Subjects -> BUSINESS AND ECONOMICS (Total: 3541 journals)
    - ACCOUNTING (132 journals)
    - BANKING AND FINANCE (306 journals)
    - BUSINESS AND ECONOMICS (1229 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 (106 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: 6)
Australasian Marketing Journal (AMJ)     Hybrid Journal   (Followers: 4)
BMC Health Services Research     Open Access   (Followers: 26)
Capital Markets Law Journal     Hybrid Journal   (Followers: 4)
Cleaner Environmental Systems     Open Access  
Cleaner Production Letters     Hybrid Journal  
Cleaner Waste Systems     Open Access   (Followers: 10)
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: 27)
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: 12)
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: 20)
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: 9)
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: 17)
International Journal of Service Industry Management     Hybrid Journal   (Followers: 2)
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: 6)
International Journal of Supply Chain and Operations Resilience     Hybrid Journal   (Followers: 2)
International Journal of Supply Chain Management     Open Access   (Followers: 14)
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: 50)
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: 7)
Journal of Emerging Knowledge on Emerging Markets     Open Access  
Journal of Entrepreneurial Finance     Open Access   (Followers: 1)
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: 3)
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: 53)
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: 73)
Journal of Nonprofit & Public Sector Marketing     Hybrid Journal   (Followers: 5)
Journal of Operations and Supply Chain Management     Open Access   (Followers: 5)
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: 9)
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: 26)
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: 36)
Psychological Services     Full-text available via subscription   (Followers: 4)
Psychology & Marketing     Hybrid Journal   (Followers: 11)
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: 6)
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   (Followers: 1)
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]
  • Knowledge management process as a mediator between collaborative culture
           and frugal innovation: the moderating role of perceived organizational
           support

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      Authors: Muhammad Usman Shehzad , Jianhua Zhang , Sajjad Alam , Ziao Cao , Fredrick Ahenkora Boamah , Mubashir Ahmad
      Abstract: Drawing on the knowledge-based view (KBV), the purpose of the study is to examine the impact of collaborative culture (CC) on frugal innovation (FI). It also advances insight into the pathways for stimulating distinct aspects of innovation capacity by assessing the mediating effects of knowledge management (KM) processes and the moderating role of perceived organizational support (POS). Based on the data gathered from 430 participants from 80 Pakistani manufacturing and service firms, this study used structural equation modeling to evaluate hypotheses in the established research model. The findings reveal that CC positively fosters the KM processes and different aspects of FI. The results indicated the positive direct impact of KM processes on frugal functionality (FF) and frugal cost (FC) while insignificant on the frugal ecosystem (FE). This study found partial mediation of KM processes on the relationship among CC, FF and FC, but the KM process does not mediate the relationship between CC and FE. The results also demonstrated that POS moderation enhances the impacts of CC on KM processes and FF while notably weakening the impacts of CC on FC and FE. To understand the crucial role of knowledge capital in companies’ innovation capability, future research should examine the mediating function of KM capability (knowledge process capability and knowledge infrastructure capability) and moderating role of environmental turbulence in the relationship between CC and different aspects of innovation capability. This study significantly advances a better understanding of the relationship between CC and specific facets of innovation capacity by emphasizing the importance of driving the KM process and improving POS. This study has contributed to the theoretical and practical efforts on KBV, emphasizing the critical importance of CC in fostering a conducive environment for KM processes and innovation.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-08-12
      DOI: 10.1108/JBIM-01-2022-0016
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The integration of logistics and marketing practice into baseline supply
           chain practices in the emerging markets

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      Authors: Kofi Dadzie , Charlene Dadzie , Wesley J. Johnston , Evelyn Winston , Haizhong Wang
      Abstract: This study aims to draw on the strategy–structure–performance framework to investigate baseline supply chain (BSC) practices as a function of how firms structure logistics and marketing mix activities to achieve market share in the emerging market (EM) supply chain ecosystems. The authors validate the study’s conceptual framework with survey data collected in two contrasting EM supply chain ecosystems. They include supply chains in EM economies with an advanced logistics/distribution infrastructure such as China and those in economies with poor logistics/distribution infrastructure such as Ghana. The authors use ordinary least squares regression and structural equation modeling analysis to examine the relative market share outcomes of different configurations of logistics-marketing practices (logistics-affordability marketing, logistics-accessibility marketing, logistics-acceptability marketing, logistics-and awareness and full integration into BSC). Key findings confirm that the integration of logistics with marketing activities into BSC practice is more pervasive in EMs with high logistics performance index, such as China than in firms in EMs with low logistics performance index, such as Ghana. Moreover, the authors confirm that integrating logistics and marketing into BSC generates higher market share performance than logistics- or marketing-only practices in China and Ghana. These differences are driven more by the firm’s strategic orientation than the demands of competitive market conditions. The study focuses on BSC integration activities in the logistics and marketing functions because researchers have not updated this issue for the past two decades. The study results provide managers with much-needed empirical evidence of the strategic benefit of BSC integration under different supply chain ecosystems in the EMs. Linking BSC activities in logistics management and marketing management mix activities within the 4As marketing mix framework provides evidence to support the argument that the 4As marketing mix is an appropriate planning framework for EMs’ unique ecosystems.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-08-10
      DOI: 10.1108/JBIM-01-2022-0002
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Policy uncertainty, social responsibility and corporate M&A

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      Authors: Cong Li , Gongxu Lan , Guitao Zhang , Peiyue Cheng , Yangyan Shi , Yangfei Gao
      Abstract: This paper aims to focus on corporate social responsibility in relation to economic policy uncertainty in mergers and acquisitions (M&A). The following questions are addressed: How does policy uncertainty impact corporate M&A' Does social responsibility play a mediating role in this process' How does policy uncertainty affect corporate M&A through social responsibility' This paper selects the major M&A events in China as the research object, and uses the Probit model to analyze the impact of policy uncertainty on M&A behavior and the business performance after the event, and further analyzes the internal mechanisms that cause these phenomena. This paper shows that the higher the policy uncertainty, the lower the probability of a successful M&A, and the worse the business performance of the business after the event. This paper provides useful reference for the study of M&A and social responsibility in different policy environments. At the same time, it provides direct empirical evidence to enhance the success rate of M&A.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-08-10
      DOI: 10.1108/JBIM-08-2021-0405
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Favor reciprocity, innovation and inefficiency: the double-edged sword of
           business-to-business relations

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      Authors: Omar AlHussainan , Ying Guo , Hussain Gulzar Rammal , Ryan W. Tang , Ismail Golgeci
      Abstract: The purpose of this study is to empirically investigate the dark side of business-to-business (B2B) relationships in traditional business practices worldwide that rely on strong networks. This study applies a questionnaire survey to collect data from buyers in 224 Kuwaiti firms and uses the partial least squares structural equation model for data analysis. Drawing on the social exchange theory, we test the relationships between B2B wasta, relationship satisfaction, innovation and efficiency. The findings show that despite the belief that wasta brings long-term benefits when applied in B2B relationships, it negatively impacts the firm’s efficiency. This study contributes to the existing literature on B2B relationships by identifying important issues related to the multifaceted nature of B2B wasta relationships. The study confirms the importance of relational and innovation benefits over economic consequences based on elements of social exchange theory, which extends our current understanding of the application of SET in B2B wasta relationships.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-08-10
      DOI: 10.1108/JBIM-08-2021-0408
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Time for change' Scenario analysis on buyer–seller negotiations

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      Authors: Sandra Haggenmüller , Patricia Oehlschläger , Uta Herbst , Markus Voeth
      Abstract: This study aims to provide probable future developments in the form of holistic scenarios for business negotiations. In recent years, negotiation research did not put a lot of emphasis on external changes. Consequently, current challenges and trends are scarcely integrated, making it difficult to support negotiation practice perspectively. This paper applies the structured, multi-method approach of scenario analysis. To examine the future space of negotiations, this combines qualitative and quantitative measures to base our analysis on negotiation experts’ assessments, estimations and visions of the negotiation future. The results comprise an overview of five negotiation scenarios in the year 2030 and of their individual drivers. The five revealed scenarios are: digital intelligence, business as usual, powerful network – the route to collaboration, powerful network – the route to predominance and system crash. The scenario analysis is a suitable approach that enables to relate various factors of the negotiation environment to negotiations themselves and allows an examination of future changes in buyer–seller negotiations and the creation of possible future scenarios. The identified scenarios provide an orientation for business decisions in the field of negotiation.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-08-10
      DOI: 10.1108/JBIM-11-2021-0511
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Balanced centricity: a joint institutional logic within open collaborative
           ecosystems

         This is an Open Access Article Open Access Article

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      Authors: María José Quero , Cristina Mele
      Abstract: This paper aims to examine the change of institutional logics in actors’ practices within crowdfunding platforms, seen as open collaborative ecosystems. The research follows an abductive approach, wherein data collection and analysis, and the search for complementary theories, constitute parallel iterative processes. A main case study was carried out, complemented by an expert panel. Balanced centricity (BC) as the main institutional logic in crowdfunding platforms delineates actors’ practices (aims, resources and behaviors) into four issues: the development of an open and collaborative community; the overcoming of resource limitations; the changing roles of actors; and the co-creation of mutual (societal) value. This study context limits the results. The COVID-19 crisis put all actors in the medical field into an extreme situation in which they had to maximize their potential to achieve a common aim. Once the crisis has passed, further research should address whether BC is maintained as actors’ institutional logic. This paper offers a unique perspective on BC as an institutional logic that impacts actors in collaborative open ecosystems.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-08-10
      DOI: 10.1108/JBIM-12-2021-0572
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • How can machine tool builders capture value from smart services'
           Avoiding the service and digitalization paradox

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      Authors: Bart Kamp , Kristina Zabala , Arantza Zubiaurre
      Abstract: This paper aims to assess the existence of, or the risk of running into, a smart service paradox for industrial firms and how to overcome it. A qualitative multiple case study is conducted involving four machine tool builders. The main source of data is formed by semi-structured interviews with service business managers. NVivo software was used to structure the interview harvest. The findings reveal that a smart service paradox is a realistic threat for industrial firms, that smart service business development is a supply push affair rather than a matter of demand pull, that two types of permissions need to be granted by prospective users (license to operate and license to charge) and that three intermediate steps need to be undertaken and validated to overcome a smart service paradox: value testing or proofing; value recognition; and value sharing. This study was vendor-centric and did not involve the industrial customers to whom the smart services were directed. It was based on a small sample, which limits the generalizability of findings to a broader or different (sectoral) context. Lessons are identified for service managers on how to circumvent a smart service paradox. This study departs from a value creation-delivery-capture (“business model”) perspective to assess smart service paradox dynamics. By adopting a relational perspective to it, the present paper succeeds in presenting a more granular version of the base business model.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-08-10
      DOI: 10.1108/JBIM-12-2021-0588
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The impact of supply chain social capital on supply chain performance: a
           longitudinal analysis

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      Authors: Yuxiao Ye , Lu Yang , Baofeng Huo , Xiande Zhao
      Abstract: Drawing on the resource-based view (RBV), this study aims to investigate the impact of social capital, namely, structural (information sharing), cognitive (shared value) and relational (relationship commitment) capital in the supplier and the customer side on supply chain performance in a longitudinal design. It further aims to examine the moderating effect of change in competition intensity. Based on two-wave data collected from 203 manufacturers in China, this study uses the ordinary least square and first-difference regression methods to test the proposed relationships. The results show the effect of social capital on supply chain performance and the dynamic nature of supply chain social capital. The causal analysis further reveals the significance of supplier-side structural and relational capital in improving supply chain performance. Moreover, competitive intensity plays an important moderating role. This study, to the best of the authors’ knowledge, is one of the first to demonstrate the longitudinal effect of supply chain social capital on supply chain performance.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-08-08
      DOI: 10.1108/JBIM-09-2021-0423
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Emotional mechanics of gamification and value co-creation: the digital
           platform Nike+ as a B2B2C ecosystem

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      Authors: Cristina García-Magro , María-Luz Martín-Peña , José María Sánchez-López
      Abstract: This study aims to investigate the impact of utilitarian, hedonic and social emotional mechanics in gamified digital platforms on the components of value co-creation. Hypotheses are proposed to test the emotional mechanics of gamification as antecedents of value co-creation in terms of the components of the DART (dialogue, access, risk assessment, transparency) model. The Nike+ gamified digital platform is used as the context for the empirical analysis. The hypothesis testing is performed from the consumer perspective, with data gathered using a questionnaire sent to users of the Nike+ application. The social emotional mechanics of gamification have a positive impact on the value creation components of dialogue, access, transparency and risk. Utilitarian and hedonic mechanics also exert an impact on the value creation component of access. This study contributes to the value co-creation literature. The findings also reveal the role of customer emotions in embracing gamified platforms in a business-to-business-to-consumer (B2B2C) ecosystem. Practitioners and consumers in B2B2C ecosystems can gain insight into how to interact in digital gamified platforms and how to co-create value. This study shows the importance of customers’ emotional mechanics when participating in gamified platforms. The results can help organisations ensure the success of their value co-creation processes. This paper proposes a combination of approaches that have traditionally been studied in isolation, placing emotions at the heart of the value co-creation paradigm.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-08-08
      DOI: 10.1108/JBIM-12-2021-0568
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Marketing in the livestock sector and its impact on food security in Saudi
           Arabia

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      Authors: Odai Falah Mohammad Al-Ghaswyneh
      Abstract: Although the livestock sector is considered to be an important segment of the Saudi Arabian economy, its contribution, including the multiple sources of commercial income it provides, is underestimated. This industry provides thousands of jobs in various related sectors and meets national demand for food. This study aims to examine the impact of breeding inputs such as animal production, marketing processes and operation and legislation on livestock sector efficiency and strategic food security. This study adopted an exploratory approach. The sample consisted of specialists in industrial production and livestock breeders in the northern region of Saudi Arabia. The relative importance index was used to analyze the data, which was evaluated using structural equation modeling in SPSS. The results show the significant influence of breeding inputs, markets and legislation on increasing the efficiency of the livestock sector and the impact of livestock on strategic food security. They also highlight the need to motivate governments to focus on this sector, especially by reducing taxes on breeders’ income and lowering livestock costs accordingly. The Saudi Arabian Government should also facilitate innovative agreements to create global markets for the export of surplus livestock products. In addition, a marketing process is lacking in all areas of production and the local and international marketing of livestock products, which requires the support of different sources of fodder and establishment of markets for specific types of meat slaughter, packaging and sales. This research was limited to the northern region of Saudi Arabia. This study highlights the importance of marketing processes and activities according to marketing operations as they used in study instrument to explore their impact on in the marketing livestock sector for national food security strategies and guides future studies in this field. This research recommends that decision-makers support marketing in the livestock sector and reduce production taxes. To the best of the author’s knowledge, no previous related research has been conducted in the field of food security.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-08-05
      DOI: 10.1108/JBIM-08-2021-0363
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Value co-creation and co-destruction in the digital transformation of
           highly traditional companies

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      Authors: Aleksandra Hauke-Lopes , Milena Ratajczak-Mrozek , Marcin Wieczerzycki
      Abstract: The purpose of this paper is to investigate how digital transformation changes highly traditional business processes and how it impacts value co-creation and co-destruction. More specifically, the aim is to examine, using the resource interaction approach, how the friction between non-digital and digital resources affects the co-creation and co-destruction of value in a network during digital transformation. Based on this, the authors provide managerial implications on how to handle simultaneous digital and traditional business processes to co-create value during digital transformation. A case study is conducted of a digital platform provider and of three traditional confectioneries. In this analysis, the authors looked at the business processes of highly traditional confectioneries that have introduced online services through a digital platform and are undergoing digital transformation. In some industries, it is neither possible nor advisable to fully digitalise all business processes, and companies have to partially retain their traditional, analogue character to create value. The process of value co-creation during digital transformation is affected by friction between the digital and non-digital resources and is mitigated by specific lubricants (e.g. mutual reliance, smooth personal communication, willingness to help, attitude towards change). This results in the improvement of processes and capabilities in terms of digital development and traditional production. Friction may also lead to value co-destruction, for example, as the result of transformation from face-to-face to digital interactions. The authors contribute to research on the digital transformation of highly traditional companies that need to introduce new, digital technologies and resources while continuing their traditional processes. The authors develop the concept of lubricants that mitigate the friction between resources and, therefore, facilitate value co-creation in a business network. Additionally, the authors provide managerial implications for how to handle simultaneous digital and traditional business processes during digital transformation.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-08-04
      DOI: 10.1108/JBIM-10-2021-0474
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • A meta-analysis on entrepreneurial orientation in the export context

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      Authors: Ayça Kübra Hizarci , Nilay Bıçakcıoğlu-Peynirci , İlayda İpek
      Abstract: Building on the lack of adequate attention devoted to encapsulating the research on entrepreneurial orientation (EO) in the export context, the main objective of this study is to quantitatively aggregate the empirical evidence as to the effect of export EO on its consequences. In addition, this meta-analytic study aims at exploring the act of possible contextual and measurement moderators in the proposed conceptual framework. Drawing on a meta-analytic approach, prior empirical results were synthesized by 71 effects gathered from 5,815 firms. The meta-analytic findings spotlight that export EO exerts the biggest influence on new product performance, and the magnitude of the relationship between export EO and its consequences is dependent upon cultural context, country’s economic development level, industry type and measurement treatment. This meta-analysis is expected to provide fresh insights into the export EO literature by compiling previous empirical evidence on the export EO phenomenon, which has remained relatively untouched.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-08-04
      DOI: 10.1108/JBIM-10-2021-0485
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Exploring the role of relationship management and relationship quality in
           B2B: empirical insights and future research directions

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      Authors: Flevy Lasrado , Park Thaichon , Munyaradzi W. Nyadzayo
      Abstract: In the past few decades, relationship management (RM) theory and RM strategies in business-to-business (B2B) contexts have evolved tremendously, driven by constant innovation. Hence, the purpose of this study is to understand the trends and evolution of RM and relationship quality (RQ) in B2B contexts and empirical insights on RM and RQ in B2B, which in turn would provide insights into trends and future research directions. Grounded on the industrial marketing and purchasing group, this study adopts a critical systematic literature review to provide a comprehensive analysis of the past, current and future trends in empirical research insights of RM and RQ in B2B markets. This study provides some novel insights into RM in B2B context by using a multidimensional approach to RM and RQ and analyzing prior marketing research from three perspectives: the evolution of RM and RQ in B2B context; prior empirical research; and practical business insights. Overall, these perspectives inform the development of an evolving side of RQ in B2B contexts, leading to some predictions regarding the future of RM in B2B markets. The exploratory results of this study shed light on the key factors that drive RQ and the importance of RM in B2B markets in the digital age where customers still long for human interaction regardless of the prevalence of advanced technology. In the wake of advanced technologies and particularly, B2B companies had to turn to virtual platforms and embrace digital transformation to establish and manage their customer relationships. Yet, managing relationships via digital channels has its own challenges for both B2B practitioners and scholars. This indicates that there is still a huge need for attuned RM strategies that align with the changing environments – mainly driven by technological advancement – in B2B markets.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-29
      DOI: 10.1108/JBIM-05-2021-0267
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • From knowledge broker to solution provider in the Industry 4.0 setting:
           the innovation path of a small consulting firm

         This is an Open Access Article Open Access Article

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      Authors: Luigi Mersico , Elisa Carloni , Roberta Bocconcelli , Alessandro Pagano
      Abstract: This study aims to explore the resource development process implemented by a small consulting firm, active in a traditional industrial context, pursuing the innovation path to develop solutions within the Industry 4.0 (I4.0) domain. This study undertakes a single qualitative case study of Sinergia, an Italian innovative small consulting firm. The case study is analyzed through critical events and adopting the 4 R model, developed within the industrial marketing and purchasing (IMP) approach. The analysis highlights a transition from knowledge broker to solution provider, based on a process of networking, with a relevant strategizing effort, and of assembling internal, external and shared resources. Three patterns in the evolution of the company’s innovation path emerge: resource-oriented networking, hybrid resource development and resource assembly. The empirical study provides novel empirical evidence over localized innovation processes in I4.0 by exploring the innovation path pursued by a small consulting firm in connection with the local business. The study represents a theoretical development in terms of the 4 R model as it suggests the need to further conceptualize the category of technical resources – including products and facilities – in the increasingly complex I4.0 domain and provides insights on the changing role of actors in networks underpinned by emerging resource structures.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-29
      DOI: 10.1108/JBIM-12-2021-0593
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Pricing and advertising decisions in O2O supply chain with the presence of
           consumers’ anticipated regret

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      Authors: Qiongqiong Gu , Rong Zhang , Bin Liu
      Abstract: Due to product value uncertainty, consumers do not know the product matching rate before they get the product, which is the probability of product fitness. Taking the consumers’ anticipated regret into account, this paper aims to develop a theoretical model to explore how the anticipated regret affects pricing and advertising decisions and profits of retailers in the online to offline (O2O) supply chain. This paper considers an O2O supply chain consisting of an e-retailer and a brick-and-mortar retailer; both retailers cooperate to provide buying online and pick up in-store (BOPS) for consumers. It shows three major findings. Retailers should decide whether to introduce BOPS channel according to the matching rate of the product when the BOPS channel is not very convenient for consumers. When the BOPS channel does not exist in the market, the profits of two retailers increase with the online regret of consumers, while the BOPS channel exists in the market and the matching rate of the product is low, the higher offline regret can enable both retailers to increase the profits; furthermore, when the matching rate is high, the higher degree of online regret can bring more profit to the O2O supply chain. Therefore, both retailers can take measures together to induce consumers’ regrets according to the different matching rates, which makes both retailers obtain more profits. Counterintuitively, consumer surplus will not always increase due to consideration of anticipated regret. The model has some limitations that are worth further discussing. First, in practice, the O2O supply chain includes many forms except the BOPS channel, for example, order online and pick-up in-store (ROPS) channel; future research can discuss and consider the impact of consumers’ anticipated regret on ROPS. Second, the authors consider that O2O is a supply chain composed of two retailers. In reality, there is also a situation where an oligopoly retailer opens two channels to realize O2O supply chain, in the case the inventory decision-making of the product is worth studying. Finally, to highlight the impact of the anticipated regret on consumers’ decision-making, the return of the product is not considered. Future research can take the return of the product into account to assess the robustness of the results. The contributions are in two main aspects. First, this paper considers an O2O supply chain with consumer value uncertainty, where there are duopoly retailers in the market and most of the existing literature focus on oligopoly retailer operates both online and offline channels; meanwhile, consumers’ value perceptions of the product is deterministic. Second, this paper explores how the consumer anticipated channel regret affects the pricing and advertising decisions of O2O supply chain, and the authors take behavioral theory into account when studying omnichannel operations, while most studies on anticipated regret consider traditional two-stage price reduction management, product innovation, etc.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-27
      DOI: 10.1108/JBIM-01-2022-0022
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • When does a supplier tolerate resellers’ opportunistic behaviors':
           transaction benefit and cost perspectives

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      Authors: Youngsu Lee
      Abstract: The purpose of this study is to examine tolerance of channel partners’ opportunistic behaviors as a viable governance mechanism and to test contingent transaction benefit and cost factors to determine tolerance of opportunistic behaviors. Through the theoretical lenses of governance value analysis and transaction cost economics, this study theorizes that a supplier’s tolerance of its reseller’s opportunistic behaviors should depend on transaction benefit factors (e.g. new product creativity and marketing program creativity) and transaction cost factors (e.g. performance ambiguity and opportunity cost). The author empirically tests the moderation model using data from a large-scale survey of 141 mobile phone suppliers in South Korea. The empirical results largely support the predictions on the moderating effects. For transaction benefit factors, marketing program creativity increases the supplier’s tolerance, while new product creativity does not increase the supplier’s tolerance. For transaction cost factors, the supplier’s concerns about opportunity cost increase the level of tolerance, while performance ambiguity of a business partner decreases the tolerance level. Theorizing opportunistic behaviors as a policy variable subject to benefit-cost assessment rather than an assumption provides new insights to interfirm governance research. To the best of the author’s knowledge, this study is the first kind to consider transaction benefit and cost factors together in a single contingency framework in tolerance research. Also, this research provides a new perspective on a microlevel marketing factor (i.e. creativity) as an influential factor in governance mechanisms.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-27
      DOI: 10.1108/JBIM-08-2021-0388
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Modeling the strategies to accelerate the natural gas business market
           growth in a developing country

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      Authors: Atul Rawat , Chandra Prakash Garg
      Abstract: Rising energy demand and the quest for achieving climate change targets have been pushing emerging markets like India to bolster the natural gas share in their energy mix. The country has set an aggressive target of increasing natural gas share in the energy mix to 15% by 2030. The purpose of this study is to acknowledge the need for adopting and developing strategies for natural gas business market development to ensure a reliable supply at an affordable price. Hence, this study explores the natural gas market business development strategies and assesses them through cause/effect analysis. This study proposed an integrated framework based on the Grey concept and Decision-Making Trial and Evaluation Laboratory (DEMATEL) technique to assess and determine the interdependence among the natural gas business market development strategies by cause-and-effect group analysis. The application of Grey theory reduced the uncertainty and subjectivity involved in the decision-making process. Later, sensitivity analysis is also performed to check the robustness of the framework. The natural gas business market development strategies are identified through a systematic literature search and contributions from industry experts. The findings of this study highlight the importance of developing pipeline and storage infrastructure facilities, ensuring supply security through long-term imports and overseas investment, implementing free-market-based pricing, simplification and standardization of regulatory processes at state and national levels, etc., for the development of the natural gas market development in India. This study acknowledges the natural gas market development strategies and evaluated them into cause-and-effect groups which are limited to Indian context. All evaluations in the Grey-based DEMATEL method were made in this study based on the decision team inputs which limits the generalization to other geographies. Moreover, the opinions of the experts can be subjective and differ. The selection of the experts is done through non-probability sampling process. This study could support the government and decision-makers in formulating the appropriate strategies to develop the domestic natural gas market. The cause-and-effect relationships are helpful for the companies, management, government, regulators and other stakeholders to understand the criticality of the causal strategies that must be implemented for developing the favorable natural gas business market scenario. This study explores and evaluates the strategies that successfully bolster the natural gas business demand in India using Grey-based DEMATEL framework. By focusing on those critical strategies, relevant stakeholders would ensure a reliable natural gas supply at affordable prices.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-26
      DOI: 10.1108/JBIM-03-2022-0135
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Share of purchases in B2B: relative customer satisfaction indicators and
           customer characteristics as main influencers

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      Authors: Josep Alet Vilaginés
      Abstract: This study aims to identify a new model of relative customer satisfaction translated into share of purchases (SOP) with the best-related metrics. This study uses an online customer satisfaction survey to clients of a firm and with a comparative valuation with current competitors by customer. The model builds a weighting through a multiple regression analysis, obtaining β for each variable by relating the variables to the SOP, presenting the relative effect of the variables and the best global explanation of the model. This new model has good prediction accuracy and shows a clear impact of different relative satisfaction indicators and, to a minor degree, business and relationship characteristics. The main limitation of this model is that it is based on data from only one company, but it should have value in other sectors and provide full insight through its transversal application. The involved advantages demonstrated better predictability and usefulness to decision-makers and determined how the improvements in customer satisfaction translate into business growth. The study shows that the relative evaluation of satisfaction carries different meanings for customers, while all of them are better than absolute satisfaction. It includes a more understandable indicator than other prior relative indicators, the difference in satisfaction and is more effective. Additionally, it guides how to take advantage of the knowledge of relative customer satisfaction before competitors and demonstrates the courses of action with the potential best results.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-26
      DOI: 10.1108/JBIM-05-2021-0274
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The strategic role of firm agility in the relationship between IT
           capability and firm performance under the COVID-19 outbreak

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      Authors: Bingfeng Bai , Ki-Hyun Um , Hanna Lee
      Abstract: Leveraging theory from the dynamic capability literature, this study aims to explore how information technology (IT) capability influences firm agility and subsequently translates into firm performance. This study examines the proposed relationships by using survey data from a sample of 296 Chinese retail firms. Structural equation modeling is used to test this study’s hypotheses. The following results are produced: the direct effect of IT capability on firm agility is confirmed; firm agility has a direct impact on firm performance; and the indirect effect of IT capability on firm performance via firm agility is demonstrated (i.e. partial mediation). The catastrophic outbreak of the COVID-19 pandemic has heightened the importance of firm agility more than ever. Although the traumatic event is painful, however, there is nothing like a crisis to offer a tremendous business opportunity. In response to the pandemic circumstance, firms are required to operate their business by reacting to unpredictable and dynamic market changes quickly and efficiently. This study sheds light on why firms should develop their IT capability and how it affects firm performance via firm agility during the COVID-19 outbreak.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-25
      DOI: 10.1108/JBIM-08-2021-0406
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Supplier interfaces in digital transformation: an exploratory case study
           of a manufacturing firm and IoT suppliers

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      Authors: Carla Cleri Ferreira , Frida Lind
      Abstract: The purpose of this paper is to characterize the interfaces between manufacturing companies and the Internet of Things (IoT) suppliers involved in their digital servitization. This paper builds on an explorative case study of a manufacturing firm and its IoT suppliers. This paper relies on the Industrial Network Approach to study interfaces between buying firms and their suppliers. This paper identifies three distinct types of supplier interfaces: connected, digital and digital-physical. They all contain technical resource interfaces with additional organizational and/or technical complexities that need to be managed. Connectivity, an Agile approach to software development and strong technical dependence emerged as key factors that impact the interactions between manufacturing firms and IoT suppliers and how their resources are combined. This paper offers managerial implications regarding the importance of internal organization (such as appropriate cross-functional teams) to manage the dynamics of collaborations required by digital technologies, maintain interactions with IoT suppliers and identify and manage interdependences between IoT suppliers. Building close relationships with suppliers of crucial infrastructure (e.g. IoT cloud platform and data security systems) can also be beneficial for manufacturing firms to reduce risks. Finally, attention should be given to IoT technology strategy, which impacts both digital and digital-physical supplier interfaces. In digital servitization, manufacturing firms are heavily reliant on external resources for IoT technology. Despite this, few studies have investigated the characteristics of their interfaces with IoT suppliers, how these can be managed and how resources are combined.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-20
      DOI: 10.1108/JBIM-12-2021-0573
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Antecedents and consequences of supply chain agility: a
           competence-capability-performance paradigm

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      Authors: Yanming Zhang , Minhao Gu , Baofeng Huo
      Abstract: An agile supply chain (SC) is critical in achieving competitive advantages in the vulnerable environment. Based on the competence–capability–performance paradigm, this study aims to investigate how information technology (IT) usage and employee multi-skilling influence internal, supplier and customer agility that are the three dimensions of SC agility. It further explores relationships between SC agility dimensions and SC performance. This study used a survey method to collect primary data and sampled 216 Chinese manufacturing firms in different industries. Construct validity and reliability were confirmed. Structural equation modeling was used to test hypotheses. The findings indicate that internal agility is the baseline of SC agility, which improves supplier and customer agility. IT usage is more important than employee multi-skilling in facilitating SC agility. The former improves all three dimensions, whereas the latter only improves internal agility. Both internal and supplier agility can improve SC performance, whereas customer agility has no significant effect. This study contributes to the SC agility literature in two folds. On the one hand, based on the dynamic capability perspective, this research clarifies three dimensions of SC agility and their interrelationships. On the other hand, integrating competence–capability–performance paradigm with information processing view, this research investigates the antecedent and outcome of SC agility. In addition, to date, this is one of the first studies to simultaneously examine the effect of two critical competencies, namely, IT usage and employee multi-skilling on SC agility.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-15
      DOI: 10.1108/JBIM-05-2021-0262
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Entrepreneurial marketing orientation of the Polish and Finnish SMEs and
           its environmental determinants

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      Authors: Izabela Kowalik , Lidia Danik , Agnieszka Pleśniak
      Abstract: The entrepreneurial marketing orientation (EMO) has been studied primarily in developed countries. The past research has focused on entrepreneurial marketing dimensions and their relationship with selected small- and medium-sized firm (SME) activities, strategic orientations or performance. Scholars have not paid enough attention to the EMO determinants. This study aims to investigate whether the SMEs originating from different countries, including the post-transition market, differ in their entrepreneurial marketing approach and checks its external determinants connected with environmental turbulence. A total of 219 Polish and 81 Finnish manufacturing SMEs, serving mainly business-to-business clients, were surveyed using the mixed-mode computer assisted telephone interview/computer assisted web interview method between 2020 and 2021. Structural equation modelling, multigroup confirmatory factor analysis analysis, analysis of variance and T-tests were applied. The metric and partial scalar invariance of the EMO scale used in Finland and Poland was found. The authors showed that Finnish firms represent a more robust entrepreneurial posture in marketing than Polish ones. The export market turbulence and the perceived crisis influence are the environmental determinants of EMO level, while the industry technological development level is not. The conducted analyses allowed to identify EMO determinants, verify the entrepreneurial marketing measurement concept in a new country (Finland) and show the differences in EMO between SMEs from a less and more developed country. The existing literature lacks empirical data on the external EMO determinants and inter-country comparisons. This study shows the differences in EMO level of companies from different country backgrounds and points to the market turbulence as its determinant.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-15
      DOI: 10.1108/JBIM-07-2021-0333
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Putting the “service” into B2B marketing: key developments in service
           research and their relevance for B2B

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      Authors: Jochen Wirtz , Christian Kowalkowski
      Abstract: The business-to-business (B2B) marketing literature is heavily focused on the manufacturing sector. However, it is the B2B service sector that shows the highest growth in gross domestic product (GDP). Beyond a vibrant stream of literature on servitization, the B2B literature has neglected drawing on the wider service literature. This paper aims to examine recent streams of service research that have promising implications and research opportunities for B2B marketing. Together, the author team has decades of research, managerial and executive teaching experience related to B2B marketing and services marketing and management. The observations and reflections in this paper originate from this unique perspective and are supplemented by insights from 16 expert interviews. The authors identify and discuss in this paper four broad and related themes from the service literature that can stimulate B2B research and practice. First, the authors highlight the implications for capturing value in economies with their rapidly increasing specialization and related growth in B2B services. Specifically, the authors explain where B2B firms should focus on to gain bargaining power in the value chains of the future. Second, an additional strategy to enhance a B2B firm’s power to capture value is servitization, which allows firms to get closer to their customers, increase their switching costs and build strategic partnerships. The authors explore how firms can use service productization to enhance their chances of successful servitization. Third, servitization is expensive, and productivity and scalability are often a challenge in B2B contexts. These issues are tackled in a recent service research stream on cost-effective service excellence (CESE) where the authors derive implications for B2B firms. Fourth and related to CESE, latest developments in intelligent automation offer exciting opportunities for B2B services to be made more scalable. This paper is based on the unique perspective of the author team and a panel of experts and connects major streams of service research to the B2B literature.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-14
      DOI: 10.1108/JBIM-02-2022-0085
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Critical realist multilevel research in business marketing: a laminated
           conceptualization of resilience

         This is an Open Access Article Open Access Article

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      Authors: Markus Vanharanta , Phoebe Wong
      Abstract: The purpose of this paper is to ease the methodological application of critical realist multilevel research in business marketing. Although there has been plenty of theoretical contributions in this field, it is not always clear how critical realism can be best applied in business marketing settings. Accordingly, this paper addresses this gap in literature. Also, this paper addresses the calls for a multilevel conceptualization for resilience, based on the critical realist laminated systems. This is a conceptual paper, which uses pre-existing literature to develop a critical realist methodological approach for the purposes of multilevel business marketing research. The contribution is based on literature by combining pre-existing ideas in a new way in the context of business marketing. This paper makes a methodological contribution by introducing the critical realist “laminated systems” to business marketing as a multilevel research approach. Furthermore, the authors conceptualize a specific laminated model, the Laminated Interactional Model (LIM), that is designed for the purpose of business marketing research. The LIM is a methodological tool that conceptualizes business marketing based on six levels of analysis, easing the methodological application of critical realism in business marketing settings. In addition, to provide an example, the authors apply the LIM to the literature on resilience, providing a multilevel conceptualization. This is a timely contribution, as resilience has emerged as a central concept addressing interorganizational survival during the COVID-19 pandemic. This paper makes three main contributions to business marketing. First, this paper provides a methodological contribution by introducing the critical realist notion of “laminated systems” to business marketing. Second, this paper conceptualizes a specific laminated model for business marketing, namely, the LIM. Third, as a response to the COVID-19 pandemic, this paper will apply critical realism and the LIM to the notion of resilience, addressing the calls for multilevel conceptualizations.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-12
      DOI: 10.1108/JBIM-01-2021-0068
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The impact of coercive pressure and ethical responsibility on
           cross-functional green management and firm performance

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      Authors: Xiaochen Yue , Baofeng Huo , Yuxiao Ye
      Abstract: The purpose of this paper is to understand whether firms are driven by external pressure or intrinsic value to conduct green management; this study examines the effects of coercive pressure and ethical responsibility on cross-functional green strategy alignment (GSA) and green process coordination (GPC), and in turn, market and environmental performance. Based on data from 206 Chinese manufacturers, this study empirically tests the proposed relationships using structural equation modeling. The results highlight the role of coercive pressure in promoting both GSA and GPC that represent functional green efforts at both strategic and operational levels, indicating firms’ critical concern of obtaining external legitimacy from stakeholders. Ethical responsibility as an intrinsic value promotes GPC that demands joint working from different functions at the operational level. Besides, the authors find that GSA improves market and environmental performance, whereas GPC only enhances environmental performance. This study adds to the knowledge of the drivers of cross-functional green management from external pressure and intrinsic value perspectives. The findings are also fruitful for practitioners and policymakers.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-12
      DOI: 10.1108/JBIM-09-2021-0446
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Promotional inputs and selling: evidence from India

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      Authors: Harindranath R.M. , Bharadhwaj Sivakumaran
      Abstract: The main purpose of this research is to investigate the influence of promotional inputs presented to salespeople, such as continuing medical education (CME) sponsorship and drug samples, on adaptive selling and sales performance. This study used a mixed-methods approach. First, depth interviews were done and this was followed by a survey on 247 pharmaceutical executives in India. Data analysis was done using AMOS, Process Macro and floodlight analysis. Results showed that CME sponsorship and drug samples drove adaptive selling and sales performance positively. Additionally, results reveal that CME program sponsorship negatively moderated the adaptive selling–sales performance relationship; free drug samples too negatively moderated this relationship. Firms may hire salespersons with high customer orientation and adaptive selling and train them hone these further. The present research also crucially suggests that pharma firms may allocate CME sponsorship and drug samples to salespeople low on adaptive selling. This could be the first study, to the best of the authors’ knowledge, that uses promotional inputs (such as CME sponsorship and drug samples) as an antecedent to adaptive selling and sales performance. Moreover, this is the only research that has tested CME sponsorships and drug samples as moderators to customer orientation–adaptive selling and adaptive selling–sales performance.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-05
      DOI: 10.1108/JBIM-01-2021-0040
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Implementation of new segments in small- and medium-sized enterprises
           (SMEs)

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      Authors: Ann Højbjerg Clarke , Per Vagn Freytag
      Abstract: Successful segmentation and implementation are crucial for firms. This paper aims to focus on what areas small- and medium-sized enterprises (SMEs) consider when implementing new target segments in the organization. If firms do not understand the potential complexity and plan for implementation, they risk overlooking important areas that cause organizational resistance and failure in the market. This paper builds on a literature study and five SME case studies based on 44 interviews and 10 intervention workshops. The authors identify key areas of change that SMEs consider when planning to implement segments in the organization, including marketing strategy and plans, organizational aspects and implementation processes. Organization changes and sales plays are key considerations among SME managers. The authors further identify four categories characterized by different degrees of marketing and organizational changes that SMEs face when implementing new target segments, reflecting SMEs former choices. This research is based on interviews and workshops that bring managers into a situation where they can evaluate needed changes to implement segments. The managers can express the complexity and the effect of the implementation. This paper presents considerations and insights derived from SMEs and discusses how firms can be better equipped to implement new segments. This paper offers new insights and directions for segmentation literature, focusing on implementation and proposing how to advance the segmentation literature.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-07-01
      DOI: 10.1108/JBIM-01-2021-0053
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The vulnerability of technology-based business during COVID-19: an
           indicator-based conceptual framework

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      Authors: Mahsa Kamalipoor , Morteza Akbari , Seyed Reza Hejazi , Alireza Nazarian
      Abstract: COVID-19 has affected most business activities, including technology-based business. The higher the business vulnerability rating, the greater the impacts. After identifying three dimensions of vulnerability (exposure, business sensitivity and response capacity), this study aims to determine the potential components and indicators of the vulnerability of technology-based businesses. Using the indicator approach, a comprehensive vulnerability model was developed for assessing the vulnerability of the technology-based business against COVID-19. In this study, COVID-19, as a biological threat and an exogenous shock, was considered the exposure dimension. Business characteristics, job characteristics, business owner-manager demographics, product and supplier characteristics were identified as the sensitivity dimension, while resources, human capital, technological capitals, social capitals, institutional capitals, infrastructures, management capacity and supply chain capabilities were defined as the adaptive business capability or response capacity. To determine vulnerability and response capacity against exogenous shocks and a pandemic crisis, the framework can act as a useful checklist for managers and owners of technology-based businesses. Research on the COVID-19, especially in the technology-based business, is still at the emergent stage. This study is a pioneering effort to review the literature on business vulnerability and provide a framework to reduce business vulnerability using the indicator-based approach.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-29
      DOI: 10.1108/JBIM-10-2020-0455
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Carbon emission reduction and green marketing decisions in a two-echelon
           low-carbon supply chain considering fairness concern

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      Authors: Hongxia Sun , Yang Zhong
      Abstract: The purpose of this paper is to investigate the impact of fairness concern on the optimal pricing, carbon emission reduction (CER), green marketing efforts (GME) and utility of supply chain members in a two-echelon low-carbon supply chain composed of one manufacturer and one retailer. First, three basic models that consider the manufacturer’s different attitudes toward the retailer’s fairness concern are constructed. The optimal decisions of these models are obtained. Second, these optimal solutions are compared, and the effects of some key parameters including fairness concern on the optimal decisions and utility are examined for the three models. Furthermore, the manufacturer may misestimate the retailer’s fairness concern; therefore, an extended model is proposed. The authors adopt the manufacturer-led Stackelberg game theoretic framework, where the manufacturer decides the wholesale price and CER level and, then, the retailer determines the retail price and GME. The results show that fairness concern has a negative impact on the wholesale price, the level of CER and GME, and fairness concern are not always beneficial for maximizing utility, although it is related to whether the manufacturer pays attention to the retailer’s fairness concern. The manufacturer will gain more utility when considering the fairness concern of retailers than non-consideration. Overestimating or underestimating the fairness concern of the retailers does not lead to benefits for the manufacturer. This study has the following two limitations that need to be addressed in future research. First, the authors only consider the fairness concern of a single retailer but not peer-induced fairness among multiple competing retailers, which can be taken into account in future studies. Second, the demand function is linearly related to price, CER and GME. Because of the uncertainty of market information, the uncertainty demand function can be further considered. This paper simultaneously considers the factors CER, GME and fairness concern. The utility function of the retailer is established according to taking the Nash bargaining solution as a fairness reference point, and four different models are constructed and compared.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-28
      DOI: 10.1108/JBIM-02-2021-0090
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Maximizing customer adoption outcomes in emerging industrial markets via
           supplier innovativeness and relationship quality

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      Authors: Munyaradzi W. Nyadzayo , Riza Casidy , Mayoor Mohan
      Abstract: This paper aims to examine how suppliers doing business with customers in emerging industrial markets can leverage their innovativeness to foster trust and commitment toward maximizing customer adoption behaviors. Based on commitment-trust theory, this research uses survey data collected from a large sample of Chinese business-to-business executives, which were then analyzed using three-stage least squares simultaneous estimation models and PROCESS. The results show that supplier innovativeness can help customers build trust in a supplier. Consequently, a reciprocal commitment is forged among customers that manifest in favorable adoption decisions, including a higher willingness to pay premium prices. Notably, this approach is beneficial when robust interfirm communications are difficult to establish. Innovation decisions in interfirm relationships are important for suppliers doing business in emerging markets. This is because customer adoptions in such settings can foster enduring relational market-based assets and other competitive advantages that can improve supplier performance. Unfortunately, the understanding of how interfirm relationships influence innovation-adoption decisions in emerging markets is lacking. The findings of this research shed light on how suppliers interested in entering emerging markets can interact with customer firms in such settings to maximize favorable adoption outcomes.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-28
      DOI: 10.1108/JBIM-03-2021-0156
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The impact of the relationship commitment and customer integration on
           supply chain performance

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      Authors: Emilio Ruzo-Sanmartín , Alaa Abdelaziz Abousamra , Carmen Otero-Neira , Göran Svensson
      Abstract: This study aims to show how to improve supply chain performance through the relationship between firms and their customers. In doing so, this study examines the impact of a firm’s relationship commitment and customer integration on supply chain performance. The aim is to detail a way to increase supply chain performance through the relationship between companies and their customers. The empirical analysis was based on a survey on 205 corporate-Egypt multi-industry businesses including manufacturing, retailing, wholesaling and shipping services firms. Data collection was through a questionnaire survey distributed to 1,264 senior managers with responsibilities in the field of supply chain, logistics, purchasing, marketing and operations and with a 16% response rate. A conceptual model was designed, and hypotheses were analysed with covariance-based structural equation modelling. This study makes a significant contribution to the supply chain management (SCM) literature by examining the influence of firms’ relationship commitment on supply chain performance in the supply chain management context by means of the disaggregation of customer integration into two dimensions: integration with customer (IWC) and integration by customer (IBC). The findings indicate that firms’ relationship commitment does not relate directly to supply chain performance, but rather indirectly through integration both with and by customers. This paper outlines a conceptual model in which firms’ relationship commitment relates indirectly to supply chain performance. The model also sheds light on the fact that IWCs precedes IBCs in supply chains. This finding suggests that firms should focus on customer integration to improve supply chain performance. This study offers a particularly refined understanding of the reasons behind and situations in which supply chain integration (SCI) enables firms to gain superior supply chain performance. In fact, firms focusing on customer integration may improve their supply chain performance, thus enhancing the value of the supply chain. This study contributes to the literature by considering a relational view of the SCI-Performance path. In particular, by disaggregating customer integration into IWCs and IBCs, this paper verifies customer integration acting as a mediator between relationship commitment and supply chain performance in supply chains.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-28
      DOI: 10.1108/JBIM-07-2021-0349
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Navigating a global pandemic crisis through marketing agility: evidence
           from Italian B2B firms

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      Authors: Ludovica Moi , Francesca Cabiddu
      Abstract: This study aims to explore the impact of marketing agility on the business-to-business (B2B) firms’ capacity to address unexpected events such as the recent coronavirus (COVID-19) pandemic, examining how they reshape their strategies during the different stages of a crisis. This study follows a theory-building approach and performs an in-depth exploratory multiple-case study in the context of 16 Italian firms operating in the B2B sector. The study develops an event-sequence-based framework and illustrates how agile marketing strategies empower B2B firms to cope with a crisis across three crucial moments: the event phase, the response management phase and the investigation phase. This paper contributes to a better understanding of marketing agility in the context of crisis management by showing the agile marketing strategies that B2B firms adopt during the different stages of a crisis. This work provides a useful foundation to assist managers in coping with market uncertainty. It suggests practical guidelines to make more informed strategic and operational marketing decisions, increasing a firm’s capacity to act in today’s fast-moving, complex times.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-27
      DOI: 10.1108/JBIM-01-2021-0034
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • A systematic review for organizing servitization by multi-actor
           collaborations: lenses, factors and outcomes

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      Authors: Jinfeng Wang , Ke Zhang , Kuo-Yi Lin , Lijie Feng
      Abstract: Implementing servitization requires collaborative efforts from multiple actors in the business network or ecosystem. A multi-actor perspective is considered valuable for understanding the process of servitization. This study aims to review the contemporary research on organizing servitization by multi-actor collaborations. The approach of systematic literature review was used. In total, 90 English-language journal articles published from 2004 to 2021 were selected based on a series of rigorous steps. Furthermore, descriptive and thematic analyses were conducted to answer the predefined review questions. The servitization research from the multi-actor collaboration perspective is an infant field yet growing increasingly. An integrative framework was proposed to reveal the extant related studies. In this framework, three typical servitization lenses emphasizing multi-actor collaborations were uncovered. Moreover, six categories of influence factors and possible positive and negative outcomes for this process were identified. Existing knowledge gaps and underlying research directions were also discussed to lay the foundations for future research. This research has been limited by the usage of single database, rigorous selection criteria by the Academic Journal Guide (AJG 2018) list and exclusion of non-English papers. To the best of the authors’ knowledge, this study is one of the earliest systematic literature reviews to explore the servitization issues by adopting a multi-actor perspective. The findings can consolidate the knowledge base of servitization and provide implications for the multiple fields of industrial marketing, operational management, information management and service marketing.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-27
      DOI: 10.1108/JBIM-07-2021-0355
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Strategies to mitigate barriers to supply chain sustainability: an apparel
           manufacturing case study

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      Authors: Md. Maruf Hossan Chowdhury , Shams Rahman , Mohammed A. Quaddus , Yangyan Shi
      Abstract: This research aims to develop a decision support framework to determine the optimal strategies for mitigating supply chain sustainability (SCS) barriers. To operationalize the research objectives, both qualitative and quantitative methods were adopted. The qualitative phase comprised a field study, while a quality function deployment approach and optimisation technique were used in the quantitative phase. This study finds that a lack of support from top management and cost and utility supply problems are the primary barriers to SCS. This study also finds that incentives for suppliers to implement sustainability practices, awareness building among supply chain members and supplier development are the main strategies to mitigate the barriers. The findings of this study will assist the supply chain managers in prioritizing sustainability barriers and implementing the optimal strategies to mitigate the barriers. Founded on the stakeholder theory and dynamic capability view, this study developed a unique decision support framework to identify appropriate strategies for mitigating SCS barriers while optimizing the social, environmental and economic objectives of the supply chain.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-24
      DOI: 10.1108/JBIM-04-2021-0233
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • How does supply chain knowledge enhance green innovation' The
           mediation mechanisms of corporate reputation and non-supply chain learning
           

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      Authors: Yaw Agyabeng-Mensah , Ebenezer Afum , Innocent Senyo Kwasi Acquah , Charles Baah
      Abstract: Understanding the factors that advance green innovation is crucial for firms to deal with the complexity of green innovation. In light of this, this study aims to explore the influence of supply chain knowledge, non-supply chain learning and corporate reputation on green innovation. This study uses a quantitative research approach where data is gathered from managers of 208 small and medium enterprises in Ghana using survey questionnaires. The structural equation modeling is used to analyze the survey data. The findings reveal supply chain knowledge relates positively with non-supply chain learning, corporate reputation and green innovation. Corporate reputation also impacts green innovation positively and provides partial mediation effect between supply chain knowledge and green innovation. Meanwhile, non-supply chain learning does not relate positively with green innovation as well as fails to mediate the impact of supply chain knowledge on green innovation. This study contributes to knowledge in the mediating mechanisms of corporate reputation and non-supply chain learning between supply chain knowledge and green innovation. Through this, the authors propose a theoretical model to explain how firms can leverage supply chain knowledge, corporate reputation and non-supply chain learning to improve green innovation and can serve as the basis for further theoretical and empirical research in innovation and external sources of knowledge.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-22
      DOI: 10.1108/JBIM-04-2021-0192
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Business customer experience in B2B2C service settings: a scale
           development

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      Authors: Rejikumar G. , Aswathy Asokan-Ajitha
      Abstract: Business-to-business (B2B) relations will become more prevalent in many areas such as delivery services, based on current trends supporting e-commerce proliferation. In addition, hyperlocal e-commerce, which focuses on customers in a small geographic region, relies heavily on another business to handle the supply chain. Emerging trends in business to business to customer (B2B2C) experiences provide retailers with opportunities to develop strategies for better customer service. Therefore, the purpose of this study was to develop a scale for measuring business customer experience in the B2B2C aggregator business model. Using the psychometric scale development procedure, the researchers devised a 29-item, six-dimensional scale measuring business customer experience with the help of two cross-sectional studies. Restaurant managers who rely on delivery partners to serve their customers were surveyed twice. The authors validated a scale for assessing business customer experience using exploratory factor analysis, confirmatory factor analysis and structural equation modelling. Based on fit criteria, a higher-order formative structure was best suited to the scale. The dimensions identified were shared vision, interaction experience, end-customer focus, relationship experience, service experience and outcome focus. According to the study, business customer experience is more objective and utilitarian than existing paradigms on customer experience. Theoretically, this research helps to understand the underpinnings behind the formation of business customer experience and attempt to bring transformative service research focus in the B2B2C trilogy as better experiences predict the well-being of members of the business centre in the B2B. Practically, this research helps businesses to revisit their strategies for a better relationship with business partners for jointly offering an improved experience to the end customers. This study explains a pioneer attempt to develop a scale for business customer experience in the context of B2B2C aggregator business models.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-22
      DOI: 10.1108/JBIM-07-2021-0342
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Franchising: a signaling perspective

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      Authors: Swati Panda , Sajani Thapa , Audhesh K. Paswan , Sailendra Prasanna Mishra
      Abstract: This paper aims to outline different signals that franchisors can use to communicate their value proposition to prospective franchisees. It also tests whether these signals can enable franchisors to charge a premium from their franchisees. This paper uses a mixed-methods approach to arrive at the findings. It uses a combination of open-ended survey and archival data to arrive at the findings. Franchisees consider franchisor’s characteristics such as its “capability,” “support offered” and “franchisee membership criteria” significant while buying into their franchises. The results suggest that franchisors can leverage some of their capability signals to obtain a higher franchise fee if they use the right signals as desired by franchisees. Signals identified in this study are specific to this study. The relationship between the signals and franchise fee is applicable for high-performing franchises operating in the American context only. Future research can address this limitation by collecting more data, testing additional signals and using alternative methods to verify the findings. Franchisors can take cues from the evaluative criteria used by franchisees to design their signaling strategies. Franchisors can leverage some of their capabilities to extract higher fees from their franchisees. Prospective franchisees should engage in due diligence before purchasing a franchise unit and avoid franchises with higher support fees and loose franchisee recruitment criteria. This study contributes to research on the evaluative criteria used by franchisees. It contributes to the signaling theory by offering insights into the performance outcomes of signals in the franchising context. It also contributes to our understanding of franchising by adopting a mixed-methods approach that includes information about franchisors and franchisees.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-17
      DOI: 10.1108/JBIM-09-2020-0418
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • The role of relational and transactional factors in the adoption of
           virtual governance strategies

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      Authors: Jennifer Fries Taylor
      Abstract: This paper aims to understand the factors of the exchange relationship that influence a target-partner’s decisions to adopt virtual governance strategies. Hypotheses are tested using an online panel of 259 key informants from manufacturing firms that sell goods to retailers. Data are analyzed using structural equation modeling. The study confirms the hypotheses that the target partner’s trust in the initiating partner is a significant driver of supply chain management system (SCMS) adoption intention. While trust fully mediates the adverse effects of technological uncertainty on adoption intentions, asset specificity directly influences both trust and adoption intentions. Additionally, the initiating-partner’s incentive orientation mitigates these effects and encourages SCMS adoption. This paper contributes to the study of virtual governance and interorganizational adoption decisions in two primary ways. First, it elucidates the relationship between transaction costs and relational norms. Second, it examines the role that the shadow of past incentives has on the target-partner’s decisions to electronically integrate with the initiating partner. The findings from this study contribute to the virtual governance and interorganizational technology adoption literature by demonstrating the relevance of characteristics of the exchange relationship in the target-partner’s decision to adopt the SCMS technologies necessary for electronic integration. This study provides a better understanding of the function of transaction costs and relational norms that paves the way for further exploration of the choice to adopt virtual governance strategies. Given that SCMSs enable virtual governance, the findings of this study make important contributions to understanding how transactional and relational elements of the exchange relationship influence a target-partner’s decisions to participate in vertical control strategies with an initiating-partner.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-15
      DOI: 10.1108/JBIM-08-2021-0393
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Sponsoring many or few sports properties' Moderated mediation effect
           of perceived sponsor ubiquity depending on sponsor–property fit

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      Authors: Taeahn Kang , Hirotaka Matsuoka
      Abstract: This study aims to examine the effect of the perceived sponsor ubiquity on sponsor favorability via perceived sponsor sincerity and the moderating effect of perceived sponsor–property fit. Two studies via a questionnaire survey of spectators attending a Japanese professional basketball game were conducted, and Hayes’ PROCESS macro was used for data analyses. Study 1 (n = 134) assessed how perceived sponsor ubiquity affected sponsor favorability via perceived sponsor sincerity. Study 2 (n = 206) examined a moderated mediation model incorporating a perceived sponsor–property fit. In Studies 1 and 2, spectators perceiving a higher degree of sponsor ubiquity reported a lower degree of sponsor sincerity compared with those perceiving a lower degree of sponsor ubiquity and less favorability toward sponsors. In Study 2, the less positive effect of highly perceived ubiquity was weakened when spectators perceived a higher degree of sponsor–property fit. The findings provided sponsors with insights into effectively communicating perceived ubiquity and perceived sponsor–property fit. Hence, sponsors must be careful about their ubiquitous sponsorships, as their engagement in each property can be perceived as less distinctive among consumers. To the best of the authors’ knowledge, this study is the first to highlight the mediating mechanism of perceived insincerity between perceived ubiquity and favorability toward sponsors. Furthermore, evidence that fit acted as a moderator on perceived ubiquity–outcome relationships extended previous studies mainly treating fit as a direct antecedent of sponsor response.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-09
      DOI: 10.1108/JBIM-10-2021-0500
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Achieving superior performance in international markets: the roles of
           organizational agility and absorptive capacity

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      Authors: Hyo Eun Cho , Insik Jeong , Eunmi Kim , Jinwan Cho
      Abstract: In the era of Industry 4.0, international firms are required to respond to more complex and frequent changes in the global market. This study aims to explore the role of organizational agility as a key driver to generate superior performance in international markets in the era of technological transformation and how the degree of such impact is affected by the absorptive capacity of companies. This research uses the results of a survey targeting 228 Korean exporters to identify the link between organizational agility and business performance in the global market under different degrees of potential and achieved absorptive capacity in the Industry 4.0 era. The empirical results indicate that companies with a high level of organizational agility outperform their counterparts in the global market. The data further revealed that realized absorptive capacity positively moderates the relationship between organizational agility and firm performance when it is achieved, whereas the moderating role of potential absorptive capacity is not significant. This research contributes to the advancement of international business studies on organizational agility and Industry 4.0 by highlighting the implication of organizational agility on firm performance and the contingent role of absorptive capacity.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-03
      DOI: 10.1108/JBIM-09-2021-0425
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • “What’s it really worth'” A meta-analysis of customer-perceived
           relationship value in B2B markets

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      Authors: Ingmar Geiger , David Naacke
      Abstract: Research on customer-perceived relationship value (CPRV) in business-to-business (B2B) markets has flourished over the past two decades. This paper aims to meta-analytically take stock of this research stream. It creates a comprehensive overview of the theoretical bases of CPRV research and establishes CPRV in its nomological network. The latter includes relationship benefits and sacrifices, offer quality, trust, switching costs, satisfaction, commitment, loyalty and salience of alternatives. Meaningful boundary conditions of the links to and from CPRV emerge from this research. To locate suitable primary studies for inclusion in this meta-analysis, a comprehensive literature search was performed. Selection criteria ensured that only suitable B2B samples were included. Meta-analytical random and mixed-effects models were performed on a sample of k = 83 independent data sets from 94 primary publications, with a total n = 22,305. All constructs are strongly related to CPRV in the expected direction, except for switching costs and salience of alternatives with a moderate relationship and relationship sacrifices with a non-significant mean association. Firm type (manufacturing, non-manufacturing), key informant role (purchaser, non-purchaser), supplier offering type (goods, services) and measurement approach (reflective, formative) function as boundary conditions in the moderation analysis. This study is one of the very rare meta-analyses that draws exclusively from B2B marketing primary studies. It summarizes and solidifies the current theoretical and empirical knowledge on CPRV in business markets. The novel inclusion of boundary conditions offers additional insight over primary studies and makes for interesting new research directions.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-03
      DOI: 10.1108/JBIM-09-2021-0438
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • How the digital transformation from COVID-19 affected the relational
           approaches in B2B

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      Authors: Daniela Corsaro , Valerio D’Amico
      Abstract: The purpose of this paper is to understand the main drivers of change in the relational approaches adopted in business-to-business (B2B) companies as an effect of the digital transformation processes boosted by COVID-19 pandemic. The methodology includes a qualitative study based on an abductive approach. Twenty-eight semistructured interviews and two focus groups have been carried out with sales and marketing professionals from different industries. The research defines a conceptual framework that describes what the main changes of B2B relational approach are in a context affected by the pandemic, as well as its effects. The framework is constituted by three dimensions, namely, efficiency of the interaction, coordination and digital trust, and seven subdimensions. This research also contributes to managerial practice, defining some directions to be fulfilled in a business context affected by the COVID-19 emergency to improve efficiency, coordination and trust. Academic literature has greatly analyzed the transformation of the B2B scenario; less studies have explored how the relational approach is changing due to the digital acceleration caused by COVID-19 pandemic.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-02
      DOI: 10.1108/JBIM-05-2021-0266
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Multi-homing in B2B services: a psychological perspective

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      Authors: Mohit Manchanda , Madhurima Deb
      Abstract: Extant literature on business-to-business (B2B) has largely ignored studying multi-homing through a psychological lens. This paper aims to outline the results of three constituent studies, which were designed to reveal potential differences in multi-homers’ versus single-homers’ loyalty behaviors in a B2B and supply chain management (SCM) setting; identify factors that differentiate single-homers and multi-homers in these settings; and examine the relevance and effect of perceived risk on multi-homing behaviors. In Studies 1 and 2, the authors used a questionnaire-based survey to capture the perceptions of 503 and 458 SCM experts, respectively. They then deployed AMOS v.21 to perform structural equation modeling. In Study 3, the authors used a mixed-methods approach to interview 18 SCM experts and then applied these insights to a survey with 242 SCM experts. Study 1 reveals that multi-homers’ loyalty toward their preferred SP has a weaker effect on willingness to pay premium prices and share-of-wallet than single-homers’ loyalty. Study 2 establishes that several attitudinal factors distinguish multi-homers from single-homers in a loyalty framework. Study 3 concludes that perceived risk dimensions promote multi-homing intention, which in turn promotes multi-homing behavior. Through empirical investigation, the present research succeeds in establishing that multi-homing is a concern for SPs, deciphering the attitudinal factors that distinguish multi-homers and single-homers in a loyalty framework, and confirming the influence of perceived risk dimensions on multi-homing. Thus, the study has several theoretical and practical implications for B2B services in emerging economies.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-05-31
      DOI: 10.1108/JBIM-01-2021-0061
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Understanding the influence of business strategy in corporate social
           responsibility: evidence from Chinese firms in Africa

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      Authors: Gutama Kusse Getele , Tsitaire Jean Arrive , Xiong Ruoliu
      Abstract: This study aims to understand better how business strategies impact a company’s corporate social responsibility (CSR). In this research, two categories of business strategy are proposed, and partial least squares structural equation modelling (PLS-SEM) was used to test the research model using a sample of 150 valid surveys data from the Chinese manufacturing firms industry in Africa. This study indicates business strategy in terms of real support and development approach plan in the Chinese manufacturing industry has a crucial influence on CSR effectiveness. Business strategy leads to effective CSR practices by adding value to firm products, services, marketing strategies and technological investment. Companies can use a support strategy for effective CSR to improve corporate social performance. The study expands upon previous insights into corporate leaders enhancing their CSR strategy because it may successfully contribute to environmental preservation. This research mobilized and found academic gaps in business strategy regarding real support and development approach; it is necessary to combine the impacts of business strategy at multiple levels of analysis to explain the expansion of CSR to integrate the stakeholder theory. This study offers a deeper perspective and provides empirical evidence of a better understanding of CSR effectiveness by emphasizing the role of business strategy. Effective CSR implementation requires integrating the influences of company strategy and real support at multiple levels of analysis to explain CSR dispersion.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-05-25
      DOI: 10.1108/JBIM-12-2019-0508
      Issue No: Vol. ahead-of-print , No. ahead-of-print (2022)
       
  • Improving how we lead and manage in business marketing during and after a
           market crisis: the importance of perceived status, certainty, autonomy,
           relatedness and fairness

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      Authors: Jared M. Hansen , Joseph W. Hansen , Susan R. Madsen
      Abstract: The purpose of this research is to outline and investigate a set of five experience elements from neuroscience research labeled SCARF that could impact the quality of perception, evaluation and engagement of executives, managers and employees in business-to-business (B2B) companies during and after the COVID-19 pandemic. The proposed experience elements are perceived status, certainty, autonomy, relatedness and fairness. The authors demonstrate that all five elements are influential factors in B2B employees’ workplace environment during the COVID-19 pandemic. The authors outline several specific managerial implications and describe how companies can make better decisions related to several important market crisis decisions via a growth mindset built on the five experience elements. The authors also pay attention to implications to several B2B areas of research focus, including salesforce management and buying/supplier relationships. The authors first examine existing B2B research to gauge if the five elements have been examined in B2B business contexts. They then analyze a combination of quantitative and qualitative survey data from 335 employees of different B2B companies to see if the five experience elements surface in discussion on how the pandemic has impacted their work experience and careers. The authors find that several B2B research studies have looked at each of the individual components of the SCARF model, but none of them have yet included all five elements together in research or looked at them in the context of COVID-19. The results of analysis of surveys from employees in 335 B2B companies provide strong evidence that all five elements are influential factors in B2B employees workplace environment during the COVID-19 pandemic. This study contributes to prior research focusing on how B2B companies can thrive during and after the COVID-19 pandemic. The research offers valuable practical insights and detailed examples of how to apply a set of five elements/experiences that industrial and business-to-business organization leaders should adopt in their conscious decision-making evaluation and in their communications with employees, suppliers and customers during and after the pandemic.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-05-23
      DOI: 10.1108/JBIM-01-2021-0073
      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)
       
  • 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)
       
  • Customer reference marketing in internationalizing SMEs: a service
           perspective

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      Authors: Daniel Tolstoy , Sara Melén Hånell , Nurgül Özbek
      Abstract: The purpose of this paper is to create a model that compares the effects of product content differentiation and service content differentiation on small- and medium-sized enterprises’ (SMEs) perceived importance of customer reference marketing in foreign markets. A theoretical model is developed and tested through multiple regression and mediation analysis, on an effective sample of 188 Swedish SMEs. The results show that foreign market business assignments characterized by differentiated services make companies relatively more dependent on relationship learning and customer reference marketing. By contrast, situations of differentiated product content correlate negatively with customer reference marketing. Reference customers can function as vehicles for international expansion when marketing offerings are complex. The findings imply that in service settings, SMEs need to maintain learning regimes with foreign market customers to effectively use them as references to win new business. The study applies a service perspective to explain the contingencies of customer reference marketing, particularly in international business settings. The study contributes to international small business literature and research focusing on service–firm internationalization by explaining the marketing mechanisms at play in the internationalization of SMEs. In so doing, the findings can enrich relationship and network perspectives of internationalization and add a missing link to studies on networking and internationalization.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-27
      DOI: 10.1108/JBIM-09-2020-0440
      Issue No: Vol. 37 , No. 13 (2022)
       
  • Formal clusters supporting small firms' internationalization: a case of
           public–private interaction

         This is an Open Access Article Open Access Article

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      Authors: Elisa Carloni
      Abstract: This study aims to explore the role played by a formal cluster initiative in supporting small firms' internationalization processes. Taking a public–private interaction perspective, this study aims to understand interaction mechanisms within an internationalization project implemented by a formal cluster initiative. This study uses a qualitative approach based on a case study of a Swedish formal cluster initiative involved in an internationalization project. The case is analyzed through the industrial marketing and purchasing approach, relying on the Actors–Resources–Activities (ARA) framework. The analysis highlights the role of formal clusters as supporters and “accelerators” of internationalization processes. Based on the ARA framework, the roles of the public and private actors emerge: the cluster plays the role of orchestrator, supporter and financer, while on the businesses' side, participants assumed the role of customers, displaying various degrees of interest and commitment and giving rise to a leader–follower pattern. Activities occurred at multiple levels, interorganizational, intraproject, interprojects, through different timings and typologies. The main resources at stake were the combination of knowledge, complementary capabilities and financial incentives. This empirical study provides novel empirical evidence and theoretical development over the phenomenon of formal clusters. This study contributes to the current debate on public–private interaction mechanisms and to the upgrading and circulation of international business knowledge.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-06
      DOI: 10.1108/JBIM-06-2021-0283
      Issue No: Vol. 37 , No. 13 (2022)
       
  • It ain’t over till it’s over: exploring the post-failure phase of new
           ventures in business networks

         This is an Open Access Article Open Access Article

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      Authors: Francesco Petrucci , Matilde Milanesi
      Abstract: To the best of the authors’ knowledge, this paper is a first attempt to deal with the phenomenon of new venture failure from the business network perspective of the Industrial Marketing and Purchasing (IMP) Group. In particular, this study aims to explore the post-failure phase of a new venture to investigate what happens to the new venture’s resources and relationships in the aftermath of its failure and the role of the entrepreneur in this process. The paper builds on an explorative multiple case study of two failed new ventures, unfolding the failure and post-failure phase: evidence from both cases is confronted and discussed. This study shows that the post-failure is a complex phase of recombination of activities and residual resources that may lead to new business opportunities. It is discussed that residual resources influence the direction and extent of post-failure activities in terms of restrictions as well as opportunities to restart new projects or ventures. It is also shown how the entrepreneur deals with the “business remains”. While much attention has been devoted to new ventures’ failure, the paper focuses on the post-failure phase, an almost neglected topic in industrial marketing research. This study sheds some new light upon the journey through which entrepreneurs come to develop the set of resources, activities and relationships that are not only key to the establishment of the venture but also relevant in the complex and intricate trajectories of post-failure.
      Citation: Journal of Business & Industrial Marketing
      PubDate: 2022-06-03
      DOI: 10.1108/JBIM-12-2020-0537
      Issue No: Vol. 37 , No. 13 (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)
       
  • Journal of Business & Industrial Marketing

    • Free pre-print version: Loading...

       
 
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