Journal of Business & Industrial Marketing: Volume 38 Issue 3

Knowledge integration and entrepreneurial firms’ frugal innovation in the service industry

Changyu Wang, Xiaolin Li

The purpose of this study is to examine how knowledge integration influences entrepreneurial firms’ frugal innovation in the service industry. This study builds a moderated…

Strategic alliances and firms’ chances to survive “black swans” in B2B industries

Rui Xue, Lee Li

This study aims to propose that, in business-to-business (B2B) industries, number of strategic alliances firms established before a “black swan” event enhances their chances to…

A review of sustainability trade-offs affecting suppliers in developed and less developed countries

Alka Ashwini Nand, Raveen Menon, Ananya Bhattacharya, Ran Bhamra

This paper aims to investigate the current state of research on sustainability-related manufacturing trade-offs (i.e. giving preference and priority to one dimension over others…

Examining the key factors influencing loyalty and satisfaction toward the smart factory

Hyeon Jo

The purpose of this study is to investigate the roles of perceived usefulness, top management support and information technology (IT) infrastructure in developing user…

Understanding networking dynamics in born global firms’ internationalization: balancing the mix of physical and virtual networking in B2B markets

Anita Ellen Tobiassen, Inger Beate Pettersen

This paper aims to explore how born global firms (BGs) in business to business (B2B) markets balance the mix of physical and virtual networking through social media to gain access…

Resource renewal in heavy business networks: the case of Modvion starting up in the Swedish wind energy context

Maria Landqvist, Frida Lind

Taking the perspective of a start-up company, the purpose of this paper is to analyse resource renewal in heavy business networks.

A review of business model research: what next for industrial marketing scholarship?

Philip Coombes

The purpose of this paper is to present the findings of a bibliometric analysis of the evolution and structure of business model research in industrial marketing scholarship…

Enhancing supply chain competences through supply chain digital embeddedness: an institutional view

Beatriz López-Morales, Leopoldo Gutierrez, Francisco Javier Llorens-Montes, Araceli Rojo-Gallego-Burin

This study aims to test how three types of institutional pressure (normative, coercive, and mimetic) influence supply chain digital embeddedness (SCDE) and how SCDE benefits…

The relationship between sustainable supply chain management and enterprise economic performance: does firm size matter?

Xiaoyue Yang, Jing Wang

Based on the extended resource-based view (ERBV), this paper aims to investigate the relationship between sustainable supply chain management (SSCM), dynamic capabilities (DCs…

Why cannot we all just get along? Resolving customer-focused team interface conflicts in a B2B firm leveraging AHP-based multi-criteria decision-making

Chris I. Enyinda, Charles Blankson, Guangming Cao, Ifeoma E. Enyinda

Rising expectations for exceptional customer experiences demand strategic amalgamation of cross-functional, customer-focused teams (marketing/sales/service departments). However…

Environmental uncertainty, participative corporate political activity and radical innovation in China: a sensemaking perspective

Meige Song, Longwei Wang, Li Wang, Wan Chen

Drawing on a sensemaking perspective, this study aims to theoretically and empirically investigate the effects of participative corporate political activity (PCPA) on radical…

The impact of servitization on manufacturing firms’ market power: empirical evidence from China

Junnan Zhang, Xiaohua Sun, Yan Dong, Lin Fu, Yaowei Zhang

Servitization has been used widely by manufacturing firms to secure strategic positions in industrial transformation. However, its impact on firms’ market power remains to be…

The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance

Richard Conde, Victor Prybutok, Kenneth Thompson

For the past several decades, the sales control literature has focused on the outside sales context. This study aims to extend sales control research by examining formal and…

Digital entrepreneurship: global maps and trends of research

Yuming Zhai, Kaibo Yang, Lu Chen, Han Lin, Mingchuan Yu, Ruoyu Jin

Digital technologies, such as big data and artificial intelligence, significantly impact entrepreneurial activities worldwide. However, research on entrepreneurial activities…

Integrating the dialectic perspectives of resource-based view and industrial organization theory for competitive advantage – a review and research agenda

Bishwajit Nayak, Som Sekhar Bhattacharyya, Bala Krishnamoorthy

Academic dialogue related to ‘organizational performance’ in strategic management has primarily centred around the industrial organization theory (IO) and resource-based view…

Single versus multiple salesforce go-to-market strategy: the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity

Nwamaka A. Anaza, Brian N. Rutherford, Gavin Jiayun Wu, Ashok Bhattarai

Drawing on the organizational buying decision-making framework, the purpose of this study is to investigate how sales orientation (SOCO) affects buyers’ conflict…