Journal of Business & Industrial Marketing: Volume 35 Issue 2

Dynamic marketing capability – refining the concept and applying it to company innovations

Maciej Mitręga

This paper aims to introduce dynamic marketing capability (DMC) as a construct relevant for business research and business practice, and to test its validity in relation to…

Power-based behaviors between supply chain partners of diverse national and organizational cultures: the crucial role of boundary spanners’ cultural intelligence

Wiliam H. Murphy, Ismail Gölgeci, David A. Johnston

This paper aims to explain the effects of national and organizational cultures of boundary spanners on their choices of using three archetype power-based behaviors – dominance…

The mediating effect of satisfaction on trust-commitment and relational outcomes in manufacturer–supplier relationship

Yogesh Mungra, Prabhat Kumar Yadav

This study aims to investigate the effect of commitment and trust on satisfaction and sequential effect of satisfaction on relational outcomes (i.e. performance and governance…

How does corporate learning orientation enhance industrial brand equity? The roles of firm capabilities and size

Yi Xie, Xiaoying Zheng

This paper aims to examine the role of learning orientation in building brand equity for B2B firms. The present research proposes that learning orientation contributes to the…

A game theoretic analysis of dual-channel supply chain with nash bargaining fairness concern

Abhishek Sharma, Deepika Jain

The purpose of this paper is to investigate the impact of fairness concerns of the retailer on the pricing policies of the supply chain partners, their individual profits, and the…

The effect of task conflict on outsourcers’ long-term orientation toward suppliers: the moderating role of formal control and Chinese guanxi

Shuting Li, Mark H. Haney, Gukseong Lee, Mingu Kang, Changsuk Ko

This paper aims to investigate the antecedents of manufacturing firms’ long-term orientation towards their suppliers in the context of outsourcing relationships in China.

The impacts of customer involvement on the relationship between relationship quality and performance

Yi Li, Ying Zhang, Jinpeng Xu, Taiwen Feng

This paper aims to determine whether relationship quality should be measured as a disaggregated or as a composite construct, and investigate the causal relationship between…

Antecedents and consequences of social media marketing use: an empirical study of the UK exporting B2B SMEs

Riyad Eid, Ziad Abdelmoety, Gomaa Agag

The social media have enabled companies to reach out to global markets and provided them with the opportunity to customize their strategies and offerings in an unprecedented way…

Customer orientation and success in introduction of new products: an empirical study in an emerging economy

Wanxing Jiang, Ji Li, Haifeng Yan, Hao Li, Mengyuan Chen

The purpose of this paper is to investigate whether, when and how customer orientation may contribute to success in introduction of new products (SINP).

The dark side of coopetition: when collaborating with competitors is harmful for company performance

James M. Crick

Coopetition is the interplay between cooperation and competition, involving organisations sharing resources and capabilities with rival entities. Earlier work has suggested that…

Spatial proximity and SME strategy in local networks

Vasco Eiriz

Local networks of small- and medium-sized enterprises (SMEs) are founded both on collaborative and competitive inter-organizational relationships within the same network…

How and when does the brand orientation-market orientation nexus matter?

Wai Jin (Thomas) Lee, Aron O'Cass, Phyra Sok

While extant research highlights the importance of both market orientation and brand orientation in brand success, it is still unclear how they actually combine to contribute to…

Does supplier opportunism lead to buyer opportunism? A social capital perspective

Claus Steinle, Holger Schiele, Tobias Bohnenkamp

In light of increasingly tight buyer–supplier relationships, opportunism is a problem of increasing relevance. So far, opportunism has mainly been researched as a detrimental…