Journal of Business & Industrial Marketing: Volume 39 Issue 3

Editorial: Business-to-business marketing: imagining something different

Ilkka Tapani Ojansivu, Sharon Purchase, Christopher J. Medlin

Time to look forward: advocating future orientation in business network research

Aino Halinen, Sini Nordberg-Davies, Kristian Möller

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…

Marketing research agency, creative agency and client relationships: a study of relationship tensions

Ena Vejnovic, Sharon Purchase, Liudmila Tarabashkina

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…

Dialectic critical realism in business marketing: dialectic customer portfolio management

Markus Vanharanta, Phoebe Wong

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…

The concept of discontinuity in project marketing research: emergence, dissipation and glimpses of the future

Ilkka Tapani Ojansivu

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…

Relevance and its epistemic underpinnings in B2B marketing research: four axioms and nine relevance types

Ilkka Tapani Ojansivu

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…

Environmental factors, ambidexterity and performance in SMEs: does bricolage matter?

Juyeon Lee, Taekyung Park

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…

Benefits, barriers, and facilitators of developing B2B mobile applications

Daniel Adomako Asamoah, John Bowman Dinsmore, Kunal Swani

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…

B2B supply chain risk measurement systems: a SCOR perspective

Romane Guillot, Rameshwar Dubey, Sushma Kumari

Globalisation, trade barriers, unprecedented health crises and geo-political crises have forced organisations to revisit their performance measurement systems (PMS) to better…

Business ties, adaptive capability and technological turbulence: implications for SMEs’ performance in Turkey

Cevahir Uzkurt, Emre Burak Ekmekcioglu, Semih Ceyhan

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…

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

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…

Matching intra-functional integration with inter-firm IT linkage to facilitate flexibility for customers

Shu Wang, Jing Liu, Kihyun Park, Mingu Kang, Fei Dai

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…

Adoption of digital platforms by sponsoring organisations and NPOs for cause-related B2B marketing programs: a fsQCA exploration

Vibhas Amawate

Cause-related B2B marketing programs involve sponsoring organisations working with B2B suppliers with the help of non-profit organisations (NPOs) on practises relating to…

Political connections and firms’ trade credit in emerging economies

Honghui Zou, En Xie, Nan Mei

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…

Opening the black box of capabilities to renew the organizational and business know-how of franchises

Alexandra Burlaud, Fanny Simon

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