Journal of Business & Industrial Marketing: Volume 37 Issue 6

First-mover advantages and innovation success: a contingency approach

Daniel Eduardo Chavez, Haipeng (Allan) Chen

The purpose of this paper is to propose an overarching unifying theory where first-mover advantages are a conditional effect, not a main effect. By offering a closer look at how…

User-entrepreneurship and innovation: does customer involvement and learning orientation matter?

Saurabh Srivastava, Swati Panda, Wallace A. Williams

This paper aims to investigate the process of innovation in firms founded by user-entrepreneurs. It also empirically investigates the role of customer involvement and…

Moving from a goods- to a service-oriented organization: a perspective on the role of corporate culture and human resource management

Kristina Zabala, José Antonio Campos, Lorea Narvaiza

This study aims to investigate the internal elements that help in the introduction of a service logic into a goods-oriented organization by focusing on corporate culture and human…

What do female and male entrepreneurs value in business accelerators?

Agnieszka Kwapisz

Business accelerators facilitate new venture creation, and most research on the subject focuses on the performance of accelerated ventures. This paper aims to understand what…

The impact of sales controls on manufacturers’ agents’ tactical decisions: the importance of inter-organizational climate

Kenneth Thompson, David Strutton, Tina Christine Mims, Trond Bergestuen

Organizational climate is an essential dynamic to leverage in salesforce performance. This study aims to develop a model that explores the determinants of independent…

Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance

Joon-Hee Oh, Wesley J. Johnston, Carolyn Folkman Curasi

The purpose of this paper is to attempt to better understand the relationship between organizational ethical climate, the internalization of ethical codes (INT), perceived control…

A nexus between corporate social responsibility disclosure and its determinants in energy enterprises

Rahil Irfan Ahmed, Guohao Zhao, Naveed Ahmad, Umme Habiba

Corporate social responsibility (CSR) is a requirement for energy enterprises as different stakeholders deem environmental and social responsibility the duty. This study aims to…

Informal sellers and formal markets: a habitus gap

Jaqueline Pels, Luis Araujo, Tomas Andres Kidd

In developing economies, 30% of the gross domestic product on average is undertaken by unregistered businesses. The informal economy leads to high opportunity costs by preventing…

Organizing sports events: the promoters’ perspective

Ana Brochado, Pedro Dionísio, Maria do Carmo Leal, Adrien Bouchet, Henrique Conceição

This study aims to develop a battery of items that assess the factors affecting sports events’ success from the promoters’ perspective and a measurement tool that identifies these…

Placebo outsourcing: when does provider’s bluffing enhance customer satisfaction?

Dorian Laurentiu Florea, Cătălin Mihail Barbu, Claudia Cristina Rotea

Drawing on signaling theory, this paper aims to argue in favor of a “placebo outsourcing effect” (POE) consisting of a positive relationship between provider’s bluffing and…

A model for B2B salesperson performance with service ecosystems perspective: a grounded theory

Nasrin Razi, Asghar Moshabaki, Hamid Khodadad Hosseini, Asadollah Kordnaeij

The purpose of this study is to develop a model for business to business salesperson performance (SP) with a service ecosystems perspective.

Can negative media coverage be positive? When negative news coverage improves firm financial performance

Xuebing Dong, Xin Wen, Kui Wang, Chuangneng Cai

Negative media coverage has important impacts on firm financial performance, but existing studies have inconsistent views of this relationship and lack a unified theoretical…

Chinese parent firm’s knowledge types and governance modes’ effect on overseas subsidiaries’ performance: a contingency perspective

Ying Zhu, Jun Li, Lei Wang, Qiqi Xu

Based on an ensemble sample of multinational enterprises (MNEs), this study aims to explore the effect of the interactions between Chinese parent firms’ knowledge (including both…

Ethical marketing strategies: the unique Nash equilibrium

Nagarajan Krishnamurthy, Biswanath Swain, Jayasankar Ramanathan

Can industrial marketers afford to choose unethical strategies? To answer this question, this study aims to use game theory to analyze whether an industrial marketer choosing and…