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Developing customer analytics capability in firms of different ages: Examining the complementarity of outside-in and inside-out resources Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-04-25 Hamed Mehrabi, Yongjian Ken Chen, Abbas Keramati
Customer analytics capability remains underdeveloped among firms despite its potential for enhancing competitiveness. Previous research has predominantly focused on inside-out organizational factors as drivers of customer analytics capability. This paper examines the role of outside-in resource, the complementarity between outside-in and inside-out resources, and their boundary conditions. Specifically
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Unlocking the potential of Industrial Internet of Things (IIOT) in the age of the industrial metaverse: Business models and challenges Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-04-24 Herbert Endres, Marta Indulska, Arunava Ghosh
While the Industrial Internet of Things (IIoT) holds much promise, there is a mismatch between its potential and companies capturing value from investments in IIoT. Indeed, even when companies recognize the value of IIoT, they do not necessarily know how to grasp related opportunities and are challenged in developing a suitable business model. Accordingly, to alleviate roadblocks to capturing value
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How tech companies advance sustainability through artificial intelligence: Developing and evaluating an AI x Sustainability strategy framework Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-04-17 Felix Zechiel, Marah Blaurock, Ellen Weber, Marion Büttgen, Kristof Coussement
Sustainability is at the top of the agenda of most tech companies. Specifically, tech companies increasingly utilize artificial intelligence (AI) to meet their sustainability goals. However, little is known about how tech companies can leverage AI to accelerate sustainability by formulating and implementing appropriate strategies. To better understand the intertwined nature of AI and sustainability
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The AI transformation of product innovation Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-04-11 Robert G. Cooper
Artificial Intelligence (AI) is revolutionizing every facet of the business landscape. Early adopter firms have implemented AI for various reasons, but the number one benefit realized is increased innovation (). Early adopters of AI for new product development (NPD) not only demonstrate that AI finds many applications in NPD, but also offers substantial payoffs. This AI revolution is coming fast, estimated
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Social media marketing assimilation in B2B firms: An integrative framework of antecedents and consequences Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-04-10 Daniel K. Maduku
Previous studies have addressed social media adoption in business-to-business (B2B) contexts, but limited research has focused on understanding social media marketing assimilation in the B2B context. Using an integrative model, this study examines how top management participation influences the assimilation of social media in the key marketing areas of product development, pricing decision-making,
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Are B2B data breaches concerning? Consequences of buyer's or firm's data loss on buyer and supplier related outcomes Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-04-10 Kunal Swani, Lauren Labrecque, Ereni Markos
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An emprical examination of customer value proposition implementation Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-04-08 Marsha Grimes-Rose, James J. Zboja, Mary Dana Laird
In business-to-business (B2B) marketing, implementation of the customer value proposition (CVP) is complex and involves many factors. A cross-sectional survey was conducted with B2B sales representatives ( = 251) to extend the literature and provide guidance to practitioners about allocating organizational resources to improve CVP implementation and organizational commitment. We tested a structural
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Value creation in data-centric B2B platforms: A model based on multiple case studies Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-04-06 Ilaria Mancuso, Antonio Messeni Petruzzelli, Umberto Panniello
Data-centric B2B platforms are platforms where multiple B2B users relate and manage data for creating value. Despite the growing academic and industrial interest in these platforms, the existing research does not adequately investigate (i) who are the sides managing data within data-centric B2B platforms, (ii) what activities they perform to manage data within data-centric B2B platforms, and (iii)
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In Memoriam: Peter J. LaPlaca (1946–2024) Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-04-01 Adam Lindgreen, C. Anthony Di Benedetto
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Best Ph.D. thesis in business-to-business marketing management award Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-04-01 Adam Lindgreen, C. Anthony Di Benedetto
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The effect of market orientation and technology orientation on industry 4.0 technologies and market performance: Role of innovation capability Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-03-22 Kishore Kumar Gangwani, Manjot Singh Bhatia
Today, businesses are facing increasing demands from the customers and strong competitive pressure. Firms must continuously deliver value and satisfy customer demands to survive and maintain growth in the market. In this regard, organizations are implementing Industry 4.0 (I4) technologies to satisfy customer requirements, deliver value and sustain in the market. This study examines how strategic orientations
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Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-03-21 Stephan Volpers, Curtis S. Schroeder, Bryan W. Hochstein, Christopher R. Plouffe
Salespeople can gain valuable knowledge from within their own firm to improve performance with customers. Despite this, salespeople's knowledge sourcing from various internal sources and personnel and the relationship of this to performance remains largely unexplored. Following a mixed-methods approach, Study 1 employs qualitative investigation to outline the distinct types of knowledge salespeople
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From organizational ambidexterity to organizational performance: The mediating role of value co-creation Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-03-08 Maria Sarmento, Cláudia Simões, Luís Filipe Lages
By integrating the management literature within the marketing field, this study draws on ambidexterity theory and marketing co-creation and service dominant (S-D) logic, to develop a research framework that establishes the effects of organizational ambidexterity and organizational co-creation on organizational performance. It further compares the effect of organizational ambidexterity on organizational
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Managing paradoxical tensions to initiate coopetition between MNEs: The rise of coopetition formation teams Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-03-05 Oliver Gernsheimer, Dominik K. Kanbach, Johanna Gast, Frédéric Le Roy
Past research showed how multinational enterprises (MNEs) create specific organizational structures to manage tensions in collaborations with competitors (i.e., coopetition). In this study, we explore how MNEs design their organizational structure to approach tensions specifically in the formation phase of coopetition. Formation is the first and arguably most difficult step in coopetition when tensions
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An attachment theory perspective of professional service providers' social bonds with their clients Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-27 Ewa Krolikowska, Sven Kuenzel
Social bonds developed by professional service providers have received limited research attention. Yet how individuals in these roles build social bonds with their clients can have a significant impact on the business outcomes achieved by the professional services firm. Attachment theory is one of the most influential psychology theories which supports the development of affectionate bonds but has
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How does channel network coopetition behaviors affect transaction specific investment? The moderating roles of contract type and dependence asymmetry Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-24 Leinan Zhang, Shihao Li, Jiaqi Xue, Wei Yang, Yao Li
Empirical studies on network channel members' behavior are lacking in industrial marketing research. Three groups of experiments were conducted on 341 managers, who have expertise and experience in marketing channel management, to determine the effects of coopetition behavior on transaction-specific investment (TSI) from the perspective of channel network and to analyze the moderating effects of contract
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Exploring how to develop data-driven innovation capability of marketing within B2B firms: Toward a capability model and process-oriented approach Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-23 Ludivine Ravat, Aurélie Hemonnet-Goujot, Sandrine Hollet-Haudebert
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Evolution of structural properties of the global strategic emerging industries' trade network and its determinants: An TERGM analysis Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-23 Xin-Yi Wang, Bo Chen, Na Hou, Zhi-Pei Chi
This article examines the evolution of the global strategic emerging industries trade networks (GSEITNs) and employs the temporal exponential random graph model (TERGM) to investigate the principal determinants of the critical trade cooperation in the global strategic emerging industries (SEIs) from 2007 to 2020. The findings indicate that GSEITNs exhibit a sparse, hierarchical, and monopolistic structure
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Challenges in sustainability transitions in B2B firms and the role of corporate entrepreneurship in responding to crises created by the pandemic Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-23 Anushree Tandon, Sanjay Chaudhary, Shivinder Nijjer, Šárka Vilamová, Fanos Tekelas, Puneet Kaur
The global emphasis on promulgating sustainable business operations has made it imperative for B2B firms to transition toward sustainability, but these firms' efforts seem to have been affected unduly by the COVID-19 pandemic. There is little understanding of sustainability transition-related challenges that firms may have, or are continuing to face, in the wake of the “new normal” business environment
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The moderator effect of balance of power on the relationships between the adoption of digital technologies in supply chain management processes and innovation performance in SMEs Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-21 Ricardo Zimmermann, Anabela Soares, Jaime Bonnin Roca
Managing supply chain (SC) relationships to deal with challenges posed by contemporary social and business environments is a difficult task that can be facilitated with the use of digital technologies. The growing complexity of supply chains, characterized by over-dependencies on geographically dispersed partners across different regions, increases risks related to managing these relationships and
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The relationship between coopetition strategies and company performance under different levels of competitive intensity, market dynamism, and technological turbulence Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-21 James M. Crick, Wesley Friske, Todd A. Morgan
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Marketing capabilities, market ambidexterity and product innovation outcomes: A yin-yang of inside-out and outside-in Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-14 Shabahat Ali, Hongyun Tian, Weiwei Wu, Sadaqat Ali, Tafazal Kumail, Naveed Saif
The existing literature acknowledges the implementation of ambidexterity at the firm level or within specific functional domains as a means to enhance new product innovation performance. However, the understanding of how ambidexterity can be achieved within the marketing function, referred to as market ambidexterity, and its impact on new product innovation outcomes remains limited. This study bridges
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Digital content marketing on social media along the B2B customer journey: The effect of timely content delivery on customer engagement Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-10 Anna Salonen, Joel Mero, Juha Munnukka, Marcus Zimmer, Heikki Karjaluoto
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Necessary engagement in stakeholder relationships for successful membership in industrial clusters Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-09 Hans Muhlbacher, Bryndís Einarsdóttir, Alessio Castello
Regression-based research on industrial clusters has shown that the development and economic impact of clusters largely depends on cluster member firms´ engagement in building stakeholder relationships, which affects cluster members´ growth in sales, employment, and market share, the rate of product innovation and quality, overall competitiveness, and financial performance. Minimal necessary levels
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B2B green marketing strategies for European firms: Implications for people, planet and profit Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-06 Theofilos Tzanidis, Domitilla Magni, Veronica Scuotto, Adnane Maalaoui
The present research addresses the gap in studies on B2B marketing comparing a diverse set of socio-economic factors (ROA and Tobin’ s Q) and its effects on people, planet, and profit. Studies in the past have shown that firms haven't been able to gain a long-term competitive advantage by using environmental strategies. Hence, the research analyses how 371 B2B firms from developed and emerging European
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In pursuit of value: The objective of a purchase as guide for a relationship Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-02 Kirstin Scholten, Niels J. Pulles, Luuk Hazeleger, Boris Fenneman
This study investigates how buying firms differentiate their relationship practices based on the objective of a purchase. Although previous research shows that purchasing objectives strongly influence how buyers organize their relationships, it remains unclear how so-called tactical sourcing levers are used to support an objective. We draw on a mixed-method case study design consisting of a scenario-based
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Radical product sustainability oriented innovation (SOI) and triple-bottom-line (3BL) performance: findings from Malaysian and Singaporean B2B firms Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-02 Wasim Ahmad, Saadat Saeed, Kamila Janovská, Le Tien Dat, Ioannis Rizomyliotis, Sohel Ahmed
Despite the ongoing debate, there is an absence of research in finding the relationship between radical product sustainability-oriented innovation (SOI) and firm's triple-bottom-line (3BL) performance. While radical product SOIs may lead to 3BL performance, they may also be fraught with commercialization risks and uncertainty. This study aims to examine the relationship between radical product SOI
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Subscription offers in business-to-business markets: Conceptualization, taxonomy, and framework for growth Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-02-02 Christian Kowalkowski, Wolfgang Ulaga
The global Subscription Economy has grown tremendously in recent years. Subscription offers are today increasingly regarded as a strategic imperative in many consumer industries. While business-to-business (B2B) service firms have also adopted subscription models, goods-centric B2B players struggle to implement such offers. Against this backdrop, we (1) delineate what characterizes subscription offers
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Unpacking the salesperson's ambidextrous internal network (AIN): The influence of bridging and bonding social capital on performance growth trajectories Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-31 Juliano Domingues da Silva, Christopher R. Plouffe, Valter Afonso Vieira
While recent work has demonstrated that both bridging and bonding social capital in internal sales networks can increase sales performance, critical questions remain unanswered, most notably: (1) how salespeople should both apply and manage these two forms of intraorganizational social capital simultaneously? (2) What the potential moderating effects of unexplored yet compelling boundary-condition
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The timing of diverse external stakeholder involvement during interfirm open innovation: The effects on new product speed to market and product lifespan Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-29 Gregory J. Fisher, Babu John-Mariadoss, Daniel Kuzmich, William J. Qualls
This research investigates when the involvement of diverse external stakeholders increases the speed to market for new products or garners new products with a longer lifespan in the marketplace. The conceptual foundation examines interfirm open innovation as the involvement of diverse business-to-business (B2B) stakeholders during three distinct stages of new product development (NPD): exploration
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Industrial innovation management in the age of digital transformation: The risk of too strong selling capabilities Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-28 Herbert Endres, Julia Auburger, Roland Helm
In the rapidly evolving landscape of industrial innovation, a major hurdle for business customers is the inherent uncertainty associated with adopting new products. This uncertainty is often exacerbated by the digital transformation, which contributes to an overwhelming influx of information. Central to this challenge is the inadequacy of knowledge transfer from salespeople to business customers, leading
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Industrial service innovation: Exploring the transformation process to digital servitization in industrial goods companies Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-22 Stephan Soellner, Roland Helm, Patrick Klee, Herbert Endres
The challenges of Industry 4.0 in the industrial goods markets lead to increasing dynamics and competition. As product suppliers can no longer secure their competitive position through former product-related competitive advantages, more complex product offerings and integrated solutions consisting of products and services, so-called “product-service systems (PSS)”, are increasingly being offered. But
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The effect of corporate ethical responsibility on social and environmental performance: An empirical study Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-25 Surajit Bag, Gautam Srivastava, Shivam Gupta, Uthayasankar Sivarajah, Natalie Victoria Wilmot
In the field of business-to-business marketing, corporate ethical identity and corporate brand identity are crucial subjects for discussion. Business organizations function under social norms, and to establish an ethical identity, they must show corporate ethical responsibility, embrace ethical standards, and maintain open communication with suppliers. While an organization's reputation is impacted
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Building a commercialization capability: A dynamic capability view Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-25 Juan Munoz-Penas, Ann Højbjerg Clarke, Majbritt Rostgaard Evald
Firms live and die by their ability to successfully bring innovations to market, which places commercialization as a key capability. Contemporary research suggests that commercialization is a non-linear process with diverse activities and decisions that coincide and interact with the innovation process. By integrating dynamic capabilities as a theoretical lens, this study aims to enhance the understanding
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Customer-perceived value in the circular economy: A multidimensional framework Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-24 Mikko Sairanen, Leena Aarikka-Stenroos, Jenni Kaipainen
This article explores how the circular economy (CE) affects customer-perceived value (CV), an important success factor for business-to-business companies. To this end, we examine business-to-business customers' value perceptions of circular market offerings and suppliers' alignment with such perceptions. More specifically, we conducted a qualitative multiple-case study of 12 business-to-business customer–supplier
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Impact of carbon offset perceptions on greenwashing: Revealing intentions and strategies through an experimental approach Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-23 Amelie Abadie, Soumyadeb Chowdhury, Sachin Kumar Mangla, Shaily Malik
Organizations operating in the Business-to-Business (B2B) ecosystem across the globe are committed to net zero initiatives to achieve sustainability across business processes. In this context, carbon carbon credits have emerged as a carbon offsetting mechanism to help organizations invest in low-carbon initiatives. However, existing studies are yet to examine whether carbon offsetting practices will
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Successful 7th Industrial Marketing Management Summit in Leeds Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-20 Ghasem Zaefarian, Zhaleh Najafi Tavani, Tobias Schäfers, Michel van der Borgh, Anthony Di Benedetto, Adam Lindgreen
Abstract not available
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PRE-ANNOUNCEMENT: 8th Industrial Marketing Management Summit Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-20 Maja Arslanagic-Kalajdzic, Selma Kadic-Maglajlic, Adam Lindgreen, Anthony Di Benedetto
Abstract not available
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The role of top management teams' functional background diversity in firms' coopetitive behavior Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-18 Carolin Krieweth, Patricia Guragata-Balasa, Andrea Greven, Malte Brettel
Since the proliferation of coopetition among prominent business players, inter-firm coopetition has gained increasing academic and public attention. Yet aspects on the management and team levels remain underexplored—despite the advancements in coopetition research. This study focuses on top management teams (TMTs) as pivotal players in firms' strategic decisions, particularly in the context of coopetition
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From buying centers to buying ecosystems: Advancing the B2B research journey Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-13 Michael Ehret, Wesley J. Johnston, Thomas Ritter
The buying center is a signature theoretical concept in B2B marketing and in general marketing research on organizational buying. It unveils interactions across organizations that enable value creation, and it highlights the contributions of interactions across people, roles, and organizations. Fundamental shifts in business and society are not only changing buying centers internally but also resulting
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Exploring the dark side of managerial upselling emphasis: Exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-13 Volkan Yeniaras, Ismail Gölgeci, Ilker Kaya
In this study, we scrutinize the prevalent perspective on upselling benefits and explore the overlooked ramifications, specifically the potential for emotional exhaustion and diminished salesperson performance. Our primary objective is to illuminate the intricate relationship between managerial upselling emphasis, salesperson emotional exhaustion, and salesperson performance. Moreover, we analyze the
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Should B2B start-ups invest in marketing? Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-13 Ofer Mintz, Gary L. Lilien
Start-up firms play a major role in the economy, with B2B start-ups often developing new technologies and offerings to business customers that incumbent firms do not provide. However, little is known about the cost-effectiveness of start-up firms' investments in marketing. We integrate insights from managerial interviews with signaling theory to posit how conducting systematic marketing affects start-up
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Risk sources and the effectiveness of the control system in the franchisor's risk perception management Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-11 Carolina Ramírez-García, María Ángeles Ramón-Jerónimo, Juan García-Álvarez de Perea, Maria Luisa Vélez-Elorza
Franchisor's risk perceptions influence their decisions about the development and continuity of their relationships with franchisees. Although control systems are essential for risk perception management, the effectiveness of diverse types of control remains unclear. The present study incorporates specific sources of risk from the franchisor-franchisee relationship to explain control effectiveness
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More is better but in what direction? The effects of relationship marketing investment breadth and depth on customer gratitude Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-11 Christopher A. Nelson, Xinchun Wang, Annie Peng Cui
Relationship marketing is an important strategy salespeople use to develop and maintain sustainable customer relationships. Accordingly, they invest significantly in relationship marketing activities to prompt positive perceptions from their customers. However, salespeople often face resource limitations, which restrict their ability to effectively invest in relationship marketing activities. Building
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An integrated AI framework for managing organizational risk and climate change concerns in B2B market Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-11 Ravi Shankar, Laxmi Gupta
The United Nations identified sustainable development goals that focus on the three pillars of sustainability-Economy, Society, and Environment. The capability of Artificial intelligence (AI) for societal good and support to these three pillars is a matter of research importance. Drawing attention to literature on various AI frameworks for climate change and the dynamic capability theory, this study
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Unveiling the effects of livestream studio environment design on sales performance: A machine learning exploration Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-05 Lintong Han, Jiaming Fang, Qiqi Zheng, Benjamin T. George, Miyan Liao, Md. Altab Hossin
Livestreaming eCommerce companies invest a significant amount of time and resources in setting up their livestream studios. However, these companies struggle to determine how the studio environment impacts sales, leading to uncertainty regarding the return on investment in their livestream studios. To address this critical yet under-studied issue, we examine how the dual features of the B2B livestream
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How do strategic alliance formations create shareholder value? An application of the event study methodology in the B2B context Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-01 Mariia Koval, Ghasem Zaefarian, Viacheslav Iurkov
By announcing the formation of business-to-business (B2B) relationships, such as strategic alliances, firms send signals to market observers who form expectations about these firms' future performance, ultimately affecting their shareholder value. The use of an event study methodology enables scholars to gauge the extent of the shareholder value these relationships can create. The role of the present
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Unleashing the power of artificial intelligence for climate action in industrial markets Ind. Mark. Manag. (IF 10.3) Pub Date : 2024-01-02 Shahriar Akter, Mujahid Mohiuddin Babu, Umme Hani, Saida Sultana, Ruwan Bandara, David Grant
Artificial Intelligence (AI) is a game-changing capability in industrial markets that can accelerate humanity's race against climate change. Positioned in a resource-hungry and pollution-intensive industry, this study explores AI-powered climate service innovation capabilities and their overall effects. The study develops and validates an AI model, identifying three primary dimensions and nine subdimensions
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Business failure in post-pandemic era: New challenges for industrial networks, emerging insights and market opportunities Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-22 Joseph Amankwah-Amoah, Zaheer Khan, Samuel Adomako, Huda Khan
Business failure has attracted significant scholarly interest. Despite the widespread business-to-business (B2B) service failures, there have been limited interdisciplinary studies in the context of industrial networks, especially analyzing business failure in the crisis and post-crisis situations. The special issue presents 12 articles that shed light on the multifaceted dimensions of business failure
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Founder's birth order and triple bottom line in B2B SMEs Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-19 Arpita Agnihotri, Saurabh Bhattacharya, Matthew Gorton
Leveraging upper-echelon and post-traumatic childhood experience theories, this study analyses the influence of CEOs' birth order in the family on firms' triple bottom line management. Conducting our study in the B2B market and SME context during the COVID-19 pandemic, we assert that the eldest sibling tends to adopt more prosocial behavior than younger siblings. When first-born individuals become
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A configurational approach to understanding relationship characteristics in differing levels of servitization Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-20 Victoria Kramer, Manfred Krafft, Kaj Storbacka
In their transition from product-based to value-based offerings, B2B suppliers progress through different levels of servitization. These levels are characterized by the type of offering sold (products, services, bundles, or solutions) and the nature of business interaction (transactional vs. relational). This study sheds light on which configurations of customer-supplier relationship characteristics
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Corrigendum to “Re-thinking strategic myopia: A necessary condition analysis of heuristic and firm's performance” [Industrial Marketing Management 115 (2023) 99-109] Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-21 Wojciech Czakon, Patrycja Klimas, Arkadiusz Kawa
Abstract not available
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Branding and positioning strategies in industrial and B2B markets in the Middle East or Africa (MEA) Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-20 Charles Blankson, Chris I. Enyinda, Akinola Fadahunsi
Abstract not available
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Artificial intelligence capabilities, open innovation, and business performance – Empirical insights from multinational B2B companies Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-19 Saumyaranjan Sahoo, Satish Kumar, Naveen Donthu, Alok Kumar Singh
In contrast to the operational nature of business-to-consumer (B2C) enterprises, business-to-business (B2B) organizations emphasizes offering specialized products and services to their clients, which are businesses. Recognizing that B2B organizations are dealing with complex metadata in an ever-changing business context, artificial intelligence (AI) technologies possess the potential in assisting them
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Sustainability starts from within: A critical analysis of internal marketing in supporting sustainable value co-creation in B2B organisations Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-19 David M. Brown, Chrysostomos Apostolidis, Bidit Lal Dey, Pallavi Singh, Alkis Thrassou, Lefteris Kretsos, Mujahid Mohiuddin Babu
The role of value co-creation in embedding sustainability within B2B marketing is well-documented. However, little is known about how employees enact this value co-creation, or how they can be supported to do so by their organisations. This article addresses this theoretical gap by analysing the role of employees and Internal Marketing in B2B organisations' efforts to co-create sustainable value. We
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Coopetitive dynamics, really? Towards an interaction perspective on coopetition Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-16 Angelos Kostis, Sascha Albers, Johanna Vanderstraeten, Sameer Chinchanikar, Maria Bengtsson
Prior research has traditionally understood the dynamic nature of coopetition as shifts between relational states of coopetition over time and has treated coopetition interplay and coopetitive dynamics tautologically. This understanding is problematic because it fails to capture the continuous flux of changes in coopetitive relationships based on the finer details of partners' situated interactions
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Using artificial intelligence to advance sustainable development in industrial markets: A complex adaptive systems perspective Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-16 Cinthia Beccacece Satornino, Shuili Du, Dhruv Grewal
The vast complexity involved in dealing responsibly with sustainable development is daunting. Such complexity increases significantly due to the interdependencies and trade-offs associated with the 17 UN Sustainable Development Goals (SDGs). To address sustainability across multiple domains, recent advances in technology and innovative adaptations offer some promise, as exemplified by the increased
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Categorization of organizational reputation and subordinate organizations' global funding outcome: A higher education perspective Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-15 Ankit Anand, V. Kumar, Avishek Lahiri
Reputation is critical for building relationships with business customers in the global marketplace. However, in structurally connected organization configurations, the literature focuses mainly on one of the functional unit's reputations (either subordinate or superordinate organization), leaving out the interplay of reputation among various units in the organization. Drawing on identity and categorization
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Leading the transition to multi-sided platforms (MSPs) in a B2B context – The case of a recycling SME Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-11 Lukas Budde, Roman Hänggi, Leonardo Laglia, Thomas Friedli
Digital multi-sided platforms (MSP) are emerging as powerful forces to disrupt existing industry value chains in B2B. SMEs can play a crucial role in the emergence of digital platform ecosystems. Although much research has been carried out on the design and governance of digital platforms, research mainly focused on greenfield approaches in B2C and neglected the process of transformation of an established
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Culturally diverse teams and inter-organizational knowledge sharing behavior: The role of perceived morality and relationship orientation Ind. Mark. Manag. (IF 10.3) Pub Date : 2023-12-12 Mai Nguyen, Piyush Sharma, Russel Kingshott, Ashish Malik
This paper draws on social exchange and social capital theories to explore knowledge-sharing behavior with culturally diverse teams from business-to-business (B2B) partners. We use two experimental studies to examine the direct effects of cultural diversity between B2B partners and its indirect effects through perceived morality on their knowledge-sharing behavior, along with the moderating effect