Journal of Business & Industrial Marketing: Volume 34 Issue 7

Guest editorial

Enticing the IT crowd: employer branding in the information economy

The purpose of this paper is to develop an instrument to measure employer branding in the information age. Firms increasingly migrate from matter-intensive business models to…

Artificial intelligence (AI) and its implications for market knowledge in B2B marketing

The purpose of this paper is to explain the technological phenomenon artificial intelligence (AI) and how it can contribute to knowledge-based marketing in B2B. Specifically, this…

How social media usage influences B2B customer loyalty: roles of trust and purchase risk

In the digital era, business-to-business (B2B) salespersons are encouraged to communicate with buyers on social media platforms and shape customer loyalty. However, the effect of…

Knowledge co-creation in Open Innovation Digital Platforms: processes, tools and services

The purpose of this paper is to understand how Open Innovation Digital Platforms (OIDPs) can facilitate and support knowledge co-creation in Open Innovation (OI) processes…

The narrative strategies of B2B technology brands

With the rise of digital media and content marketing, business-to-business (B2B) technology firms increasingly use narratives in their marketing strategy. If research has studied…

What makes the difference? Employee social media brand engagement

This paper aims to explore, using the employee lens of business-to-business firms, word use through brand engagement and social media interaction to understand the difference…

Blurring the borders between B2B and B2C: a model of antecedents behind usage of social media for travel planning

The purpose of this paper is to call for a scrutiny of the dualist approach to business-to-business (B2B) and business-to-customer (B2C) marketing in industries driven by…

Social media influence on the B2B buying process

This study aims to explore if and how business-to-business (B2B) companies can use social media to influence the buying process.

Crowdsourcing to manage service gaps in service networks

The purpose of this paper is to illustrate and conceptualize how crowdsourcing can be implemented as a potential means to address gaps in service quality within service networks…

Gender effects on buyer perceptions of male and female sales representatives in China

Women in many countries are breaking through the gender barrier and are working in positions where they have a major impact on the buying and selling activities in…

Towards a better understanding of organizational buying behavior across cultures: empirical evidence from the Arabian Gulf

The purpose of this study is to examine, through the lens of the buying center concept, a theorized link between organizational buying behavior (OBB) and a national culture of…

Are marketing strategies correlated with financial outputs? A longitudinal study

The relevance of marketing to explain financial success has been seldom investigated. In this scene, the purpose of this study is to analyze whether the correlations between four…

Conceptual blending of meanings in business marketing relationships

This paper aims to explore the topic of embodiment as a gap in meaning-making within the literature on business relationships in IMP and business marketing academic discourse…

Coopetition: a fundamental feature of entrepreneurial firms' collaborative dynamics

This paper aims to explore coopetition as a fundamental feature of the collaborative dynamics inherent in entrepreneurial ventures. The authors present a conceptual model and…

Series of successive B2B contracts: impact on contract length and rental rate

Companies in the B2B service sector often sign a series of successive contracts instead of one long contract with their vendors. Economic researchers have shown how the lengths of…

Tackling service quality in the telecommunication B2B market

This study will attempt to focus on how vendors serve operators, as operator service quality starts with vendor’s technology infrastructure and service quality. The purpose of…

The role of customer orientation in key account managers’ performance: a client network perspective

The purpose of this study is to investigate how does key accounts managers’ (KAMs’) customer orientation affect customers’ repurchase intention and how do tie strength and…

Strategic marketing approaches for the diffusion of innovation in highly regulated industrial markets: the value of market access

In industrial markets, different players concur to diffuse the new products and services. However, in high-regulated industries, firms might find substantial limitations to their…

Environmental turmoil and firms’ core structure dynamism: the moderating role of strategic alliances

Much of the extant evidence in the marketing literature posits that firms use strategic alliances to share resources, costs and risks as paths to performance improvements. Drawing…