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The purpose of the paper is to discuss the potential of AI to impact organizational buying behavior. Potential impacts on organizational communication, Organizational Buying Center (OBC) structure and dynamics are discussed.

This research is conceptual in nature and uses narrative literature review to develop testable propositions derived from a technology overview and incorporates existing organizational buying behavior theory.

The article's conclusion suggests that significant changes are likely due to the adoption of AI. The nature of organizational buying is anticipated to undergo a shift toward increased reliance on AI-generated input. Additionally, it is expected that the size of OBCs may decrease, with reduced vertical and lateral involvement, while promoting greater coordination and less conflict among members.

This paper aims to conceptualize the effects of AI technology adoption on organizational buying situations and the structure and dynamics of OBCs. For practitioners, this conceptualization may equip them to navigate the impacts of the AI technological advancements effectively.

Inspired by an efficacy debate, this paper aims to understand to what extent do entrepreneurs value business accelerators and what contributes to this value. And as entrepreneurs consider accelerators to be a viable alternative to traditional business incubators, the research seeks to compare these startup support options.

Guided by resource-based theory, the researchers constructed a variance model and analyzed it using quantitative methods based upon data collected from 205 accelerators users as well as 66 incubator users for comparison.

Results indicate that the accelerator users find the programs to be very valuable for improving their business outcomes. Moreover, the users feel the program experience to be valuable regardless of whether their businesses ultimately survive. Knowledge- and culture-related resources contribute significantly to users’ perceptions of value. Findings indicate notable differences in the perceptions of accelerator versus incubator users.

The research contributes to the ongoing academic debate concerning the efficacy of accelerators and provides a model for predicting user value. The research is limited to the USA.

Research serves as a practical guide for prospective accelerator users, as well as provides valuable insights to accelerator administrators and marketers for enhancing their programs.

The study uniquely provides a user’s perspective and highlights distinct differences in the perceptions between accelerators and incubators users.

The purpose of this paper is to investigate the underlying knowledge structure and evolution of industrial-buying research published between 1965 and 2015.

Bibliometric analysis is performed on 357 relevant papers (using principal component analysis and natural language processing, using VantagePoint® tools, used to generate bubble maps, auto-correlation maps and Aduna cluster maps), demonstrating how various factors involved in industrial buying have evolved, their degree of correlation with each other and the interrelationships of multiple factors concerning their co-occurrences.

The systematic mapping of industrial-buying research would illustrate the development of the significant factors in industrial-buying research. This paper provides both a global perspective on the leading countries and journals in the field and a robust roadmap for further investigation in this field.

This paper is limited to the data considered for analysis and may, therefore, overlook or underestimate some work that has not been captured while filtering databases related to industrial buying.

This paper facilitates near-future projection and trend analysis in industrial-buying research.

The methodology used is unique to the field of business-to-business marketing.

Marketing literature, while acknowledging the relevance of organizational learning for a better market understanding, has shown remarkably little effort to develop a framework for organizational wisdom (OW). A learning organization becomes wiser through time. Knowledge acquisition and exploitation are the foundation for differentiation between firms and sustain value creation. Therefore, this paper aims to integrate OW with previously validated marketing concepts in a broader nomological network.

The authors review extant literature associated to OW and offer a theoretical model to clarify the conceptual domain of this construct.

This study develops the theory of OW, arguing that when a firm clusters a specific set of knowledge dynamically through time, the organization reaches a level of exceptional understanding about the market and improves the judgment and communication of decision-making. Moreover, this study partializes the effect of the market orientation construct through its components for better outcomes in the value innovation process.

Based on the theoretical support, therefore, the authors provide a framework identifying the properties of OW, as well as the antecedents (a set of organizational knowledge) and consequences of OW (innovation and marketing capabilities development), specifying the moderation role of the marketing function influence.

Seeks to provide a historical case study of the founding and development of the Journal of Business & Industrial Marketing from the perspective of the two editors of the journal covering the first 20 years of publication.

The editors report on their experiences of establishing and nurturing the journal over a 20‐year period. Individual experiences are reported along with specific historical events and specific journal contents.

The paper provides information about the history of the journal and its founding, indicating the difficulties and managerial skills necessary to accomplish such a task. The paper also recognizes the 20‐year growth and contribution of the journal and those who contributed to it.

The viewpoints of the editors are anecdotal and recall events as far back as 20 years. They summarize the events of a 20‐year period in the article, relying on memory and information from archival files.

The paper provides one description of the founding and development of a leading journal in the field of business and industrial marketing. A list is presented summarizing Special Issues and significant milestones of the journal. The paper is a must‐read for anyone contemplating starting a new journal.

This article presents the only complete history of the Journal of Business & Industrial Marketing.

This paper aims to explore the possible scenarios after a failed reverse auction to continue a current buyer–seller relationship.

The authors developed a further understanding of reverse auctions through the examination of a longitudinal case study in the mining industry based on grounded theory.

The study indicates that losing a reverse auction is not a death sentence for the current supplier. Four factors influence the potential scenarios: buyer factors, supplier factors, buyer–seller factors and contextual factors. If the overall evaluation favors the current buyer–seller relationship, the supplier can continue the business interaction by full renegotiation or discrete step-by-step reconsideration. Conversely, the buyer–seller relationship would reach a state of dissolution.

This manuscript contributes to the understanding of reverse auction, an under-researched theme in organizational buying behavior theory. This paper is the first attempt to link buyer–seller relationship dissolution and reverse auctions. The authors suggest that more academic endeavors are needed to study online reverse auctions.

The purpose of this paper is to discuss the potential of Internet of Things (IoT) to affect organizational buying behavior. Potential impacts on organizational communication, buying center structure and processes and privacy and security issues are discussed.

This is a conceptual paper that advances testable propositions based on the technology overview and use of existing organizational buying behavior theory.

This paper concludes that major changes are likely as a result of the adoption of IoT. The nature of organizational communication may shift to more machine-to-machine communication and buying centers may become smaller, less hierarchical but more coordinated, with less conflict. In addition, privacy and security concerns will need to be addressed.

This is the first attempt to conceptualize the impact of adoption of IoT technologies that may help future researchers to examine the impact on a more granular level. For practitioners, it may help them prepare for the impacts of the IoT technological juggernaut.

This paper aims to empirically validate an integrated model, combining fuzzy analytical hierarchy processing and quality function deployment, used to construct a purchasing performance (PP) matrix for engineering procurement and construction companies (EPCs). The relationship is established by linking internal customer needs (“whats”; product-related factors), with engineering requirements (“hows”; buyer-related factors [BRFs] and organization-related factors). Three different of buying types are included: new task, straight rebuy and modified rebuy.

The paper uses qualitative and quantitative techniques to determine the factors affecting PP and the extent of their influence. Evaluation of the factors affecting the PP of EPC companies is based on 32 industry experts’ opinions, supported by the academic literature.

The most significant finding is that researchers should explicitly consider BRFs like buyer knowledge, which has been missing in earlier PP models. BRFs appear to be a link between different types of buying; ignoring their importance can lead to less optimized PP and erroneous findings.

This research is unique, as PP models of EPC firms have neither been published nor validated empirically, either nationally or internationally. This exploratory study adds to the body of knowledge both by identifying the emerging factors that constitute the construct of the PP of EPCs and by filling the gap between theory and practice concerning an evaluation of the PP of EPCs. Theoretical and practical implications are discussed.

The aim of this study is to reveal the contribution that Journal of Business & Industrial Marketing has to scientific research and its most influential thematic work in B-to-B since its beginning in 1986 until 2015, in commemoration of the 30th anniversary.

The paper begins with a qualitative introduction: the emergence of the magazine, its origins, editorial and positioning. Subsequently, it is based on bibliometric methodologies to develop quantitative analysis. The distribution of annual publications is analyzed, the most cited papers, the keywords that are mostly used, the influence on the publishing industry and authors, universities and the countries that have the most publications.

The predominant role of the USA at all levels is highlighted. It also highlights the presence (given its size and population) of the countries of Northern Europe. There is great interest in appreciating the evolution of the number of publications that are always increasing which demonstrates the growing and sustained interest in these types of articles, with certain times of retreat (often coincide with economic crisis).

The Scopus database gives one unit to each author, university or country involved in the paper, without distinguishing whether it was one or more authors in the study. Therefore, this may bring some deviations in the analysis. However, the study considers some figures with fractional counting to partially solve these limitations.

After observing the different perspectives of the journal’s production, it allows to give an objective view of the evolution that the Journal of Business & Industrial Marketing has had in the past 30 years.

It is part of the trend that several journals (Journal of Marketing, Journal of Public Policy & Marketing, Journal of Marketing Research, Journal of Business Research) made special sections to show progress and contribution of these journals to scientific research.

The purpose of this study is to examine predicted business-to-business (B2B) marketing capabilities for the next three to five years by companies in advanced, emerging and developing economies.

The authors identify the prevalent marketing capabilities in industrial companies operating in an advanced economy (USA), two emerging economies (Chile and Peru) and one developing economy (Bolivia), consolidating the themes in firms’ orientations. The study offers a taxonomy of the marketing role in different stages as per country development.

Qualitative approach based on grounded theory.

This manuscript contributes to the understanding of B2B marketing across different levels of market development. The authors offer theoretical and practical implications regarding the paradigms reigning the role of marketing. The coding scheme emerging from the data illustrates how companies and markets evolve in a two-way interaction.