Journal of Business & Industrial Marketing
Issue(s) available: 260 – From Volume: 1 Issue: 1, to Volume: 40 Issue: 13
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Volume 16
Volume 1
- Issue 1 1986
Buyer reputation: a blind spot in buyer–supplier relationships
Timothy G. Hawkins, Yavuz Idug, Ferhat Caliskan, Suman Niranjan, Michael J. GravierThe purpose of this study is to investigate buyer actions during source selection that impact the buyer’s reputation.
Institutional orientation–export performance relationship in B2B contexts: examination of its facilitating and boundary conditions
Abir Zouari, Damien Chaney, Romdhane KhemakhemThis study aims to explore the concept of institutional orientation for B2B firms, defined as their ability to understand and adapt to the institutional factors of foreign…
Role of mindfulness in merchant’s adoption of mobile payments in an unorganized sector
Ankur Srivastava, Nishtha Rai, Vishal Mishra, Ramana K. MadupalliThis study aims to propose mindfulness as a key factor in merchants’ adoption of mobile payments through the trust and perceived value pathways in an unorganized sector.
Sales controls: a necessary condition perspective
Richard Conde, Cameron SumlinThis study aims to rectify a significant gap in traditional sales control research, which has predominantly focused on identifying factors contributing to positive sales…
Differences in sustainability orientation and asymmetric power in buyer–seller relationships: direct and moderated impacts on relationship satisfaction
Cagri Talay, Majd AbedRabbo, João S. Oliveira, James M. CrickThis research aims to address the knowledge gaps in determining factors affecting relationship satisfaction in buyer–seller relationships, with a specific focus on sustainability…
Transforming business-to-business marketing from tradition to digitalization: a taxonomic review of current trends, methodologies and future paths
Shashi , Myriam Ertz, Roberto Cerchione, Vikas KumarDespite the numerous benefits of digitalization, many business-to-business (B2B) firms have yet to rely on data-driven decision-making, wavering the decision to adopt digital…
The interplay of institutions and coopetition: a decade-long analysis of a geographical indication in the Brazilian wine industry
Luciana Marques Vieira, Jefferson Marlon Monticelli, Tatiane Pellin CislaghiThis paper aims to understand how institutions influence a Geographical Indication (GI) region to create value over time. The study examines a Brazilian wine industry that has…
Viable industrial supplier performance evaluation using fuzzy inference system: a case of the automotive industry
Kamar Zekhnini, Abla Chaouni Benabdellah, Anass Cherrafi, Imane Bouhaddou, Surajit BagAs the global focus on supply chain management has shifted toward the importance of digitalization, resilience and sustainability to ensure viability, this paradigm merits special…
Coopetition in supply chain management: patterns, typology and propositions
Maicom Sergio Brandao, Moacir Godinho Filho, Gilberto Miller Devós Ganga, Jorge Renato VerschooreThis study aims to unravel the complex coopetitive interactions in supply chains. It delves into the paradoxical relationship between cooperative and competitive interactions…
Exploring renting models for clothing items – resource interaction for value creation
Agnes Andersson Wänström, Daniel Hjelmgren, Maria Landqvist, Frida LindThe purpose of this paper is to explore renting models for clothing items and their value creation logics with a basis in resource interaction.
Sustainability–driven changes in the business incubation industry
Francesco Petrucci, Francesco Mutignani, Jose Novais SantosThis study aims to explore how the business incubation industry (BII) is dealing with the emerging challenges posed by the on-going transition toward an environmentally…
Improving performance via Rival Alliance Cooperation? Insights from the container shipping sector
Yu-Ching Chiao, Chun-Ju Huang, Chun-Chien Lin, Tang-Shun ChuangThis study aims to examine conditions in both inter- and intra-alliance contexts within an oligopolistic alliance industry operating across multiple markets. It focuses on how a…
Ethical value co-creation in circular economy ecosystems: a case study of the textile industry
Olga Dziubaniuk, Leena Aarikka-StenroosThe purpose of this empirical study is to apply the industrial marketing and purchasing approach to explore ethical value co-creation and business ethics in the circular economy…
Enhancing supply chain resilience through the supply network approach
Alessandro Cinti, Maria Rosaria Marcone, Andrea Sabatini, Valerio TemperiniThis study aims to investigate the efficacy of the supply network approach in bolstering supply chain resilience amidst escalating global uncertainty. With enterprises worldwide…
Digital transformation in sales organizations: antecedents of sales managers’ change readiness and championing behaviors
Vishag Badrinarayanan, Deva Rangarajan, Christine Lai-Bennejean, Melanie Bowen, Timo Arvid KaskiAlthough organizations are investing heavily in digital transformation (DT) of the sales function, implementation and exploitation at the sales force level are ongoing challenges…
Digital transformation and sustainable performance: the mediating role of triple-A supply chain capabilities
Matin Mohaghegh, Silvia Blasi, Ivan Russo, Benedetta BaldiDrawing on resource orchestration theory, this paper aims to empirically investigate the relationships between digital transformation (DT), triple-A supply chain capabilities…
The roles of key suppliers in network formation when reshoring
Enrico Baraldi, Francesco Ciabuschi, Luciano Fratocchi, Daniel Pedroletti, Antonio PicciottiReshoring implies the reconfiguration of supply networks. Focusing on the specific case of a born-offshored firm that engaged in reshoring of outsourced activities, this study…
Does B2B salespeople’s love of money attitude mediate the relationships between a growth mindset, a fixed mindset, grit, and job performance?
Pramod Iyer, Atanas Nik Nikolov, Geoffrey T. Stewart, Rajesh V. Srivastava, Thomas TangTo most people, money is a motivator, which is robustly true for salespeople. A high love of money attitude predicts university students’ poor academic performance in a business…
Information sharing in a green supply chain: a bane or a boon?
Abdul Quadir, Alok Raj, Anupam AgrawalThe purpose of this paper is to investigate the impact of demand information sharing on products’ greening levels with downstream competition. Specifically, this study examine two…
Building business network relationships in the changing Chinese context: findings from Italian luxury companies
Serena RovaiThrough the subject of business network dynamics, this study aims to examine how business network relationships impact company entry market and development within fast growing…
Speed matters for supply chain communication to acquire superior firm performance: carbon footprint communication
Chun-Chien Lin, Yu-Ching Chiao, Yu-Chen ChangThis paper aims to draw attention to the information processing of speed regarding the specific approaches by which suppliers respond to downstream and upstream communications. It…
Environmental sustainability and information sharing related to delivery options in the B2B2C context of e-commerce: evidence from a survey
Valeria Belvedere, Herbert Kotzab, Elisa Martina MartinelliThis paper aims to explore the conditions in a business-to-business-to-consumer (B2B2C) context characterized by new technologies. Innovations enhance disintermediation and pursue…
Postpandemic international tourism restart: effect of border control and vaccination
Yani Dong, Yan Li, Hai-Yan Hua, Wei LiAs the current Coronavirus 2019 pandemic eases, international tourism, which was greatly affected by the outbreak, is gradually recovering. The attraction of countries to overseas…
Mitigating the effects of COVID-19: an exploratory case study of the countermeasures taken by the manufacturing industry
Atif Saleem ButtThe purpose of this study is to understand how manufacturers (both discrete and process) are managing disruptions amid the COVID-19 pandemic outbreak, using UAE as an empirical…
ISSN:
0885-8624e-ISSN:
2052-1189ISSN-L:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Michael Ehret
- Antonella La Rocca
- Roberto Mora Cortez
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