Journal of Business & Industrial Marketing: Volume 36 Issue 1

Determining corporate direction in sustainable development: a multi-dimensional framework in B2B

Rocío Rodríguez, Göran Svensson, Greg Wood

This study aims to assess the determinants of corporate direction in sustainable development through time in a B2B setting.

Goods and services related brand image and B2B customer loyalty: effects of construal level

Prathamesh Kittur, Swagato Chatterjee

Though extant literature has identified goods-based brand image (GBBI) and services-based brand image (SBBI) as drivers of business-to-business (B2B) loyalty, their relative…

How to improve new product performance through customer relationship management and product development management: evidence from China

Jianhui Yan, Yu Zheng, Jiaxin Bao, Chongyu Lu, Yanhui Jiang, Zhi Yang, Chulan Feng

This paper aims to investigate how to improve new product performance in turbulent circumstances of emerging economies.

How environmental turbulence influences firms’ entrepreneurial orientation: the moderating role of network relationships and organizational inertia

Ming-Chao Wang, Pei-Chen Chen, Shih-Chieh Fang

Environmental turbulence represents a double-edged sword, simultaneously fueling and hindering a firm’s entrepreneurial orientation (EO). Drawing on the theories of EO and network…

Use of effectuation by established micro businesses: short-term gain, long-term pain?

Phillip McGowan

The purpose of this study is to investigate the efficacy and impact of effectual logic used by owner-managers of established micro firms when making buying decisions.

Proactivity and responsiveness in value creation: a conceptual typology of market strategies

Harald Brege, Daniel Kindström

To successfully create customer value, firms must use coherent market strategies and perform value-creating activities that enable them to develop solutions to customers’ needs…

A study of group decision-making for green technology adoption in micro and small enterprises

Shuang Yao, Yan Song, Yanna Yu, Benhai Guo

Green technology adoption (GTA) in small and micro enterprises (SMEs) is a complex multi-attribute group decision-making issue. Conflicts of opinions can hamper the achievement of…

The impact of using a cloud supply chain on organizational performance

Meichun Lin, Chinho Lin, Yong-Sheng Chang

This study aims to indicate the advantages of using cloud computing services, including the ways in which firms use cloud-based services to achieve accessibility, better…

Knowledge management, customer relationship management and innovation capabilities

Mahmoud M. Migdadi

The purpose of this study is to introduce a unified framework, which integrates knowledge management (KM) (knowledge acquisition, diffusion and application, knowledge from a…

Buying centre members’ information control and complex organizational buying

Daniel D. Prior, Lakshi Karunarathne Hitihami Mudiyanselage, Omar Khadeer Hussain

This study aims to examine buying center members’ information control (IC) in complex organizational buying contexts to uncover the effect of IC on overall procurement performance…

Acquaintances or friends? Exploring the effects of contracts, trust and ethical level on opportunism in manufacturer-distributor relationships

Richard J. Miller, Laura Munoz, Michael Mallin

This study aims to examine how contractual mechanisms, trust and ethical levels impact opportunism in marketing channel relationships between manufacturers and distributors…

Supply chain management and market responsiveness: a simulation study

Abdulqadir Rahomee Ahmed Aljanabi, Karzan Mahdi Ghafour

This study aims to provide a practical solution to the relationship between supply chain (SC) integration and market responsiveness (MR). A method is proposed to integrate SC and…

Evaluating the effects of CRM practices on organizational learning, its antecedents and level of customer satisfaction

Mohit Kumar, Madhvendra Misra

The purpose of this research paper is to evaluate the effects of customer relationship management (CRM) practices on the relationship of organizational learning (OL) with customer…