Journal of Business & Industrial Marketing: Volume 39 Issue 10

Toward addressing customer migration: measuring B2B salespersons’ perceptions of customer ownership

J. Ricky Fergurson, Greg W. Marshall, Lou E. Pelton

One of the pivotal questions facing all firms is “Who owns the customer?” Despite the longstanding acknowledgment that customer ownership is critical to a firm’s success, to date…

Exploration-oriented high-tech manufacturers’ export marketing internalization in emerging markets: the moderating role of relational ties with supply chain peers

Hsianglin Cheng, Chunhsien Wang

This study aims to argue that manufacturers with more exploration orientation (compared to exploitation orientation) have higher degrees of export marketing internalization (EMI…

Analysis of green supply chains under fairness concern and differential power structure

Soumita Ghosh, Abhishek Chakraborty, Alok Raj

This study aims to examine how fairness concerns and power structure in dyadic green supply chains impact retail price, supply chain profits and greening level decisions.

Leadership, knowledge dynamics and dual-path innovation: unravelling the synergy in Pakistan’s manufacturing sector

Abdul Hakeem Waseel, Jianhua Zhang, Umair Zia, Malik Muhammad Mohsin, Sajjad Hussain

With ambidextrous innovation (AI) gaining paramount importance in the manufacturing sectors of emerging markets, this research aim to explore how leadership and management support…

Ambicultural sensitivity and relational embeddedness in fostering B2B relationship

Harriman Samuel Saragih

This study aims to explore the interplay of ambicultural sensitivity and relational embeddedness in the quality of B2B relationships. Specifically, it examines how these factors…

Industry 4.0 readiness: the impact of effective implementation of I4.0 on marketing performance

Rohit Raj, Vimal Kumar, Nagendra Kumar Sharma, Pratima Verma

The purpose of this study is to examine how Industry 4.0 (I4.0) implementation might improve marketing performance (MP). Early adopters now have the chance to capitalize on the…

Value capture in IoT-driven business models: considerations about smart resources and isolating mechanisms in networked environments

Susanne Gretzinger, Susanne Royer, Birgit Leick

This conceptual paper aims to contribute to a better understanding of value creation and value capture with smart resources in the Internet of Things (IoT)-driven business models…

Calculative trust, benevolent trust and supplier opportunism: the double edged role of IT infrastructure capability

Jiaxuan Li, Xihong Zhang, Mengyang Wang

This paper aims to explore how two dimensions of trust, calculative trust and benevolent trust, affect supplier opportunism, and further investigates how information technology…

Digital technology adoption and radical and incremental innovations: evidence from the Chinese wind power industry

Jiarong Shi, Zihao Jiang, Zhiying Liu

Digital technologies open up unprecedented opportunities for the Chinese wind power industry to make rapid and comprehensive decisions. However, the relationship between digital…

Unveiling the path to green innovation: the interplay of green learning orientation, knowledge management capability and manufacturing firm’s capability to orchestrate resources

Asier Baquero

Amidst the increasing global emphasis on environmental sustainability, manufacturing firms seek to integrate eco-conscious practices into their innovation processes. This study…

Integration of organizational, economic and customer-related attributes to prioritize marketing strategies

Bita Arabnarmi, Siamak Kheybari, Soodabeh Amiri Ali Akbar Khani, Alessio Ishizaka

A well-designed marketing strategy is critical for the survival of any company in today’s competitive market. To be formulated and implemented effectively, a marketing strategy…

Revisiting e-commerce platforms’ strategies of exercising channel power: a contingency perspective

Guangkuan Deng, Jianyu Zhang, Ying Xu, Lijuan He

The integration of e-commerce platforms and artificial intelligence (AI) into the marketing channel ecosystem is challenging the explanatory capacity of traditional channel power…

Mapping global value chain, production network, and commodity chain literature using scientometrics: an integrative resilient value chains model based on a review of the literature

Anton Klarin, Pradeep Kanta Ray, Sangeeta Ray, Qijie Xiao

Global value chains (GVCs) are facing unprecedented pressures arising from structural changes in the global economy and exogenous shocks including military conflicts and the…

How do firms’ respond during recession – a review and future research agenda

Harini K.N., Manoj T. Thomas

Over the years, the impact of the business cycle on firm strategy has been neglected in the area of strategic management and remains one of the most important but least developed…