Ind Mar Man


Industrial Marketing Management, 90



How to undertake great cross-disciplinary research
Adam Lindgreen, C. Anthony Di Benedetto, Roderick J. Brodie, Michel van der Borgh [Google Scholar]

Review Article

A multidimensional perspective of business-to-business sales success: A meta-analytic review
Alhassan Ohiomah, Morad Benyoucef, Pavel Andreev [Google Scholar]

Research Article

Blind date? Intermediaries as matchmakers on the way to start-up—industry coopetition
Christine Blanka, Verena Traunmüller [Google Scholar]

Board structure and firm capability: An environment-embedded relationship between board diversity and marketing capability
Wenbin Sun, Zhihua Ding, Joseph Price [Google Scholar]

Linking the types of market knowledge sourcing with sensing capability and revenue growth: Evidence from industrial firms
Herbert Endres, Roland Helm, Michael Dowling [Google Scholar]

Customer capabilities for solution offerings in business markets
Laura Elgeti, Ilias Danatzis, Michael Kleinaltenkamp [Google Scholar]

A capabilities perspective on membership management in franchise networks
Bastian Schweiger, Sascha Albers, Johanna Vanderstraeten, Jenny Gibb [Google Scholar]

Firm boundaries in servitization: Interplay and repositioning practices
Tuomas Huikkola, Rodrigo Rabetino, Marko Kohtamäki, Heiko Gebauer [Google Scholar]

Precursors of intellectual property rights enforcement in East and Southeast Asia
Yuwen Liu, Chin Chia Liang, Fred Phillips [Google Scholar]

Always play against par? The effect of inter-team coopetition on individual team productivity
David An, Markus Kreutzer, Sven Heidenreich [Google Scholar]

How does green innovation affect supplier-customer relationships? A study on customer and relationship contingencies
Xinchun Wang, Yanhui Zhao, Limin Hou [Google Scholar]

Third-party organization endorsement impacts on perceived value and B2B customer loyalty
Chun Lin Yuan, Hakil Moon, Kyung Hoon Kim, Shuman Wang, Xiaolei Yu [Google Scholar]

How to perform collaborative servitization innovation projects: the role of servitization maturity
Oksana Polova, Catherine Thomas [Google Scholar]

Social media and customer relationship management technologies: Influencing buyer-seller information exchanges
Omar S. Itani, Michael T. Krush, Raj Agnihotri, Kevin J. Trainor [Google Scholar]

Agile supply chain management: where did it come from and where will it go in the era of digital transformation?
Shashi, Piera Centobelli, Roberto Cerchione, Myriam Ertz [Google Scholar]

Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Paolo Guenzi, Edwin J. Nijssen [Google Scholar]

Product-market planning capability and profitability
Paul Hughes, Ian R. Hodgkinson, Robert E. Morgan, Mathew Hughes, Chih-Hsien Lois Hughes [Google Scholar]

Value capture mechanisms in publicly funded research
Conor O’Kane, Jing A. Zhang, James A. Cunningham, Lawrence Dooley [Google Scholar]

Targeting and position papers

The digital marketing capabilities gap
Dennis Herhausen, Dario Miočević, Robert E. Morgan, Mirella H.P. Kleijnen [Google Scholar]

Special Issue

Interfirm Networks and Innovation. Edited by: Josef Windsperger, Gérard Clique, Hendrikse George, Marijana Sreckovic, Muhammad Zafar Yaqub

Network innovation versus innovation through networks
Muhammad Zafar Yaqub, Marijana Srećković, Gerard Cliquet, George Hendrikse, Josef Windsperger [Google Scholar]

Institutional adversity, external knowledge sources, and new ventures’ innovation: An institutional polycentrism theory perspective
Ali Raza, Saadat Saeed, Shumaila Yousafzai, Muhammad Umer Shahid, Moreno Muffatto [Google Scholar]

Value-creation-capture-equilibrium in new product development alliances: A matter of coopetition, expert power, and alliance importance
Ricarda B. Bouncken, Viktor Fredrich, Paavo Ritala, Sascha Kraus [Google Scholar]

The role of multiple ties in knowledge networks: Complementarity in the Montefalco wine cluster
Amir Maghssudipour, Luciana Lazzeretti, Francesco Capone [Google Scholar]

Interorganizational collaboration strategies and innovation abandonment: The more the merrier?
Marco Greco, Michele Grimaldi, Livio Cricelli [Google Scholar]

Special Issue

Managing B2B Relationship with Emerging Market Partners. Guest Edited by: Daekwan Kim, Ruey Jer Bryan Jean, Tomas Hult.

Achieving relational governance effectiveness: An examination of B2B management practices in Taiwan
Chia-Ling Eunice Liu, Noemi Sinkovics, Rudolf R. Sinkovics [Google Scholar]

Special Issues

Theory and Practice of Outside-in Marketing. Edited by: Jifeng Mu, James Mathewson, Mike Moran, Anthony Di Benedetto

The influence of the board of directors on outside-in strategy
Kimberly A. Whitler, Christopher P. Puto [Google Scholar]

Special Issues

IMM Summit 2020. Edited by: Anthony Di Benedetto, Adam Lindgreen

Salesperson communication effectiveness in a digital sales interaction
Neeraj Bharadwaj, Garrett M. Shipley [Google Scholar]

Are products striking back? The rise of smart products in business markets
Catherine Pardo, Björn Sven Ivens, Margherita Pagani [Google Scholar]

Ten basic questions about structural equations modeling you should know the answers to – But perhaps you don’t
Vasileios Davvetas, Adamantios Diamantopoulos, Ghasem Zaefarian, Christina Sichtmann [Google Scholar]

Social media, customer engagement, and sales organizations: A research agenda
Raj Agnihotri [Google Scholar]

Identification as a challenge in key account management: Conceptual foundations and a qualitative study
Leonore Peters, Björn Sven Ivens, Catherine Pardo [Google Scholar]

Expanding the conceptual domain of governance in franchising
Martin Ludvigsson-Wallette, Benjamin Lawrence [Google Scholar]

Customer Success Management: The next evolution in customer management practice?
Bryson Hilton, Bita Hajihashemi, Conor M. Henderson, Robert W. Palmatier [Google Scholar]

Networks, ecosystems, fields, market systems? Making sense of the business environment
Kristian Möller, Suvi Nenonen, Kaj Storbacka [Google Scholar]

Key account selection as a political process: Conceptual foundation and exploratory investigation
Jasmin Feste, Björn Sven Ivens, Catherine Pardo [Google Scholar]

Research opportunities in the study of B2B new ventures: Perspectives from the entrepreneurship literature
Mark E. Parry [Google Scholar]

Special Issue

Strategic Enablement in Business Markets. Edited by: Ad de Jong, Ko de Ruyter

Deliberate learning as a strategic mechanism in enabling channel partner sales performance
Debbie Isobel Keeling, David Cox, Ko de Ruyter [Google Scholar]

Firm enablement through outsourcing: A longitudinal analysis of how outsourcing enables process improvement under financial and competence constraints
Henri C. Dekker, Erik Mooi, Alexandra Visser [Google Scholar]

Strategically releasing control: Navigating the complexities of enabling category captains
Sean Sands, Michael Beverland, Colin Campbell, Leyland Pitt [Google Scholar]

A self-determination theory approach to motivating engagement with channel partner enablement programs
Ce (Jacky) Mo, Ting Yu, Christopher White [Google Scholar]

Special Issue

Cognitive Computing and Big Data Analytics for Data Driven Marketing Decisions and Bold Innovation in High Tech Industries. Edited by: Miltiadis D. Lytras, Xi Zhang, Anna Visvizi, Naif Aljohani

Can data-driven precision marketing promote user ad clicks? Evidence from advertising in WeChat moments
Chuanpeng Yu, Zhengang Zhang, Chunpei Lin, Yenchun Jim Wu [Google Scholar]

A big data driven framework for demand-driven forecasting with effects of marketing-mix variables
Ajay Kumar, Ravi Shankar, Naif Radi Aljohani [Google Scholar]

A multi-dimension framework for value creation through big data
Gianluca Elia, Gloria Polimeno, Gianluca Solazzo, Giuseppina Passiante [Google Scholar]

A framework for big data analytics in commercial social networks: A case study on sentiment analysis and fake review detection for marketing decision-making
Erick Kauffmann, Jesús Peral, David Gil, Antonio Ferrández, Ricardo Sellers, Higinio Mora [Google Scholar]

Growth hacking: Insights on data-driven decision-making from three firms
Orlando Troisi, Gennaro Maione, Mara Grimaldi, Francesca Loia [Google Scholar]

Real-time big data processing for instantaneous marketing decisions: A problematization approach
Abdul Jabbar, Pervaiz Akhtar, Samir Dani [Google Scholar]

Can cooperation drive the success of suppliers in B2B crowdsourcing innovation projects? A large scale data perspective
Xi Zhang, Keran Duan, Hongke Zhao, Yuqing Zhao, Xuyan Wang, Patricia Ordonez de Pablos [Google Scholar]

Achieving superior organizational performance via big data predictive analytics: A dynamic capability view
Shivam Gupta, Vinayak A. Drave, Yogesh K. Dwivedi, Abdullah M. Baabdullah, Elvira Ismagilova [Google Scholar]

Social media marketing of IT service companies: Analysis using a concept-linking mining approach
Chien-wen Shen, Thai-ha Luong, Jung-tsung Ho, Irfandi Djailani [Google Scholar]

An empirical case study on Indian consumers’ sentiment towards electric vehicles: A big data analytics approach
Rabindra Jena [Google Scholar]

A multi-dimension framework for value creation through Big Data
Gianluca Elia, Gloria Polimeno, Gianluca Solazzo, Giuseppina Passiante [Google Scholar]

Cognitive computing, Big Data Analytics and data driven industrial marketing
Miltiadis Lytras, Anna Visvizi, Xi Zhang, Naif Radi Aljohani [Google Scholar]