Journal of Business & Industrial Marketing: Volume 33 Issue 8

The influence of internal and external factors on the marketing strategic planning in SNOWA Corporation

Ali Ebrahimi, Hamidreza Banaeifard

The purpose of this paper is to evaluate the influence of internal and external factors of SNOWA Corporation on its marketing strategic planning. Is there a relationship between…

The role of manager leadership style in salesperson implementation of sales strategy: a contingency perspective

Aniefre Eddie Inyang, Raj Agnihotri, Laura Munoz

This paper aims to explore the role of leadership in influencing the strategy implementation behaviors of salespeople. This paper also seeks to examine the moderating influence of…

Combining goods and service-dominant logics in purchasing strategies

Tale Skjølsvik

While goods- and service-dominant logics are separated in most research as alternative and often incompatible paradigms, this paper aims to show how these logics can be and are…

Placing social capital in business networks: conceptualisation and research agenda

Julia V. Bondeli, Malena Ingemansson Havenvid, Hans Solli-Sæther

This paper aims to refine conceptual treatment of the social facet in business relationships and reinforce its significance in the industrial marketing and purchasing (IMP…

Contextual layers of service experience in professional business services

Johanna Still, Hanna Komulainen, Satu Nätti

This study provides us with new knowledge in the form of conceptual framework of the contextual layers of service experience within professional business services. This study aims…

Servitization intent as a factor in the servitization process

Edward Crowley, Jamie Burton, Judith Zolkiewski

This paper aims to investigate the role of servitization intent in the servitization process, and specifically the role dissonance (at an organizational level) in servitization…

Weathering contextual activities and situated sensemaking

Sid Lowe, Michel Rod

Drawing upon ideas of holistic systems in conjunction with practice and complexity theories, the purpose of this paper is to provide a reflective examination of sensemaking within…

Evolving value propositions in knowledge-intensive business services

Eija-Liisa Heikka, Satu Nätti

The purpose of this paper is to explore what value dimensions and related value components are highlighted in the value proposition of knowledge-intensive business services…

Multi-stage expectation-confirmation framework for salespeople expectation management

Joon-Hee Oh, Judy Ma

Despite its significance in salespeople management, salespeople expectation management has received little attention in the literature, especially in the industrial marketing…

Hospital service quality and patient loyalty: the mediation effect of empathy

Yucheng Zhang, Long Zhang, Xin Zhang, Miles M. Yang, Shanshan Zhang, Shyh-Jane Li, Yu-Ying Huang

Drawing on social identification theory, this research aims to explore an important mechanism – patients’ perceived empathy from a hospital, which is defined as caring…

An integrative approach for the purchasing and evaluation of business services from a buyer’s perspective

Martin Haensel, Erik Hofmann

This study aims to observe different purchasing and evaluation phases during the buying of business services, thus revealing the necessity for integration of different entities…

Big data and connectivity in long-linked supply chains

Per Engelseth, Hao Wang

This study aims to consider the developing of strategic use of big data in association with long-linked physical goods supply focusing on risk management.

Customer centricity and guanxi prevalence as social capital: a study of international business relationships

Angeline Close Scheinbaum, Stephen W. Wang

This research blends perspectives of the Eastern phenomenon of guanxi with the more Western perspectives of relationship marketing and customer centricity. Extending scholarship…

An inquiry into the supplier selection decision from the business-to-consumer (B2C) perspective

Wesley S. Boyce, Haim Mano

The purpose of this paper is to provide insights into what selection criteria consumers find critical when making the supplier selection decision. Much research exists on the…