Subjects -> BUSINESS AND ECONOMICS (Total: 3570 journals)
    - ACCOUNTING (132 journals)
    - BANKING AND FINANCE (306 journals)
    - BUSINESS AND ECONOMICS (1248 journals)
    - CONSUMER EDUCATION AND PROTECTION (20 journals)
    - COOPERATIVES (4 journals)
    - ECONOMIC SCIENCES: GENERAL (212 journals)
    - ECONOMIC SYSTEMS, THEORIES AND HISTORY (235 journals)
    - FASHION AND CONSUMER TRENDS (20 journals)
    - HUMAN RESOURCES (103 journals)
    - INSURANCE (26 journals)
    - INTERNATIONAL COMMERCE (145 journals)
    - INTERNATIONAL DEVELOPMENT AND AID (103 journals)
    - INVESTMENTS (22 journals)
    - LABOR AND INDUSTRIAL RELATIONS (61 journals)
    - MACROECONOMICS (17 journals)
    - MANAGEMENT (595 journals)
    - MARKETING AND PURCHASING (116 journals)
    - MICROECONOMICS (23 journals)
    - PRODUCTION OF GOODS AND SERVICES (143 journals)
    - PUBLIC FINANCE, TAXATION (37 journals)
    - TRADE AND INDUSTRIAL DIRECTORIES (2 journals)

PRODUCTION OF GOODS AND SERVICES (143 journals)                     

Showing 1 - 137 of 137 Journals sorted alphabetically
Asia Pacific Journal of Marketing and Logistics     Hybrid Journal   (Followers: 8)
Asian Journal of Marketing     Open Access   (Followers: 5)
Australasian Marketing Journal (AMJ)     Hybrid Journal   (Followers: 4)
BMC Health Services Research     Open Access   (Followers: 22)
Capital Markets Law Journal     Hybrid Journal   (Followers: 4)
Cleaner Environmental Systems     Open Access  
Cleaner Production Letters     Hybrid Journal  
Cleaner Waste Systems     Open Access   (Followers: 2)
Consumption Markets & Culture     Hybrid Journal   (Followers: 6)
Customer Needs and Solutions     Hybrid Journal   (Followers: 4)
Direct Marketing An International Journal     Hybrid Journal   (Followers: 4)
Disaster Prevention and Management     Hybrid Journal   (Followers: 30)
Economic & Labour Market Review     Hybrid Journal   (Followers: 13)
Electronic Markets     Hybrid Journal   (Followers: 6)
Emerging Markets Review     Hybrid Journal   (Followers: 10)
European Journal of Marketing     Hybrid Journal   (Followers: 22)
Financial Markets, Institutions & Instruments     Hybrid Journal   (Followers: 38)
Food Packaging and Shelf Life     Hybrid Journal   (Followers: 3)
Foundations and Trends® in Marketing     Full-text available via subscription   (Followers: 11)
Future Business Journal     Open Access   (Followers: 2)
Global Journal of Emerging Market Economies     Hybrid Journal   (Followers: 1)
Health Services and Outcomes Research Methodology     Hybrid Journal   (Followers: 6)
Health Services Management Research     Hybrid Journal   (Followers: 16)
Health Services Research     Hybrid Journal   (Followers: 18)
i+Diseño : Revista científico-académica internacional de Innovación, Investigación y Desarrollo en Diseño     Open Access  
Independent Journal of Management & Production     Open Access   (Followers: 1)
Ingeniería y Competitividad     Open Access  
International Journal of Advanced Operations Management     Hybrid Journal   (Followers: 7)
International Journal of Bank Marketing     Hybrid Journal   (Followers: 4)
International Journal of Business and Emerging Markets     Hybrid Journal   (Followers: 1)
International Journal of Business Forecasting and Marketing Intelligence     Hybrid Journal   (Followers: 3)
International Journal of Electronic Marketing and Retailing     Hybrid Journal   (Followers: 5)
International Journal of Emerging Markets     Hybrid Journal   (Followers: 3)
International Journal of Entrepreneurial Venturing     Hybrid Journal   (Followers: 1)
International Journal of Financial Services Management     Hybrid Journal   (Followers: 1)
International Journal of Information Systems and Supply Chain Management     Full-text available via subscription   (Followers: 10)
International Journal of Inventory Research     Hybrid Journal  
International Journal of Lean Six Sigma     Hybrid Journal   (Followers: 8)
International Journal of Logistics Economics and Globalisation     Hybrid Journal   (Followers: 3)
International Journal of Managing Projects in Business     Hybrid Journal   (Followers: 3)
International Journal of Market Research     Hybrid Journal   (Followers: 14)
International Journal of Nonprofit & Voluntary Sector Marketing     Hybrid Journal   (Followers: 7)
International Journal of Pharmaceutical and Healthcare Marketing     Hybrid Journal   (Followers: 4)
International Journal of Planning and Scheduling     Hybrid Journal   (Followers: 2)
International Journal of Product Development     Hybrid Journal   (Followers: 1)
International Journal of Production Economics     Hybrid Journal   (Followers: 19)
International Journal of Production Management and Engineering     Open Access   (Followers: 4)
International Journal of Production Research     Hybrid Journal   (Followers: 13)
International Journal of Productivity and Quality Management     Hybrid Journal   (Followers: 4)
International Journal of Quality and Service Sciences     Hybrid Journal   (Followers: 2)
International Journal of Quality Innovation     Open Access   (Followers: 4)
International Journal of Research in Marketing     Hybrid Journal   (Followers: 18)
International Journal of Service Industry Management     Hybrid Journal   (Followers: 1)
International Journal of Services and Standards     Hybrid Journal   (Followers: 1)
International Journal of Services Operations and Informatics     Hybrid Journal   (Followers: 1)
International Journal of Services Sciences     Hybrid Journal  
International Journal of Supply Chain and Inventory Management     Hybrid Journal   (Followers: 7)
International Journal of Supply Chain and Operations Resilience     Hybrid Journal   (Followers: 3)
International Journal of Supply Chain Management     Open Access   (Followers: 15)
International Journal of Systems Science : Operations & Logistics     Hybrid Journal  
International Journal of Technology Marketing     Hybrid Journal   (Followers: 3)
International Journal of Trade and Global Markets     Hybrid Journal   (Followers: 2)
Internet Reference Services Quarterly     Hybrid Journal   (Followers: 33)
JCMS : Journal of Common Market Studies     Hybrid Journal   (Followers: 48)
Journal of Advances in Management Research     Hybrid Journal   (Followers: 1)
Journal of Benefit-Cost Analysis     Hybrid Journal   (Followers: 2)
Journal of Business & Industrial Marketing     Hybrid Journal   (Followers: 8)
Journal of Business Logistics     Hybrid Journal   (Followers: 8)
Journal of Business Venturing     Hybrid Journal   (Followers: 29)
Journal of Cleaner Production     Hybrid Journal   (Followers: 27)
Journal of Consumer Marketing     Hybrid Journal   (Followers: 19)
Journal of Database Marketing & Customer Strategy Management     Hybrid Journal   (Followers: 5)
Journal of Direct Data and Digital Marketing Practice     Hybrid Journal   (Followers: 6)
Journal of Emerging Knowledge on Emerging Markets     Open Access  
Journal of Entrepreneurial Finance     Open Access  
Journal of Financial Markets     Hybrid Journal   (Followers: 28)
Journal of Food Products Marketing     Hybrid Journal   (Followers: 1)
Journal of Foodservice Business Research     Hybrid Journal  
Journal of Global Marketing     Hybrid Journal   (Followers: 4)
Journal of Global Operations and Strategic Sourcing     Hybrid Journal   (Followers: 1)
Journal of Health Services Research and Policy     Hybrid Journal   (Followers: 16)
Journal of International Consumer Marketing     Hybrid Journal   (Followers: 9)
Journal of International Financial Markets, Institutions and Money     Hybrid Journal   (Followers: 19)
Journal of Loss Prevention in the Process Industries     Hybrid Journal   (Followers: 7)
Journal of Marketing     Full-text available via subscription   (Followers: 51)
Journal of Marketing Communications     Hybrid Journal   (Followers: 11)
Journal of Marketing Education     Hybrid Journal   (Followers: 7)
Journal of Marketing Research     Full-text available via subscription   (Followers: 70)
Journal of Nonprofit & Public Sector Marketing     Hybrid Journal   (Followers: 5)
Journal of Operations and Supply Chain Management     Open Access   (Followers: 6)
Journal of Political Marketing     Hybrid Journal   (Followers: 3)
Journal of Prediction Markets     Full-text available via subscription   (Followers: 1)
Journal of Product Innovation Management     Hybrid Journal   (Followers: 23)
Journal of Production Research & Management     Full-text available via subscription   (Followers: 3)
Journal of Productivity Analysis     Hybrid Journal   (Followers: 4)
Journal of Progressive Human Services     Hybrid Journal   (Followers: 1)
Journal of Public Policy & Marketing     Full-text available via subscription   (Followers: 14)
Journal of Relationship Marketing     Hybrid Journal   (Followers: 7)
Journal of Retailing and Consumer Services     Hybrid Journal   (Followers: 5)
Journal of Service Research     Hybrid Journal   (Followers: 6)
Journal of Services Marketing     Hybrid Journal   (Followers: 11)
Journal of Strategic Marketing     Hybrid Journal   (Followers: 11)
Journal of Targeting Measurement and Analysis for Marketing     Hybrid Journal   (Followers: 1)
Journal of Technology Management & Innovation     Open Access   (Followers: 5)
Journal of the Academy of Marketing Science     Hybrid Journal   (Followers: 25)
Journal of Vacation Marketing     Hybrid Journal   (Followers: 2)
Logistics     Open Access   (Followers: 1)
Logistics Journal     Open Access   (Followers: 2)
Management and Administrative Sciences Review     Open Access  
Management and Production Engineering Review     Open Access   (Followers: 1)
Manufacturing & Service Operations Management     Full-text available via subscription   (Followers: 17)
Marketing Intelligence & Planning     Hybrid Journal   (Followers: 4)
Marketing Letters     Hybrid Journal   (Followers: 10)
Marketing Review     Full-text available via subscription  
Marketing Science     Full-text available via subscription   (Followers: 34)
Psychological Services     Full-text available via subscription   (Followers: 4)
Psychology & Marketing     Hybrid Journal   (Followers: 10)
Qualitative Market Research: An International Journal     Hybrid Journal   (Followers: 3)
Quantitative Marketing and Economics     Hybrid Journal   (Followers: 4)
Reproduction Fertility and Development     Hybrid Journal   (Followers: 4)
Review of Pacific Basin Financial Markets and Policies     Hybrid Journal  
Revista Eletrônica Academicus     Open Access  
Revue Interventions économiques     Open Access   (Followers: 1)
Service Business     Hybrid Journal   (Followers: 1)
Service Oriented Computing and Applications     Hybrid Journal   (Followers: 2)
Service Science     Full-text available via subscription   (Followers: 1)
Services Marketing Quarterly     Hybrid Journal   (Followers: 5)
Social Marketing Quarterly     Hybrid Journal   (Followers: 6)
Strategy Management Logistics     Open Access   (Followers: 2)
Supply Chain Forum : an International Journal     Full-text available via subscription   (Followers: 7)
Sustainable Production and Consumption     Full-text available via subscription   (Followers: 1)
Technology Operation Management     Hybrid Journal  
The Journal of Futures Markets     Hybrid Journal   (Followers: 6)
The Service Industries Journal     Hybrid Journal   (Followers: 4)
Universal Journal of Industrial and Business Management     Open Access  
Venture Capital: An International Journal of Entrepreneurial Finance     Hybrid Journal   (Followers: 1)
WPOM - Working Papers on Operations Management     Open Access   (Followers: 1)

           

Similar Journals
Journal Cover
Journal of Business & Industrial Marketing
Journal Prestige (SJR): 0.652
Citation Impact (citeScore): 2
Number of Followers: 8  
 
Hybrid Journal Hybrid journal   * Containing 8 Open Access Open Access article(s) in this issue *
ISSN (Print) 0885-8624 - ISSN (Online) 2052-1189
Published by Emerald Homepage  [360 journals]
  • Exploring success factors of marketing in private healthcare
           organizations: evidence from Lebanon

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      Authors: Unai Arzubiaga , Francesco Schiavone , Talal Ali Mohamad , Junsong Chen
      Abstract: The purpose of this study is to explore the marketing success factors of an international private healthcare company operating in Lebanon and examine how these factors evolve depending on different business phases. An extreme single-case study of a Lebanese healthcare center was conducted. The data sources consisted of semi-structured interviews and archival data including industry reports, newspaper articles and internal documents. This study offers interesting, non-studied insights into marketing success factors in the private healthcare sector. In particular, it shows how to evolve from more traditional business models to disruptive yet very attractive personalized services with high-quality standards. While the theoretical position developed fits the unique characteristics of the studied industry and country settings, it is necessary to be cautious in generalizing the study to other geographical settings and industries. This research provides managers and decision-makers with insights into how to identify, organize and develop success factors in the marketing discipline during different business phases of private healthcare organizations. This study contributes to the scarce literature on the marketing of private healthcare organizations by exploring success factors in a non-studied geographical and cultural context.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-05-18
      DOI: 10.1108/JBIM-07-2020-0372
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Investigating information processing paradigm to predict performance in
           emerging firms: the mediating role of technological innovation

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      Authors: Zulqurnain Ali
      Abstract: This paper aims to investigate the influence of the information processing paradigm (information sharing and quality) on firm performance using organizational information processing theory (OIPT) in emerging marketing. This research also pursues to explore the underpinning mediation mechanism of technological innovation in the association between the information processing paradigm and firm performance. Using the survey method, this study recruited 331 textile SME entrepreneurs and validated the proposed model and hypotheses in AMOS. The outcomes reveal that information sharing, information quality and technological innovation are positively related to firm performance, while technological innovation mediates the association between the information processing paradigm (i.e. information sharing and information quality) and firm performance. The findings enable the firms to bring technological innovation and realize the best performance by seeking and sharing valuable information across the firm. The managers should ensure a culture of quality information sharing, improve coordination among departments and discourage irrelevant/fake information. Such practices are beneficial for firm decision-makers when formulating business plans and focusing on communication mechanisms that will assist them in attaining higher innovation levels and firm performance. This paper theoretically and empirically contributes to examining the influence of the information processing paradigm on firm performance, which was ignored in information and performance management literature. Moreover, to the best of the author’s knowledge, this is the first study that investigates the mediation mechanism between the information processing paradigm and firm performance.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-05-17
      DOI: 10.1108/JBIM-07-2020-0342
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Digitalization in B2B marketing: omnichannel management from a PLS-SEM
           approach

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      Authors: Javier Alonso-Garcia , Federico Pablo-Marti , Estela Núñez-Barriopedro , Pedro Cuesta-Valiño
      Abstract: The purpose of this paper is to establish a reference model that will allow us to understand the factors that influence the omnichannel management of an organization in a business-to-business (B2B) context. In building the model, a partial least squares structural equation modeling approach was followed. More than 1,000 executives with a C-level profile (chief executive officer, chief marketing officer or chief digital officer), from manufacturers and wholesalers, in various industries worldwide were contacted. The final sample consisted of 124 C-level executives in multinational B2B companies from 35 countries worldwide. The principal finding is that optimal omnichannel management must involve a customer-centric proposition forming the basis for individualized marketing that tailors the company’s portfolio of solutions to suit each client. To ensure this, customer knowledge at each touchpoint is essential. The results show that the main predictor of B2B omnichannel management is sales and marketing, even above channels. The principal conclusions are that the model shows that good omnichannel performance is measured by the performance of the industrial buyer. Loyalty and experience are primary measures of this customer’s performance. Research into omnichannel management in the B2B field is scarce, especially concerning the creation of models for decision-making.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-05-17
      DOI: 10.1108/JBIM-09-2021-0421
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Why cannot we all just get along' Resolving customer-focused team
           interface conflicts in a B2B firm leveraging AHP-based multi-criteria
           decision-making

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      Authors: Chris I. Enyinda , Charles Blankson , Guangming Cao , Ifeoma E. Enyinda
      Abstract: Rising expectations for exceptional customer experiences demand strategic amalgamation of cross-functional, customer-focused teams (marketing/sales/service departments). However, the long history of interface conflicts between functional teams continues to attract research attention. Past research has given more attention to conflicts between marketing and sales teams than to triadic interface conflict between custom-focused teams and their sub-conflicts in a business-to-business (B2B) sales process. The purpose of this research paper is to quantify the triadic interface conflicts and associated sub-conflicts between customer-focused teams, discuss conflict resolution strategies and perform a sensitivity analysis (SA) to give a fuller account of functional team conflict. Multi-criteria decision-making (MCDM) based in the analytic hierarchy process (AHP) is proposed for identifying and resolving conflicts in customer-focused team interfaces. A group of 30 managers of a large electronics company participated in this research. The authors collected the data from customer-focused team managers during training sessions on interface conflicts and conflict management/resolution strategies. The authors perform SA to test the robustness of conflict resolution strategy rankings. The findings reveal that managers adjudge task as the most crucial conflict attribute driving teams apart, followed by lack of communication. For the sub-conflicts, managers considered how to do the task as the most important conflict attribute, followed by lack of regular meetings. For conflict resolution strategies, managers regarded collaboration or integration as the overall best strategy, followed by compromise. Leveraging the AHP-based MCDM to resolve customer-focused team interface conflicts provides managers with the confidence in the consistency and the robustness of these solutions. By testing the SA, it is also discovered that the final outcome stayed robust (stable) regardless when the priorities of the main criteria influencing the decision are increased and decreased by 5% in every combinations. This study examined only a large B2B company in the electronics industry in African and Middle East settings, focusing on interface conflicts among customer-focused departments. Future research could address these limitations. This paper advances our understanding of customer-focused team interface conflicts in a B2B sales process. It also provides valuable insights on effective management of major and sub-interface conflicts. This paper provides a framework for and practical insights into how interface conflicts that are prevalent in marketing, sales and service sectors can be resolved to improve customer experience and business performance. This study contributes to the literature by developing an AHP-based MCDM, which not only extends our conceptual understanding of the interface conflicts between customer-focused teams by emphasizing their triadic nature but also provides valuable strategies and insights into the practical resolution of such conflicts in a B2B firm’s sales process. Methodologically, SA is valuable to ensuring the robustness of the conflict resolution strategies’ rankings that will influence relevant pragmatic decision-making.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-05-11
      DOI: 10.1108/JBIM-02-2021-0104
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Single versus multiple salesforce go-to-market strategy: the impact of
           sales orientation on conflict, salesperson-owned loyalty and buyer-exit
           propensity

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      Authors: Nwamaka A. Anaza , Brian N. Rutherford , Gavin Jiayun Wu , Ashok Bhattarai
      Abstract: Drawing on the organizational buying decision-making framework, the purpose of this study is to investigate how sales orientation (SOCO) affects buyers’ conflict, salesperson-owned loyalty and buyers’ propensity to end a supply relationship when selling firms use a single versus multiple salesforce go-to-market strategy. Survey data was analyzed with a sample of organizational buyers. Confirmatory factor analysis and structural equation modeling were used to analyze the data. Findings reveal that a selling firm’s go-to-market salesforce strategy moderates certain relational aspects of the buyer–salesperson relationship, consequently influencing a buyer’s decision to end a supply relationship. Empirically, these findings indicate that the effects of selling orientation on conflict, salesperson-owned loyalty and exit intentions are not only based on the salesperson’s efforts but are conditional on the selling firm’s go-to-market strategy, particularly with the implementation of multiple salespeople selling to a particular industrial buyer. These results suggest that a salesforce go-to-market strategy conveys serious consequences on buying decisions. Given that a go-to-market strategy involving multiple salespeople impacts the buyer’s relationship with the selling firm to a greater degree, managerial oversight must remain present when selling firms decide to pursue such a go-to-market strategy. The empirical investigation of a salesforce go-to-market strategy is an original pursuit. Specifically, this study shows that while it is critical that buying and selling firms monitor buyer–salesperson relationships as the basis for supply partnerships, these exchanges are largely contingent on the selling firm’s go-to-market strategy.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-05-10
      DOI: 10.1108/JBIM-03-2021-0139
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Brushing up on time-honored sales skills to excel in tomorrow’s
           environment

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      Authors: Jamil Razmak , Joseph William Pitzel , Charles Belanger , Wejdan Farhan
      Abstract: Determining the skills required for salespersons to maximize their effectiveness was the main driver for conducting the present study. In order to identify those necessary skills, this study aims to review various research techniques drawn from multiple disciplines and applied that knowledge to salespersons. This study used a mixed-method methodology. This study began by conducting a literature review and then interviewed experienced salespersons with varied backgrounds to develop a comprehensive list of sales skills and themes and categorize them into competency categories. This study then conducted a quantitative analysis to determine the respective importance of the skills and themes by surveying a sample of internal stakeholders of a multinational company. Finally, this study calculated the reliability and validity of the themes. A total of 206 relevant skills (later reduced to 110) and 28 themes were identified and grouped into three competency categories: conceptual, human/interpersonal and technical. Survey respondents rated the skills and themes higher than the “somewhat important” score of 3 out of 5, with the overall mean importance for skills being in the “important” range (score of 4.27 out of 5). All identified skills were believed to be important to a salesperson’s success. This study’s expanded list of sales skills will improve employability, reduce turnover among employees and build better groundwork for fostering learning through work, resulting in better performance. These skills represent a 2020 updated list that could be used for future academic research and training and research in the business world.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-05-09
      DOI: 10.1108/JBIM-12-2020-0533
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Digital entrepreneurship: global maps and trends of research

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      Authors: Yuming Zhai , Kaibo Yang , Lu Chen , Han Lin , Mingchuan Yu , Ruoyu Jin
      Abstract: Digital technologies, such as big data and artificial intelligence, significantly impact entrepreneurial activities worldwide. However, research on entrepreneurial activities enabled by digital technologies is fragmented, divergent and delayed. This study aims to provide a structured review of digital entrepreneurship (DE) to identify status, hotspots, knowledge structure, dynamic trends and future developments in this field. The bibliometric analysis was applied to offer a technological review on DE. In total 704 publications and their 34,083 references from Web of Science were retrieved as the sample set. Basic characteristics of publications, including the most influential documents, authors, journals and countries, were obtained. Then, co-citation and co-occurrence analyses were conducted to sketch the contours of the structure and evolution of DE. DE has attracted increasing attention in the past three decades, especially after 2013. There are dozens of countries, hundreds of journals and more than 1,000 authors that have contributed to this field. Based on keyword co-occurrence clustering and co-citation clustering, the authors proposed a 3E (empower, evolution and ecosystem) framework of DE to facilitate an interdisciplinary dialogue for evidence-based policymaking and practice. In the future, researchers need to pay more attention to theoretical research and study DE from a holistic and dynamic perspective with consideration to the negative impact of digital technology on entrepreneurial activities. This study draws an outline of the global advance on DE research. It presents an opportunity to comprehensively understand the contemporary achievements, the march of knowledge and the logical venation underlying academic developments as well as foundations for policymaking.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-05-03
      DOI: 10.1108/JBIM-05-2021-0244
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Integrating the dialectic perspectives of resource-based view and
           industrial organization theory for competitive advantage – a review and
           research agenda

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      Authors: Bishwajit Nayak , Som Sekhar Bhattacharyya , Bala Krishnamoorthy
      Abstract: Academic dialogue related to ‘organizational performance’ in strategic management has primarily centred around the industrial organization theory (IO) and resource-based view (RBV). Both perspectives, though conceptually dialectic, have served as primary competing theories governing research studies in the domain of strategic management. However, the confluence of these theoretical perspectives has not been adequately explored to advance a shared view of competitive advantage. This study aims to explore the likelihood of embedded commonalities between RBV and IO. A bibliometric analysis was conducted to visualize the intellectual map of studies and knowledge development encompassing these theories. This was followed by a comprehensive literature review to understand how the business environment (BE) and organizational capabilities have contributed towards attaining competitive advantage. This study established that connecting the intellectual boundaries of these theoretical perspectives would facilitate better comprehension of the processes and outcomes in organizations. Integrating the knowledge emerging out of this methodological blend, a convergence framework connecting the intellectual boundaries of both theories was presented. The framework that emerged from this study would help in better understanding of organizational behaviour from a dual theoretical lens. It would also motivate future studies to consider RBV and IO as complementary theories rather than the current narrative of competing theories. This study added to the efforts to achieve equilibrium between the BE and internal capabilities of organizations so as to maximize positive social externalities. This study contributed to the limited attempts to leverage shared knowledge from a dual perspective using a comprehensive literature review in sequential combination with bibliometric analysis.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-05-03
      DOI: 10.1108/JBIM-06-2021-0306
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The moderating role of cultural controls on the relationship between
           traditional formal sales controls and inside salesperson performance

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      Authors: Richard Conde , Victor Prybutok , Kenneth Thompson
      Abstract: For the past several decades, the sales control literature has focused on the outside sales context. This study aims to extend sales control research by examining formal and informal sales controls, embodied by cultural controls, used by sales managers in an inside sales context, where the sales agent’s performance focus extends beyond sales outcomes to include the influence of operational phone outcomes. Based on 232 B2C and B2B inside sales agent survey responses, this study presents evidence that in an inside sales department, this study focuses on the congruent effect of formal sales and cultural sales controls on inside sales agent overall performance. Based on 232 B2C and B2B inside sales agent survey responses, this study presents evidence that in an inside sales department, the operational focus of sales activities and resultant operational performance mediates the relationship between sales controls and inside sales agent sales performance, whereas cultural controls centered on maximizing inside sales autonomous motivation positively moderates the effect of operational outcomes on an inside sales agent’s sales performance. By focusing on the tenants of an inside sales agent’s overall performance, this research provides practitioners a holistic view of the inherent conflict inside sales managers must balance between the impact of formal sales controls and the benefits of cultural controls. By being the only study to examine sales controls in an inside sales context, with a broad definition of overall performance to include both sales and operational phone outcomes, this study extends sales control research to a new sales context. The need to jointly focus on operational results, as well as sales outcomes, illustrate the importance of cultural controls compared to other sales processes and outcome controls
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-29
      DOI: 10.1108/JBIM-02-2021-0099
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Platform ecosystem development in an institutionalized business market:
           the case of the asset management industry

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      Authors: Leeya Hendricks , Paul Matthyssens
      Abstract: This study aims to investigate the impact of an institutionalized market context on platform ecosystem development. It studies how platform ecosystems are set up and evolve in the asset management industry and explores the role of the platform leader and selected core network partners in unleashing value innovation notwithstanding institutional barriers. A problematization lens is used to identify deviations between the management practices in this industry setting and the prescriptions and suggested practices in the extant literature on platform ecosystem development. The research follows a retrospective longitudinal single-case design focusing on the development of a new platform ecosystem to which several PaaS initiatives are linked. It is based on 13 in-depth interviews over a one-year period triangulated with documentation and member checks. This study identifies the impact of regulations and norms on the early stages of platform ecosystem development. In this institutionalized market, intensified interactions between carefully selected strategic market players focusing on platform development, lead to growing value innovation initiatives. The collaboration between core actors evolves “under the radar” with select partners and with lots of controls by incumbents. The value innovation process evolves in a non-disruptive way. Initially, the new value initiatives are rather incremental and focus on optimizing the present business models while slowly adding new peripheral services shared as successful signs of value innovation initiatives. This “submerged” direction enables platform actors to gather critical mass and stimulates co-evolution with key players. This paper outlines one vertical and looks at various principles involved during early stages of platform development. Because the authors have chosen a deep dive into one institutionalized setting, future studies could investigate a broader scope of institutionalized settings/verticals and a broader scope of management stages and related practices to replicate the study and corroborate the findings. The idea raised from hybrid platform ecosystem development also warrants further study. Practitioners in institutionalized business-to-business markets find suggestions on how to overcome institutional barriers to platform ecosystem development and this study shows which levers can be used by core actors of ecosystems to strengthen established business models and simultaneously unleash value innovation initiatives. This study contributes to the understanding of the challenges to be faced when setting up and expanding platform ecosystems in a highly institutionalized setting and identifies “levers” to create a smooth flow and snowball effect for platform ecosystem development. It “fine-tunes” the extant literature on platform ecosystem development to institutionalized markets.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-29
      DOI: 10.1108/JBIM-10-2021-0484
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Business customer virtual interaction: enhancing value creation in B2B
           markets in the post-COVID-19 era – an SME perspective

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      Authors: Samby Fready , Prakash Vel , Munyaradzi W. Nyadzayo
      Abstract: The unprecedented changes in the marketplace induced by the COVID-19 pandemic and the resultant accelerated corporate migration to virtual ecosystems have added several unique research opportunities and theoretical gaps, especially in business-to-business (B2B) small- and medium-sized enterprises (SME) markets in the service sector. Particularly, customer interactions in B2B services that were once sustained by the “people mix” now demand a huge overhaul in light of the “new normal” restrictions. Hence, the purpose of this study is to explore how B2B service firms can engender firm value through virtual customer interactions during and in the post-COVID-19 era from an SME’s perspective. This study adopts an exploratory qualitative inquiry to contribute to this discourse by proposing a conceptual framework based on prior literature and relevant theoretical frameworks, as well as qualitative interviews with SME managers, CEOs and/or owner-managers. The qualitative findings reveal organizational preparedness, empathy, digital content and trust as key enablers of effective B2B virtual interaction that enhances cocreated value, thereby augmenting firm value. This study offers a much-needed examination of virtual interaction in B2B contexts and proposes a business customer virtual interaction model. The exploratory nature of this study is one limitation, and future studies with a bigger representative sample size that uses survey or experimental data drawn from large enterprises might add value to the current findings. Also, while this study is conducted in dynamic markets due to the COVID-19 crisis, future research must examine the customer/firm’s experiences in other forms of crises-led market ecosystems. B2B service firms must be strongly inclined to continuously take steps to develop and maintain virtual interaction with customers. Proactive efforts to familiarize internal and external stakeholders with virtual interaction platforms are a crucial step for effective customer engagement. The effectiveness of B2B virtual interactions can be strengthened through digital content that elicits trust and exhibits empathy, especially in crises led-markets. Also, the value created for the firm must be redeployed strategically to sustain positive customer engagement behaviors that continue to deliver value to the firm and the customer. This paper contributes to the increasing B2B customer engagement literature by exploring the ongoing dialogue on how B2B firms can strive and succeed in the post-COVID-19 era or related crises-led market ecosystems through enhanced virtual B2B customer interaction efforts.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-27
      DOI: 10.1108/JBIM-01-2021-0074
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The relationship between sustainable supply chain management and
           enterprise economic performance: does firm size matter'

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      Authors: Xiaoyue Yang , Jing Wang
      Abstract: Based on the extended resource-based view (ERBV), this paper aims to investigate the relationship between sustainable supply chain management (SSCM), dynamic capabilities (DCs) and enterprise economic performance (EEP). Both the direct effects of SSCM on economic performance and the mediation effect of DCs are investigated. This empirical study also examines the moderating role of firm size. This study applies hierarchical regression analyses to test our hypotheses, and then the mediation test was performed using the macro PROCESS. Data were collected from 178 Chinese manufacturing firms. The findings show that SSCM practices significantly and positively influence both economic performance and DCs. The results indicate that DCs partially mediate the relationship between SSCM practices and EEP. Moreover, firm size has a moderating effect on external SSCM practices that influence EEP, but the moderating effect was not found to be significant for the effects of internal SSCM practices on economic performance and SSCM practices on DCs. This study reveals insights into the potential benefits for large enterprises and SMEs related to the utilization of SSCM practices in China and puts forward differentiated suggestions for SSCM practices in large enterprises and SMEs. Drawing on the ERBV, this study provides a deeper perspective on the relationship between SSCM and EEP by regarding DCs as a mediating variable and firm size as a moderating variable.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-25
      DOI: 10.1108/JBIM-04-2021-0193
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Environmental uncertainty, participative corporate political activity and
           radical innovation in China: a sensemaking perspective

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      Authors: Meige Song , Longwei Wang , Li Wang , Wan Chen
      Abstract: Drawing on a sensemaking perspective, this study aims to theoretically and empirically investigate the effects of participative corporate political activity (PCPA) on radical innovation and how regulatory uncertainty and technological uncertainty affect firms’ choice of PCPA as well as its effectiveness on radical innovation. Hierarchical regression analyses were conducted to test the research model based on survey data collected from 227 Chinese manufacturing firms. The results indicate that PCPA has a significantly positive effect on radical innovation. Both regulatory and technological uncertainty are positively related to PCPA. In addition, regulatory uncertainty strengthens the positive relationship between PCPA and radical innovation, whereas technological uncertainty weakens this relationship. This study reveals that firm managers should be mindful that PCPA is beneficial to firms’ radical innovation activities in China. Additionally, although regulatory uncertainty and technological uncertainty can drive firms to engage in PCPA to cope with the ambiguity they experienced, managers should also be alert to the complicated role of environment forces in enlarging or discounting the positive effect of PCPA on radical innovation. The findings offer fresh insights into the use of PCPA to manage the uncertain external environment when pursuing radical innovation activities in China.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-25
      DOI: 10.1108/JBIM-05-2021-0256
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The impact of servitization on manufacturing firms’ market power:
           empirical evidence from China

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      Authors: Junnan Zhang , Xiaohua Sun , Yan Dong , Lin Fu , Yaowei Zhang
      Abstract: Servitization has been used widely by manufacturing firms to secure strategic positions in industrial transformation. However, its impact on firms’ market power remains to be investigated, especially in developing countries. This study aims to investigate servitization’s impact on firms’ market power, along with the moderating roles of research and development (R&D) intensity and firm size. Using the two-stage least squares with instrumental variables (2SLS-IV) method, the authors conduct an empirical analysis of servitization in China based on panel data for 1,797 publicly traded manufacturing firms during the period 2012–2018. The findings show that servitization helps increase a firm’s market power. Furthermore, heterogeneity analysis suggests that embedded servitization increases a firm’s market power, whereas hybrid servitization reduces it. The findings also indicate that this effect varies depending on critical firm conditions. Servitization’s effect on firms’ market power increases with R&D intensity but decreases with manufacturer expansion. This study describes the positive effects of servitization on firms’ market power in response to calls for research that will adopt a comprehensive business performance perspective on the servitization field. The findings provide guidance for what type of servitization manufacturing firms should choose and how it fits with their size and R&D capabilities. This pioneering empirical study uses a large longitudinal data set and the 2SLS-IV method to examine the effects of embedded servitization and hybrid servitization on firms’ market power. The findings provide a new perspective on ongoing discussions of “desertification” and the “service paradox.”
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-25
      DOI: 10.1108/JBIM-06-2021-0279
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Enhancing supply chain competences through supply chain digital
           embeddedness: an institutional view

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      Authors: Beatriz López-Morales , Leopoldo Gutierrez , Francisco Javier Llorens-Montes , Araceli Rojo-Gallego-Burin
      Abstract: This study aims to test how three types of institutional pressure (normative, coercive, and mimetic) influence supply chain digital embeddedness (SCDE) and how SCDE benefits supply chain (SC) competences. The authors develop and test hypotheses through structural equation modeling (SEM) based on data from 201 European firms. Institutional theory is applied to determine the reasons that lead SCs to embed digitally. SCDE is assessed through three dimensions: technology, infrastructure and culture. The data were analyzed using SEM-partial least squares (PLS-SEM) modeling with SmartPLS software. The findings show a positive relationship of normative and coercive pressures to SCDE but no relationship between mimetic pressures and SCDE. Additionally, results confirm a positive relationship between SCDE and SC competences that contribute to SC competitive advantage obtaining. The results underscore the importance of analyzing the environment when undertaking digital projects. Key issues include SC culture and infrastructure in these projects and the advisability of anticipating potential influence of digitalization projects on SC competences that support the chain’s competitive advantage. This study contributes to institutional theory by providing empirical evidence of the individual effect of the three types of institutional pressure, with noteworthy lack of influence from mimetic pressures. The paper also contributes a conceptualization of SCDE composed of three dimensions: digital technologies, digital infrastructure and digital culture. Finally, the study advances the literature on SC competences.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-25
      DOI: 10.1108/JBIM-07-2021-0354
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The market access of innovation in health care: insights from EC-funded
           research

         This is an Open Access Article Open Access Article

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      Authors: Emanuele Lettieri , Laura Marone , Nicola Spezia , Ilenia Gheno , Cinzia Mambretti , Giuseppe Andreoni
      Abstract: This study aims to offer novel insights on how industrial marketing might contribute to bringing innovations to market in the peculiar case of health care. This study aims at shedding first light on how the alignment between dissemination and exploitation activities might contribute to bringing to market innovations developed by public–private partnerships funded by the European Commission (EC). The theoretical development comes from an inductive research design based on the 42-month pan-European H2020 research project NESTORE aimed at developing an integrated portfolio of innovations for the healthy aging of European citizens. This study advances the theory and practice of industrial marketing in health care by conceptualizing an actionable method to align dissemination and exploitation activities within EC-funded projects, facilitating that innovations will go to market. The method is composed of five phases. First, an external analysis to define market opportunities and users’/stakeholders’ needs. Second, an internal analysis to identify the most promising exploitable outputs. Third, scenarios crystallization to define the most suitable scenarios (business models) to bring the selected exploitable outputs to market. Fourth, exploitation and dissemination alignment through the identification and involvement of the most relevant stakeholders. Fifth, scenario refinement and business plan. This study is relevant because many EC-funded projects still fail to move innovations from labs to market, thus limiting the benefits for the European citizens and the competitiveness of Europe with respect to the USA and China. Although this relevance, past studies overlooked the peculiar context of EC-funded innovation projects, privileging pharmaceutical and biomedical companies. This study advance theory and practice of industrial marketing in health care.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-13
      DOI: 10.1108/JBIM-08-2020-0400
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • A review of business model research: what next for industrial marketing
           scholarship'

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      Authors: Philip Coombes
      Abstract: The purpose of this paper is to present the findings of a bibliometric analysis of the evolution and structure of business model research in industrial marketing scholarship during the period between 2011 and 2020 and to discuss potential directions for future empirical research. Bibliometric methodologies are deployed to objectively evaluate the business model research that has made the most impact within industrial marketing scholarship as well as the prominent scholars and key topics driving the discipline at points in time. The findings demonstrate the formative but increasing engagement that industrial marketing scholarship has had with business model literature and the limited but increasing degree that business models have influenced industrial marketing literature. Potential directions for the empirical development of business model literature are argued to lie in the areas of collaboration and coopetition by examining the notion of value within the relationships, interactions and/or networks evidenced in European seaports business models. Bibliometric analysis is retrospective in nature so developments in the literature appear only after some time has elapsed. Different keyword selection when formulating search strings for sampling may have brought some deviations in the analysis. Research that investigates the link between business models and industrial marketing is still scarce. This paper is among the few that analyze objectively the evolution and structure of business model literature in industrial marketing scholarship from a longitudinal perspective with a particular emphasis on the period between 2011 and 2020.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-12
      DOI: 10.1108/JBIM-06-2021-0296
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • An empirical study of the outcome-driven implementation in small- and
           medium-sized enterprises

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      Authors: Yangyan Shi , Yangfei Gao , Tiru Arthanari , Eias A.I. Humdan
      Abstract: This paper builds on Melynk’s et al. (2010) seminal article by reviving the concept of outcome-driven supply chain (ODSC) and empirically examining its relationship with supply chain practices and performance implications in an attempt to articulate its antecedents and consequences for small- and medium-sized enterprises (SMEs) in New Zealand (NZ). The purpose of this study to empirically examine outcome-driven supply chain and its practices from the perspective of small-and medium-sized enterprises (SMEs) in New Zealand. A theoretical framework is developed drawing on an extensive review of the literature. Structural equation modelling is used to analyse the data collected from 107 NZ SMEs. The results identify that SMEs can work on three aspects of supply chain practices (process integration, partnership and use of information and communication technology) to deliver blended ODSC outcomes (efficiency, agility and security) to improve performance. The empirical results show the implementation ODSC in the context of NZ SMEs can bring performance benefits. The research starts a pioneer work on understanding ODSC in the context of NZ SMEs. Also, this study provides a valuable guideline to ODSC practices to improve ODSC outcomes and related performance benefits.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-11
      DOI: 10.1108/JBIM-06-2021-0305
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Understanding networking dynamics in born global firms’
           internationalization: balancing the mix of physical and virtual networking
           in B2B markets

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      Authors: Anita Ellen Tobiassen , Inger Beate Pettersen
      Abstract: This paper aims to explore how born global firms (BGs) in business to business (B2B) markets balance the mix of physical and virtual networking through social media to gain access to resources throughout their internationalization process. Further, the research seeks to understand these firms’ network dynamics in their continual adaptation to changing resource requirements throughout the internationalization process. This research adopts a multiple case study approach based on in-depth interviews with founders and key informants in BGs in the software industry, supplemented with extensive secondary data. Results reveal that networking through social media is efficient and can be used to access vital resources and to build trusting relationships in a B2B context, yet in combination with physical networking. This research found several boundary conditions related to the mix of physical and virtual networking, i.e. the relationship culture in the industry, strategic importance of partner/customer, type of product complexity and managers’ perceptions of the usefulness of social media in a B2B context. These conditions could evolve over time. This research contributes to enhanced understanding of how resource-constrained BGs balance the mix of physical and virtual networking through social media in a B2B context, influenced by boundary conditions, achieving a network dynamic to advance internationalization.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-07
      DOI: 10.1108/JBIM-12-2020-0534
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The role of intermediaries in the MICE tourism value chain: consensus or
           dissonance'

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      Authors: Alberto Rojas-Bueno , Pilar Alarcón-Urbistondo , Eva María González-Robles
      Abstract: Meetings, incentives, conventions/conferences and exhibitions (MICE) tourism is a segment of business travel, which is experiencing a process of disintermediation. Using the value chain concept, this study aims to analyze the role and value of intermediaries in the MICE value chain. As the interests and perceptions of stakeholders are different, the authors also study if there is consensus or dissonance in their opinion. This study uses mixed methods. First, by means of interviews with MICE professionals to identify the research variables and validate the test sample and questionnaire. Then, an international survey, which uses logistic regressions to identify the variables that support value. The post-hoc ANOVA test identifies the differences of opinions and determines the existence of consensus or dissonance. Incoming agents create value by means of convenience and good rates and outbound agents by trust. The incoming agent is more valued and enjoys a position of power and therefore has more chances of remaining active in the market. However, there is no consensus about the role of intermediaries, hotels being the most dissonant stakeholder. Instead of focusing on the negative aspects of disintermediation, this study uses a multifaceted perspective to identify the reasons that lead to value creation by intermediaries. This is vital for MICE stakeholders to acknowledge disintermediation and act consequently. Conclusions can also provide valuable guidance for intermediaries in other business to business interactions to better understand their value, competitive advantages and position of power.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-05
      DOI: 10.1108/JBIM-04-2021-0205
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Orchestrating in the entrepreneurial ecosystem – orchestrator roles and
           role-specific capabilities in the regional health technology ecosystem

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      Authors: Abdollah Mohammadparast Tabas , Satu Nätti , Hanna Komulainen
      Abstract: This study aims to define orchestrator roles and related orchestration capabilities in the entrepreneurial ecosystem (EE) to understand how companies (especially small and medium-sized enterprises and startups) could benefit from the surrounding ecosystem to develop their business. A qualitative case study of the regional ecosystem built around health technology is researched to get an in-depth understanding of the orchestration roles taken by actors in the ecosystem and, likewise, related bundles of orchestrator role-specific capabilities. Altogether, eight roles and related orchestration capabilities are defined. First, “opinion leaders,” “business facilitators” and “regulation informants” provide resources for participants. Second, “relationship promoters,” “coordinators” and “commanders” create prerequisites for collaboration. Finally, “integrators” and “complementors” help to create concrete offerings. The roles taken can be simultaneous, and they are in constant change as positions and resources of actors change. Theoretically, this study contributes to the existing EE and orchestration capability research by studying orchestrator roles and related capabilities in the context of an entrepreneurial health tech ecosystem, a phenomenon that has not received sufficient research attention yet. Managers will be able to use the lessons learned from this study in understanding, using and developing their capabilities, positions and activities in the network. For policymakers, understanding EE reality and dynamics is useful when developing policies for regional growth, likewise in constructing and developing industrial ecosystems to support entrepreneurship in the region. The study provides novel in-depth knowledge of orchestration in regional, EEs. It complements the currently dominating conceptual research and brings a micro-level perspective that has mostly been lacking in EE studies.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-04-05
      DOI: 10.1108/JBIM-05-2021-0257
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Resource renewal in heavy business networks: the case of Modvion starting
           up in the Swedish wind energy context

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      Authors: Maria Landqvist , Frida Lind
      Abstract: Taking the perspective of a start-up company, the purpose of this paper is to analyse resource renewal in heavy business networks. The theoretical framework is based on the Industrial Network Approach and, especially, the resource interaction framework, business network settings and studies of starting up in business networks. The basis for the paper is a case study of a start-up in the Swedish wind energy context. Resource renewal in this case means replacing one resource, having implications for the resource interfaces in the three business network settings. The paper contributes to the area of studies of starting up in business networks by identifying a distinct form of resource renewal in heavy business networks enabled by development of resource interfaces in three business network settings. Managers in start-ups as well as established firms need to interact to create and develop the resource interfaces that are needed to achieve resource renewal. Resource renewal not only is in the hands of start-ups but also requires interactive resource development with various collaboration partners. This study takes a start-up’s perspective to resource renewal of heavy business networks and analyses heaviness based on resource interfaces in three business network settings.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-29
      DOI: 10.1108/JBIM-01-2021-0012
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Examining the key factors influencing loyalty and satisfaction toward the
           smart factory

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      Authors: Hyeon Jo
      Abstract: The purpose of this study is to investigate the roles of perceived usefulness, top management support and information technology (IT) infrastructure in developing user satisfaction and loyalty in the context of smart factory. This study gathered the data through a survey of 161 smart factory workers in South Korea. A partial least squares analysis was used to test the measurement and structural models. The results show that perceived usefulness positively influences satisfaction. In addition, IT infrastructure significantly affects both satisfaction and loyalty. Finally, system quality has a positive impact on perceived usefulness. IT infrastructure facilitates the level of satisfaction and loyalty. System quality enhances the satisfaction via perceived usefulness. Researchers need to examine the nature of IT infrastructure and system quality that will foster satisfaction and loyalty. Future studies can examine the segmented constructs of IT infrastructure to understand the role of IT infrastructure more comprehensively. Firms should invest more in IT infrastructure and pay attention to elevate the level of system quality of smart factory. This research provides managers with guidance concerning how IT infrastructure of firms and system quality of smart factory have positive effects on satisfaction and loyalty. This study contributes to the extant literature on information system (IS), project management, organizational innovation and industrial marketing. This research incorporated system factors, top management support and IT infrastructure to understand satisfaction and loyalty of IS users in the context of smart factory. The findings offer a useful view for integrating insights from different research streams.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-29
      DOI: 10.1108/JBIM-02-2021-0124
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Knowledge integration and entrepreneurial firms’ frugal innovation
           in the service industry

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      Authors: Changyu Wang , Xiaolin Li
      Abstract: The purpose of this study is to examine how knowledge integration influences entrepreneurial firms’ frugal innovation in the service industry. This study builds a moderated mediation framework to investigate the effect of knowledge integration on frugal innovation via entrepreneurial bricolage and under moderations of competitive intensity and government support. This study uses a two-wave survey study among 278 entrepreneurial firms from the service industry in China. The findings reveal that knowledge integration positively influences entrepreneurial firms’ frugal innovation via entrepreneurial bricolage. Competitive intensity strengthens both the direct effect of knowledge integration on entrepreneurial bricolage and the indirect effects of knowledge integration on frugal innovation via entrepreneurial bricolage. Government support buffers the effect of entrepreneurial bricolage on frugal innovation but does not influence the indirect effect of knowledge integration on frugal innovation. This study advocates for managers in entrepreneurial firms to cultivate knowledge integration to improve frugal innovation through activating entrepreneurial bricolage strategy and to pay attention to competitive intensity and government support in the transformation process from knowledge integration to frugal innovation. While the link between knowledge integration and frugal innovation of entrepreneurial firms in the service industry remains unexplored in the fields of knowledge and innovation management, this study contributes to the knowledge and innovation management literature by exploring the mediating role of entrepreneurial bricolage based on a knowledge-based view and the moderation roles of competitive intensity and government support in this relationship.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-29
      DOI: 10.1108/JBIM-03-2021-0188
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • A review of sustainability trade-offs affecting suppliers in developed and
           less developed countries

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      Authors: Alka Ashwini Nand , Raveen Menon , Ananya Bhattacharya , Ran Bhamra
      Abstract: This paper aims to investigate the current state of research on sustainability-related manufacturing trade-offs (i.e. giving preference and priority to one dimension over others) that affect suppliers in developed and less developed countries (LDCs). There is growing pressure on suppliers to adopt sustainable practices into their global supply chains. Successfully implementing all three dimensions of the triple bottom line (TBL) imperative can provide organizations with an added capability and potentially result in competitive advantage and a focus on sustainable development goals (SDGs) in the long run. However, designing supply chains for achieving the TBL requires suppliers to recognize and overcome numerous trade-offs. A systematic literature review comprising 71 papers published between 2004 and 2020 was undertaken using a content analysis approach to identify trade-offs affecting suppliers. This study firstly identified eight sustainability-related trade-offs affecting suppliers from a TBL perspective in both developed and LDCs, consequently, allowing for a detailed discussion on trade-off factors and conditions unique to both developed and LDCs. Together, these findings enable this study to present initiatives and investment-related decisions for supply chains from a TBL perspective. In spite of the plethora of studies on sustainable supply chains, there is little research on trade-offs, specifically those affecting sustainability of suppliers operating in LDCs. This paper addresses this critical gap and advances the literature on sustainability-related supply chain trade-offs.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-29
      DOI: 10.1108/JBIM-04-2021-0213
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Configuring the governance and management of strategic networks for higher
           performance

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      Authors: Douglas Wegner , Marcelo Fernandes Pacheco Dias , Ana Cláudia Azevedo , Diego Antonio Bittencourt Marconatto
      Abstract: Although the governance and management of networks are deeply intertwined, there is a lack of empirical studies on how strategic networks (SNs) configure both realities for higher performance. This paper aims to analyze the array of governance and management sets adopted by high-performing SNs. The authors bridge the research gap by using qualitative comparative analysis on the governance (decision-making process, formalization, specialization, incentives and control) and management (strategy, structure, processes and leadership) dimensions of 73 Brazilian SNs. The authors found that high-performing SNs adopt one of two governance/management configurations. “Piloted SNs” rely on specialized working teams, have structured decision-making processes and avoid using incentives. Conversely, “atomized SNs” run on incentives and control while eschewing specialization and rigid decision-making procedures. The authors also found that both configurations adopt formal procedures and leverage all four management dimensions. The study’s results offer pathways for SNs to increase their performance and attract new members, as well as insights into the theory of SN governance.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-29
      DOI: 10.1108/JBIM-07-2021-0336
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • A review of coopetition and future research agenda

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      Authors: Abhilasha Meena , Sanjay Dhir , Sushil Sushil
      Abstract: This research aims to conduct a systematic review of the literature on coopetition to assess its impact on firm performance in various contexts. A bibliometric analysis of 144 papers from 1999 to 2021 and analysis of literature under the premise of theory, context, characteristics and methodology using the Theory–Context–Characteristics–Methodology (TCCM) approach was conducted using Institute for Scientific Information Web of Sciences data on coopetition literature. The study enlists the influential journals, evolutions and citations of the articles and particularly identifies six research streams under the domain of coopetition and additionally charts out the future research agenda. The results highlighted in this study may be helpful for managers and practitioners to understand the dynamics of a strategic alliance with their competitor organizations. Moreover, managers may utilize the coopetition strategy to enhance customer value and leverage this relationship for more excellent firm performance. Furthermore, the results obtained through cluster analysis can be considered as a start point to develop frameworks for a business relationship with competitors. This study utilizes content analysis and bibliometric analysis to assess the diverse view and understand the development of the field that may help the researchers increase the rigor and transparency of reviewing the literature and answer various questions that may arise to assess competitors’ interorganizational relationships. No systematic literature review has analyzed the literature on coopetition using the TCCM approach and identified various research streams under the perspective of different contextual settings.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-29
      DOI: 10.1108/JBIM-09-2021-0414
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Strategic alliances and firms’ chances to survive “black
           swans” in B2B industries

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      Authors: Rui Xue , Lee Li
      Abstract: This study aims to propose that, in business-to-business (B2B) industries, number of strategic alliances firms established before a “black swan” event enhances their chances to survive the black swan, and the enhancements take place through moderation effects. Changes in firms’ core structures – their stated goals, authority structure, core technologies and marketing strategies – to adapt to business jolts have adverse effects on firm performance. Firms’ existing B2B strategic alliances moderate the effects negatively by outsourcing different goals, authority structures, core technologies and marketing strategies to partners who fit the changed environment. This study collected quantitative data and analyzed the data with the regression method. Using data from Chinese firms in five technology industries during the 2007–2009 economic crisis, this study finds that firms’ internal adaptation is negatively correlated with their performance during economic crises, and B2B strategic alliances negatively moderate this relationship. First, this study focuses on B2B strategic alliances, and it is not clear whether the findings apply to B2C industries, where strategic alliances may not be common. Perhaps firms can use other means of survival in addition to strategic alliances in B2C industries. Second, this study does not differentiate between fast-moving and slow-moving industries, and it is not clear whether strategic alliances play the same role in both industries. Third, this study does not differentiate firm ages and sizes. It remains unclear how large, established and small, young firms differ when facing crises. Finally, this study is based on the Chinese setting, and it is not clear whether the findings apply to other markets as well. These issues should be explored in future studies. Changing firms’ core structures harms their performance during black swan crises because such crises are unpredictable, and planned changes may not adapt firms to crises. Managers should not attempt to change their core structures during crises. B2B strategic alliances provide an effective means for firms to survive crises. This paper makes two contributions to the existing literature: First, this paper demonstrates that changes of one of the four core structures of a firm to cope with black swan events have negative impacts on firm performance. Second, this paper identifies the importance of holding a variety of strategic alliances previously to the black swan events to reduce the negative impacts of changing core structures.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-29
      DOI: 10.1108/JBIM-12-2019-0530
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The role of trust and commitment as mediators between economic and
           non-economic satisfaction in sales manager B2B relationships

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      Authors: Carlos Ferro-Soto , Carmen Padin , Goran Svensson , Nils Høgevold
      Abstract: This study aims to validate a research model testing trust and commitment as mediators between economic and non-economic satisfaction in sales manager business to business (B2B) relationships. Based on a broad range of 242 small-, medium- and large-sized Spanish companies, the data analysis used structural equation modeling by means of the SPSS/AMOS 26.0 software. The findings confirm that trust and commitment serve as mediators between economic and non-economic satisfaction in business channel relationships, when adopting a sales perspective. This study provides managerial support and guidance for assessing satisfaction, trust and commitment from a sales manager perspective in business channel relationships, to create and maintain long-term exchange relationships, with mutual benefits extending to other partners. The findings shed light on the confusion regarding the nomological framework in models related to the quality of B2B relationships, thus confirming the mediating role of trust and commitment between economic and non-economic satisfaction in business channel relationships, following a sales perspective and considering the dual nature of satisfaction, distinguishing between economic and non-economic satisfaction.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-24
      DOI: 10.1108/JBIM-02-2021-0076
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Psychological effects of COVID-19 phobia on industrial consumers: a case
           study in Turkey

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      Authors: Bekir Değirmenci , Yakup Durmaz , Ahmet Fidanoğlu , Sibel Değirmenci
      Abstract: This study aims to discover whether COVID-19 phobia has a positive and significant effect on the stress, depression and anxiety levels of industrial consumers in addition to reveal whether environmental awareness plays a mediating role between COVID-19 phobia and stress, depression and anxiety. In this study, a quantitative method was used to reveal the role of anxiety, depression and stress (psychological effects) and environmental awareness caused by covid-19 phobia on industrial consumers. The universe of the study is small and medium-sized enterprises operating in the province of Sanliurfa, which is located in the southeast region of Turkey and the second largest city in the region, and are industrial customers. Questionnaire method was used in the study. In addition, data were collected from 406 people who agreed to participate in the study. In the study, in which intermediary and regulatory analyzes were made, the process macro program was used. The results show that there is a medium relationship between COVID-19 phobia and environmental awareness; and COVID-19 phobia and stress, depression and anxiety. No relationship was found between environmental awareness and stress, depression and anxiety. COVID-19 phobia was found to have a positive and significant effect on environmental awareness and stress, depression and anxiety, while environmental awareness was found to have no effect on stress, depression and anxiety. Finally, environmental awareness was found to play a mediating role between COVID-19 phobia and stress, depression and anxiety. In this study, four hypotheses were developed. Of these hypotheses, three are for the simple effect and one for the mediation effect. Out of four hypotheses, three were supported. The most important inference obtained from the study was finding the mediation effect of environmental awareness between COVID-19 phobia and anxiety, depression and stress. To the best of the authors’ knowledge, no studies in the literature were made on the relationship among COVID-19 phobia, environmental awareness, stress, depression and anxiety. This study also examines the mediating effect of environmental awareness in the relationship between COVID-19 phobia and stress, depression and anxiety. The fact that the study is on the negative effects of the pandemic on one of the most affected occupational group also increases its original value.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-24
      DOI: 10.1108/JBIM-04-2021-0221
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • From market driving to market shaping: impact of a language shift

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      Authors: Jaqueline Pels , Cristina Mele , Maria Spano
      Abstract: Prior research acknowledges the lack of theorizing of markets within marketing. This paper aims to capture the emerging themes linked to different conceptualizations of the market and provide a language system for theorizing the market. The paper conducts a bibliometric analysis of 177 articles and 22 keywords and adopts Mele et al.’s (2015) market conceptualization to interpret the results. The bibliometric analysis detects five thematic clusters: market driving, market exchange, market shaping, market practices and macro-marketing. Based on their degrees of relevance and development, these are arranged into two groups. The analysis of these two language systems shows a shift toward a more comprehensive conversation on how the market is conceptualized. The authors synthesize this shift under the expression “from market driving to market shaping.” The comparison of the two language systems allows the argument that market is a complex concept and that to understand it necessitates a rich set of terms. The different ways of conceptualizing the market mean that managers face a choice when analyzing their market situations (what language system to use). This choice will be consequential for their subsequent actions. This paper contributes to the identification of two rival language systems and narratives: market driving and market shaping.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-23
      DOI: 10.1108/JBIM-10-2021-0503
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Addressing how small suppliers cope with large customers: using the dual
           dimension of a product portfolio and customer buying center

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      Authors: Sylvie Lacoste , Fouad Ben Abdelaziz , Meriem Youssef
      Abstract: This paper is about customer relationships from the perspective of small suppliers. More precisely, this paper aims to examine the relational implications through a product portfolio model with the main participants of the buying center (buyer/business manager). The study first uses an in-depth qualitative data analysis to explore how elements of small suppliers’ relationship with such large customer’s main actors are affected by the nature of the product (categorized between strategic, bottleneck and non-critical items). From the results, an empirical model is drawn of small suppliers’ relational strategies in a product-centered and buyer/business manager relationship typology. To analyze the results of the empirical model, a quantitative analysis is performed, using the fuzzy set qualitative comparative analysis approach. This study contributes to deepen the supplier–customer relationship analysis, from a product-centered and customer dyadic perspective (buyer and customer business manager). The findings highlight three different small suppliers’ relationship strategy with a different level of involvement of the different participants of the buying center. Few studies so far analyze vertical asymmetric relationships from a triadic perspective composed of the small supplier, the buyer and the business manager – hence, this study contributes to unveiling some of the relationship complexity within a triad of actors and how small suppliers can navigate through this complexity according to their product or service positioning.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-21
      DOI: 10.1108/JBIM-04-2021-0228
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The impact of decision-making styles (effectuation logic and causation
           logic) on firm performance: a meta-analysis

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      Authors: Yun Zhang , Zhihong Li , Yongzhong Sha , Kehu Yang
      Abstract: As two essential styles of firm decision-making, the relationships among effectuation logic, causation logic and firm performance are unclear. It is helpful to deepen the understanding of reasoning theory and the process of decision-making. The purpose of this paper is to explore the relationship between effectuation logic, causation logic and firm performance. Based on 31 independent empirical studies (including 11,600 samples) published by predecessors, meta-analysis is used to systematically integrate the impact of two decision-making styles on firm performance and explore the potential factors affecting their relationship. The results show a positive correlation between two decision-making styles and firm performance and the influence of effectuation decision-making style in firm performance is slightly stronger. However, the application environment is different: in the emerging market, the causation decision-making style is more effective for firm performance management. When the firm chooses the effectuation decision-making style, it is more effective for performance management in the emerging market. In addition, the industry type, firm performance evaluation tools, national development level and firm scale and firm age can significantly moderate the impact of two decision-making styles on firm performance. Both decision-making logics are possible ways for firm to success. Still, the future needs to dig deeper into the black box that can unlock the decision-making styles to achieve firm performance or competitive advantage based on other factors of the decision-behavior-outcome business model, more longitudinal data and experiments. To the best of the authors’ knowledge, this is the first study to explore the impact of decision-making styles (effectuation logic and causation logic) on firm performance using a meta-analysis.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-21
      DOI: 10.1108/JBIM-08-2021-0378
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The interplay between product innovation and servitization: the mediating
           role of digitalization

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      Authors: Mantas Vilkas , Andrea Bikfalvi , Rimantas Rauleckas , Gediminas Marcinkevicius
      Abstract: The article aims to focus on the debate around the interplay between product innovation and servitization. Two conflicting approaches characterize the debate, disagreeing as to whether product innovation and servitization are complementary or not. The authors examine two competing models proposing a direct effect of product innovation on servitization and an indirect effect through digitalization, using the sample of 500 manufacturing firms of a country participating in the European Manufacturing Survey, 2018 edition. The results reveal that product innovation has no direct effect on servitization. However, the authors found that digitalization capabilities mediate the effect of product innovation and servitization. The present findings reveal that product innovation has a substantial indirect effect on servitization through digitalization capabilities, supporting the approach proposing the complementarity between product innovation and servitization. The data used in this paper correspond to a single country. The limited geographical sampling frame may likewise limit the generalizability of the findings. Researchers are encouraged to replicate the analysis with data from other countries, and to further enrich the analysis with complementary path options and resulting performance measures. When applying a capabilities perspective, the authors find that product innovation capability is not directly related to servitization as capability. The present findings point toward the fact that if companies only have product innovation capability, this does not facilitate servitization. If companies have both product innovation capability and digitalization capability, such a situation facilitates servitization, a decision which often falls within managers’ responsibilities. Existing studies focus on antecedents and/or outcomes of single issues, either product innovation, servitization or digitalization. Only some offer dual associations (product innovation and servitization, digitalization and servitization), and even less position simultaneously at the intersection of the three pillars. Herein lies the novelty of the present approach and analysis, which explains the extent to which product innovation, digitalization and servitization are related.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-18
      DOI: 10.1108/JBIM-03-2021-0182
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The impact of supply chain specific investments on firms’ market
           performance: the mediating role of innovation

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      Authors: Baofeng Huo , Mengqiu Guo , Min Tian
      Abstract: Manufacturers’ specific investments (SIs) in a specific partner that are of lower value when used in an alternative relationship, such as training employees and tailoring systems to achieve better cooperation, can help improve market performance. However, previous studies lack a simultaneous focus on a manufacturer’s SIs in its upstream and downstream partners. The purpose of this study is to address the effects of manufacturers’ SIs in their suppliers and customers on the two types of innovation and market performance individually and jointly and the mediating effects of radical and incremental innovation on relationships between SIs and market performance. This study tests proposed relationships based on data collected from 206 manufacturers in China using regression methods. Results show that SIs in customers directly and indirectly affect market performance through radical and incremental innovation. However, SIs in suppliers cannot directly improve market performance but indirectly enhance market performance through radical innovation. Furthermore, results also show the interaction of SIs in suppliers and customers is positively related to market performance and radical innovation. This study contributes to the literature on SIs by identifying supply chain SIs (SCSIs) through simultaneously focusing on SIs in suppliers and customers and exploring the direct and indirect effects of SCSIs on market performance. This study also contributes to the innovation literature by empirically verifying incremental and radical innovation as effective intermediaries that help convert SIs into the actual performance improvement.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-17
      DOI: 10.1108/JBIM-03-2021-0162
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Towards profitable customized solutions in small firms: a matter of
           relationships, modularity and expertise

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      Authors: Ana Isabel Rodríguez-Escudero , Carmen Camarero-Izquierdo , María Redondo-Carretero
      Abstract: The decision concerning the degree of product and service customization is crucial, yet has scarcely been studied for small businesses in business-to-business (B2B) contexts. Although such a decision allows relationships with potential customers to be strengthened, it might involve high opportunity costs given the investment required. This paper aims to analyse the profitability of customization undertaken by small businesses in terms of cost–benefit and examine the drivers of profitable customized projects vis-à-vis the ability to strengthen relationships with clients (relationship investment and customer involvement) and the firm’s resources related to processes and technology (expertise and modularity). To test the proposed hypotheses, data were collected from 140 small Spanish firms involved in two sectors characterized by the offer of customized solutions: information and professional, scientific and technical services. Analysis reveals that customer involvement in the customized solution, even when it requires investing in equipment, time or human resources has a positive effect on customization and ultimately on profitability, as the cost of this customer interaction is lower than the revenue it provides. Likewise, supplier investment in the relationship allows for a solution that is adapted to the client, although it requires a cost associated with investing in specific assets. Such costs cancel out the positive indirect effect through the customized solution. Finally, expertise enables appropriate use of the flexibility derived from modularity to satisfy customer requirements, with both being key company resources for driving profitability through customized solutions. This study makes a contribution to the domain of customization. The authors extend current knowledge on B2B customization by proving that small firms can use their available capabilities and knowledge to achieve a successful customization strategy.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-15
      DOI: 10.1108/JBIM-03-2021-0147
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Antecedents and consequences of reliance in the context of B2B brand image

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      Authors: Prathamesh Kittur , Swagato Chatterjee , Amit Upadhyay
      Abstract: This study aims to explore the antecedents and consequences of reliance and its relationship with trust in the context of business-to-business (B2B) branding. The study also explores the above relationships in various B2B contexts. Survey data of 135 respondents from different B2B firms was analyzed, and the proposed theoretical model was validated using partial least square structural equation modeling technique followed by multigroup analysis. The results suggest that commitment, management capability and innovation capability are positively related with reliance, while trust acts as mediator between commitment–reliance relationships. Moreover, while both reliance and trust lead to B2B brand image, reliance has higher relationship strength. Furthermore, reliance mediates the trust–brand image relationship too. The paper contributes to the literature of reliance and its role in B2B brand image by providing newer insights about the antecedents and consequences of reliance and its relationship with trust. The findings provide managers with key insights for creating B2B brand image using reliance and trust by focusing on capabilities and commitment. To the best of the authors’ knowledge, this is one of the few papers in B2B marketing which focuses on the antecedents of reliance and relative importance of trust and reliance.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-15
      DOI: 10.1108/JBIM-05-2021-0263
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • New product development team performance: a historical meta-analytic
           review of its nomological network

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      Authors: Serdar S. Durmusoglu , Roger J. Calantone
      Abstract: The purpose of this study is to conduct a meta-analytic review based on a theoretical framework developed for investigating new product development (NPD) teams in the first two decades of the research stream. This study contributes to literature by investigating the presence of publication bias and synthesizing correlation effect sizes of 27 factors influencing three NPD team performance dimensions: overall, market-based (e.g. sales, profitability), process-based (e.g. budget adherence, schedule adherence) outcomes. Further, this study presents a path analytical model that uses the aggregate study effects to identify significant drivers of NPD team performance. First, examination of extant literature shows no publication bias. Next, analyses show that three internal team dynamic variables have the most significant positive effect on overall NPD team performance: team member job satisfaction, cross-functional integration and superordinate identity. For market-based performance, three goal-related contextual factors exert the most positive influence, namely, goal stability, goal clarity and goal support, in respective order. Further, for process-based performance, cross-functional integration’s strong positive effect is followed by team and goal stability. Moreover, physical distance, interpersonal and task conflict have significant negative effects on NPD team performance. Finally, both market- and process-based NPD team performance are significantly influenced by NPD team’s cohesion, which acts a mediator between two contextual factors: physical distance and team tenure. This meta-analysis contributes to literature by providing a comprehensive model of NPD team performance predictors, their definitions, along with their corresponding effects in predicting performance. While team cohesion is found to be a strong predictor of both market- and process-based performance, future research can examine if too much cohesion has a detrimental effect, especially on market-based performance. The results assist managers in shifting their priorities to ensure optimal support of NPD teams. For example, team leadership competence externally has a larger effect on overall performance compared to team leadership for internal team dynamics. Hence, team leaders should make sure that they manage the team’s relationships with external parties (e.g. other functional units) with more caution. This study provides a guiding framework for analyzing NPD team performance as well as identifies and then addresses many knowledge gaps on NPD team performance.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-04
      DOI: 10.1108/JBIM-03-2020-0139
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Digital disruption: a managers’ eye view

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      Authors: Ramendra Thakur , Dhoha AlSaleh , Dena Hale
      Abstract: The purpose of this study is to ascertain the drivers of digital disruption and its consequences from a managerial viewpoint. Understanding the drivers and consequences of digital disruption can help business managers modify and align their organizational structures and strategies with digital disruptors to promote survival in the marketplace. This study used survey data from US managers. Of 1,000 managers, 272 provided responses eligible for use in the analysis. The study used EQS 6.2 software to analyze the data. Eight hypothesized relationships were tested in this study. The results of this study indicate that convergence of intelligence, convergence of technology, support from C-level executives, organizational cultures of innovation and managerial skills act as drivers of digital disruption. The results also show that digital disruption improves both user experience and firms’ digital disruptive performance. This study builds upon the disruptive innovation theory. This study demonstrates that both technology- and organization-induced drivers serve as predictors of digital disruption. Digital disruption affects user experience and firms’ digital disruptive performance. In addition, user experience influences firms’ digital disruptive performance. Overall, this study improves our understanding of the role of technology- and organization-induced drivers of businesses’ responses to digital disruption and provides contributions to theory and practice.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-04
      DOI: 10.1108/JBIM-05-2021-0273
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Examining the antecedents and consequences of pricing capability: Evidence
           from SMEs

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      Authors: Piyush Ranjan , Jogendra Kumar Nayak
      Abstract: The purpose of this study is to highlight the need for developing pricing capability (PC) for business-to-business firms to effectively manage and execute the pricing activities in the organization and succeed in a competitive market. Using the firms’ resource-based view, organizational learning theory and organizational capabilities literature, this study develops a conceptual framework in which market-focused learning and firm innovativeness are potential antecedents of PC and pricing value and business performance (BP) are consequences. The authors conducted an online e-mail-based survey to collect primary cross-sectional data from the 127 Indian small and medium-sized enterprises (SMEs). The partial least squares structural equation modeling technique was used to empirically validate a conceptual framework as well as the research hypotheses. The findings indicate that market-focused learning and firm innovativeness have a substantial influence on PC, which in turn positively affects both pricing value and BP. Moreover, pricing value demonstrates a partial mediating effect on the link between PC and BP. This research has certain limitations, namely, using cross-sectional data and limited sample size. More empirical research on the antecedents of PC is required. The empirical findings enlighten the SMEs on the significance of developing specialized PC in delivering superior pricing value to customers and achieving greater BP. The existing literature lacks empirical data on the development and antecedents of PC, particularly in the SME context. The current study empirically examines the impact of market-focused learning and firm innovativeness on PC.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-04
      DOI: 10.1108/JBIM-09-2021-0451
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The emergence of B2B omni-channel marketing in the digital era: a
           systematic literature review

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      Authors: Órla Hayes , Felicity Kelliher
      Abstract: This paper aims to provide a systematic review of omni-channel marketing (OCM) literature and explore how it relates to business-to-business (B2B) marketing campaign development in the digital era. OCM’s evolution is tracked, exposing the areas in which research is most prevalent while also recognising knowledge gaps. Informed by these literature insights, the changing B2B channel dynamics that present within a digital era customer journey are appraised. An OCM model for B2B marketing campaign development is produced and avenues to further research are presented. This paper uses a systematic approach to explore OCM literature. This review informs an OCM model for B2B marketing campaign development to help advance conceptualisation of OCM B2B customer engagement as an emerging phenomena in the digital era. With just 21 papers identified, OCM is assumed to fit the criteria of an emerging concept as proposed in previous research studies. The proposed model presents the changing B2B omni-channel dynamics that can be used to create B2B OCM strategies, incorporating the myriad of B2B customer channels and touchpoints currently fabricating the modern B2B marketing terrain. Conceptual in nature, there is a need for more empirical research to fully comprehend the emerging OCM landscape and how it relates to B2B customer dynamics. This research provides much-needed conceptualisation of data capture and management strategies for B2B marketing campaign development across the omni-channel in the digital era. While systematic literature reviews exist within the OCM realm, none have charted the current OCM literature.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-02-23
      DOI: 10.1108/JBIM-02-2021-0127
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The impact of digitalization on supply chain resilience: an empirical
           study of the Chinese manufacturing industry

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      Authors: Yangyan Shi , Xiaofei Zheng , V.G. Venkatesh , Eias AI Humdan , Sanjoy Kumar Paul
      Abstract: Facing turbulent environments, firms have strived to achieve greater supply chain resilience (SCR) to leverage the resources and knowledge of supply chain members. Both SCR and supply chain integration (SCI) require digitization in the supply chain, but their interrelationships have rarely been researched empirically. This paper aims to uncover the impact of digital technology (DT) on SCR and SCI and the role of SCI in mediating between DT and SCR. China manufacturing enterprises were surveyed through a Web-based questionnaire, and 96 responses were received. Structural equation modeling was used to test the conceptual model. The level of enterprise digitization is not directly related to supply chain resilience, but the level of enterprise digitization has a positive impact on the improvement of SCI and SCI also has a positive effect on SCR. Therefore, SCI has a complete intermediary effect between the level of DT and SCR. This is a pioneer study to examine the relationships among DT, SCI and SCR. The findings of this study present that firms need to improve DT, SCI and SCR consequently.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-02-17
      DOI: 10.1108/JBIM-09-2021-0456
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Social capital impact on mass customization capability and innovation
           capabilities: the mediating role of absorptive capacity

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      Authors: Mahmoud M. Migdadi
      Abstract: The main purpose of this study is to empirically investigate the influence of social capital (SC) on mass customization capability (MCC) and innovation capabilities (ICs) (products, processes, services and organizational) through absorptive capacity (ACAP) (acquisition, assimilation, transformation and exploitation). Data were collected from 201 managers of 67 Jordanian manufacture organizations. Statistical techniques used included confirmatory factor analysis to examine validity of the measurement model, and structural equation modeling using partial least squares to test the hypotheses. The results of the analysis show that ACAP mediates the relationships between SC and MCC and between SC and ICs. Furthermore, the results show that SC has a positive, significant influence on ACAP and ACAP has a positive, significant impact on both MCC and ICs. Insights from this study can help manufacture managers to better understand the relationships among SC, ACAP, MCC and ICs in the context of Jordan’s economic development, as well as providing some useful guidance for the manufacturing sector’s customization and innovation activities. This study develops and empirically tests a conceptual framework that relates ACAP, the development of MCC and ICs with the presence of SC as an antecedent of ACAP; hence, to the best of the author’s knowledge, it is the first study to test the mediating role of ACAP between SC and MCC and between SC and ICs.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-02-15
      DOI: 10.1108/JBIM-06-2021-0312
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Assessing the antecedents and outcomes of salesperson’s
           psychological capital

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      Authors: Bindu Gupta , Rakesh Singh , Sandeep Puri , Pankaj Singh Rawat
      Abstract: This study aims to investigate the impact of a salesperson’s psychological capital (PsyCap) on sales performance through the interplay of work engagement and performance feedback. This study examines the role of thought self-leadership (TSL) as an antecedent of a salesperson’s PsyCap. Grounded in the social cognitive theory and job demands–resources theory, a hypothesized model is proposed. To test the hypothesized model, data on sales professionals were collected from B2B sales organizations, and a structural equation model was used to test the hypotheses. The results demonstrate that TSL drives PsyCap in salespeople. The results also suggest an interesting relationship between salesperson’s PsyCap and their sales performance through work engagement as a mediator for PsyCap and sales performance. The moderating effect of performance feedback on work engagement was not significant and thus counterintuitive. The results suggest that organizations should invest in training to develop the TSL of their salesforce, which will lead to enhanced performance through personal resources such as PsyCap. Further, the findings have implications for sales organization designs and structure. This study augments the extant information on the linkage between a salesperson’s PsyCap and sales performance by suggesting mediation mechanisms and proposing an integrated framework with work engagement. Further, the authors establish TSL as an important cognitive mechanism to strengthen PsyCap in salespeople.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-02-15
      DOI: 10.1108/JBIM-08-2021-0374
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Translating leader sustainability orientation into green supply chain
           integration: a missing link of green entrepreneurial orientation

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      Authors: Taiwen Feng , Zhiyi Li , Haiqing Shi , Wenbo Jiang
      Abstract: Based on upper echelons theory and social contagion theory, this study aims to explore how to translate leader sustainability orientation (LSO) into green supply chain integration (GSCI) by green entrepreneurial orientation (GEO), as well as the moderating effects of four dimensions of organizational learning capability (OLC). This study conducts hierarchical regression analysis using multi-sourced survey data collected in 264 Chinese companies to examine hypotheses. The results indicate that LSO has positive influences on green supplier and customer integration. Furthermore, GEO partially mediates the impacts of LSO on green supplier and customer integration. Managerial commitment positively moderates the impact of LSO on GEO, while other dimensions such as systems perspective, openness and experimentation and knowledge transfer and integration have non-significant moderating effects. This study enriches the existing research on internal drivers of GSCI and contributes to the understanding of the direct impact of LSO and mediating effects of GEO. This study extends social contagion theory boundaries by investigating the moderating effects of OLC on the relationship between LSO and GEO.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-02-10
      DOI: 10.1108/JBIM-05-2021-0241
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • How global mindset drives innovation and exporting performance: the roles
           of relational and bricolage capabilities

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      Authors: Chia-Wen Chang , Heng-Chiang Huang
      Abstract: Emerging markets play an important role in the global economy. However, a common feature of most emerging markets is that firms must operate in a resource-constrained environment. In emerging markets, global mindset is a necessary resource for firms’ global competitiveness. Although global mindset has been proven to improve export performance, the theoretical mechanism behind this relationship is less clear. Based on the resource-based on the resource-based view and capability-building perspective, this study developed a model linking global mindset, relational capability, bricolage capability, innovation, and export performance. A survey was conducted to collect data from exporting firms in Taiwan. Subsequently, the data (n = 172) were analyzed using a partial least squares program. The analytical results reveal that a global mindset positively influences relational and bricolage capabilities; relational capability positively affects bricolage capability; relational capability and bricolage capability have significant and direct effects on innovation; and innovation positively affects export performance. The findings confirm that a global mindset plays a crucial role in the capability-building process, which suggests that it contributes to the development of relational and bricolage capabilities. Also, relational capability is critical for exporting firms to develop bricolage capability. Finally, innovation is an important mediating mechanism between capabilities and export performance. Therefore, exporting firms can develop their international business models on the basis of their capabilities, including relational capability and bricolage capability. These capabilities improve innovation, which, in turn, enhances export performance in a resource-constrained environment.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-02-10
      DOI: 10.1108/JBIM-06-2021-0320
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Does the type of sales position matter' A multi-group analysis of
           inside vs outside sales

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      Authors: Lucy Matthews , Diane Edmondson
      Abstract: This study aims to investigate the differences between inside and outside business-to-business salespeople. Although prior research has highlighted a need to compare these two distinct sales positions, limited research examines the two. Specifically, this study investigates differences between inside and outside salespeople for the following constructs: positivity, intrinsic and extrinsic motivation, emotional exhaustion, job satisfaction and turnover intentions. A Qualtrics panel of 210 business-to-business salespeople from a variety of US industries was used, with 43.8% classifying themselves as inside. Multi-group analysis using partial least squares structural equations modeling (PLS-SEM) was conducted where job type serves as the moderator for the entire model. Results indicated four of six significant differences based on position. Specifically, positivity had a significant impact on emotional exhaustion for outside salespeople only. For extrinsic motivation, inside salespeople exhibited a stronger impact on emotional exhaustion. Furthermore, the impact of emotional exhaustion on turnover intentions was stronger for outside salespeople. The impact of job satisfaction on turnover intentions was stronger for inside salespeople. These results are supported by social exchange theory and distraction conflict theory. This research highlights that sales managers and organizations need to consider different policies based on position type to increase job satisfaction and reduce turnover intentions. Practical guidelines for effectively managing the two positions are provided. The value of this paper is that it indicates that there are indeed significant differences between these two types of sales positions, and thus, future research should not combine them into a single sample.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-02-10
      DOI: 10.1108/JBIM-10-2020-0484
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The red and green signals for industrial salesforce: testing an integrated
           framework

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      Authors: Muhammad Ishtiaq Ishaq , Huma Sarwar , Arif Azeez Ansari , Roheel Ahmed Siddiqi
      Abstract: A highly competitive business environment needs a creative strategy for long-term survival and a competitive advantage in an uncertain market environment. This objective induces organizations to adopt innovative workplace behavior for better performance. Accordingly, this study aims to examine the impact of spirit at work (SAW), perceived identifiability and shared responsibility on innovative work behavior (IWB) and task performance. The data was collected from 72 business-to-business (B2B) sales teams consisting of 561 employees working in Pakistan's B2B industries. The data was then analyzed using PROCESS macro to test the research hypotheses. The results have shown a surprising and inconsistent finding where shared responsibility has a relatively more substantial and positive influence on IWB and task performance than perceived identifiability and SAW. The shared responsibility dimension of “social loafing theory” always negatively influences work-related outcomes, but this study refutes this claim. Therefore, researchers should explore social loafing theory in cultures with a higher collectivism score on the Hofstede cultural model. This study motivates the sales manager to reassess the shared responsibility concept, as it may play a synergetic role in boosting innovation in selling approaches. As per the researchers' best knowledge, research on social loafing theory has never been conducted in a selling context, specifically in a collectivistic society.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-02-08
      DOI: 10.1108/JBIM-05-2020-0235
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Adaptive marketing capabilities, market orientation, and international
           performance: the moderation effect of competitive intensity

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      Authors: Caroline Kalil Reimann , Fernando Manuel Pereira de Oliveira Carvalho , Marcelo Pereira Duarte
      Abstract: It is well established in marketing literature that international performance is positively affected by marketing capabilities, whether static or dynamic. However, recent theoretical development proposed adaptive marketing capabilities (AMC) as a set of capabilities able to close the marketing gap. Given the relative newness of this construct, empirical studies are still scarce. Therefore, drawing from a resource-based view perspective, this study aims to analyse the relationships among market orientation (MO), AMC and firms’ international performance, as well as the moderating effects of competitive intensity. The authors have used survey-based research with 335 internationalised Portuguese business-to-business small and medium sized enterprises (B2B SMEs) during June 2020. The authors analysed responses through structural equation modelling and path analysis. Results revealed positive relationships between AMC and international performance and between MO and AMC. Furthermore, results were robust to the competitive environment. To the best of the authors’ knowledge, this study contributes to international marketing literature by analysing MO as an antecedent of AMC, which has never been done before. Furthermore, it analyses the simultaneous effects of MO and AMC on international performance, as well as the moderation of competitive intensity. Also, the study’s results inform managers and marketeers of internationalised firms about the advantages of adopting a market-oriented behaviour and the development of AMC, whether in more or less competitive environments.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-02-08
      DOI: 10.1108/JBIM-08-2021-0391
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Impact of bundling on the omnichannel supply chain under price competition

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      Authors: Sarat Kumar Jena
      Abstract: Many e-commerce firms suffer from high returns because of inaccurate and incomplete product information. Omnichannel and bundling settings can help firms improve operational efficiency and lower returns costs. However, no studies have been conducted on omnichannel supply chains considering bundling strategies. The purpose of this study is to examine the comparison between test-in-store-and-buy-online (TSBO) and online retail, comparing manufacturers’ bundling with retailers’ bundling. The supply chain discussed here consists of two competitive manufacturers and one retailer. The retailer sells both manufacturers' products online and displays one manufacturer's product in a showroom who bears the display cost. Stackelberg game theory is used to develop mathematical models that help manufacturers and retailers make the most effective decisions. Here, the manufacturer is the Stackelberg leader, while the retailer is the follower. Using the backward induction approach, the authors determined the optimal values for selling price, wholesale price and service effort level. The results show that the total TSBO retailing profit under manufacturer bundling is highest when the second manufacturer integrates with the online retailer. The result additionally establishes that when the bundling cost exceeds a certain threshold (1.5), the total profit is higher for the non-integrated type of supply chain channel as compared to the integrated retailer bundling-based configuration. The operations and logistics manager will likely undertake the TSBO omnichannel strategy during manufacturers bundling and retailer bundling under the integrated strategy. The main contribution of the study is to examine the effect of TSBO retailing on supply chains profit and individual decision-making under different bundling strategies. The authors developed different mathematical models in the TSBO retailing and bundling context and extended the earlier work in the area of integration frame.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-31
      DOI: 10.1108/JBIM-06-2021-0315
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The PPE industry in Italy during COVID-19: supply chain disruption and the
           adoption of digital and social media in B2B firms

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      Authors: Lala Hu
      Abstract: The purpose of this paper is to analyze how the personal protective equipment (PPE) industry managed supply chain and business relationships disrupted by the COVID-19 pandemic, and the adoption of digital and social media during the period of crisis management. The methodology used is qualitative based on 14 interviews with 11 PPE firms operating in Italy, the first Western country that implemented a national lockdown during the COVID-19 outbreak in 2020. Findings suggest that although most PPE companies in Italy have been slow in implementing digital transformation, digital technologies and communication enhanced existing assets and capabilities creating new customer value during the COVID-19 outbreak. The pandemic has increased the relevance of social media as an effective tool in the business-to-business (B2B) context to provide updated information and training, as well as to reinforce and personalize business relationships, weakened by the lack of physical contacts during the lockdown. Moreover, highly interdependent buyer–supplier relations can increase supply chain resilience to disruptions in mutually dependent relationships/partnerships. By analyzing the main issues encountered during the pandemic and the digital strategies adopted by PPE companies, this study seeks to extend B2B literature on supply chain disruption management and digitalization. The limitations refer to the study’s generalizability as a limited number of firms are analyzed. Implications for B2B companies and policymakers are provided with the extent of managing supply chain disruptions during emergency situations such as the COVID-19 pandemic, when collaboration between different actors involved becomes essential. No previous studies have analyzed how PPE firms used digital and social media in managing disruption in supply chain and business relationships. Therefore, the present study contributes to extend the B2B literature by analyzing the related effects during the COVID-19 pandemic.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-27
      DOI: 10.1108/JBIM-01-2021-0005
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Seeds of demand-side legitimacy: when do existing companies procure from
           B2B startups'

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      Authors: Safal Batra , Vishal K. Gupta , Sunil Sharma , Rahul Yadav
      Abstract: The purpose of this study is to investigate potential lenders of legitimacy for business-to-business (B2B) startups as reflected in the willingness of potential customers to do business with startup firms. This study theorizes the role of familiarity with B2B startups, their founding teams and their product offerings in influencing perceptions about legitimacy among potential customers. Data are collected from key decision-makers involved in B2B procurements in large Indian companies and analyzed using conjoint analysis. Results suggest that familiarity with product/service offerings from B2B startups is the most salient factor in forming favorable assessments for the venture, followed by the awareness of the startups and their founding teams, in that order. The research makes several contributions to understanding the legitimacy of B2B startups from the customers’ perspective. The study provides a nuanced view of the factors impinging on legitimacy. The conceptualization of legitimacy as a reflection of willingness to buy (in other words, willingness to do business with) provides a useful lens with which to study the interactions between B2B startups and potential customers. The strong empirical support the study finds for the predicted relationships in an international context, specifically India, enhances theory development, providing a solid foundation for future knowledge generation around the demand side legitimacy concept.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-27
      DOI: 10.1108/JBIM-05-2021-0252
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Integrating supplier innovation in the fuzzy front end: based on an
           analysis of the task environment

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      Authors: Na Li , XuDong Pei
      Abstract: Integrating supplier innovation is considered an effective strategy to reduce uncertainty at the fuzzy front end (FFE). However, the large number of supplier innovation resources and the task environment forces buying firms to precisely identify more valuable or interesting innovation resources for integration. The impact of the interaction between supplier innovation and task environment on FFE performance needs to be further explored. Therefore, this paper aims to propose a contingency framework to examine the relationship between supplier innovation (technology-push and market-pull) and buying firm’s FFE performance in different task environments, with the aim of clarifying which supplier innovation resources should be integrated to create high FFE performance in the face of an uncertain task environment. Survey data from new product development team leaders in Chinese high-tech firms were collected and analyzed. Furthermore, using multiple regression analysis, the relationship among supplier innovation, task environment and FFE performance was examined. The results show that although both technology-push and market-pull supplier innovation can improve FFE performance, there are significant differences between the influences of these two types of supplier innovation in the face of different task environments. Practical guidelines are provided for buyer managers on how to effectively identify the “best” supplier innovation resources to improving the effectiveness and efficiency of supplier involvement in the FFE. This paper deepens the knowledge of identifying supplier innovation resources in the FFE and enriches the research on supplier-enable FFE innovation.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-27
      DOI: 10.1108/JBIM-08-2020-0387
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Salesperson’s spiritual response to job burnout: the role of karma and
           the moderating impact of thought self-leadership

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      Authors: Ramendra Singh , Rakesh Kumar Singh , Keerti Shukla
      Abstract: In this conceptual paper, anchoring on the Hindu philosophical doctrine of karma, this study models the impact of salesperson’s karma orientation (KO) (a relatively new construct), in alleviating his/her job burnout. This study also explores the moderating impact of thought self-leadership (TSL). This study theorizes the impact of KO on salesperson’s burnout by integrating the job demand–resource model with spirituality and TSL literatures. Using multi-dimensional construct of KO, this study proposes several research propositions to theorize the impact of each of the four dimensions (i.e. work as selfless action, work as duty towards others, detachment from work-related rewards and equanimity under environmental influences) on three aspects of job burnout (i.e. emotional exhaustion, depersonalization and reduced personal accomplishment). Additionally, this study also theorizes the moderating impact of TSL on the above-mentioned relationships. Organizations can adopt the karma doctrine for designing new sales jobs that provide higher meaningfulness and a greater sense of purpose to their salespeople, going beyond extrinsic rewards such as money. Higher KO among the business to business salespersons would lead them to derive higher intrinsic motivation to make karmic investments with their customers knowing that their good deeds with customers would eventually lead to good rewards for themselves, reducing their burnout, while also enhancing their well-being. The paper makes an original theoretical contribution by theorizing the impact of Hindu philosophy of karma on salesperson’s job burnout, and hence well-being and eventual impact on organizational effectiveness.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-25
      DOI: 10.1108/JBIM-08-2021-0403
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Supply chain finance in enhancing supply-oriented and demand-oriented
           performance capabilities – moderating role of perceived partner
           opportunism

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      Authors: Rajesh Rajaguru , Margaret Jekanyika Matanda , Wenqing Zhang
      Abstract: While supply chain scholars concur on the need to integrate supply chain finance (SCF) processes to meet ever-changing customer demands, it is unclear how SCF influences business performance in the presence of perceived opportunistic behavior. Therefore, the study aims to investigate the moderating role of perceived partner opportunism in the supply chain. Drawing on the dynamic capability theory (DCT), this study investigates how perceived supply chain partner opportunism moderates the mediating role of supply- and demand-oriented performances on the link between SCF and business performance, from the retail industry perspective. Data was collected from Australian retailing firms. In all, 293 completed surveys were received. Moderated mediation analysis was conducted. The results of this study indicate that supply- and demand-oriented performances serially mediate the relationship between SCF and business performance. The study also found that the effect of SCF on performance was higher when perceived partner opportunism was lower. To respond to changes in consumer preferences and demand effectively, supply chain and marketing managers need to understand the complex interaction between supply- and demand-oriented performances and the key role of SCF in developing such capabilities. The current study theorizes and demonstrates the effects of supply- and demand-oriented performances that can facilitate the effects of SCF on business performance. Also, the study reveals the effect of each dimension of SCF (accounts payable, accounts receivable and inventory finance) on supply- and demand-oriented performances. Additionally, the study shows the key role of perceived partner opportunism in supply chain management.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-25
      DOI: 10.1108/JBIM-11-2020-0487
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Survival strategies of SMEs amidst the COVID-19 pandemic: application of
           SEM and fsQCA

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      Authors: Muhammad Sabbir Rahman , Fadi AbdelMuniem AbdelFattah , Surajit Bag , Mohammad Osman Gani
      Abstract: As a global pandemic, the COVID-19 crisis has profoundly affected the development of local firms, threatening the survival of small and medium enterprises (SMEs). This study aims to present an integrated framework by investigating the impact of strategic tools (i.e. firms’ capability of business agility, marketing operational efficiency, optimisation of innovation capability [OIC], managing employees’ satisfaction and rethinking customers’ experience) on the survival strategies of SMEs amidst the COVID-19 pandemic. The current study used data from managers of SMEs and conducted an asymmetrical analysis (i.e. structural equation modelling [SEM]) to investigate the factors influencing the survival strategies of SMEs amidst the COVID-19 pandemic. This study also applied an asymmetrical approach (i.e. fuzzy sets qualitative comparative analysis-fsQCA) to explore the causal recipes and analysis of the necessary conditions to identify the factors required to achieve the expected outcome. Results from SEM support all hypotheses. Results from fsQCA with the same data set show that firms’ business agility and OIC are necessary conditions for SMEs’ survival strategies. The result from fsQCA also reveals multiple sufficient conditions to succeed SMEs’ survival strategies amidst the COVID-19 pandemic. Findings prescribe how SMEs adapt to this vulnerable business condition by applying the strategic tools and recipes suggested for survival. This research applied an innovative analysis to reveal necessary and sufficient conditions that conventional methods such as SEM have limited power. This pioneering research in the context of the COVID-19 pandemic is considered novel in terms of the prescriptive strategic recipes offered to SMEs to adapt to and survive in the crisis caused by COVID-19.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-18
      DOI: 10.1108/JBIM-12-2020-0564
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The reshoring decision under uncertainty in the post-COVID-19 era

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      Authors: Homin Chen , Chia-Wen Hsu , Yu-Yuan Shih , D'Arcy Caskey
      Abstract: Using insights from the supply chain resilience perspective and the international business literature, this study aims to investigate the determinants of firms’ decisions to reshore manufacturing under the high levels of uncertainty brought about by the ongoing US–China trade war and COVID-19 pandemic. The proposed conceptual framework is tested using survey data collected from 702 Taiwanese firms with manufacturing in China. The firms were drawn from a database compiled by Taiwan’s Ministry of Economic Affairs. The results show that two supply chain factors (tariffs and supply chain completeness) and two non-location-bound factors (labor cost and material cost) are critical determinants of the decision to reshore under uncertainty. This research elucidates and empirically validates several factors that influence the reshoring decision in uncertain environments. The findings provide valuable theoretical, practical and strategic insights into how firms should manage their value chains in the post-COVID-19 era.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-17
      DOI: 10.1108/JBIM-01-2021-0066
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Modelling factors of social media usage by B2B salespersons: an emerging
           market study

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      Authors: Ratan Kumar , Vibhava Srivastava
      Abstract: The purpose of this study is to extend and contribute to the evolving phenomenon of social media usage by business-to-business (B2B) salespersons. It draws on the interactional psychology model and extended technology acceptance model to explore the said phenomenon. A survey-based quantitative study was carried out. Responses were gathered through a self-administered and structured questionnaire, from 218 B2B salespersons who were pooled in using purposive and snowball sampling. The final data set was subjected to partial least squares-based structural equation modelling using WarpPLS 7.0. This study found that individual factors, namely, salesperson’s social media competence and sales capabilities; organizational factors, namely, organizational commitment and organizational competence; and social factors, namely, image, result demonstrability and subjective norms, contribute positively and significantly towards social media usage by B2B salespeople. The study also found that the impact of individual factors on intention to use social media was partially mediated by its perceived usefulness, while in the case of organizational and social factors, the impact was fully mediated by its perceived ease of use. This study provides a valuable addition to the existing literature on sales and social media; however, the contextualization cannot be ignored. This study enables firms to understand various factors affecting salespeople’ perception of social media and to make them appreciate its usage in improving sales performance and customer satisfaction. It is the first study that models the factors of salespeople’s usage of social media in their job at three levels, namely, individual, organizational and social, and establishes the link between B2B salespersons’ perceived usefulness of social media, sales capabilities, social media competence and intention to use social media.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-13
      DOI: 10.1108/JBIM-04-2021-0235
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • A new fuzzy multi-criteria decision-making approach for risk assessment of
           competitors’ cooperation in new product development projects

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      Authors: Seyedehanahita Mousavi , Ashkan Hafezalkotob , Vahidreza Ghezavati , Farshid Abdi
      Abstract: This study aims to identify and accurately assess the risk factors of competitors’ cooperation in the NPD project. New product development (NPD) is essential to the survival of companies and surpassing other competitors. A key prerequisite for the success of an NPD project is the timing of new product delivery to the market. The main challenge faced by many project managers is the delay in execution and completion phases due to the complex nature and uncertainty of these projects. Rival companies' cooperation reduces the time spent on an NPD project which is an excellent way to reduce the risk of losing the market, but it increases other risk factors. Based on the results, the security and confidentiality of innovation, the competitors attracting human resources and the company’s brand credibility factors were ranked higher than other factors and should be predicted and managed before cooperating with competitors. This paper proposed a new model to assess risk factors in cooperation with rival companies in NPD projects. This model takes into account new parameters, for example, negative and positive risks, negative and positive passable risks and risk-based multi-objective optimization by ratio analysis plus full multiplicative form methodology for the rival companies cooperation in NPD projects. To evaluate the efficiency of the proposed model, a real case of the R&D unit of Iran Khodro Company was studied.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-11
      DOI: 10.1108/JBIM-06-2021-0298
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Effects of country of origin and importers’ innovativeness in new
           product trials

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      Authors: Giovanna Pegan , James Reardon , Donata Vianelli
      Abstract: The purpose of this study is to seek to investigate whether and how country of origin (COO) cues – category-country image (CCI) and typicality – and importers’ domain-specific innovativeness (DSI) influence importers’ propensity to the trial new value and premium products. Moreover, it aims to understand whether and how the relationship between the COO effect and industrial purchase intentions is moderated by importers’ propensity to innovate (DSI). International importers completed a quantitative online survey. Factor analysis was used to summarize the latent constructs into orthogonal scores. General linear modeling was applied to the scores to test the hypotheses. The results indicate that importers’ propensity to trial value products is directly influenced by CCI and importers’ DSI. For premium products, typicality has a positive effect on their propensity to trial. Also, CCI and DSI have positive effects on the trial of value products, and the effect is more pronounced than for premium products. Importers’ DSI positively moderates CCI in premium product trials, while it negatively moderates typicality in value products. This research provides important managerial implications for practitioners seeking to increase foreign sales, strengthening importers’ product perceived value through COO cues. Exporters should distinguish between value and premium products and, in the selection of international channel partners, they must be attentive to importers’ personal characteristics, such as their propensity to innovate. Exporters selling value products should communicate CCI more clearly and, when targeting innovative importers, opt for atypical products instead of traditional ones. For premium products, which require more complex decisions, exporters should especially underscore product typicality and, with innovative importers, emphasize positive CCI. By focusing on the two critical issues of product selection and price levels, this study’s original contribution is to emphasize that, for the same product category, in industrial purchasing decisions of value versus premium products, the COO effect can be different. It also highlights the importance of investigating the COO effect by concentrating on industrial buyers’ personal characteristics, here the DSI of importers, as moderating variables.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-10
      DOI: 10.1108/JBIM-04-2020-0200
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Left to their own devices' Antecedents and contingent effects of
           workplace anxiety in the WFH selling environment

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      Authors: Deva Rangarajan , Vishag Badrinarayanan , Aditi Sharma , Rakesh Kumar Singh , Sridhar Guda
      Abstract: The main purpose of this research is to understand how the sudden shift to work from home (WFH) after the onset of the COVID-19 pandemic has caught several sales organizations underprepared and ill-equipped to combat emergent challenges. In this research, the authors provide initial evidence into how the WFH arrangement impacts salespeople and sales organizations. Specifically, this research is guided by two objectives: to understand how the shift to WFH environment is affecting salespeople, and to explore how organizations can mitigate dysfunctional effects of the shift to WFH practices and enhance salespeople’s commitment toward this new reality. The authors did preliminary in-depth interviews with 13 executives operating in the business-to-business (B2B) space to identify themes that reflected the reality faced by B2B sales organizations when transitioning to WFH. The authors then conducted a quantitative study involving a survey with 130 B2B salespeople. The findings from the qualitative research suggested that the WFH situation is quite different from the more traditional remote selling situations that B2B salespeople are used to. More specifically, salespeople experienced more anxiety because of the WFH situations. This finding was supported in the empirical study done by the authors where stress associated with WFH and job insecurity had a significant impact on salesperson anxiety. The study primarily used subjective responses of salespeople with no objective measures. Furthermore, this study is cross-sectional in nature. Future research should build on the present work to understand the long-term consequences of WFH and factor in customer responses to the same. The impact of increased use of technology in the sales process will need further attention, including the sales management implication for the same. Given the unforeseen nature of the COVID pandemic and how unprepared salespeople and sales organizations were to deal with it, this study is one of the first studies that documents the impact of WFH situations on salespeople.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-07
      DOI: 10.1108/JBIM-03-2021-0146
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Changes in knowledge coupling and innovation performance: the moderation
           effect of network cohesion

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      Authors: Na Jin , Naiding Yang , Sayed Muhammad Fawad Sharif , Ruimeng Li
      Abstract: Collaborative research and development have remained a pertinent mechanism for conducting technological innovations. With the lens of knowledge-based view (KBV), this study aims to examine the role of changes in knowledge couplings and network cohesion to elevate innovation performance. Data analysis has been performed on 53,459 patents through regression analysis with random effects. These independent and joint patents are extracted from Derwent Innovation Database. Findings explicate that change in external existing or existing and new knowledge couplings have inverted U-shaped effects on a firm’s innovation performance. Changes in internal existing or existing and new knowledge couplings have direct positive effects on firm’s innovation performance. The moderation effect of network cohesion flattens the inverted U-shaped effect of external new and existing knowledge coupling, whereas it has no significant effect on external existing knowledge coupling. Network cohesion further elevates the effects of internal knowledge couplings – existing or existing and new. This study theoretically contributes to KBV and innovation management literature by highlighting the scope of changes in internal and external knowledge couplings and subsequent output. Network cohesion flattens the curviness of changes in external new and existing knowledge couplings, which is a contribution to strategic management literature. Organizations need to carefully manage changes in knowledge couplings and ensure their benefits (obtain new knowledge domain or new combination) outweigh liabilities (damages to organizational routines or increase in collaboration costs). Managers must consider four kinds of knowledge coupling changes along with developing network cohesion as an R&D strategy. This study is one of its types to flatten the curve through network cohesion. This study divided the changes in knowledge coupling into four types and two dimensions; external existing and new and existing knowledge couplings and internal existing and new and existing knowledge couplings.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-07
      DOI: 10.1108/JBIM-05-2021-0260
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Strategic crisis response: managerial implications and direction for
           recovery and survival

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      Authors: Ramendra Thakur , Dena Hale
      Abstract: The purpose of this paper is to provide managers with insights to help survive a crisis, create advantage during slow-growth recoveries and thrive when the crisis is over. Given the environment at the time of this paper, this paper focuses on widespread crises, such as a public health crisis like COVID-19. The authors offer a conceptual framework, grounded in the attribution theory and situation crisis communication theory (SCCT), for managers to use when determining which crisis response strategy is most appropriate to use during a crisis. Propositions based on this framework are provided. This paper focuses on widespread crises, such as a public health crisis, particularly on the COVID-19 pandemic. Based on the framework proposed for organizational crisis response strategy and recovery, several insights for managers across a variety of industries emerge. Consideration of the best strategic approach to a crisis is essential, and time is critical. This framework provides a starting point for creating a proper response strategy when a crisis arises that is not within the organization’s crisis management planning. Managerial implications for several industries, such as restaurant, hotel, airline, education, retail, medical and other professional services, and theoretical implications to further the advancement of understanding are provided. The findings of this paper demonstrate that organizations that apply an accommodative strategy during unintentional crises will survive, while during intentional crises, they will thrive in the marketplace. Similarly, organizations that apply an offensive strategy during unintentional crises will thrive, while during intentional crises, they will survive in the marketplace. This paper provides a framework highlighting strategies that best protect an organization during both internally and externally caused crises. The response strategy and crisis framework are based on the attribution theory and SCCT. Building on this framework, six propositions are postulated. In keeping with this strategy and crisis framework, this study provides several crisis response insights for managers across a variety of industries. These suggestions act as a guide for managers when assessing how to respond in the early days of a crisis and what to do to recover from it. This paper provides a crisis-strategy matrix, grounded in the attribution theory and SCCT, to provide decision-making guidance to help managers survive a crisis, create advantage during slow-growth recoveries and thrive when the crisis is over. The authors provide multiple industry insights related to the “how to” and the “what to” in the recovery from and survival through internally and externally caused crises.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-05
      DOI: 10.1108/JBIM-01-2021-0029
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Criteria for selecting actors for the value co-creation in startups

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      Authors: Andrei Bonamigo , Adrianne Alves da Silva , Beatriz Pereira da Silva , Steffan Macali Werner
      Abstract: The purpose of this paper is to identify the main criteria for selecting actors to compose these business platforms and addressing the co-creation of value and improve the performance of startups. The methodology is based on the search for key factors for the selection of actors and the understanding of co-creation of value and the concept of startups. The content of this paper is substantiated on an extensive review of the literature related to the subjects’ value-cocreation and new startups, and the review is based on the articles found in the databases of Ebsco, Emerald, Science Direct, Scopus, Village and Web of Science. This paper identifies the main key-factors found in the literature for selecting actors to co-create value in startups and organizes the findings in five categories: value creation, interaction, actor behavior, client and partnership. It also presents the possibility of future research that will be able to put the study in practice. The results of this research have not been tested empirically, which opens the door for future studies that can prove the effectiveness of the findings. It is also important to mention that there are few articles in the literature that directly address this topic, and some definitions of actor/co-creation of value/business model may also change. The selection criteria of the actors listed are useful for service entrepreneurs and managers to assist in decision-making at the stage of choosing their partners for value co-creation in startups. Furthermore, it involves mitigating waste in startups and maximizing the economic gains of partners through value co-creation in startups. This study is one of the first attempts to recognize the key factors for selecting actors to co-create value in startups, aiming at their success in the market.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-05
      DOI: 10.1108/JBIM-02-2021-0083
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Artificial intelligence in customer relationship management: literature
           review and future research directions

         This is an Open Access Article Open Access Article

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      Authors: Cristina Ledro , Anna Nosella , Andrea Vinelli
      Abstract: Due to the recent development of Big Data and artificial intelligence (AI) technology solutions in customer relationship management (CRM), this paper provides a systematic overview of the field, thus unveiling gaps and providing promising paths for future research. A total of 212 peer-reviewed articles published between 1989 and 2020 were extracted from the Scopus database, and 2 bibliometric techniques were used: bibliographic coupling and keywords’ co-occurrence. Outcomes of the bibliometric analysis enabled the authors to identify three main subfields of the AI literature within the CRM domain (Big Data and CRM as a database, AI and machine learning techniques applied to CRM activities and strategic management of AI–CRM integrations) and capture promising paths for future development for each of these subfields. This study also develops a three-step conceptual model for AI implementation in CRM, which can support, on one hand, scholars in further deepening the knowledge in this field and, on the other hand, managers in planning an appropriate and coherent strategy. To the best of the authors’ knowledge, this study is the first to systematise and discuss the literature regarding the relationship between AI and CRM based on bibliometric analysis. Thus, both academics and practitioners can benefit from the study, as it unveils recent important directions in CRM management research and practices.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-30
      DOI: 10.1108/JBIM-07-2021-0332
      Issue No: Vol. 37 , No. 13 (2022)
       
  • Striking the right balance in tension management. The case of coopetition
           in small- and medium-sized firms

         This is an Open Access Article Open Access Article

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      Authors: Henrik Virtanen , Soren Kock
      Abstract: The purpose of this study is to elaborate on the management, sources, levels of strength and dynamics of inherent tension in coopetition between small- and medium-sized firms (SMEs). An embedded single-case design is applied in the study. Two manufacturing SMEs in coopetition are studied. The units of analysis are their past dyadic coopetition with other competitors, their present coopetition with each other and their view of possible dyadic coopetition with other partners in the future. This study addresses the call for more research on coopetition and tension dynamics. It gives longitudinal insight into the changes of a coopetitive relationship through the evolution of tension inherently present in the relationship. Furthermore, the results show that a partial separation of the cooperative and competitive dimensions enables entrepreneurs’ integration of a contradictory logic. The successful management of tension also relies on mechanisms for mutual value appropriation, which eventually enhances the ability to embrace contradictions. This study contributes to the limited knowledge on tension management by showing how partners in coopetition apply different tension management principles or combinations of principles due to how the tension in the relationship evolves. Furthermore, on a practical level, it introduces a mapping or configuration scheme to identify the sources and levels of strength of inherent tension, enhancing coopetition partners’ ability to monitor their relationship over time.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-03-10
      DOI: 10.1108/JBIM-10-2021-0469
      Issue No: Vol. 37 , No. 13 (2022)
       
  • CRM system implementation and firm performance: the role of consultant
           facilitation and user involvement

         This is an Open Access Article Open Access Article

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      Authors: Samppa Suoniemi , Alex Zablah , Harri Terho , Rami Olkkonen , Detmar Straub , Hannu Makkonen
      Abstract: The current research aims to answer the following question: To what extent and under what conditions does hiring consultants to implement a customer relationship management (CRM) system produce performance gains for companies' To answer this question, this research delves into the critical interdependent roles of CRM consultant resources (CR) and user involvement (UI) in overcoming CRM’s technological and organizational implementation challenges. A quantitative field study methodology was used to empirically test the research hypotheses. Cross-sectional data (N = 126) were collected from large client companies using CRM technology. Partial least squares-structural equation modeling was used to estimate the significance levels of the structural model. The findings indicate that the extent to which CRM consultants improve CRM system quality (SQ) and, ultimately, firm performance, largely depends on UI, which acts as the key facilitating mechanism to cope with application complexity (APP) and requirements uncertainty (REQ). This research probes into the largely unexplored interactions between CRM CR, UI, APP and REQ. Using these parameters, this model successfully predicts CRM SQ and firm performance.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-01-11
      DOI: 10.1108/JBIM-08-2021-0380
      Issue No: Vol. 37 , No. 13 (2022)
       
  • Modeling the emergency health-care supply chains: responding to the
           COVID-19 pandemic

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      Authors: Md Kamal Hossain, Vikas Thakur, Sachin K. Mangla
      Abstract: Due to the rapid surge in the number of COVID-19 cases in India, the health-care supply chain (HCSC) disruptions and uncertainties have increased manifold posing severe challenges to health-care facilities and significantly hampering the functioning of the health industry. This study aims to propose a hierarchical structural model of enablers of HCSC in the COVID-19 outbreak and identifies inter-relationships among them in the health-care market. Enablers of emergency HCSC have been identified through extensive literature review and experts’ opinions. Subsequently, total interpretive structural modeling (TISM) and cross-impact matrix-multiplication (MICMAC) analysis have been implemented to determine the hierarchical inter-relationships among enablers and classify them according to their contribution to the overall system. The research has identified and validated 15 enablers of the emergency supply chain in health-care businesses. The study resulted in a seven-level hierarchical structural model based on enabler’s driving and dependence powers. Further, the application of MICMAC analysis resulted in the classification of enablers into four groups, namely, autonomous, dependent, linkage and independent group. This study would help health professionals, policymakers and academia to implement the theoretical model constructed to alleviate the effect of COVID-19 by improving the HCSC performances in pandemic situations. This study has social and economic implications in terms of cost-effective and efficient delivery of care services in health emergencies. The proposed theoretical model constructed is a new effort addressing the issues of HCSC in the COVID-19 crisis. Procedural implementation of TISM and MICMAC analysis in this study would help researchers to grasp concepts in a very lucid manner. The present study is one of the very few studies analyzing enablers in pandemic situations by implementing the TISM approach.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-06-18
      DOI: 10.1108/JBIM-07-2020-0315
      Issue No: Vol. ahead-of-print, No. ahead-of-print (2021)
       
  • When co-creation pays off: the effect of co-creation on well-being, work
           performance and team resilience

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      Authors: Judith Partouche-Sebban, Saeedeh Rezaee Vessal, Fabian Bernhard
      Abstract: This study aims to explore the effect of value co-creation among health-care professionals and in a business-to-business (B2B) context on the involved individuals and the organization. More precisely, the effect of co-creation behaviors on the well-being of individuals, their work performance and team resilience are investigated. A quantitative research design was adopted. The data collection was performed through a mail survey of a sample of 96 professionals at a cancer health-care institution in France in which several medical and paramedical providers work together to maximize service options. Linear regressions were conducted using SPSS to analyze the data. The results highlight the positive outcomes of an active co-creation process on individual well-being, work performance and team resilience and emphasize its limits. The originality of this study lies in studying co-creation in the context of the health-care service sector, among health-care professionals and from a B2B perspective. Adopting an inter-organizational frame, this study clarifies the positive and negative effects of co-creation from both personal and organizational aspects.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-06-04
      DOI: 10.1108/JBIM-07-2020-0337
      Issue No: Vol. ahead-of-print, No. ahead-of-print (2021)
       
  • B2B marketing strategies in healthcare management: intellectual structure
           and research trends

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      Authors: João J. Ferreira, Pedro M. Veiga, Cristina I. Fernandes, Sascha Kraus
      Abstract: This study aims to map out the ways in which the intellectual structure and research trends of scientific publications come together in business-to-business (B2B) marketing strategies in the health-care sector. More specifically, it aims first to identify the fundamental contributions of research in this area of knowledge and second to determine the lines of research that constitute the most prominent intellectual contribution to the development of a solid future research agenda. The statistical and analytical methods include bibliometric, co-citation and cluster analysis techniques. To identify useful patterns of information within the paper, this study sought paid special attention to scholarship that was jointly cited. This study then applied hierarchical cluster analysis to the totality of the co-cited paper and then grouped the interrelated paper into distinct sets. This study were able to systematically identify and classify various theoretical perspectives of B2B marketing strategies within the health-care sector into four main approaches, namely, decision-making strategies; relational marketing; co-creation; new challenges. By systematically identifying, exploring and analyzing the key priorities of B2B marking within the health-care sector, this study contributes positively to the existing literature. The added value is that the work will help to further improve the international standards of excellence within the health-care sector and its marking apparatuses.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-02-15
      DOI: 10.1108/JBIM-07-2020-0339
      Issue No: Vol. ahead-of-print, No. ahead-of-print (2021)
       
  • Institutionalizing value-based healthcare in a service system: a policy
           and document analysis over three decades

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      Authors: Olga Kokshagina, Joona Keränen
      Abstract: This study aims to explore the institutionalization of value-based healthcare (VBHC) in the public healthcare system in the state of Victoria, Australia. The empirical part of this paper is based on a content analysis of 34 policy and industry-commissioned reports that have guided the development of health-care strategy in Victoria from 1988 to 2020. This study sheds light on how VBHC in Victoria has been institutionalized over time, through three key phases (centralization, transitioning and digitalization), how the conceptualization of best value has changed in each phase and the implications each phase has presented for other actors in the health-care system. This study highlights the key opportunities and challenges for organizational actors that emerge when a health-care system transitions toward VBHC, and derives implications for vendors, health-care procurement, policymakers and governmental agencies. This study develops a longitudinal analysis that describes the evolution and institutionalization of a VBHC approach in a complex societal system over three decades and highlights the key implications for other organizational stakeholders.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-02-15
      DOI: 10.1108/JBIM-08-2020-0380
      Issue No: Vol. ahead-of-print, No. ahead-of-print (2021)
       
  • How do ESG pillars impact firms’ marketing performance' A
           configurational analysis in the pharmaceutical sector

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      Authors: Francesco Paolone, Nicola Cucari, Jintao Wu, Riccardo Tiscini
      Abstract: This study aims to contribute to international doctrine by testing how environmental social governance (ESG) pillars can affect marketing performance in the pharmaceutical industry. The authors follow a pioneering approach, using a fuzzy-set qualitative comparative analysis and data from the largest European listed companies belonging to the pharmaceutical industry in 2019. Specifically, the authors contribute to international doctrine by testing how ESG pillars can affect marketing performance by presenting two configurational paths that may help to clarify not only the individual role of the pillars but also how their interrelationships predict marketing performance. The results identify two different causal configurations that lead to higher marketing performance. These configurations allow us to think more carefully about the role of ESG pillars in the pharmaceutical sector. These results could help managers reflect upon and justify their choice to invest in specific ESG pillars, highlighting the importance of the governance pillar. To the best of the authors’ knowledge, this study is the first to use configurational analysis to investigate combinations of ESG pillars that lead firms to achieve higher levels of marketing performance.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-02-04
      DOI: 10.1108/JBIM-07-2020-0356
      Issue No: Vol. ahead-of-print, No. ahead-of-print (2021)
       
  • The different shades of innovation emergence in smart service systems: the
           case of Italian cluster for aerospace technology

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      Authors: Orlando Troisi, Anna Visvizi, Mara Grimaldi
      Abstract: 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.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-01-29
      DOI: 10.1108/JBIM-02-2020-0091
      Issue No: Vol. ahead-of-print, No. ahead-of-print (2021)
       
  • Influence of dependence on social capital and operational performance: a
           study of the textile and clothing industry

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      Authors: Juliana Celestini , Lucas Schmidt Goecks , Francesco Lolli , Miguel Afonso Sellitto
      Abstract: The purpose of this study is to investigate empirically whether the presence of dependence influences the strength and direction of the relationship between social capital and operational performance. The authors tested two effects, moderator and mediator, of the dependence between social capital and operational performance in the buyer–supplier relationship in the supply chain. The authors use dependence as a dichotomous variable and empirically test the hypotheses using hierarchical linear regression from data collected from 117 industrial companies in Brazil. The results show that although dependence does not have a mediating effect on social capital shares in operational performance, it moderates the strength of trust actions in relation to cost, delivery, flexibility and innovativeness of the buyer. As for the practical implications, in a buyer–supplier relationship, managers may not be fully capable of decreasing dependence and thus increasing the effect of trust actions on operational performance. For management practices in the textile and clothing industry, social capital actions contribute to strategic objectives, increasing collaboration between supply chain partners, and for operations, offering more options in managing social ties.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-12-27
      DOI: 10.1108/JBIM-04-2021-0215
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Sales complexity and value appropriation: a taxonomy of sales situations

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      Authors: Deva Rangarajan , Bryan Hochstein , Duane Nagel , Teidorlang Lyngdoh
      Abstract: The increasingly complex business-to-business (B2B) sales process necessitates that sales managers strike the right balance between appropriate resource allocation, while also maintaining the profitability of the organization. While previous research has mainly focused on how changes in the business environment pose distinct challenges to salespeople, very little research has focused on how sales managers should react to these complex situations. Drawing upon the extant sales research, this paper aims to point to a gap in the literature of how sales managers deal with the complexity associated with the sales process and deal with the same. Methods from the grounded theory research approach were used to conduct 18 in-depth interviews with B2B sales managers. Purposive sampling was used to identify the participants. A taxonomy of sales situations that reflects the changing complexity of the sales function and how sales managers need to orchestrate their resource allocation decisions to ensure appropriate value capture from B2B relationships emerged within the themes. This paper highlights four fundamental tenets of sales situations that account for both the complexity of the sales process and the value appropriation challenge that sales managers face. The taxonomy will help sales managers have a better understanding of the changing complexity in the B2B sales process and help them with decisions making. Sales managers can orchestrate their resource allocation to achieve value appropriation. This paper develops a new taxonomy of the sales situation. It unravels the changing complexity of the B2B sales process and discusses how value appropriation can be achieved by sales managers.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-12-27
      DOI: 10.1108/JBIM-10-2020-0463
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Exploring the role of service touchpoints on the path to financial,
           behavioral and relational customer outcomes: insights from a B2B service
           context

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      Authors: Lily (Xuehui) Gao , Iguácel Melero-Polo , Miguel Á. Ruz-Mendoza , Andreea Trifu
      Abstract: The purpose of this study is to examine how and to what extent customer-provider service touchpoints impact business customer perceptions and outcomes in the context of long-term business-to-business (B2B) service relationships. To this end, the authors will assess the chain of effect path for different service touchpoints between business customers and service providers – and the long-term impact both on customer perceptions and financial, behavioral and relational outcomes. Enabled by a five-year panel data set, seemingly unrelated regression model methodology is applied to test the proposed conceptual framework. Data are obtained for a sample of 2,175 B2B insurance service companies between 2013 and 2017. Study results shed light on the significance of the sales force in B2B settings, as one of several key service touchpoints – together with firm expertise, service reliability and excellence – driving robust relationships, profitability and cross-buying. Firm-initiated contacts and tangible touchpoints are proven to be ineffective – even damaging in some instances – in terms of driving business customer perceptions. The paper delivers empirical evidence providing insight on how service touchpoints and business customer perceptions have a long-term impact on customer outcomes. This has yet to be addressed in B2B service settings – despite being of vital interest to marketers, as the longitudinal approach of the research aids service firms in gaining a better understanding of company-customer touchpoints and the extent to which different factors have a decisive, lasting impact on B2B customer outcomes.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-12-20
      DOI: 10.1108/JBIM-02-2021-0100
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Can competitors cooperate' The impact of formal institution agents in
           promoting coopetition among emerging market exporters

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      Authors: Jefferson Marlon Monticelli , Ivan Lapuente Garrido , Luciana Marques Vieira , Adriana Fumi Chim-Miki , Jorge Carneiro
      Abstract: This paper aims to investigate the effects of formal institution agents on export performance, mediated by coopetition. It presents novel scales for evaluating firms’ adherence to cooperation agreements with competitors, identifying coopetition networks’ main motives and goals. The study also focuses on the relationship between the export performance of small and medium enterprises from emerging markets and coopetition strategies. The study adopts a quantitative methodology using multivariate and confirmatory methods. The sample comprised 166 firms from three different industries in an emerging market (Brazil). The results indicate that adherence to formal institution agents promotes cooperation among competitors and that such coopetition tends to improve export performance. The role played by formal institution agents minimizes the paradoxical tension and fosters coopetitive performance. Firms in developing markets look to mediated coopetition to achieve coopetitive advantages. They cooperate to create collective advantages from shared resources, but they do not lose sight of the ultimate objective of appropriating these advantages. The cycle of creation and appropriation of advantages is fostered by the formal institution agent, acting as the conductor of an orchestra, coordinating movements and setting the rhythm for the partners. The institutional agent, thus, constitutes an important hub of the coopetition network. The paper contributes to understanding a type of coopetition that has hitherto been underexplored in the literature – mediated coopetition.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-12-16
      DOI: 10.1108/JBIM-10-2020-0482
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Linking supply network flexibility with mass customization capability

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      Authors: Inayat Ullah , Rakesh Narain
      Abstract: The importance of supply network flexibility (SNF) in the development of mass customization capability (MCC) has been implied in the literature but seldom subjected to empirical investigation. To fill the gap and contribute to MC literature, this paper aims to examine the role of SNF in facilitating the development of MCC of organizations. Furthermore, it has been investigated whether the use of information and communication technologies (ICTs) strengthens the above relationship. Drawing on the supply chain literature and dynamic capability theory, the study proposes a research framework depicting the interconnectedness among the variables of interest. The proposed framework has been tested using structural equation modelling based on partial least squares by using the data collected from a questionnaire-based survey of a sample of Indian manufacturing organizations. The findings indicate that the dimensions of SNF, namely, sourcing flexibility and supplier flexibility, positively affect the MCC of the organizations and the strength of these relationships is further amplified by the implementation of ICTs. The study shows the managerial opportunities for the development of a flexible and competent supply network to facilitate the development or enhancement of MCC. This study contributes to scant literature by providing empirical evidence for the relationship between SNF and MCC. Further, this study enriches the understanding of the crucial role of ICT by exploring its moderating effect on the relationship between the variables of interest.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-12-16
      DOI: 10.1108/JBIM-11-2020-0503
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • An empirical investigation of the professional identification of sales
           managers and their ethical intentions

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      Authors: Andrea Vocino , Nicholas McClaren
      Abstract: The purpose of this study is to show how senior management can create work environments conducive to ethical behavior in organizations through the use of sales managers’ professionalism and professional identification. The study also aims to demonstrate the influence of professional identification in occupations other than those requiring certification. This study conceptualizes and tests a model using data collected from a survey panel of 350 sales managers. To test the hypotheses, this study makes use of covariance structured analysis. The results demonstrate the importance of developing sales managers’ professionalism as an antecedent to professional identification. The findings also show professional identification positively affects professional ethical values, work-related norms and occupational commitment. This study finds that work-related norms moderate the relationship between professional ethical values and ethical intentions and directly and positively influence ethical intentions. This study used a panel sampling technique and these findings cannot be generalized to other populations. This study recommends that this study is replicated not only with sales managers but also with other categories of marketers. This study also highlights that more work using methods such as longitudinal panel data and experimentation is required to validate the current findings. The findings are of particular interest to senior managers and managers of professional associations, as well as other sales practitioners. Because ethical intentions are affected by work-related norms and from an interaction between work-related norms and professional ethical values, senior managers need to ensure both the work activities in which their staff are involved and the professional ethical values of their employees contribute to appropriate ethical intentions. This study introduces professional identification into the sales ethics literature and theorize relationships among the professionalism of sales managers and their professional identification, work-related norms, professional ethical values, occupational commitment and ethical intentions. This study empirically measures the professionalism of sales managers.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-12-15
      DOI: 10.1108/JBIM-10-2020-0457
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Understanding salesperson intention to use AI feedback and its influence
           on business-to-business sales outcomes

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      Authors: Kelly R. Hall , Dana E. Harrison , Haya Ajjan , Greg W. Marshall
      Abstract: Artificial intelligence (AI) is a rapidly growing frontier. One promising area for AI is its potential to assist sales managers in providing salesperson feedback. Despite this promise, little work has been done within the business-to-business (B2B) sales domain to investigate the potential impact of AI feedback on critical sales outcomes. The purpose of this research is to explore these issues and respond to calls in the literature to determine how AI can enhance salesperson adaptability and performance. Survey data from a sample of 246 B2B salespeople was used to test the conceptual model and research hypotheses. The data were analyzed using partial least squares structural equation modeling (PLS-SEM). The findings provide broad support for the model. An AI-feedback rich environment and salesperson feedback orientation predicted perceived accuracy of AI feedback which, in turn, strengthened intentions to use AI feedback. These favorable reactions to AI feedback positively related to adaptive selling behaviors, and adaptive selling behaviors mediated the relationships between intentions to use AI feedback and organizational commitment, as well as sales performance. Contrary to expectations, it did not mediate the relationship between intentions to use AI feedback and job satisfaction. The managerial implications of this study lie in explaining practical considerations for the implementation and use of AI feedback in the sales context. This study extends literature on technology adoption, performance feedback and the use of AI in the B2B sales domain. It offers practical insight for sales managers and those responsible for implementing AI solutions in sales.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-12-10
      DOI: 10.1108/JBIM-04-2021-0218
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Coopetition within the entrepreneurial ecosystem: startups’
           entrepreneurial learning processes and their implications for new venture
           performance

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      Authors: Junping Yang , Mengjie Zhang
      Abstract: This paper aims to explore coopetition within the entrepreneurial ecosystem and answer the following two fundamental questions: How does coopetition affect the entrepreneurial learning and performance of startups' and What learning strategies should startups adopt to promote their growth in the coopetition activities' Using the structural equation model and instrumental variable, this study used a sample of 371 startups to test the hypotheses. Data comes from startups in Jiangsu, Shanghai and Zhejiang, China. This study finds that the coopetition-performance relationship of startups is marginally negative. This study also finds that exploitative learning and exploratory learning positively mediate this relationship. Ecosystem’s social capital can enhance the coopetition-exploration relationship, but the coopetition-exploitation relationship is not affected. Many studies propose that the coopetition-performance relationship is ambiguous, which makes it meaningful to explore startups individually. Based on the resource-based view and the knowledge-based view, this study deepen the works of Bouncken and Fredrich (2016c), that is, how startups can learn and grow through coopetition activities. This study proposes that coopetition is one of the foundations of the ecosystem and explore the coopetition-performance relationship in this special context. Thus, the present paper adds to the budding literature on the effects of the entrepreneurial ecosystem and to the literature on coopetition.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-12-07
      DOI: 10.1108/JBIM-02-2021-0112
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Why are strangers trusted more during trade fairs' A literature review
           on the conceptual model of general trust formation

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      Authors: Minjiang Jia , Chunlin Wan
      Abstract: Considering that low-level general trust may hinder communication, this study aims to detect the factors that can influence general trust between exhibitors and visitors during business-to-business trade fairs. Based on a literature review and stakeholders’ behavior analysis, a conceptual model of general trust formation between exhibitors and visitors is proposed. The preconditions of strangers’ general trust patterns mainly include their early experience regarding trust, institutional trust in the environment and trust propensity. Stakeholders’ treatment, trust transfer, on-site restraints, reward and punishment expansion and on-site personnel arrangement may facilitate the formation of general trust between exhibitors and visitors. This paper is a conceptual article that requires further investigation to verify the main factors that influence general trust and the impact of general trust on other trust components between exhibitors and visitors. Organizers, exhibitors and visitors should pay attention to participants’ selection, supervision, self-discipline and personnel management before and during trade fairs. International and small-scale, especially new trade fairs in developed and developing countries, must consider additional measures to improve general trust. The existing literature has not focused on general trust in the trade fair context. In this paper, research on network and relationship marketing is further deepened in terms of a specific trust type. The interactions between stakeholders before and during fair may promote general trust among participants than in other settings, which partially explains why trade fair (even other two-sided markets) can increase social capital.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-12-07
      DOI: 10.1108/JBIM-03-2021-0164
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Small firm coopetition – the missing links: coopetitive tension,
           balance and value

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      Authors: Brett Letcher , Margarietha de Villiers Scheepers , Wayne Graham
      Abstract: This paper aims to explore small firm perceptions of coopetition, focusing on coopetitive tension, balance and value appropriation realised in dyadic relationships, not considered holistically in previous research. The authors use seven cases of small firms as the empirical foundation of this study and analysed data thematically. The findings show that precursors to coopetitive tension in dyads influence friction in these relationships, as firms seek to achieve balance. Balance is dynamic as firms continuously appraise their positions to determine the benefits realised from coopetition. The extent to which firms act cooperatively or competitively is influenced by their perception of fair value appropriation for sustained coopetitive relationships. Because of the research design findings are not generalisable but provide insight into small firm coopetitive relational dynamics. Future research should explore how industry differences influence firms’ perceived precursors to coopetitive tension and value appropriation based on boundary conditions. Small firms can proactively address coopetitive tension by developing relationships with potential partner firms through trialling smaller projects and increasing awareness of how their competitive or cooperative behaviours might influence the actions of their counterpart. This study advances a theoretical framework integrating coopetitive tension, balance and value appropriation, as opposed to earlier fragmented approaches. The framework reveals that precursors to coopetitive tension are continuously appraised as firms act in cooperative or competitive ways. These interactions imply that firms will take a position of balance that provides complementary benefits.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-12-07
      DOI: 10.1108/JBIM-11-2020-0495
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Factors impacting digital transformations of the food industry by adoption
           of blockchain technology

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      Authors: Milad Dehghani , Anna Popova , Shahin Gheitanchi
      Abstract: This study aims to blockchain facilitate information sharing among different players in the food industry, such as farmers, food suppliers and investors, enabling an effective decision-making process where the information about goods is traceable without any inherent risk. Although blockchain technology is emerging, its use in the food industry needs to be explored from different angles, such as organizations’ policy, adoption strategies and potential technology innovations which could positively impact business processes. For this purpose, the authors survey 84 organizations in the food industry. Further, the authors conducted in-depth- interviews with three organizations that applied blockchain technology in the production phase to address the pros and cons of this adaption and discuss how the technology could be improved based on the challenges they faced. Moreover, an overview of current and potential digital transformation uses cases of blockchain technology in the food industry has been provided. The results suggested that perceived efficiency, transparency, standardization and platform development and traceability factors positively influenced intention to use (ITU). The adoption of the blockchain cloud solution is neither time-consuming nor expensive; organizations may attempt to predict how regulations or standards will be developed to create a blockchain solution compatible with them. This study is among the primary studies investigating the role of blockchain technology in the food sector from the organizations’ viewpoint, highlighting the factors influencing the ITU.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-12-02
      DOI: 10.1108/JBIM-12-2020-0540
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • B2B digital content marketing in uncertain situations: a systematic review

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      Authors: Shahrzad Yaghtin , Hossein Safarzadeh , Mehdi Karimi Zand
      Abstract: Despite the significant potential of digital content marketing (DCM) to establish public and professional awareness, especially in uncertain situations, no previous research has investigated how to plan business-to-business DCM to help firms and society get through a crisis. Thus, this study aims to offer an integrative framework for providing valuable information for managing uncertainty, particularly during the pandemic crisis. Through the lens of business awareness, this research explores relevant content types that can help firms and society get through the pandemic crisis. For this, the systematic review of 52 articles appearing in publication outlets for more than one decade (2010 to 2021) was conducted. Based on the findings from the literature review, this paper identified two main categories of valuable content types for firms and society during the pandemic, namely, business-centered content types to enhance industrial environment awareness and human-centered content types to raise emotional awareness during the pandemic crisis. To the best of the authors’ knowledge, this research delivers the first scientific article that focuses on presenting an integrative framework for providing valuable content types helping firms and society to manage uncertainty.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-30
      DOI: 10.1108/JBIM-03-2021-0174
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Salesperson grit: reducing unethical behavior and job stress

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      Authors: Charles H. Schwepker , Megan C. Good
      Abstract: The purpose of this paper is to investigate the relationships between grit, unethical behavior and job stress among business-to-business salespeople. The empirical analysis includes 240 business-to-business salespeople. Structural equation modeling is used to test the study’s hypotheses. Results suggest grit is directly related to less frequent unethical behavior and customer-directed deviance. Neutralization techniques positively moderate the relationship between salesperson grit and both unethical behavior and customer-directed deviance. Grit is indirectly related to job stress through the positive relationship between unethical behavior and job stress. Given research on grit in sales is relatively new several opportunities to pursue additional research in this area are presented. Sales leaders may benefit from administering the salesperson grit scale as part of the screening process and developing grit among salespeople through training and coaching. Sales leaders should emphasize the negative impact of adopting neutralization techniques (excuses) in condoning unethical behaviors. The indirect effect of grit in reducing job stress through ethical behaviors underscores potential ways to mitigate costly and detrimental sales outcome losses. This study develops a novel framework to explore the relationships between grit and unethical behaviors as moderated by neutralization techniques (excuses); examines an additional component of grit not previously considered in some studies of salespeople; and investigates whether these relationships increase a previously unexplored outcome – job stress.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-29
      DOI: 10.1108/JBIM-04-2021-0211
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Impact of company and country antecedents on B2B buyer perceived supplier
           performance

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      Authors: Jashim Uddin , Gregory Elliott , Shehely Parvin
      Abstract: To date, country-of-origin research has commonly explored structural relationships among country image (CI) constructs, together with attitudinal constructs, using a variety of halo, summary construct and flexible models, drawing on consumer samples. There has been no previous attempt to examine or synthesize these three models with respect to business-to-business (B2B) buying behavior. To fill this gap, this study reconceptualized these three models with B2B constructs using multi-cue settings and tested on B2B samples. This study aims to examine and estimate the relative impact of company- and country-specific images on B2B buyers’ evaluations of suppliers, and the direction of structural relationships with mediation among the constructs. Data collection was administered through a web-based structured questionnaire. The final sample consisted of 276 purchasing managers. Structural equation modeling was used to test the study’s hypotheses. Company image is significantly influenced by product country image (PCI) but not by overall CI. The existence of a significant relationship between PCI and perceived supplier performance in a multi-cue setting is an important new finding. In addition, company image significantly influences supplier performance and mediates the relationship between PCI and supplier performance. Among the three models that test structural relationships among CI and other constructs, the reconceptualized halo model fits the data best. The study results revealed the contribution of company and country-related facets on B2B buyers’ perceptions of supplier performance while purchasing intermediate goods internationally. The significance of PCI on supplier performance emphasizes the strength of the industry sector within a country that may enable an industry to build a product-specific CI in international marketing. This study advances the country-of-origin issue and debate concerning the strength of the country influence in the academic literature by addressing B2B buyers’ international purchasing behavior of intermediate goods. Additionally, the examination of multiple country facets, multi-cue settings and the CI influence structure in a single study, from a B2B perspective, offers a novel dimension to CI studies.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-26
      DOI: 10.1108/JBIM-04-2021-0217
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Building trust among channel members via power sources

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      Authors: Sushant Kumar , Charles Jebarajakirthy , Manish Das
      Abstract: Building on encapsulated interest account and motivated cognition account, this study aims to investigate how channel members extend trust in a channel leader when the channel leader applies various non-coercive power sources (e.g. referent, expert, legitimate and reward power). Besides, the study explored the changes in channel members’ trust in a channel leader when each non-coercive power source is coupled with coercive power sources. Using survey items from previously validated scales, the study collected responses from 237 channel members of 3 paint distribution channels in India. Data were analysed using structural equation modelling and multi-group moderation analysis techniques. Findings indicated that expert and reward power sources enhance trust in channel leaders while affective commitment mediates the effects of all the non-coercive power sources on trust. Further, coercive power weakens the effects of expert power on trust. The study is based on a cross-sectional survey and confines to the paint industry in India. Replicating this study in other countries and industries will better generalise the study’s findings. The study recommends that channel managers use power sources to build trust in channel leaders. Consequently, they will be able to emphasise those specific power sources while developing channel management strategies. The study contributes to a greater understanding of the power-trust relationship.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-25
      DOI: 10.1108/JBIM-04-2021-0210
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • The effect of international intrapreneurship on firm export performance
           with driving force of organizational factors

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      Authors: Luu Tien Dung , Huynh Thi Thuy Giang
      Abstract: This study aims to reveal the effect of the two international intrapreneurship activities of employee strategic renewal behaviour and new business venture behaviour on small and medium enterprises (SMEs)’s export performance with the direct and indirect effects of transformational leadership, international entrepreneurial orientation and internal corporate social responsibility (CSR) practices. The study sample consists of 461 employees at 168 Vietnamese import and export SMEs in the Ho Chi Minh City of Vietnam. The data is analysed by structural equation modelling. The paper reveals that the two international intrapreneurship activities of employee strategic renewal behaviour and new business venture behaviour significantly contribute to SMEs’ export performance. Transformational leadership, internal CSR practice and international entrepreneurial orientation positively and significantly direct influence the two international intrapreneurship activities. The effects of transformational leadership on international intrapreneurial behaviours are partially mediated by firm internal CSR practices and international entrepreneurial orientation. Firms would have to form the architecture and mechanisms to apply internal CSR and international entrepreneurship orientation for supporting the dedication of international intrapreneurship with a transformational leadership base. The study contributes to the body of knowledge on international business by integrating resource-based view theory and dynamic capabilities theory in a way that benefits entrepreneurship and SMEs’ export performance.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-24
      DOI: 10.1108/JBIM-01-2021-0018
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Role of brand equity and competitive strategies in the relation between
           horizontal alliances and its benefits

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      Authors: Changju Kim , Bin Hu
      Abstract: Drawing on the resource-based view, this study aims to investigate the conditions under which small- and medium-sized retailers can improve competitive benefits through the lens of brand equity and strategies for competitive advantage in retail buying groups. This study collected 241 samples from small- and medium-sized supermarket retailers who joined retail buying groups in Japan. This study offers two key findings. First, the results indicate that a buying group’s brand equity partially mediates the relationship between member retailers’ strategic integration and their buying group benefits. Second, member retailers with a stronger differentiation orientation strengthen the positive impact of strategic integration on the buying group’s brand equity and buying group benefits. The moderating effects of low-cost orientation were not found to be significant. To highlight the sustainable growth of small- and medium-sized retailers in retail buying groups, which are often ignored in the extant literature, this study offers practical guidance on the importance of a buying group’s brand equity. In addition, based on the findings, this paper postulates that member retailers pursuing differentiation orientation, rather than low-cost orientation, are more beneficial to retail buying groups in terms of relational outcomes and performance consequences. By conceptualizing brand equity in retail buying groups, this study suggests a novel approach for retail management that investigates how a buying group’s brand equity is linked to strategic integration, strategies for competitive advantage and buying group benefits from the viewpoint of member retailers.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-23
      DOI: 10.1108/JBIM-02-2021-0115
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Eight organizational enablers of digital service-sales ambidexterity in
           industrial firms

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      Authors: Moritz Classen , Thomas Friedli
      Abstract: The purpose of this study is to explore organizational enablers of frontline employees’ (FLEs) service-sales ambidexterity (SSA) in industrial firms expanding their digital service portfolios. The authors conducted a qualitative study of five industrial firms pursuing digital service growth and, for this purpose, collected and analyzed interview data obtained from 50 service and sales managers and FLEs across three continents. The authors identify and explain eight organizational enablers of digital service-sales ambidexterity (DSSA), operating at the macro, micro and meso levels. Service and sales managers should use the identified organizational enablers to exploit the established service business and to explore new digital growth paths. The study expands the prior understanding of SSA by advancing the concept of DSSA, unpacking its multilevel dynamics and operationalizing eight organizational enablers.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-19
      DOI: 10.1108/JBIM-02-2021-0080
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Conceptualizing the supplier switching process: an example from public
           procurement

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      Authors: Anne-Maria Holma , Anu Bask , Antti Laakso , Dan Andersson
      Abstract: This paper aims to develop a framework for switching a service supplier in a supply network. The study builds on existing literature in the field of purchasing and supply management, public procurement (PP) and the Industrial Marketing and Purchasing approach, as well as on an illustrative example case, from the PP context, of a supplier switch in a service delivery process. During a switching process, the buyer must simultaneously manage the ending of a relationship with the incumbent supplier and the beginning of a relationship with a new supplier. Collaboration with the focal suppliers to develop a service process with standardized components prevents disruptions in the service processes and reduces the impact of the switch on the wider network. The conceptualization suggested in this paper needs to be further explored in different empirical contexts to assess its practical adequacy. Practitioners responsible for service procurement can use the findings to develop collaboration with suppliers, both when it comes to service process development and to the switching process. Furthermore, the authors highlight the importance of ending competencies and the development of an exit plan to conduct a “beautiful exit.” The paper integrates relationship initiation and ending studies, as well as procurement process models to develop a refined switching process framework. Many PPs rely on short-term relationships due to the legal obligation to frequently invite suppliers to tender, thus understanding the supplier switching process is important both for private and public sector actors.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-19
      DOI: 10.1108/JBIM-06-2021-0301
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Why do SMEs switch suppliers'

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      Authors: Angel López-Jáuregui , Mercedes Martos-Partal , José María Labeaga
      Abstract: Combining a conceptual framework with empirical evidence, this study aims to offer insights into why small and medium-sized enterprises (SMEs) in the business-to-business beauty sector switch suppliers, due to pricing considerations. Data gathered from 475 telephone surveys of Spanish hairdressers provide the input for discrete choice models for testing the proposed hypotheses. The SMEs that change suppliers tend to be sensitive to promotions, express less satisfaction with a current supplier’s offerings and serve fewer customers who buy professional products for their in-home use. If SMEs are satisfied with the supplier’s services though, they are less likely to change and more prone to negotiate with that supplier. This study does not address why dissatisfied SMEs might remain with their current suppliers. Further research might replicate this study using additional pricing data from suppliers. Suppliers in business-to-business (B2B) sectors can leverage these findings to allocate their marketing budgets optimally and establish service strategies that will enable them to retain buyers and reduce their switching risk. As an extension of extant literature, this study specifies switching drivers for SMEs in the B2B beauty sector. The findings should apply throughout this worldwide service sector, as well as to similar markets such as health, beauty and personal care and well-being services.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-18
      DOI: 10.1108/JBIM-05-2020-0238
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Modern mediators: intermediaries’ informational roles in sourcing
           from China

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      Authors: Yuan Virtanen , Asta Salmi , Xiao Qin
      Abstract: Sourcing intermediaries, commonly known as agents or trading companies, represent a useful organisational solution for assisting companies to manage supply risks and to overcome the liability of foreignness. However, the landscape of global business is experiencing rapid and fundamental changes, which leads us to ask whether intermediaries will continue to play a role in global sourcing. This paper aims to understand how sourcing intermediaries ensure a lasting position in the changing setting of global sourcing and information sharing. This paper investigates the operations of both Chinese and Nordic (Finnish and Swedish) intermediaries in sourcing from China by analysing qualitative data collected over a period of four years. Through the lens of information asymmetry, this paper identifies four distinct informational roles that are used by intermediaries to reduce information asymmetry between suppliers and buyers located in different countries. The paper also examines intermediaries’ signalling activities under these roles in a cross-border triad. The paper contributes to the scientific debate on the usefulness of intermediaries by underlining intermediaries’ informational advantage, which provides a new explanation for the survival of intermediaries in a rapidly changing business context. Additionally, this study contributes to research on intermediation strategies by empirically examining both Chinese and Western intermediaries, highlighting the importance of institutional contexts in affecting intermediaries’ informational roles.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-16
      DOI: 10.1108/JBIM-03-2021-0172
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Green market orientation and organizational performance in Taiwan’s
           electric and electronic industry: the mediating role of green supply chain
           management capability

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      Authors: Elaine Quintana Borazon , Yi-Chun Huang , Jen-Ming Liu
      Abstract: Green sustainability has become a critical challenge for businesses to execute green supply chain management (GSCM). Most of the literature on GSCM emphasizes regulations as drivers and few pieces of research are conducted from an internal organizational culture view. This study aims to use the cultural perspective of market orientation (MO) and draws on both the natural resource-based view (NRBV) and dynamic capability view (DCV) to explore the relationships among green market orientation (GMO), GSCM capability and organizational performance. A total of 1,000 survey questionnaires were distributed to the Taiwanese electronics industry and 207 valid questionnaires were collected. Data was analyzed using structural equation modeling. The results show that GMOs have a significant positive impact on GSCM capability, environmental performance and economic performance. Moreover, GSCM capability is positively related to environmental and economic performance. The results also show that GMOs have a significant indirect influence on environmental performance and economic performance through GSCM capability. The findings of this study suggest how Taiwan’s electrical and electronic manufacturers, while faced with pressure from competitors, customers and regulations (i.e. waste electrical and electronic equipment directive, Restriction of Hazardous Substances Directive and energy-using products directives), should efficiently and effectively implement GMO and enhance GSCM capability to improve organizational performance. This study fills up the gap between MO and performance indistinct relationships. It has also integrated two perspectives, namely, NRBV and DCV, to explain GSCM capability as a mediator between GMO and organizational performance relationship and to examine the relationships among GMO, GSCM capability and organizational performance.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-11
      DOI: 10.1108/JBIM-07-2020-0321
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Outside-in thinking, value chain collaboration and business model
           innovation in manufacturing firms

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      Authors: Liang Wu , Heng Liu , Yongchuan Bao
      Abstract: This paper aims to explore how manufacturing firms pursue business model innovation (BMI) through their use of outside-in thinking. Survey data were collected on 175 Chinese manufacturing firms. A regression model was used to verify the research results. Manufacturing firms rely on outside-in thinking to develop BMI under different market and institutional environments. From a whole-value-chain perspective, interacting with customers and sharing information with suppliers are two key ways to develop BMI. Firms focus on customer needs, sense the dynamics of external markets and technology and seize market opportunities to measure outside-in thinking. Empirical results suggest using other measures of outside-in thinking. BMI itself can be multidimensional, so scholars could consider BMI’s diverse dimensions and measurements, which may demand different kinds of outside-in thinking. Manufacturing firms can use outside-in thinking to overcome inertia and rigidity and increase their knowledge, information and technology. Managers should develop outside-in thinking to respond quickly to emerging economies. Managers should use value chain collaboration and improve the firm’s capacity to interact with customers and suppliers to apply the benefits of outside-in thinking to their BMI. The study explores how outside-in thinking is a key driver of BMI. Applying the whole-value-chain view, it finds that interacting with customers and suppliers connects outside-in thinking with BMI. It also highlights the effects of intense market competition and volatile government regulation on BMI.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-04
      DOI: 10.1108/JBIM-03-2021-0189
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Examining the use of fsQCA in B2B marketing research: benefits, current
           state and agenda for future research

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      Authors: David Marius Gligor , Ismail Golgeci , Carla Rego , Ivan Russo , Sıddık Bozkurt , Terrance Pohlen , Brian Hiatt , Vipul Garg
      Abstract: The purpose of this paper is to build on recent efforts occurring within business-to-business (B2B) marketing research to advance methodological developments. As phenomena within B2B relationships have become increasingly complex, marketing scholars have begun to point out the limitations associated with correlation-based methodological approaches and highlight the need for new developments in this area. One such development is the fuzzy set qualitative comparative analysis (fsQCA). This study uses a literature review to examine the use of fsQCA in B2B marketing research. First, the current manuscript presents the benefits that the application of fsQCA can offer to market researchers investigating B2B phenomena. Second, the paper presents the current state of fsQCA use within B2B marketing. Third, it suggests possible marketing B2B research topics that can be explored using fsQCA. The study highlights the benefits of fsQCA, presents the current state of fsQCA use within B2B marketing and offers a rich future research agenda for B2B marketing scholars. This agenda can also help spur additional method developments in the discipline.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-03
      DOI: 10.1108/JBIM-09-2020-0436
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Moving beyond traditional sponsorships: understanding the structure and
           dynamics of minority equity sponsorship agreements

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      Authors: Furkan Amil Gur , Adrien Bouchet , Brian R. Walkup , Jonathan A. Jensen
      Abstract: The purpose of this study is to understand the structure and dynamics of minority equity sponsorship agreements and the motivations for organizations to go beyond traditional sponsorships by acquiring minority equity in the sponsored organization. This paper adopts a qualitative methodology and presents interview data from key actors involved in minority equity sponsorship agreements. The findings of the paper include major characteristics of minority equity sponsorship agreements including the motivations, dynamics and resources exchanged by sponsoring firms and clubs in these relationships, based on the experiences of key actors from firms, clubs and other key stakeholders, and a conceptual model for forming and maintaining these relationships. Sponsorships are increasingly evolving into minority equity sponsorship agreements, particularly in the European market. The findings of this study assist sponsoring firms and the executives of clubs in better understanding the dynamics and stakeholder-related consequences of these relations. The findings of this paper illustrate the differences between minority equity sponsorship agreements and both traditional sponsorships and minority equity alliances. The findings also identify major characteristics of these relationships and the interdependencies among these characteristics.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-11-03
      DOI: 10.1108/JBIM-11-2020-0502
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • The origin and evolution of the concept of servitization: a co-word and
           network analysis

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      Authors: María‐José Pinillos , Eloísa Díaz-Garrido , María-Luz Martín-Peña
      Abstract: The purpose of this paper is to analyze the origins and evolution of the concept of servitization by studying the definitions of servitization provided in the literature. Servitization represents an academic field that has grown rapidly since its inception. However, the conceptualization of servitization varies greatly, in part because of the number of studies on this topic and the fact that it has been analyzed in a range of disciplines using a number of theoretical approaches. There is a need to standardize the vocabulary to create a general definition that can support the development of theory in this domain and help legitimize servitization as a research area. This study conducts a systematic, quantitative analysis of a broad set of definitions of servitization. Specifically, this study performs content analysis (combining co-word analysis and social network analysis) and consensus analysis. This study develops a strategic diagram to represent the morphology of the research network. The definitions of servitization are deconstructed and analyzed in depth to create a comprehensive picture of the research on this topic. This analysis reveals the origins and evolution of this research area. The results show a low degree of consensus among scholars regarding the concept of servitization. This study proposes a definition that should be widely accepted thanks to its inclusion of the core terms from other definitions. Explicit recognition of multiple approaches to defining the term can help practitioners and researchers. Predictions about future progress in this area are discussed. A universal definition of servitization is proposed based on the results of co-word and network analysis. This definition unifies a range of multidisciplinary viewpoints. From a practical perspective, the key vocabulary in servitization research is highlighted.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-10-25
      DOI: 10.1108/JBIM-02-2021-0120
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • The interplay of word-of-mouth and customer value on B2B sales performance
           in a digital platform: an expectancy value theory perspective

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      Authors: Enping (Shirley) Mai , Ying Liao
      Abstract: Building on the expectancy value theory, the purpose of this paper is to examine the effects of word-of-mouth (WOM) and customer value (i.e. functional value and ease-of-doing-business value) on B2B business performance in the B2B sales process. The authors develop a framework to understand how B2B WOM and customer value influence supplier sales performance. This model was tested using structural equation modeling with a sample of 220 suppliers on Alibaba.com. The empirical findings demonstrate that B2B WOM valence and volume have positive influences on the number of quotations and the number of transactions, respectively. Additionally, B2B WOM volume mediates the relationship between operational performance and the number of transactions. Response rate mediates the relationships between response time and both the number of quotations and the number of transactions, respectively. This study contributes to the industrial marketing of B2B sales on the digital platform by investigating two influencers on sales performance: WOM and customer value.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-10-20
      DOI: 10.1108/JBIM-05-2021-0269
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • The long and winding road of eHealth. The service ecosystem perspective
         This is an Open Access Article Open Access Article

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      Authors: Roberta Sebastiani , Alessia Anzivino
      Abstract: This paper aims to investigate the eHealth ecosystem’s evolution during the coronavirus disease 2019 (COVID-19) pandemic and its effects on the progression of care for patients with chronic cardiovascular disease. To attain the aim of the study, this study chose to adopt a qualitative method that matches the complexity of the issue. The study was conducted in a real context through 44 face-to-face semi-structured interviews of key informants at different levels of the Italian eHealth service ecosystem, via Microsoft Teams. The interviews were carried out from June 2020 to January 2021. In this research, we adopted an abductive approach that enabled a process where the theoretical framework and the data analysis evolved at the same time. The study results were used to develop a conceptual framework that considers the key factors enabling and constraining the evolutionary process of the eHealth service ecosystem. In particular, the drivers that emerged from the study were actor role empowerment, actor–network engagement and resource reconfiguration while the inhibitors were inter- and intra-actor misalignment, resource myopia and the platformisation gap. The findings also revealed the pivotal role of the meso level in the development of the eHealth service ecosystem, boosted by the COVID-19 pandemic. By adopting a service ecosystem perspective, this paper contributes, at both a theoretical and a managerial level, to a better understanding of the dynamics related to the diffusion of eHealth. The study identifies the main issues that researchers, managers and policymakers should address to support the evolution of the eHealth service ecosystem, with particular regard to chronic cardiovascular disease.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-10-14
      DOI: 10.1108/JBIM-02-2021-0107
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Impact of digital technology on velocity of B2B buyer-supplier
           relationship development

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      Authors: Ralph Kauffman , Lucille Pointer
      Abstract: This study aims to examine how the widespread adoption of digital technology (DT) in business-to-business (B2B) markets affects and, in particular, increases the velocity of relationship development over time. A literature search was conducted to develop propositions concerning DT’s effect on the various stages of an existing B2B buyer-seller relationship development model. A group of 55 experienced practitioners was used to obtain reactions to the propositions. DT affects buyer-seller relationship development by reducing the time needed to initiate and advance through sequential relationship stages. Agility in the decision-making process fosters stronger inter-firm relationships and influences other important attributes of B2B relationships, such as organizational commitment, organizational embeddedness, trust and value creation. A broader, more diverse sample of commercial buyers and sellers is required to permit testing the generalizability of the study’s findings. DT affects the speed and agility of B2B relationship formation regardless of stage. As DT evolves in the age of Industry 4.0, an understanding of the effects of DT will aid managers in assessing ways to leverage its potential and apply appropriate DT strategies throughout the B2B relationship process to capitalize on current and future business opportunities. Firms need to explore the positive and negative effects of the digital revolution on managers within their supply chain networks. To the best of the authors’ knowledge, this is the first study that specifically addresses DT’s impact during the specific stages of the relationship development process.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-10-14
      DOI: 10.1108/JBIM-07-2020-0326
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Mobile instant messaging apps as an opportunity for a conversational
           approach to marketing: a segmentation study

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      Authors: Letizia Lo Presti , Giulio Maggiore , Vittoria Marino , Riccardo Resciniti
      Abstract: The purpose of this paper is to understand how firms may be segmented with respect to their attitudes towards the use of mobile instant messaging (MIM) apps (e.g. WhatsApp, Messenger, WeChat, etc). in their marketing practices to identify the main approaches to the use of MIM in business. Moreover, this paper identifies the key factors which can motivate or hinder the adoption of these digital platforms. Firms are segmented on the basis of their attitudes (perceived usefulness and perceived effectiveness of performance) towards the use of MIM apps in the business. Categories for size, age of the firm and the organization’s predisposition towards MIMs are explored using data from 311 firms and latent class analysis. Threats, triggers and their real usage are also identified to describe the different approaches towards the application of MIM apps in marketing practices. Four clusters are identified – lukewarm, cold, believer and unaffected – along with significant covariates such as the importance of conversation with the client, the use of MIMs in the business, the threats and triggers that can foresee adherence. The results help to understand how to approach the client using social messenger applications. MIM apps can be used for strategic marketing and not only for operative marketing. This paper offers a more nuanced understanding of how firms engage through MIM apps by focusing on the firms’ attitudes towards MIM apps. It extends the knowledge on the firms’ reactions to these disruptive technologies and profiles the firms according to their social innovation attitudes, something that has not yet been investigated in the extant marketing literature.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-10-11
      DOI: 10.1108/JBIM-02-2020-0121
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Evaluating the innovation capability of cluster-based firms: a
           graph-theoretic approach

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      Authors: Cláudia Fabiana Gohr , Maryana Scoralick de Almeida Tavares , Sandra Naomi Morioka
      Abstract: This paper aims to propose an assessment framework to evaluate companies' innovation capability in the context of industrial clusters. The assessment framework was built based on the Graph-Theoretic Approach (GTA) to measure the influence of the factors and sub-factors of innovation capabilities. To quantify the level of interdependence between factors and sub-factors of innovation capability Delphi method was adopted. The authors developed five case studies in firms from an Information and Communications Technology and Creative Economy cluster in Northeastern Brazil to test the framework's applicability. The results showed that identifying and evaluating the factors of innovation capability allows a larger understanding of what affects these capabilities to a greater or lesser extent and contributes to strategic decision-making. The framework evaluates the innovation capability of each firm, not providing an index for the whole industrial cluster. Besides, the framework does not consider the innovations developed by the companies through the innovation's capabilities. As the Delphi technique was adopted to analyze the levels of influence or interdependence between factors and sub-factors of innovation capability, different experts may lead to different results. Among the managerial implications, the authors can highlight the innovation capability index as a practical performance measure to stimulate improvement initiatives regarding innovations in industrial clusters. Besides, as the proposed framework is generic, research organizations, public institutions and regional governments can adopt it to analyze innovation capabilities in cluster-based companies. Previous industrial cluster studies have concentrated on knowledge transfer as the main attribute influencing innovation capabilities. The literature also presents assessment frameworks focusing on qualitative analyses or innovation capabilities outcomes (patents and products). Differently, the authors proposed a quantitative assessment framework considering specific factors (and sub-factors) of innovation capabilities in industrial clusters.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-10-11
      DOI: 10.1108/JBIM-11-2020-0521
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Value co-creation in the B2B context: a diagnosis of knowledge management
           based on multiple case studies

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      Authors: Andrei Bonamigo , Camila Guimarães Frech , Ana Carolina Custódio Lopes
      Abstract: This study aims to empirically investigate how organizations delivering services in business-to-business relations deal with the boundary paradox and knowledge asymmetry in value co-creation. This study adopted a qualitative multiple case study strategy. Datas were gathered through 13 semi-structured interviews that were then analyzed through the content analysis. The authors identified three mechanisms that organizations use to deal with the boundary paradox and two strategies to handle the knowledge asymmetry. First, no opportunities were afforded to involve more participants. Second, owning to confidentiality reasons, not all organizations provided us documents to be analyzed. The findings guide managers in balancing the use of contracts and trust in inter-firm collaborations and fostering the learning of customers. Also, insights to protect knowledge based on the paradox of openness in value co-creation. This study’s findings address the gap in value co-creation literature concerning the lack of empirical studies.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-10-08
      DOI: 10.1108/JBIM-11-2020-0528
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Green strategies and relationship maintenance: a network evolution
           perspective

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      Authors: Pengfei Han , Haifeng Wang , Peihua Fan
      Abstract: Along with the important impact of green strategies on firm survival and performance improvement, its dark side likewise requires attention. By integrating network evolution theory with the literature on green supply chain management, this study proposes a theoretical framework consisting of green strategies, network conduct (cooperation length), network structure (structural holes) and relationship maintenance. The purpose of this study is to indicate how green strategies can affect relationship maintenance on the basis of a network evolution perspective, and demonstrate how this effect can be influenced by cooperation length and structural holes. Based on a sample of 122 matched pairs of the upstream and downstream supply chain from the Chinese paper-making industry, which is in urgent requirement of green strategies due to high pollution and resource consumption. This study theoretically and empirically indicates that green strategies may have a positive impact on relationship maintenance. In addition, this effect can be positively moderated by cooperation length, but negatively moderated by structural holes. This study uncovers the impact of green strategies on relationship maintenance by proposing a network evolution perspective, which could solve its conflicting effects in a specific context and move extant research a step forward.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-09-29
      DOI: 10.1108/JBIM-03-2020-0152
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Mitigating the effects of COVID-19: an exploratory case study of the
           countermeasures taken by the manufacturing industry

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      Authors: Atif Saleem Butt
      Abstract: 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.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-09-27
      DOI: 10.1108/JBIM-04-2021-0236
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Empowering value co-creation in the digital age

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      Authors: Sergio Barile , Clara Bassano , Paolo Piciocchi , Marialuisa Saviano , James Clinton Spohrer
      Abstract: 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.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-09-27
      DOI: 10.1108/JBIM-12-2019-0553
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Industrial dynamics and economic growth in health-care context. Evidence
           from selected OECD countries

         This is an Open Access Article Open Access Article

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      Authors: Song Ying , Daniele Leone , Antonella Francesca Cicchiello , Antonella Francesca Cicchiello , Amirreza Kazemikhasragh
      Abstract: The economic shock posed by the current COVID-19 outbreak brought out a worldwide public health emergency with a close relationship between the industrial marketing practices, the health level of society and its economic development. The purpose of this study is to analyse the industrial dynamics in health care and their impact on economic growth and health status. To empirically investigate the relationship between growth and health, the authors use a data set drawn from 29 selected Organisation for Economic Co-operation and Development (OECD) countries over the period 2000 and 2019. Using panel regressions, the authors investigate the impact of the health-care industry measured in terms of health status, health expenditure, sales on pharmaceutical products, the number of persons working in health care and the coverage by private health insurances. Fixed effect and random effect regressions are used to estimate this model. Overall, the results are suggestive of a nexus between the industrial marketing dynamics of health-care context and economic growth – both interacting and improving each other. As the quality of the health-care market enhances, the economy grows richer and the health status of the population improves considerably. To support health-care markets in OECD countries, health policymakers need to formulate a long-term industrial health policy that addresses all the social and individual determinants of health. To the best of the knowledge, this is the first study to provide a better understanding of the relationship between health-care industrial dynamics and economic growth in OECD countries along different dimensions.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-09-23
      DOI: 10.1108/JBIM-11-2020-0513
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Envisioning the challenges of the pharmaceutical sector in the Indian
           health-care industry: a scenario analysis

         This is an Open Access Article Open Access Article

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      Authors: Giuseppe Festa , Ashutosh Kolte , Maria Rosaria Carli , Matteo Rossi
      Abstract: This study aims to access, analyze and highlight opportunities and problems of the Indian pharmaceutical sector in the broader national health-care industry. The recent changes in the field, at the institutional and corporate levels, have placed India in the spotlight of the global pharmaceutical market, but several threats and weaknesses could limit this expansion. Descriptive and inferential analyses have been based on empirical data extracted from authenticated data sources. Subsequently, a narrative strengths, weaknesses, opportunities and threats analysis was performed based on the results of prior investigations and on qualitative data that were retrieved from a marketing intelligence examination to generate an overall scenario analysis. Indian pharmaceutical companies have faced several challenges on various fronts. In the home market, drug prices are controlled by the drug price control order; therefore, there is strong pressure on revenues and subsequently on costs. In the international market, threats derived from pharmaceutical multinational companies are emerging as tough obstacles to overcome. More focus on patents for innovative drugs is required, instead of concentrating primarily on generic drugs. There is a need for policymakers to work on the sustainability and development of the industry, while the companies must redesign their orientation toward enhancing innovation capabilities. In addition, at the level of corporate strategy, firms should establish collaborations and alliances and expand their industrial marketing vision. This study provides a global overview of the potential growth and development of the Indian pharmaceutical sector, comparing it with internal trends and external competition. The most relevant contribution of the research relies on the shift to innovative production that Indian companies must adopt (after years of focusing only on generic drugs), and in this vein, appropriate industrial marketing solutions are indispensable.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-08-04
      DOI: 10.1108/JBIM-07-2020-0365
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Business to business (B2B) alliances in the healthcare industry: a review
           of research trends and pertinent issues

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      Authors: Arun Thirumalesh Madanaguli , Amandeep Dhir , Shalini Talwar , Gurmeet Singh , Octavio Escobar
      Abstract: This study aims to find, analyse and synthesise the body of literature on how different health-care businesses form business-to-business (B2B) alliances. By doing so, this study seeks to identify visible research gaps to suggest future research questions and develop a conceptual framework to set a future research agenda. The study uses the time-tested systematic literature review method to identify 57 studies that have addressed B2B relationships in the health-care industry. Thereafter, a qualitative analysis is performed to delineate the research profile and synthesise the key themes examined in the selected studies. The qualitative analysis uncovers two key thematic foci: types and purposes of B2B relationships and pertinent issues in continued B2B relationships. Within these themes, the authors highlight different types of firms and their reasons for engaging in B2B relationships. The authors also summarise various issues that these firms deal with in such relationships. Finally, the authors highlight the limitations in the existing research and suggest future research questions to address them. The findings are summarised in a conceptual framework. Although several reviews exist that evaluate the state-of-the-art research on B2B relationships, very few have examined the same in the context of health care. This review adds value to the research by providing a comprehensive overview of the existing findings in the area to encourage future research through a conceptual framework.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-08-03
      DOI: 10.1108/JBIM-01-2021-0060
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Communicating customer value proposition in the French pharmaceutical
           industry. The case of OTC drugs

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      Authors: Sylvaine Castellano , Insaf Khelladi , Chiraz Aouina Mejri
      Abstract: This paper aims to investigate how pharmacies communicate their customer value proposition (CVP) in a complex and multiple-stakeholder setting. More specifically, from the pharmacists’ perspective, the study analyzes how CVP is articulated in complex settings/offerings and among multiple stakeholders; and elucidates the communication gap among stakeholders of the CVP. Two studies were conducted to examine how offerings are communicated throughout the value chain. Through six in-depth interviews, Study 1 aimed to analyze how pharmacies articulate CVP for over-the-counter (OTC) drugs in a complex business-to-business-to-consumer setting. For Study 2, the data were collected from 113 French pharmacists to investigate the communication issues and to unveil the tools used to promote OTC drugs among the different stakeholders. From the pharmacists’ perspective, the longer the chain, the more complex the efficiency of the CVP. This study conceives a new and adapted CVP as iterative and cumulative. This paper also highlights how value is distributed across the customer relationship in a complex and regulated industry. The findings feature a reciprocal perspective of CVP between the pharmaceutical labs and their direct/indirect customers. Final customers aim at creating a reciprocal approach with the different stakeholders. Pharmacists use a unidirectional perspective of CVP with their direct customers (patients/final customers). The study contributes to a better understanding of the CVP in complex industries characterized by a chain of value distributed among multiple stakeholders (i.e. business-to-consumer and business-to-business). The article also enriches past research that analyzed the way firms communicate their offerings from a CVP perspective.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-07-31
      DOI: 10.1108/JBIM-07-2020-0373
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Nutritional information labels and health claims to promote healthy
           consumption

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      Authors: Asuncion Hernandez-Fernandez , Ines Kuster-Boluda , Natalia Vila-Lopez
      Abstract: Rates of diseases caused by poor diet have seen no reduction in recent years. In this scenario, nutritional information labels and health claims could play a decisive role in modifying product attitudes and purchase intention (consequently, eating habits). In this frame, the first objective is to analyze the role of three antecedents on attitudes toward nutritional labels and credibility from health claims. These three starting antecedents are as follows: psychological characteristics of the consumer associated with eating disorders, body image attitudes and affective reactions (pleasure and arousal). Second, this paper aims to analyze if both elements (attitudes toward nutritional labels and credibility from health claims) improve (or not) food product attitudes and then, its purchase intention. The sample comprised 300 young people between 18 and 25 years old. They provided their opinion about a healthy product by completing a structured and personal questionnaire after inspecting the packaging. Path analysis with partial least squares (PLS) was carried out to test the hypotheses stated. First, psychological characteristics associated with eating disorders (self-concept and self-esteem) have a positive significant influence on body image attitudes. Second, attitudes toward their body image have a great effect on the perception that these consumers have about the information provided by healthy food packaging. Insofar as those whose attitudes toward their body image is “damaged” seek in the nutritional label indications that make them feel calm understanding that the food they are going to buy is not harmful to their health. Moreover, credibility from health claims improves positive attitudes toward the nutritional label. On the contrary, those consumers with higher punctuations in body image assigned lower values to those items concerning nutritional information and health claims in the packaging. Third, if attitudes to nutritional information improve, then product attitudes improve too. Fourth, if product attitudes improve, then purchase intention improves too. So, food product managers should be aware of the need to improve product attitudes by working on the packaging (label and claim) to improve purchase intention. First, although previous literature has investigated individual psychological characteristics related to food disorders in the health area, the study of these specific individual psychological characteristics (ineffectiveness, perfectionism, interpersonal distrust, interceptive awareness, maturity fears), is under-researched in the marketing discipline. Second, to date, different authors have investigated how important the use of credibility from health claims in packaging can be in terms of increasing product attitudes and purchase intention, as well as the development of positive attitudes toward nutritional information on the label. However, the joint study of both information sources in the packaging (credibility from health claims and attitudes toward nutritional labels) remains under-investigated.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-07-16
      DOI: 10.1108/JBIM-09-2020-0426
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2021)
       
  • Intra- and inter-organizational tensions of a digital servitization
           strategy. Evidence from the mechatronic sector in Italy

         This is an Open Access Article Open Access Article

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      Authors: Serena Galvani , Roberta Bocconcelli
      Abstract: This paper aims to analyze the digital servitization (DS) process with the paradox theory lens. The purpose is to catch how intra- and inter-organizational tensions generate complexity along a DS journey to find “where” and “when” industrial companies can intervene to face them. The methodology is a qualitative, in-depth single case study, which longitudinally explores the DS strategy of a manufacturer along with three phases of development: design, implementation and assessment. The analysis reveals six intra- and inter-organizational tensions in DS and provides insights on tensions’ origin and how to face them. A theoretical framework on DS complexity and an empirical framework on tensions’ origin is produced. The research combines service and organizational paradox literature. Together with a longitudinal methodology, it results in a spatial and temporal analysis of DS, from which theoretical and managerial implications are drawn.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2021-12-15
      DOI: 10.1108/JBIM-03-2021-0183
      Issue No: Vol. 37 , No. 13 (2021)
       
  • Journal of Business & Industrial Marketing

    • Free pre-print version: Loading...

       
 
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