Journal of Business & Industrial Marketing: Volume 39 Issue 13

On the starting situation for business relationship initiation in turbulent business networks

Olof Wadell, Anna Bengtson

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

Supplier-customer relationships for sustainability-led innovation in the textile industry

Matteo Dominidiato, Simone Guercini, Matilde Milanesi, Annalisa Tunisini

This paper aims to investigate sustainability-led innovation, focusing on the interplay between product and process innovation for sustainability goals and the underlying…

Addressing the loss of exploratory innovation: the roles of organizational foresight and strategic orientation

Ruxin Zhang, Jun Lin, Suicheng Li, Ying Cai

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…

All that glitters is not gold: exploring social selling through the eyes of B2B customers

Chiara Ancillai, Sara Bartoloni, Federica Pascucci

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

Profound changes in global sourcing? The country of origin theory and its effects on sourcing decisions

Thomas Koerber, Holger Schiele

This study aims to examine decision factors for global sourcing, differentiated into transcontinental and continental sourcing to obtain insight into locational aspects of…

Firm disruption orientation and supply chain resilience: understanding mechanisms to mitigate disruption impact

Jose Matas, Nieves Perez, Laura Ruiz, Marta Riquelme-Medina

This study aims to investigate the interplay between a proactive attitude towards disruptions – supply chain disruption orientation – and supply chain resilience, increasing our…

The influence of efficiency pursuing on business streamlining 2.0

Jonas Molin, Zahra Ahmadi

The purpose of this study is to develop and validate the business streamlining (BS) model proposed in 2017.

The differential effects of sales control systems on salespeople’s role stressors and performance in the pharmaceutical industry

Yeonjin Cho, Hyunjeong Nam

This paper aims to identify and report the differential effects of activity control and capability control on role stressors, which subsequently affect salespeople’s job…