors make propositions about TCM that could be applied in future research.

From a practical perspective, this systematic literature review may help managers to better understand the sources and consequences of their firm’s power. This would allow managers to make better decisions when negotiating with their supply chain parties, which could potentially lead to better performance for their firms and the whole supply chain.

To the best of the authors’ knowledge, this study is the first to conduct a comprehensive systematic literature review of the different dimensions of firms’ power in the supply chain.

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Power in the supply chain: a state-of-the-art literature review and propositions from the perspective of gender differences10.1108/JBIM-10-2022-0484Journal of Business & Industrial Marketing2024-01-11© 2024 Emerald Publishing LimitedHeba F. ZaherGilberto Marquez-IllescasJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-1110.1108/JBIM-10-2022-0484https://www.emerald.com/insight/content/doi/10.1108/JBIM-10-2022-0484/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Matching intra-functional integration with inter-firm IT linkage to facilitate flexibility for customershttps://www.emerald.com/insight/content/doi/10.1108/JBIM-11-2022-0487/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to suggest a moderated mediation model addressing how internal integration interacts with information technology (IT) link with external customers to meet customer needs more efficiently and effectively. This study tests the proposed hypotheses by using 268 data collected from manufacturing firms worldwide. The results of this study reveal that internal integration plays a very important role in promoting customer satisfaction directly and indirectly by enhancing the ability to meet customers’ flexibility needs. In addition, the results show that IT link with customers strengthens this indirect influencing relationship. By combining IT connectedness with external customers with internal capability, this study provides valuable insights into how manufacturing firms apply internal integration more effectively to enhance customer satisfaction.Matching intra-functional integration with inter-firm IT linkage to facilitate flexibility for customers
Shu Wang, Jing Liu, Kihyun Park, Mingu Kang, Fei Dai
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to suggest a moderated mediation model addressing how internal integration interacts with information technology (IT) link with external customers to meet customer needs more efficiently and effectively.

This study tests the proposed hypotheses by using 268 data collected from manufacturing firms worldwide.

The results of this study reveal that internal integration plays a very important role in promoting customer satisfaction directly and indirectly by enhancing the ability to meet customers’ flexibility needs. In addition, the results show that IT link with customers strengthens this indirect influencing relationship.

By combining IT connectedness with external customers with internal capability, this study provides valuable insights into how manufacturing firms apply internal integration more effectively to enhance customer satisfaction.

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Matching intra-functional integration with inter-firm IT linkage to facilitate flexibility for customers10.1108/JBIM-11-2022-0487Journal of Business & Industrial Marketing2023-09-14© 2023 Emerald Publishing LimitedShu WangJing LiuKihyun ParkMingu KangFei DaiJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-09-1410.1108/JBIM-11-2022-0487https://www.emerald.com/insight/content/doi/10.1108/JBIM-11-2022-0487/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Pandemic-driven business model sustainability: a reviewhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-11-2022-0492/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper aims to review and summarize the findings of research dedicated to studying the process of building sustainable business models (BM) triggered by development of COVID-19 pandemic. Bibliometric analysis is performed to identify the papers most relevant to the topic. The authors review the findings of more than 50 papers from Scopus database published between 2020 and 2022 dedicated to studying BM during COVID-19 pandemic, as well as papers dedicated to sustainability phenomenon and most cited BM research. The paper identifies the gap in defining BM sustainability and contributes to better understanding of this phenomenon by demarcating it from traditional environment-based United Nations agenda. It also describes why network-based approach to BM helps to better address sustainability aspects. The paper demonstrates how representation of a networked BM by three levels of analysis (namely, structure of a BM, interaction mechanism between BM actors and results of their interaction) is organically connected to the key milestones of the value creation process (value definition, value creation, value distribution and value capture) and shows how these three levels can be used to analyze and structure the practical changes proposed in COVID-19-oriented BM. Finally, the paper summarizes key findings of the studies dedicated to BM during the pandemic and structures key insights in relation to building sustainable BM. The results of the paper contribute to developing theory around BM sustainability as well as provide insights for business practitioners on how to adjust BM during the crisis. At the same time, many insights shown in the paper are industry specific, which limits their generalizability, as well as consequences of the pandemic are still not fully clear. Therefore, the authors argue that future research should be primarily focused on developing generalizable measurement frameworks to evaluate the antecedents, process and results of BM adaptation. The paper strengthens theoretical foundations for the research focused on BM sustainability and helps businesses to better manage the adaptation in the fast-changing environment.Pandemic-driven business model sustainability: a review
Denis Klimanov, Olga Tretyak
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This paper aims to review and summarize the findings of research dedicated to studying the process of building sustainable business models (BM) triggered by development of COVID-19 pandemic.

Bibliometric analysis is performed to identify the papers most relevant to the topic. The authors review the findings of more than 50 papers from Scopus database published between 2020 and 2022 dedicated to studying BM during COVID-19 pandemic, as well as papers dedicated to sustainability phenomenon and most cited BM research.

The paper identifies the gap in defining BM sustainability and contributes to better understanding of this phenomenon by demarcating it from traditional environment-based United Nations agenda. It also describes why network-based approach to BM helps to better address sustainability aspects. The paper demonstrates how representation of a networked BM by three levels of analysis (namely, structure of a BM, interaction mechanism between BM actors and results of their interaction) is organically connected to the key milestones of the value creation process (value definition, value creation, value distribution and value capture) and shows how these three levels can be used to analyze and structure the practical changes proposed in COVID-19-oriented BM. Finally, the paper summarizes key findings of the studies dedicated to BM during the pandemic and structures key insights in relation to building sustainable BM.

The results of the paper contribute to developing theory around BM sustainability as well as provide insights for business practitioners on how to adjust BM during the crisis. At the same time, many insights shown in the paper are industry specific, which limits their generalizability, as well as consequences of the pandemic are still not fully clear. Therefore, the authors argue that future research should be primarily focused on developing generalizable measurement frameworks to evaluate the antecedents, process and results of BM adaptation.

The paper strengthens theoretical foundations for the research focused on BM sustainability and helps businesses to better manage the adaptation in the fast-changing environment.

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Pandemic-driven business model sustainability: a review10.1108/JBIM-11-2022-0492Journal of Business & Industrial Marketing2024-02-19© 2024 Emerald Publishing LimitedDenis KlimanovOlga TretyakJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-02-1910.1108/JBIM-11-2022-0492https://www.emerald.com/insight/content/doi/10.1108/JBIM-11-2022-0492/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Organizational networking processes in turbulent environments: strategic sensemaking perspectivehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-11-2022-0509/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to demonstrate the importance of organizational networks in organizational performance is relatively rich; less understood are processes in organizational networking that entrepreneurs and organizations use in making sense of rapidly changing contexts for organizational performance. This study conducts an exploratory organizational-level narrative analysis into firms’ experiences in two major emerging markets (EMs), namely, Russia and India – to identify organizational networking processes in the midst of institutional upheavals. The study is based on in-depth case studies of firms in EMs sourced from interview data from senior management and consolidated with secondary data. The authors find that initially firms rely on informal networks (including blat/svyazi and jaan-pehchaan/jan-pehchan) and later formal (in the form of bureaucratic followed by proprietary) networks to make sense of the changes and uncertainties in turbulent environments. The authors also demonstrate the cyclical nature of strategic sensemaking in the process of developing organizational networks for performance. The study has a number of theoretical and practical contributions. First, it extends the well-established business networking construct to a more inclusive organizational networking construct. Second, it demonstrates that sensemaking is dependent on interorganizational networking from the outset and throughout the growth of an organization in turbulent markets – from informal to formal bureaucratic and proprietary networks. Finally, this study is unique in documenting the entire process of sensemaking from scanning to performance as well as successfully demonstrating the cyclical nature of sensemaking.Organizational networking processes in turbulent environments: strategic sensemaking perspective
Anton Klarin, Rifat Sharmelly
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to demonstrate the importance of organizational networks in organizational performance is relatively rich; less understood are processes in organizational networking that entrepreneurs and organizations use in making sense of rapidly changing contexts for organizational performance.

This study conducts an exploratory organizational-level narrative analysis into firms’ experiences in two major emerging markets (EMs), namely, Russia and India – to identify organizational networking processes in the midst of institutional upheavals. The study is based on in-depth case studies of firms in EMs sourced from interview data from senior management and consolidated with secondary data.

The authors find that initially firms rely on informal networks (including blat/svyazi and jaan-pehchaan/jan-pehchan) and later formal (in the form of bureaucratic followed by proprietary) networks to make sense of the changes and uncertainties in turbulent environments. The authors also demonstrate the cyclical nature of strategic sensemaking in the process of developing organizational networks for performance.

The study has a number of theoretical and practical contributions. First, it extends the well-established business networking construct to a more inclusive organizational networking construct. Second, it demonstrates that sensemaking is dependent on interorganizational networking from the outset and throughout the growth of an organization in turbulent markets – from informal to formal bureaucratic and proprietary networks. Finally, this study is unique in documenting the entire process of sensemaking from scanning to performance as well as successfully demonstrating the cyclical nature of sensemaking.

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Organizational networking processes in turbulent environments: strategic sensemaking perspective10.1108/JBIM-11-2022-0509Journal of Business & Industrial Marketing2023-08-04© 2023 Emerald Publishing LimitedAnton KlarinRifat SharmellyJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-08-0410.1108/JBIM-11-2022-0509https://www.emerald.com/insight/content/doi/10.1108/JBIM-11-2022-0509/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Political connections and firms’ trade credit in emerging economieshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-11-2022-0513/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestTrade credit is an important business-to-business marketing tool for building firms’ competitive advantage. Many studies explore the determinants of trade credits from a trust-based view, but the role of political connections is largely overlooked, despite their potential influence in assessing firms’ trustworthiness in the context of emerging economies. This study aims to fill this gap by examining how political connections affect the capacity of emerging economy firms (EEFs) to grant and receive trade credit. This study tests a conceptual model using secondary data collected from 1,149 Chinese privately owned listed manufacturing firms between 2008 and 2016. This study finds that political connections reduce EEFs’ accounts receivable and payable; their philanthropic activities alleviate this negative effect for accounts payable, while patent applications reduce it for accounts receivable. These findings suggest the effect of political connections can spillover to EEFs’ relationship with their up- and down-stream partners. This study has implications EEF managers, particularly in pointing to the detrimental effect of political connections on relationships with buyers and suppliers, and highlights the need to adopt suitable approaches to offset this effect. This study sheds new light on the negative effect of political connections on EEFs’ capacity to grant and receive trade credit in their exchanges with up-stream and down-stream partners. It enriches the trust-based view of trade credit by revealing the significant influence of EEFs’ political connections, while also advancing a contingency view by testing the moderating role of corporate philanthropic activities and patent applications.Political connections and firms’ trade credit in emerging economies
Honghui Zou, En Xie, Nan Mei
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Trade credit is an important business-to-business marketing tool for building firms’ competitive advantage. Many studies explore the determinants of trade credits from a trust-based view, but the role of political connections is largely overlooked, despite their potential influence in assessing firms’ trustworthiness in the context of emerging economies. This study aims to fill this gap by examining how political connections affect the capacity of emerging economy firms (EEFs) to grant and receive trade credit.

This study tests a conceptual model using secondary data collected from 1,149 Chinese privately owned listed manufacturing firms between 2008 and 2016.

This study finds that political connections reduce EEFs’ accounts receivable and payable; their philanthropic activities alleviate this negative effect for accounts payable, while patent applications reduce it for accounts receivable. These findings suggest the effect of political connections can spillover to EEFs’ relationship with their up- and down-stream partners.

This study has implications EEF managers, particularly in pointing to the detrimental effect of political connections on relationships with buyers and suppliers, and highlights the need to adopt suitable approaches to offset this effect.

This study sheds new light on the negative effect of political connections on EEFs’ capacity to grant and receive trade credit in their exchanges with up-stream and down-stream partners. It enriches the trust-based view of trade credit by revealing the significant influence of EEFs’ political connections, while also advancing a contingency view by testing the moderating role of corporate philanthropic activities and patent applications.

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Political connections and firms’ trade credit in emerging economies10.1108/JBIM-11-2022-0513Journal of Business & Industrial Marketing2023-09-27© 2023 Emerald Publishing LimitedHonghui ZouEn XieNan MeiJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-09-2710.1108/JBIM-11-2022-0513https://www.emerald.com/insight/content/doi/10.1108/JBIM-11-2022-0513/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Empowering value co-creation in the digital agehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2019-0553/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestTechnology is revolutionizing the management logic of service systems. The increasing use of artificial intelligence (AI), in particular, is challenging interaction between humans and machines changing the service systems’ value co-creation configurations and logic. To envision possible future scenarios, this paper aims to reflect upon how the humans’ use of AI technology can impact value co-creation. The study is developed, at a conceptual level, using selected elements from managerial and marketing theoretical frameworks interested in value co-creation – Service-Dominant Logic, Service Science and Viable Systems Approach (VSA) – used as interpretative tools to reframe value co-creation in the digital age. The interpretative approach adopted and, in particular, the new VSA notion of Intelligence Augmentation (IA), in the perspective of the information variety model, shed new light on value co-creation in the digital age framing a possible “IA effect” that can empower value co-creation in complex decision-making contexts. The study provides insights useful in the design and management of service systems suggesting a rethinking of the view of AI as a means for mainly increasing the smartness of service systems and a new focus on the enhancement of the human resources contribution to make the service systems wiser. The paper provides a refocused interpretative view of the interaction between humans and AI that looks at a possible positive impact of the use of AI on humans in terms of augmented decision-making capabilities in conditions of complexity.Empowering value co-creation in the digital age
Sergio Barile, Clara Bassano, Paolo Piciocchi, Marialuisa Saviano, James Clinton Spohrer
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

Technology is revolutionizing the management logic of service systems. The increasing use of artificial intelligence (AI), in particular, is challenging interaction between humans and machines changing the service systems’ value co-creation configurations and logic. To envision possible future scenarios, this paper aims to reflect upon how the humans’ use of AI technology can impact value co-creation.

The study is developed, at a conceptual level, using selected elements from managerial and marketing theoretical frameworks interested in value co-creation – Service-Dominant Logic, Service Science and Viable Systems Approach (VSA) – used as interpretative tools to reframe value co-creation in the digital age.

The interpretative approach adopted and, in particular, the new VSA notion of Intelligence Augmentation (IA), in the perspective of the information variety model, shed new light on value co-creation in the digital age framing a possible “IA effect” that can empower value co-creation in complex decision-making contexts.

The study provides insights useful in the design and management of service systems suggesting a rethinking of the view of AI as a means for mainly increasing the smartness of service systems and a new focus on the enhancement of the human resources contribution to make the service systems wiser.

The paper provides a refocused interpretative view of the interaction between humans and AI that looks at a possible positive impact of the use of AI on humans in terms of augmented decision-making capabilities in conditions of complexity.

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Empowering value co-creation in the digital age10.1108/JBIM-12-2019-0553Journal of Business & Industrial Marketing2021-09-27© 2021 Emerald Publishing LimitedSergio BarileClara BassanoPaolo PiciocchiMarialuisa SavianoJames Clinton SpohrerJournal of Business & Industrial Marketingahead-of-printahead-of-print2021-09-2710.1108/JBIM-12-2019-0553https://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2019-0553/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2021 Emerald Publishing Limited
Opening the black box of capabilities to renew the organizational and business know-how of franchiseshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0531/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe purpose of this paper is to investigate the relationship between capabilities and renewal of organizational and business know-how in franchise networks. This work uses a comparative case study of adaptive, absorptive and innovative capabilities to investigate knowledge renewal in 16 franchise networks. The findings show that adaptive and innovative capabilities complement each other to foster know-how renewal. Furthermore, networks without internal R&D need to mobilize adaptive, absorptive and innovative capabilities to renew both organizational and business know-how. The findings also highlight that the three capabilities are interconnected. The results of this research could provide insights for franchise networks to regenerate their knowledge base and ensure their long-term survival. The underlying capabilities that explain organizational and business know-how renewal in franchises have not been investigated.Opening the black box of capabilities to renew the organizational and business know-how of franchises
Alexandra Burlaud, Fanny Simon
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The purpose of this paper is to investigate the relationship between capabilities and renewal of organizational and business know-how in franchise networks.

This work uses a comparative case study of adaptive, absorptive and innovative capabilities to investigate knowledge renewal in 16 franchise networks.

The findings show that adaptive and innovative capabilities complement each other to foster know-how renewal. Furthermore, networks without internal R&D need to mobilize adaptive, absorptive and innovative capabilities to renew both organizational and business know-how. The findings also highlight that the three capabilities are interconnected.

The results of this research could provide insights for franchise networks to regenerate their knowledge base and ensure their long-term survival.

The underlying capabilities that explain organizational and business know-how renewal in franchises have not been investigated.

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Opening the black box of capabilities to renew the organizational and business know-how of franchises10.1108/JBIM-12-2022-0531Journal of Business & Industrial Marketing2023-10-10© 2023 Emerald Publishing LimitedAlexandra BurlaudFanny SimonJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-1010.1108/JBIM-12-2022-0531https://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0531/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
I want what they have: the impact of salesperson envy on customer relationships amid organizational disruptionhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0535/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to use cognitive appraisal theory to explain how organizational disruption influences the development of envy resulting in unethical selling practices, turnover intentions and a reduction in customer orientation that causes disruption to impact customer relationships. This research helps to address drivers of salesperson envy, the potential disruptions to customer relationships and the required need to invest in psychological resources to offset these negative effects. A total of 211 salespeople were surveyed to test the hypotheses. First, the measurement model was validated using a confirmatory factor analysis. Next, the hypotheses were tested using structural equation modeling AMOS 27. Mediation and moderated mediation were tested using the bootstrap method. Estimands were created within AMOS to test the indirect and interaction effects in the full model. A post hoc analysis further informed the findings. The results show that the development of envy increases under conditions of organizational disruptions, leading to potential customer disruptions through turnover intentions, unethical selling behaviors and a reduction in customer orientation. In addition, the mediation analysis shows that envy drives the relationship between organizational disruption and unethical selling, turnover intentions and customer orientation through fully mediated relationships. Finally, the interaction effects between organizational disruption and psychological capital show high levels of psychological capital help to decrease the development of envy, thus reducing unethical selling behaviors and turnover intentions while increasing customer orientation. The study provides practitioners with insights into how to reduce envy by investing in the psychological capital of their salesforce. The study also provides suggestions for handling disruptions and managing envy to prevent actions that act to damage customer relationships. Salespeople are likely to encounter organizational disruption. Sales managers need to be prepared to manage the outcomes of organizational disruption as it impacts the sales force. Understanding how disruptions impact customer relationships through envy is an important yet under-explored topic. This research adds to and expands the sales literature using cognitive appraisal theory to help address drivers of salesperson envy and its potentially negative impact on customer relationships and shows the required need to invest in psychological resources to offset these negative effects. The study also helps expand the recent focus on worldwide disruptions by adopting another context for disruption stemming from organizational disruption.I want what they have: the impact of salesperson envy on customer relationships amid organizational disruption
Tyler Hancock, Michael L. Mallin, Ellen B. Pullins, Catherine M. Johnson
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to use cognitive appraisal theory to explain how organizational disruption influences the development of envy resulting in unethical selling practices, turnover intentions and a reduction in customer orientation that causes disruption to impact customer relationships. This research helps to address drivers of salesperson envy, the potential disruptions to customer relationships and the required need to invest in psychological resources to offset these negative effects.

A total of 211 salespeople were surveyed to test the hypotheses. First, the measurement model was validated using a confirmatory factor analysis. Next, the hypotheses were tested using structural equation modeling AMOS 27. Mediation and moderated mediation were tested using the bootstrap method. Estimands were created within AMOS to test the indirect and interaction effects in the full model. A post hoc analysis further informed the findings.

The results show that the development of envy increases under conditions of organizational disruptions, leading to potential customer disruptions through turnover intentions, unethical selling behaviors and a reduction in customer orientation. In addition, the mediation analysis shows that envy drives the relationship between organizational disruption and unethical selling, turnover intentions and customer orientation through fully mediated relationships. Finally, the interaction effects between organizational disruption and psychological capital show high levels of psychological capital help to decrease the development of envy, thus reducing unethical selling behaviors and turnover intentions while increasing customer orientation.

The study provides practitioners with insights into how to reduce envy by investing in the psychological capital of their salesforce. The study also provides suggestions for handling disruptions and managing envy to prevent actions that act to damage customer relationships.

Salespeople are likely to encounter organizational disruption. Sales managers need to be prepared to manage the outcomes of organizational disruption as it impacts the sales force. Understanding how disruptions impact customer relationships through envy is an important yet under-explored topic. This research adds to and expands the sales literature using cognitive appraisal theory to help address drivers of salesperson envy and its potentially negative impact on customer relationships and shows the required need to invest in psychological resources to offset these negative effects. The study also helps expand the recent focus on worldwide disruptions by adopting another context for disruption stemming from organizational disruption.

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I want what they have: the impact of salesperson envy on customer relationships amid organizational disruption10.1108/JBIM-12-2022-0535Journal of Business & Industrial Marketing2023-09-29© 2023 Emerald Publishing LimitedTyler HancockMichael L. MallinEllen B. PullinsCatherine M. JohnsonJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-09-2910.1108/JBIM-12-2022-0535https://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0535/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Effect of the pandemic on professional selling: an exposition of different selling styles using theories-in-use approachhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0545/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to identify the changes in different selling situations/styles during and post-COVID scenarios. To attain the above-mentioned objective, a qualitative study drawn upon the principles of the theories-in-use approach is conducted. The data were collected through 23 in-depth semistructured interviews, conducted with professional salespeople working at various levels in different industries. The data thus generated was analyzed through open, axial and selective coding, which resulted in three broad categories of changes in professional selling. The findings of the study suggest that though sales jobs are perceived to be similar in nature, but there are differences in how various selling jobs are being performed. The same is the case with the effect of the pandemic on sales jobs. The authors found that every selling style faced a different challenge due to the pandemic and so is the case for the salespeople engaged in the respective selling practice. To the best of the authors’ knowledge, this is the first research of its kind that has focused on the differences in various selling styles. Though the recent academic literature on personal selling does manifest the effect of the pandemic. But, in doing so, these studies have presented “personal selling” as an overarching concept encompassing all types of selling and have failed to differentiate between the various nuances of personal selling which include trade selling, technical selling, new-business selling and missionary selling.Effect of the pandemic on professional selling: an exposition of different selling styles using theories-in-use approach
Mohd Atif Aman, Mohammad Khalid Azam, Asif Akhtar
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to identify the changes in different selling situations/styles during and post-COVID scenarios.

To attain the above-mentioned objective, a qualitative study drawn upon the principles of the theories-in-use approach is conducted. The data were collected through 23 in-depth semistructured interviews, conducted with professional salespeople working at various levels in different industries. The data thus generated was analyzed through open, axial and selective coding, which resulted in three broad categories of changes in professional selling.

The findings of the study suggest that though sales jobs are perceived to be similar in nature, but there are differences in how various selling jobs are being performed. The same is the case with the effect of the pandemic on sales jobs. The authors found that every selling style faced a different challenge due to the pandemic and so is the case for the salespeople engaged in the respective selling practice.

To the best of the authors’ knowledge, this is the first research of its kind that has focused on the differences in various selling styles. Though the recent academic literature on personal selling does manifest the effect of the pandemic. But, in doing so, these studies have presented “personal selling” as an overarching concept encompassing all types of selling and have failed to differentiate between the various nuances of personal selling which include trade selling, technical selling, new-business selling and missionary selling.

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Effect of the pandemic on professional selling: an exposition of different selling styles using theories-in-use approach10.1108/JBIM-12-2022-0545Journal of Business & Industrial Marketing2023-10-24© 2023 Emerald Publishing LimitedMohd Atif AmanMohammad Khalid AzamAsif AkhtarJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-2410.1108/JBIM-12-2022-0545https://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0545/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemichttps://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0570/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe COVID-19 pandemic has led to major sales strategy and process changes as many interactions migrated from face-to-face to virtual environments. The nature of the interactions changed, and sales firms, the sales function and salespeople created new processes to excel in virtual environments. As sales processes evolve further, this paper aims to focus on understanding the enduring shifts in sales strategy and processes. In addition, this study seeks to understand the characteristics of enduring shifts and how they are distinct from temporary shifts. This qualitative analysis provides a comprehensive overview of the sales organizations and salespeople over the period from the start of the pandemic to early 2022. The authors interviewed 66 sales professionals from different countries and industries to better understand the temporary and enduring shifts in sales strategy and processes, adopting ad inductive and narrative approach. There are four major findings. First, four key themes emerged: increased digitalization, resistance to digitalization, sales process changes and sales organization transformation. Second, changes are classified as temporary, permanent and accelerated changes. Third, some proposed changes were not supported. Finally, five findings were found that were not discussed in previous literature. This paper finds distinctive findings that offer additional valuable insights that connect to and extend existing literature. These include emerging themes, classification shifts, unsupported proposed changes and unique findings.Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic
Marta Giovannetti, Arun Sharma, Deva Rangarajan, Silvio Cardinali, Elena Cedrola
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The COVID-19 pandemic has led to major sales strategy and process changes as many interactions migrated from face-to-face to virtual environments. The nature of the interactions changed, and sales firms, the sales function and salespeople created new processes to excel in virtual environments. As sales processes evolve further, this paper aims to focus on understanding the enduring shifts in sales strategy and processes. In addition, this study seeks to understand the characteristics of enduring shifts and how they are distinct from temporary shifts.

This qualitative analysis provides a comprehensive overview of the sales organizations and salespeople over the period from the start of the pandemic to early 2022. The authors interviewed 66 sales professionals from different countries and industries to better understand the temporary and enduring shifts in sales strategy and processes, adopting ad inductive and narrative approach.

There are four major findings. First, four key themes emerged: increased digitalization, resistance to digitalization, sales process changes and sales organization transformation. Second, changes are classified as temporary, permanent and accelerated changes. Third, some proposed changes were not supported. Finally, five findings were found that were not discussed in previous literature.

This paper finds distinctive findings that offer additional valuable insights that connect to and extend existing literature. These include emerging themes, classification shifts, unsupported proposed changes and unique findings.

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Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic10.1108/JBIM-12-2022-0570Journal of Business & Industrial Marketing2023-09-20© 2023 Emerald Publishing LimitedMarta GiovannettiArun SharmaDeva RangarajanSilvio CardinaliElena CedrolaJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-09-2010.1108/JBIM-12-2022-0570https://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0570/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Export performance: a comprehensive bibliometric overviewhttps://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0573/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis study aims to present a bibliometric overview of the academic research on export performance (EP) in the business and management areas. A bibliometric overview of 1,463 papers from 1968 to 2021, including performance analysis, science mapping analysis and graphical mapping, was conducted using the Scopus database. SciMAT software was used for thematic analysis and conceptual evolution mapping of the EP domain, and VOSviewer software was used for graphical visualization. This study shows that EP research experienced spectacular growth, especially between 1998 and 2003, and the interest in this field continues to increase. Also, the USA and the UK appear to be the absolute leaders in EP research, with the best indicators of productivity and influence in all dimensions analyzed. The findings from the analysis through SciMAT indicate that “capabilities” and “R&D” are the main Motor themes that have contributed the most to the EP literature, whereas “global value chain” and “start-up” are emerging themes as new areas of interest. This study develops a baseline for representing certain and exhaustive insights in the EP field and specifies trends over a period. Using a single database and excluding book chapters/conference papers are limitations of this study. EP is a research field that has gained wide acceptance in the academic community and international marketing literature. To the best of the authors’ knowledge, no bibliometric overview has analyzed the EP literature. This study presents the first systematic quantitative analysis of academic research on EP in the business and management areas.Export performance: a comprehensive bibliometric overview
Beyza Aksoy, Ayhan Akpınar, Çağatay Ünüsan
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This study aims to present a bibliometric overview of the academic research on export performance (EP) in the business and management areas.

A bibliometric overview of 1,463 papers from 1968 to 2021, including performance analysis, science mapping analysis and graphical mapping, was conducted using the Scopus database. SciMAT software was used for thematic analysis and conceptual evolution mapping of the EP domain, and VOSviewer software was used for graphical visualization.

This study shows that EP research experienced spectacular growth, especially between 1998 and 2003, and the interest in this field continues to increase. Also, the USA and the UK appear to be the absolute leaders in EP research, with the best indicators of productivity and influence in all dimensions analyzed. The findings from the analysis through SciMAT indicate that “capabilities” and “R&D” are the main Motor themes that have contributed the most to the EP literature, whereas “global value chain” and “start-up” are emerging themes as new areas of interest.

This study develops a baseline for representing certain and exhaustive insights in the EP field and specifies trends over a period. Using a single database and excluding book chapters/conference papers are limitations of this study.

EP is a research field that has gained wide acceptance in the academic community and international marketing literature. To the best of the authors’ knowledge, no bibliometric overview has analyzed the EP literature. This study presents the first systematic quantitative analysis of academic research on EP in the business and management areas.

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Export performance: a comprehensive bibliometric overview10.1108/JBIM-12-2022-0573Journal of Business & Industrial Marketing2024-01-17© 2024 Emerald Publishing LimitedBeyza AksoyAyhan AkpınarÇağatay ÜnüsanJournal of Business & Industrial Marketingahead-of-printahead-of-print2024-01-1710.1108/JBIM-12-2022-0573https://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0573/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2024 Emerald Publishing Limited
Inflection points during a disruptive event: planning within the sales forcehttps://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0575/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThis paper aims to investigate business-to-business sales executives’ navigation of challenges and changes in planning during two separate periods (prevaccine and postvaccine) of time, which were impacted by a disruptive event (the COVID-19 pandemic). This study uses a two-phase qualitative data collection approach. Thirteen executives, primarily from the Business-to-Business (B2B) manufacturing industry, were interviewed in phase one (2–3 months before the first COVID-19 vaccine). The second period of data collection was collected 4–5 months after vaccines became available. The prevaccine business environment focused on short-term challenges, while the vaccine created exponential changes to long-term sales practices, suggesting the need to focus on critical inflection points that occur after the initial disruptive event. This exploratory study is a step toward developing a deeper understanding of managing disruptive events within a business-to-business sales environment by stressing the importance of both the actual disruptive event and the inflection points that follow the event. New business models are constantly developing and evolving. However, this study suggests the biggest changes could occur after an inflection point from the disruption. Thus, firms need to consider different planning strategies before and after certain inflection points following a disruptive event. First, firms should adapt from their predisruption strategy to focus on short-term challenges during the initial phases of a disruption, likely halting most of the long-term planning. Second, inflection points create the need to move beyond short-term challenges and changes to focus on long-term changes. Third, long-term strategies and planning postinflection point will be different, and likely more complex, than long-term strategies and planning predisruption. Most studies look at a disruptive event through a single data collection period. This longitudinal study compares prevaccine and postvaccine thought processes to explore the impact of an inflection point.Inflection points during a disruptive event: planning within the sales force
Ryan L. Matthews, Brian N. Rutherford, Lucy M. Matthews, Diane R. Edmondson
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

This paper aims to investigate business-to-business sales executives’ navigation of challenges and changes in planning during two separate periods (prevaccine and postvaccine) of time, which were impacted by a disruptive event (the COVID-19 pandemic).

This study uses a two-phase qualitative data collection approach. Thirteen executives, primarily from the Business-to-Business (B2B) manufacturing industry, were interviewed in phase one (2–3 months before the first COVID-19 vaccine). The second period of data collection was collected 4–5 months after vaccines became available.

The prevaccine business environment focused on short-term challenges, while the vaccine created exponential changes to long-term sales practices, suggesting the need to focus on critical inflection points that occur after the initial disruptive event.

This exploratory study is a step toward developing a deeper understanding of managing disruptive events within a business-to-business sales environment by stressing the importance of both the actual disruptive event and the inflection points that follow the event.

New business models are constantly developing and evolving. However, this study suggests the biggest changes could occur after an inflection point from the disruption. Thus, firms need to consider different planning strategies before and after certain inflection points following a disruptive event. First, firms should adapt from their predisruption strategy to focus on short-term challenges during the initial phases of a disruption, likely halting most of the long-term planning. Second, inflection points create the need to move beyond short-term challenges and changes to focus on long-term changes. Third, long-term strategies and planning postinflection point will be different, and likely more complex, than long-term strategies and planning predisruption.

Most studies look at a disruptive event through a single data collection period. This longitudinal study compares prevaccine and postvaccine thought processes to explore the impact of an inflection point.

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Inflection points during a disruptive event: planning within the sales force10.1108/JBIM-12-2022-0575Journal of Business & Industrial Marketing2023-11-27© 2023 Emerald Publishing LimitedRyan L. MatthewsBrian N. RutherfordLucy M. MatthewsDiane R. EdmondsonJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-11-2710.1108/JBIM-12-2022-0575https://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0575/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited
Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptionshttps://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0576/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatestThe purpose of this study is to investigate the drivers of business-to-business (B2B) sales success and the role of digitalization, in a selling and sales management landscape being disrupted by COVID-19. The methodology follows a discovery-oriented grounded theory approach, which consists of a two-stage qualitative study with sales professionals in Chile, and a fuzzy-set qualitative comparative analysis (fsQCA). This research shows that interfunctional coordination, agility in the selling process and business customer engagement are critical determinants of B2B sales success, whereas digitalization moderates these relationships. This research responds to a call for more research on the impact of digitalization on business relationships in different contexts and perspectives. The authors study the Chilean context, through a two-stage qualitative study, and a fsQCA analysis, which constitutes a novel combination in this stream of research.Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions
Rodrigo Guesalaga, Jose L. Ruiz-Alba, Pablo J. López-Tenorio
Journal of Business & Industrial Marketing, Vol. ahead-of-print, No. ahead-of-print, pp.-

The purpose of this study is to investigate the drivers of business-to-business (B2B) sales success and the role of digitalization, in a selling and sales management landscape being disrupted by COVID-19.

The methodology follows a discovery-oriented grounded theory approach, which consists of a two-stage qualitative study with sales professionals in Chile, and a fuzzy-set qualitative comparative analysis (fsQCA).

This research shows that interfunctional coordination, agility in the selling process and business customer engagement are critical determinants of B2B sales success, whereas digitalization moderates these relationships.

This research responds to a call for more research on the impact of digitalization on business relationships in different contexts and perspectives. The authors study the Chilean context, through a two-stage qualitative study, and a fsQCA analysis, which constitutes a novel combination in this stream of research.

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Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions10.1108/JBIM-12-2022-0576Journal of Business & Industrial Marketing2023-10-24© 2023 Emerald Publishing LimitedRodrigo GuesalagaJose L. Ruiz-AlbaPablo J. López-TenorioJournal of Business & Industrial Marketingahead-of-printahead-of-print2023-10-2410.1108/JBIM-12-2022-0576https://www.emerald.com/insight/content/doi/10.1108/JBIM-12-2022-0576/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest© 2023 Emerald Publishing Limited