Journal of Business & Industrial Marketing
Issue(s) available: 248 – From Volume: 1 Issue: 1, to Volume: 39 Issue: 13
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Volume 1
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Issue 1 1986
Customer bargaining power and supplier profitability: the moderating role of product market overlap
Rui Zheng, Sheng Ang, Feng YangResearch on the relationship between customer bargaining power and supplier performance in supplier–customer relationships has flourished in recent decades. This study aims to…
Environmental sustainability and information sharing related to delivery options in the B2B2C context of e-commerce: evidence from a survey
Valeria Belvedere, Herbert Kotzab, Elisa Martina MartinelliThis paper aims to explore the conditions in a business-to-business-to-consumer (B2B2C) context characterized by new technologies. Innovations enhance disintermediation and pursue…
Supply chain driven herding behavior during COVID-19: evidence of interdependence from India
Adnan Khan, Rohit Sindhwani, Mohd Atif, Ashish VarmaThis study aims to test the market anomaly of herding behavior driven by the response to supply chain disruptions in extreme market conditions such as those observed during…
Adopting relationship trust and influence strategy to enhance green customer integration: a social exchange theory perspective
Cong Zhou, Weili Xia, Taiwen FengThis 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…
Measuring supply chain finance: a study of scale development and validation in the emerging market context
Zulqurnain AliFinancing 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…
Research on operation mechanisms of shareholding supply chains considering retailers’ marketing efforts
Wenqiang Li, Juan He, Yangyan ShiMarketing 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…
Building supply chain resilience through industry 4.0 base technologies: role of supply chain visibility and environmental dynamism
Nikunj Kumar Jain, Kaustov Chakraborty, Piyush ChoudharyThe 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…
Toward an understanding of the personal traits needed in a digital selling environment
Karen M. Peesker, Lynette J. Ryals, Peter D. KerrThe digital transformation is dramatically changing the business-to-business (B2B) sales environment, challenging long-standing views regarding the critical competencies required…
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 ZhaoThis 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…
Effects of interactions between technology spillovers and carbon transfers on carbon emission reduction decisions and coordination within supply chains
Xiaozhuang Jiang, Licheng Sun, Yushi WangThis 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…
Studying international complaints: a multicultural analysis across two time periods
Ines Küster, Natalia Vila, Amparo Kuster-BoludaThis paper first aims to examine associations between factors involved in business-to-business complaints management and results (satisfaction and loyalty) and analyses three…
A pricing strategy of dual-channel supply chain considering online reviews and in-sale service
Yong Liu, Chang-Xue Lin, Gang ZhaoThe 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…
The role of digital skills in the acceptance of artificial intelligence
Vanja Vitezić, Marko PerićThe 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…
Add a seat for another actor in the business network! Consumer communities’ roles for fashion sustainable new ventures
Giulia Monteverde, Andrea RunfolaThis paper aims to integrate the consumption perspective within the Industrial Marketing and Purchasing (IMP) debate. The study delves into how consumer communities can be…
Relationship problem mechanisms and negative active responses: the moderating role of behavior monitoring
Min SungThis 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…
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 YeniarasResearch examining the joint role of serial acquisitions and subsidiary autonomy in holistic value provision within servitizing industrial firms is scarce. Thus, this paper aims…
Modeling the influence of management control system and ambidextrous behavior on B2B customer relationships: a job demand-resource perspective
Muhammad Irfan, Bilal AhmadService–sales ambidexterity (SSA) offers sales managers crucial information about dealing with customer service failures through an effective management control system. This study…
Pandemic-driven business model sustainability: a review
Denis Klimanov, Olga TretyakThis 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…
Affect-based dimensions of trust: a study of buyer-supplier relationships in Thai manufacturing
Rapeeporn Rungsithong, Klaus E. MeyerTrust is an important facilitator of successful B2B relationships. The purpose of this study is to investigate affect-based antecedents of both interpersonal and…
Buying centers and emerging developments: the SME perspective
Silvio Cardinali, Piyush Sharma, Elena Cedrola, Marta Giovannetti, Kishore Gopalakrishna PillaiThis 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…
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 CaiUsing perspectives from the technology affordance and social capital theories, this study aims to unpack the process through which platform-enabled co-development unfolds in…
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-IllescasThis 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.
The role of contextual factors in conflict handling strategies in logistics service networks
Seda Özcan, Bengü Sevil OflaçIn business-to-business interactions, conflicts are inevitable, and conflict-handling strategies that consider different variables improve the decision-making process of actors…
Prioritizing the antecedents of employer branding using fuzzy AHP: an extent analysis approach
Avinash Chopra, Gokulananda Patel, Chandan Kumar SahooOne 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…
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 LiuDrawing on the organizational learning and relational governance literature, this study aims to advance a theoretical model to explain the export performance of emerging market…
Supplier selection among manufacturing companies based on their MSME partners’ supply chain finance adoption capability using BWM and VIKOR
Aswin Alora, Himanshu GuptaThe 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…
Information sharing format preferences under different supply chain power structures
Haining Sun, Jianhu CaiThis paper aims to study the preferences of the supply chain (SC) members on various power structures under demand information asymmetry considering competing retailers.
Key success factors for stability of asymmetric technological collaborations: a bionic engineering approach
Sepehr Ghazinoory, Parvaneh AghaeiThis study aims to investigate the importance and effect of asymmetric technological collaborations’ key success factors in developing countries. The number of collaborations…
Supply chain resilience capabilities in automotive and other industries: a mixed method approach
Ila Manuj, Michael Herburger, Saban AdanaWhile, 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…
The interplay between sales and marketing expenditures: an econometric approach in the B2B market
Mehir Baidya, Bipasha MaityManagers 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…
Augmenting machine learning with human insights: the model development for B2B personalization
Shahrzad Yaghtin, Joel MeroMachine learning (ML) techniques are increasingly important in enabling business-to-business (B2B) companies to offer personalized services to business customers. On the other…
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 CevikparmakThe 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…
Export performance: a comprehensive bibliometric overview
Beyza Aksoy, Ayhan Akpınar, Çağatay ÜnüsanThis study aims to present a bibliometric overview of the academic research on export performance (EP) in the business and management areas.
Inflection points during a disruptive event: planning within the sales force
Ryan L. Matthews, Brian N. Rutherford, Lucy M. Matthews, Diane R. EdmondsonThis paper aims to investigate business-to-business sales executives’ navigation of challenges and changes in planning during two separate periods (prevaccine and postvaccine) of…
Uncovering the dark side of the sharing economy from a provider’s perspective: a bibliometric systematic review
Sihong Wu, Maureen Benson-ReaDespite 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…
Servitization and firm productivity premium across the product value chain: evidence from Russian manufacturing firms
Anna Fedyunina, Liudmila Ruzhanskaya, Nikolay Gorodnyi, Yuri SimachevThis 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…
Culture uncovered: B2B salesforce job reviews as windows into corporate values
Joey Lam, Michael S. Mulvey, Karen Robson, Leyland PittThis 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.
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 BiEnergy conservation and environmental protection industry (ECEPI) is a strategic choice to promote energy conservation and emission reduction, develop green economy and circular…
Customer participation in manufacturing firms’ new service development: the moderating role of CRM technology
Todd Morgan, Wesley Friske, Marko Kohtamäki, Paul MillsThis paper aims to examine how customer participation in new service development (NSD) and customer relationship management (CRM) technology can improve the NSD performance of…
Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic
Marta Giovannetti, Arun Sharma, Deva Rangarajan, Silvio Cardinali, Elena CedrolaThe 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…
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. JohnsonThis study aims to use cognitive appraisal theory to explain how organizational disruption influences the development of envy resulting in unethical selling practices, turnover…
Customer equity drivers and repurchase intent among B2B customers: the moderating role of perceived switching cost
Vibhava Srivastava, Deva Rangarajan, Vishag BadrinarayananThis 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…
The moderating effect of supply chain collaboration on servitization
Jose L. Ruiz-Alba, Anabela Soares, Miguel Angel Rodríguez-MolinaSupply chain collaboration (SCC) is an important element that contributes to enhanced performance. Nonetheless, there is still a need to understand its role in servitization…
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-TenorioThe 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…
Inter-firm coopetition and innovation in industrial clusters: the role of institutional support
Rui Xu, Xiaoxuan Zhu, Yu Wang, Jibao Gu, Christian FelzenszteinInnovativeness is crucial for industrial cluster firms to gain sustained competitive advantage. This study aims to investigate the effects of inter-firm coopetition on firm…
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 AkhtarThis study aims to identify the changes in different selling situations/styles during and post-COVID scenarios.
Exploring new product development team problem-solving creativity in the base of the pyramid B2B firms
Hailu Getnet, Aron O’Cass, Vida Siahtiri, Hormoz AhmadiThis 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…
Actor roles emergence through actor engagement: an SD logic perspective
Anees Wajid, Osman Sadiq Paracha, Muhammad Mustafa RaziqEmergence 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…
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 AnimThis 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…
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. ParkeResearch in the business-to-business (B2B) and user entrepreneurship literature agrees that “user-driven” perspectives allow entrepreneurs to develop innovative products superior…
Does enabling control systems and relational capabilities foster conflict management in innovation ecosystems?
Thiago Tomaz Luiz, Anderson Betti Frare, Ilse Maria BeurenThis paper aims to analyze the effects of enabling management control systems (MCSs) and relational capabilities (interorganizational learning and coordination) on conflict…
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 ChungThis 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…
Not the way it used to be: B2B interactions in the era of ecosystems
Brandon Gustafson, Nadia Pomirleanu, Babu John-MariadossThe COVID pandemic has prompted B2B and industrial marketing scholars to understand more about how external disruptions impact parties involved in B2B transactions. This paper…
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 LiBased on the resource orchestration perspective, this study aims to explore whether and how strategic supply management (SSM) affects firms’ operational performance (OP) and…
Segmenting the customers of system delivery projects based on data heterogeneity
Matti Haverila, Kai Christian Haverila, Caitlin McLaughlinThis paper aims to examine project management segments based on customer satisfaction drivers and loyalty rather than traditional demographic or behavioural variables.
Disruptive AI: the response depends on the buyer’s political ideology
Patrick van EschThe recent pandemic disrupted the way in which businesses transact with each other. In response to maintaining cleanliness in business-to-business (B2B) settings, artificial…
Organizational networking processes in turbulent environments: strategic sensemaking perspective
Anton Klarin, Rifat SharmellyThis study aims to demonstrate the importance of organizational networks in organizational performance is relatively rich; less understood are processes in organizational…
Postpandemic international tourism restart: effect of border control and vaccination
Yani Dong, Yan Li, Hai-Yan Hua, Wei LiAs the current Coronavirus 2019 pandemic eases, international tourism, which was greatly affected by the outbreak, is gradually recovering. The attraction of countries to overseas…
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. SalamehThis 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.
Smart cash point in a B2B market to enable service innovation: towards transparency and shared intentions- a case study
Antonietta MegaroThis 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…
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 BadawiThe 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…
The different shades of innovation emergence in smart service systems: the case of Italian cluster for aerospace technology
Orlando Troisi, Anna Visvizi, Mara GrimaldiThe 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…
Empowering value co-creation in the digital age
Sergio Barile, Clara Bassano, Paolo Piciocchi, Marialuisa Saviano, James Clinton SpohrerTechnology is revolutionizing the management logic of service systems. The increasing use of artificial intelligence (AI), in particular, is challenging interaction between humans…
Mitigating the effects of COVID-19: an exploratory case study of the countermeasures taken by the manufacturing industry
Atif Saleem ButtThe 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…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota