Journal of Business & Industrial Marketing: Volume 35 Issue 6

Enabling roles of relationship governance mechanisms in the choice of inter-firm conflict resolution strategies

Khuram Shahzad, Tahir Ali, Marko Kohtamäki, Josu Takala

This study aims to present an integrated framework and investigate the enabling roles of governance mechanisms (i.e. contract, interdependence, trust and communication) in the…

Relationship closeness paradox: contingency analysis in B2B sales

Yonggui Wang, Daniel Peter Hampson, Myat Su Han

This study aims to examine the positive and negative consequences of relationship closeness between salespersons and their business customers in a B2B sales context: sales…

A bundling sales strategy for a two-stage supply chain based on the complementarity elasticity of imperfect complementary products

Yong Liu, Xiaoying Wang, Wenwen Ren

This paper attempts to analyze the relationship between the complementarity degrees of imperfect complementary products and sales strategies and give appropriate sales strategies…

Pure or ambidextrous strategy? A study of responsive and proactive market orientations in industrial firms

Yejing Wang, Haili Zhang, Michael Song

The purpose of this study is to investigate the environmental conditions (i.e. competitive intensity) under which a pure strategy or an ambidextrous strategy of implementing…

Why do network organizations fail?

Annalisa Tunisini, Michela Marchiori

The purpose of this paper is to examine network failures and the main reasons why network organizations, intentionally developed by a group of actors to pursue specific goals…

Supplier-initiated ingredient/component branding

Abdullah M. Aljafari, Tom J. Brown

This paper aims to understand the process of initiating ingredient/component (IC) branding from the supplier's perspective. It proposes modeling entrepreneurial orientation (EO…

Time-constrained interactions in public-private collaboration projects. The case of ENABLE

Carl Kronlid, Enrico Baraldi

This paper aims to focus on time-constrained interactions involving industry and public actors, mainly universities, conducting research. This kind of interaction has become…

Interconnected business models: present debates and future agenda

Milan Jocevski, Niklas Arvidsson, Antonio Ghezzi

The purpose of this study is to provide a review of the emergent literature to advance the current understanding of the business model (BM) concept in a context in which more than…

The business-to-business relationship: examining Sri Lankan telecommunication operators and vendors

S.W.S.B. Dasanayaka, Omar Al Serhan, Mina Glambosky, Kimberly Gleason

This study aims to identify and analyze factors affecting the business-to-business (B2B) relationship between Sri Lankan telecommunication operators and vendors. The authors…

Governance and customer value creation in business solutions

Erik Mooi, Vishal Kashyap, Marc van Aken

This paper aims to consider the impact of contractual and normative governance mechanisms on recommendation intent in a context of healthcare and professional lighting where…

Promoting synergistic innovation in logistics service outsourcing

Xiaoyu Wang, Xinchun Wang, Linzan Ran

The purpose of this study is to explore what is synergistic innovation in the logistics service outsourcing context and how this strategy can potentially benefit an organization…

Multi-faceted organizational buyer burnout

Nwamaka A. Anaza, Dana E. Harrison, Brian N. Rutherford

This study aims to advance the organizational buying literature, by examining buyer burnout and its consequences. Specifically, the sequencing of multi-faceted organizational…