TOC: Ind Mar Man


Industrial Marketing Management, 48

Letter from the editors
Peter J. LaPlaca, Adam Lindgreen [Publisher]

Special Section on Interplay between Cognition, Action and Outcomes in Business Markets – Lars-Gunner Mattsson, Daniela Corsaro and Carla Ramos

Sense-making in business markets – the interplay between cognition, action and outcomes
Lars Gunnar Mattsson, Daniela Corsaro, Carla Ramos [Publisher] [Google Scholar]

Reflections on the interplay between cognition, action and outcomes in industries and business markets: What have we learned so far and where might we go next?
Gerard P. Hodgkinson [Publisher] [Google Scholar]

Heuristics in customer-supplier interaction
Simone Guercini, Antonella La Rocca, Andrea Runfola, Ivan Snehota [Publisher] [Google Scholar]

Intercultural competences and interaction schemes — Four forces regulating dyadic encounters in international business
Maria Elo, Christiane Benjowsky, Niina Nummela [Publisher] [Google Scholar]

Creating shared views of customers: Individuals as sense-makers in multinational companies
Elina Pernu, Tuija Mainela, Vesa Puhakka [Publisher] [Google Scholar]

Inter-cognitive representations in business networks
Stefanos Mouzas, Stephan C. Henneberg [Publisher] [Google Scholar]

Forming cognitions by investing in a form: Frequent Flyer Programs in US air travel post-deregulation (1981–1991)
Luis Araujo, Hans Kjellberg [Publisher] [Google Scholar]

Network graffiti: Interaction as sensemaking
Gillian C. Hopkinson [Publisher] [Google Scholar]

Managing meaning in complex business networks
Cecilia Cederlund [Publisher] [Google Scholar]

Special Section on Power in Business, Customer, and Market Relationships – Martin Hingley, Rob Angell and Adriana Campelo

Introduction to the Special Issue on Power in Business, Customer, and Market Relationships
Martin Hingley, Rob Angell, Adriana Campelo [Publisher] [Google Scholar]

Reverse knowledge transfer and subsidiary power
Zhaleh Najafi-Tavani, Ghasem Zaefarian, Peter Naude, Axele Giroud [Publisher] [Google Scholar]

Profit-sharing between an open-source firm and application developers — Maximizing profits from applications and in-application advertisements
Nobuyuki Fukawa, Yanzhi Zhang [Publisher] [Google Scholar]

Partnerships: The role that power plays in shaping collaborative buyer–supplier exchanges
Daniel Chicksand [Publisher] [Google Scholar]

When inter-firm relationship benefits mitigate power asymmetry
Kirsten Cowan, Audhesh K. Paswan, Eric Van Steenburg [Publisher] [Google Scholar]

Power symmetry and the development of trust in interdependent relationships: The mediating role of goal congruence
Javier Marcos Cuevas, Saara Julkunen, Mika Gabrielsson [Publisher] [Google Scholar]

Knowing me, knowing you: Self- and collective interests in goal development in asymmetric relationships
Kristin B. Munksgaard, Rhona E. Johnsen, Charlotte M. Patterson [Publisher] [Google Scholar]

Empowering the underdog: Soft power in the development of collective institutional entrepreneurship in business markets
Wouter Van Bockhaven, Paul Matthyssens, Koen Vandenbempt [Publisher] [Google Scholar]

Power-imbalanced relationships in the dyadic food chain: An empirical investigation of retailers’ commercial practices with suppliers
George Maglaras, Michael Bourlakis, Christos Fotopoulos [Publisher] [Google Scholar]

Exercising power in asymmetric relationships: The use of private rules
Jekaterina Rindt, Stefanos Mouzas [Publisher] [Google Scholar]

Institutional maintenance work and power preservation in business exchanges: Insights from industrial supplier workshops
Mark Palmer, Geoff Simmons, Pamela K. Robinson, Andrew Fearne [Publisher] [Google Scholar]

The current situation and future conceptualization of power in industrial markets
Martin Hingley, Rob Angell, Adam Lindgreen [Publisher] [Google Scholar]