Journal of Business & Industrial Marketing: Volume 33 Issue 3

Scale development for the inter-firm market orientation concept

Anthony Francescucci, Stephan C. Henneberg, Peter Naudé

The purpose of this paper is to develop and validate a scale for inter-firm market orientation (IMO) based on an original conceptualization by Elg (2008). Building on the MARKOR…

Reconciling contracts and relational governance through strategic contracting

Bent Petersen, Kim Østergaard

In an industrial marketing context of manufacturer–distributor collaboration, this law and economics paper aims to contrast two approaches to contracting: conventional and…

The role of salesperson brand selling confidence in enhancing important sales management outcomes: a social identity approach

Bashar S. Gammoh, Michael L. Mallin, Ellen Bolman Pullins, Catherine M. Johnson

The purpose of the study is to address the gap in understanding how the brand influences sales outcomes by focusing one’s attention on the salesperson perceptions of the brand and…

The service recovery paradox in B2B relationships

Denis Hübner, Stephan M. Wagner, Stefan Kurpjuweit

This study aims to explore the service recovery paradox (SRP) in business to business (B2B) relationships. Previously, this phenomenon has been identified in consumer-facing…

How brand-oriented strategy affects the financial performance of B2B SMEs

Muhammad Anees-ur-Rehman, Ho Yin Wong, Parves Sultan, Bill Merrilees

This study aims to examine the relationship between brand orientation and financial performance in business-to-business (B2B) small- and medium-sized enterprises (SMEs). It…

How resource alignment moderates the relationship between environmental innovation strategy and green innovation performance

Jing-Wen Huang, Yong-Hui Li

Empirical evidences support the benefits of environmental innovation to improve performance. However, previous research has not considered the role of resource alignment in green…

The impact of buyer-supplier relationships’ social capital on bi-directional information sharing in the supply chain

Chang-Hun Lee, Byoung-Chun Ha

The purpose of this paper is to understand how the development of social capital can promote buyer’s bi-directional (inflow and outflow) information sharing. The authors examined…

Do different marketing practices pre-suppose different frames of reference? An exploratory study

Allam Abu Farha, Said Elbanna

The role of managerial assumptions in the formulation of organizational strategies has been well recognized by previous studies, yet in marketing literature, the effect of such…

Emotion regulation – natural reward strategy linkage and its impact on sales performance: the mediating impact of salesmanship skills

Ramendra Singh, Rakesh Kumar Singh, Diptiman Banerji

In the context of an emerging market, this paper empirically investigates the direct as well as the indirect impact of natural reward strategies (NRS) on the sales performance of…

Lessons learned from a successful industrial product service system business model: emphasis on financial aspects

Maicon Gouvêa de Oliveira, Glauco Henrique de Sousa Mendes, Andrei Aparecido de Albuquerque, Henrique Rozenfeld

The purpose of this study is to identify the elements of the product-service system (PSS) business model of a Brazilian company that has been running it for almost 50 years. It…

The asymmetric effects of local and global network ties on firms’ innovation performance

Lei Wang, Jun Li, Shaoqing Huang

The purpose of this paper is to develop and empirically test a theoretical framework examining how local network ties and global network ties affect firms’ innovation performance…

Cost-based price and value-based price: are they conflicting approaches?

Reinaldo Guerreiro, Juliana Ventura Amaral

While the gap between economic theory and companies’ practice, regarding to the pricing setting, has been extensively explored and explained, the new gap between the marketing…