Journal of Business & Industrial Marketing: Volume 32 Issue 7

Cultural variations and ethical business decision making: a study of individualistic and collective cultures

A. Ben Oumlil, Joseph L. Balloun

This study aims to examine the ethical beliefs and moral philosophical typologies, the relative effect of religiosity on personal ethical beliefs and behavior of the collectivist…

The impact of customer knowledge and marketing dynamic capability on innovation performance: an empirical analysis

Mauro Falasca, Jiemei Zhang, Margy Conchar, Like Li

This paper aims to explore the intermediary role of marketing dynamic capability (MDC) in the relationship between customer knowledge management (CKM) and product innovation…

Market orientation, innovation commercialization capability and firm performance relationships: the moderating role of supply chain influence

Jeen-Su Lim, William K. Darley, David Marion

The study aims to explore supply chain influence (SCI) on the linkages among market orientation, innovation capabilities and firm performance (FP), using the resource-based view…

Does an own-brand produce higher profitability? Evidence from Taiwan’s manufacturing firms

Chih-Hai Yang, Meng-Wen Tsou

This study aims to investigate the determinants of own-branding strategy and whether branding contributes to higher profitability among industrial firms. Building a strong brand…

A cross-cultural perspective on relational exchange

Minna Jukka, Tatiana Andreeva, Kirsimarja Blomqvist, Kaisu Puumalainen

This study aims to examine relational norms in cross-cultural business settings. Cross-cultural business partners may differ in their normative orientations toward relational…

Can salesperson guilt lead to more satisfied customers? Findings from India

Colin B. Gabler, Raj Agnihotri, Omar S. Itani

The purpose of this paper is to investigate guilt proneness as a prosocial salesperson trait and its impact on outcomes important to the firm, the customer as well as the…

Trust-performance relationship in international joint ventures: the moderating roles of structural mechanisms

Tahir Ali, Saba Khalid

This study aims to investigate the relationship between trust and performance in international joint ventures (IJVs) with the moderating effects of the structural mechanisms from…

Examining the use of sales force management practices

David A. Reid, Richard E. Plank, Robert M. Peterson, Gregory A. Rich

The purpose of this paper is to understand what sales management practices (SMPs) are being used by managers in the current market place, changes over time, insights that can be…

The effects of supply chain fairness and the buyer’s power sources on the innovation performance of the supplier: a mediating role of social capital accumulation

Kyung-Tae Kim, Jung Seung Lee, Su-Yol Lee

This study aims to examine the effects of contractual fairness and power sources on the relationship between the buyer and supplier on the innovation performance of the supplier…

Information technology and performance in industrial business relationships: the mediating effect of business development

Cecilia Lindh, Emilia Rovira Nordman

The study addresses a gap in research concerning the specific purpose of information technology (IT) in business relationships and how it impacts business development and…

From websites to social media: exploring the adoption of internet marketing in emerging industrial markets

Abdel Monim Shaltoni

This study aims to explore internet marketing adoption in emerging industrial markets across several internet-based technologies (i.e. social media platforms, static and…