Journal of Business & Industrial Marketing: Volume 37 Issue 12

Integrating supplier innovation in the fuzzy front end: based on an analysis of the task environment

Na Li, XuDong Pei

Integrating supplier innovation is considered an effective strategy to reduce uncertainty at the fuzzy front end (FFE). However, the large number of supplier innovation resources…

Seeds of demand-side legitimacy: when do existing companies procure from B2B startups?

Safal Batra, Vishal K. Gupta, Sunil Sharma, Rahul Yadav

The purpose of this study is to investigate potential lenders of legitimacy for business-to-business (B2B) startups as reflected in the willingness of potential customers to do…

Salesperson’s spiritual response to job burnout: the role of karma and the moderating impact of thought self-leadership

Ramendra Singh, Rakesh Kumar Singh, Keerti Shukla

In this conceptual paper, anchoring on the Hindu philosophical doctrine of karma, this study models the impact of salesperson’s karma orientation (KO) (a relatively new…

The red and green signals for industrial salesforce: testing an integrated framework

Muhammad Ishtiaq Ishaq, Huma Sarwar, Arif Azeez Ansari, Roheel Ahmed Siddiqi

A highly competitive business environment needs a creative strategy for long-term survival and a competitive advantage in an uncertain market environment. This objective induces…

Impact of bundling on the omnichannel supply chain under price competition

Sarat Kumar Jena

Many e-commerce firms suffer from high returns because of inaccurate and incomplete product information. Omnichannel and bundling settings can help firms improve operational…

Social capital impact on mass customization capability and innovation capabilities: the mediating role of absorptive capacity

Mahmoud M. Migdadi

The main purpose of this study is to empirically investigate the influence of social capital (SC) on mass customization capability (MCC) and innovation capabilities (ICs…

Configuring the governance and management of strategic networks for higher performance

Douglas Wegner, Marcelo Fernandes Pacheco Dias, Ana Cláudia Azevedo, Diego Antonio Bittencourt Marconatto

Although the governance and management of networks are deeply intertwined, there is a lack of empirical studies on how strategic networks (SNs) configure both realities for higher…

Translating leader sustainability orientation into green supply chain integration: a missing link of green entrepreneurial orientation

Taiwen Feng, Zhiyi Li, Haiqing Shi, Wenbo Jiang

Based on upper echelons theory and social contagion theory, this study aims to explore how to translate leader sustainability orientation (LSO) into green supply chain integration…

Adaptive marketing capabilities, market orientation, and international performance: the moderation effect of competitive intensity

Caroline Kalil Reimann, Fernando Manuel Pereira de Oliveira Carvalho, Marcelo Pereira Duarte

It is well established in marketing literature that international performance is positively affected by marketing capabilities, whether static or dynamic. However, recent…

Assessing the antecedents and outcomes of salesperson’s psychological capital

Bindu Gupta, Rakesh Singh, Sandeep Puri, Pankaj Singh Rawat

This study aims to investigate the impact of a salesperson’s psychological capital (PsyCap) on sales performance through the interplay of work engagement and performance feedback…

Does the type of sales position matter? A multi-group analysis of inside vs outside sales

Lucy Matthews, Diane Edmondson

This study aims to investigate the differences between inside and outside business-to-business salespeople. Although prior research has highlighted a need to compare these two…

Understanding the influence of business strategy in corporate social responsibility: evidence from Chinese firms in Africa

Gutama Kusse Getele, Tsitaire Jean Arrive, Xiong Ruoliu

This study aims to understand better how business strategies impact a company’s corporate social responsibility (CSR).

How global mindset drives innovation and exporting performance: the roles of relational and bricolage capabilities

Chia-Wen Chang, Heng-Chiang Huang

Emerging markets play an important role in the global economy. However, a common feature of most emerging markets is that firms must operate in a resource-constrained environment…