Journal of Business & Industrial Marketing: Volume 38 Issue 10

Effect of social capital and transaction cost on multifaceted opportunism in manufacturer-supplier relationship

Yogesh Mungra, Prabhat Kumar Yadav

A successful relationship between manufacturer and supplier is vital for the pursuit of mutual benefits, which can be affected by one of the partners’ opportunistic behavior…

Understanding the spillover effects of manufacturer-initiated reward on observers’ compliance: a social learning perspective

Cuijuan Liu, Zhenxin Xiao, Yu Gao, Maggie Chuoyan Dong, Shanxing Gao

Although manufacturer-initiated rewards are widely used to secure distributors’ compliance, the spillover effect on unrewarded distributors (i.e. observers) in the same…

Turning aligned interests into higher chain performance in franchising

Stephen K. Kim, Pushpinder Gill

This study aims to study research on franchise chain performance that has focused on franchisors’ efforts to align their interests with those of franchisees to address partner…

Possible futures of crowd logistics for manufacturers: results of a strategic foresight study

Sophie Michel, Jean-Philippe Bootz, Jeanne Bessouat

Although crowd logistics (CL) is a promising digital solution, its future development remains uncertain. This paper aims to suggest multiple possible futures of CL in terms of…

What can satisfy customers in servitization? Service or goods innovation

Xiaohong Xiao, Chengxu Zhou, Hongyi Mao

This study aims to investigate the impact of the two essential subjects of servitization (service and goods innovation) on customer satisfaction. The authors explained the paradox…

Top management’s green transformational leadership and competitive advantage: the mediating role of green organizational learning capability

Burcu Özgül, Cemal Zehir

This study aims to develop an original green organizational learning capability (GOLC) framework to examine the effects of green transformational leadership (GTL) on competitive…

Combating deceptive counterfeiting in digital supply chain

Aishwarya Dash, Sarada Prasad Sarmah, M.K. Tiwari, Sarat Kumar Jena

Product counterfeiting has been ubiquitously observed in various segments of the supply chain. The intrinsic values of brands create more opportunities for counterfeiting. The…

Opportunism in an emerging market – franchisee perspective

Swati Panda, Satyendra C. Pandey, Audhesh K. Paswan, Lou E. Pelton

Although multiple forms of governance mechanisms have been studied to address the opportunistic behavior in franchising, research has not shed light on franchise systems operating…

So you want to servitise, but are you ready to financialise?

Ibon Gil de San Vicente, Bart Kamp

This study aims to explore the requirements that manufacturing companies must meet when implementing advanced services involving financial solutions.

The conscientious corporate brand: definition, operationalization and application in a B2B context

Russell Abratt, Nicola Kleyn

As B2B firms face increasing scrutiny due to increased stakeholder awareness of environmental and social concerns, doing business with a conscience has become an important…

Quality investment as a catalyst for successful performance-based contracts: a relational view perspective

Hasan Uvet, Saban Adana, Hasan Celik, Sedat Cevikparmak, Yavuz Idug

Performance-based contracting (PBC) has been gaining popularity over the years. However, empirical studies investigating the impact of PBC features have been limited. The main…

Green market orientation, green value-based innovation, green reputation and enterprise social performance of Ghanaian SMEs: the role of lean management

Ebenezer Afum, Yaw Agyabeng-Mensah, Charles Baah, George Asamoah, Lawrence Yaw Kusi

This study aims to investigate the intervening role of lean management (LM) in the direct relationships between green market orientation, green value-based innovation, green…

Knowledge co-creation with multiple stakeholders: the case of SMEs in China

Yue Zhang, Shanshan Wang, Tayyaba Akram, Yuxiang Hong

The purpose of this paper is to explore how small and medium-sized enterprises (SMEs) in China leverage their strengths to engage stakeholders in knowledge co-creation processes…

Humor usage by sellers: effects of aggressive and constructive humor types on perceptions of Machiavellianism and relational outcomes

Laurent Bompar, Renaud Lunardo, Camille Saintives, Reynald Brion

The purpose of this paper is to investigate the distinct effects of aggressive and constructive humor on perceptions of Machiavellianism, relationship quality and…

When in Rome, do as the Romans do: can international marketing adaptation improve the association between servitization and profitability?

Maria João Guedes, Nuno Fernandes Crespo, Pankaj C. Patel

Building on contingency theory, this paper aims to investigate the extent to which the “4Ps international adaptation strategy” and internationalization intensity shape the…

A decision support framework for socially responsible supplier selection in the Nigerian banking industry

Frank Ojadi, Simonov Kusi-Sarpong, Ifeyinwa Juliet Orji, Chunguang Bai, Himanshu Gupta, Ukoha Kalu Okwara

Sustainability trends have changed the modus operandi in businesses even as the market environment becomes more socially conscious. However, relatively little research has been…

IT vendor integration as catalyst of IT outsourcing success

Andrés J. Navarro-Paule, M. Mercedes Romerosa-Martínez, Francisco Javier Lloréns-Montes

This paper aims to explain how small- and medium-sized firms (SMEs) create information technology (IT) business value through blended IT outsourcing (ITO). The explanatory…

Globalization orientation, business practices and performance outcomes: an empirical investigation of B2B manufacturing firms

Paul Hong, Sandeep Jagani, Phuoc Pham, Euisung Jung

This paper aims to examine how market globalization orientation (i.e. a firm’s strategic commitment to developing the target markets beyond national borders) influences…