TOC: Ind Mar Man


Industrial Marketing Management, 75

In search for impregnable exchange relationships with buyers: Exploratory insights for suppliers
Thomas Clauss, Chanchai Tangpong

The role of negative and positive forms of power in supporting CSR alignment and commitment between large firms and SMEs
David Harness, Chatura Ranaweera, Heikki Karjaluoto, Chanaka Jayawardhena

Reflections on “social media: Influencing customer satisfaction in B2B sales” and a research agenda
Daniel Nunan, Olivier Sibai, Bruno Schivinski, George Christodoulides

Outside-in marketing capability and firm performance
Jifeng Mu, Yongchuan Bao, Tejvir Sekhon, Jiayin Qi, Edwin Love

Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training
Jessica Ogilvie, Raj Agnihotri, Adam Rapp, Kevin Trainor

Organising of dynamic proximities enables robustness, innovation and growth: The longitudinal case of small and medium-sized enterprises (SMEs) in food producing firm networks
Tove Brink

Interorganizational Business Development Utilizing Legitimacy for Resource Mobilization in Large Firms: Successful and Unsuccessful Cases
Yoshihiro Ito

Interactions between perceived uncertainty types in service dyads
Melanie E. Kreye

Vendor response to client opportunism in IT service relationships: Exploring the moderating effect of client involvement
Smita Chaudhry, Bharatendu Nath Srivastava, Chetan Joshi

Innovation practices of B2B manufacturers and service providers: Are they really different?
Wim Biemans, Abbie Griffin

The choice of contract duration in franchising networks: A transaction cost and resource-based view
Nina Gorovaia, Josef Windsperger

Key supplier involvement in IT-enabled operations: When does it lead to improved performance?
Fred Miao, Guangping Wang, Pornsit Jiraporn

The dynamics of knowledge integration in collaborative product development: Evidence from the capital goods industry
Mohammad H. Eslami, Nicolette Lakemond, Stefano Brusoni

Which resources and capabilities underpin strategic key account management?
Rodrigo Guesalaga, Mika Gabrielsson, Beth Rogers, Lynette Ryals, Javier Marcos Cuevas

Leveraging channel management capability for knowledge transfer in international joint ventures in an emerging market: A moderated mediation model
Junfeng Zhang, Wei-ping Wu, Ran Chen

Temporary multi-organizations: Constructing identities to realize performance improvements
Natalya Sergeeva, Jens K. Roehrich

Key account buying team members’ emotional responses awarding multi-million dollar sales contracts
Carolyn F. Curasi, James Boles, Rick Reynolds

Cognitive and affective determinants of salesforce performance: A two-wave study
Isabella Soscia, Richard P. Bagozzi, Paolo Guenzi

When marketing and manufacturing departments integrate: The influences of market newness and competitive intensity
Taiwen Feng, Yufei Huang, Emmanouil Avgerinos