Journal of Business & Industrial Marketing: Volume 28 Issue 5
Table of contents
Linking power, risk, and governance: a survey research in new product development relationships
Afshar Bazyar, Ebrahim Teimoury, Mehdi Fesharaki, Alireza Moini, Shahriar MohammadiInter‐organizational arrangements are increasingly playing an important role in new product development (NPD). This article aims to investigate the links among power, risk, and…
How customer knowledge dissemination links to KAM
Hanna Salojärvi, Sami Saarenketo, Kaisu PuumalainenThis study aims to identify the organizational antecedents of intra‐organizational customer knowledge dissemination in the context of key account management (KAM).
Green marketing in B2B organisations: an empirical analysis from the natural‐resource‐based view of the firm
Elena Fraj, Eva Martínez, Jorge MatuteFollowing the natural resource based view of the firm, this paper seeks to analyse the influence of a green marketing strategy on the performance of business‐to‐business…
Salesperson coachability: what it is and why it matters
Kirby L.J. Shannahan, Rachelle J. Shannahan, Alan J. BushThe purpose of this paper is to introduce the concept of salesperson coachability and to propose potential relationships between it and sales coaching and sales performance.
The influence of product features on brand switching: the case of magnetic resonance imaging equipment
Sam O. Al‐Kwifi, Rod B. McNaughtonThis paper seeks to provide evidence that the long‐term success of capital‐intensive technology products requires continuous integration of innovations in the form of new features…
A framework for configuring sales support structure
Aaron D. Arndt, Jason HarkinsThe aim of this paper is to examine when it is appropriate to provide dedicated support for a sales activity, and in cases where support is desirable, to explore the choice…
Breakthrough innovation: the roles of dynamic innovation capabilities and open innovation activities
Colin C.J. Cheng, Ja‐Shen ChenThis study aims to examine the roles of dynamic innovation capabilities and open innovation activities in breakthrough innovation. Drawing from the absorptive capacity…
How to not only survive but thrive during recession: a multi‐wave, discovery‐oriented study
David Nickell, Minna Rollins, Karl HellmanThis study aims to investigate the marketing actions that companies performed during the Great Recession, and the resulting effect on firms' performance. The purpose is to…
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