Industrial Mar Man


Industrial Marketing Management, 91


Social capital in buyer-supplier relationships: A review of antecedents, benefits, risks, and boundary conditions
Mohammad Alghababsheh, David Gallear [Google Scholar]

Industrial exhibitors’ resource commitment to booth personnel: A study of select predictors and consequences
Po-Chien Li [Google Scholar]

Treating the crowd fairly: Increasing the solvers’ self-selection in idea innovation contests
Erica Mazzola, Mariangela Piazza, Nuran Acur, Giovanni Perrone [Google Scholar]

Business solutions as market signals that facilitate product sales
Marcus Zimmer, Anna Salonen, Florian v. Wangenheim [Google Scholar]

Revisiting exercise of power strategies from the perspective of information processing
Chao Feng, Xu Zheng, Guijun Zhuang, Ruqi Li [Google Scholar]

Determinants of technological innovation success and failure: Does marketing innovation matter?
Ida D’Attoma, Marco Ieva [Google Scholar]

Firms’ heterogeneity, relationship embeddedness, and innovation development in competitive alliances
Jianyu Zhao, Jiang Wei, Xi Xi, Shanshan Wang [Google Scholar]

Adoption of digital sales force automation tools in supply chain: Customers’ acceptance of sales configurators
Tommi Mahlamäki, Kaj Storbacka, Samuli Pylkkönen, Mika Ojala [Google Scholar]

To outcomes and beyond: Discursively managing legitimacy struggles in outcome business models
Lauri Korkeamäki, Marko Kohtamäki [Google Scholar]

“I want you back”: On the strategic roles of boundary spanners in supplier switching-back processes
León A. Poblete, Anna Bengtson [Google Scholar]

Nature and evolution of trust in business-to-business settings: Insights from VC-entrepreneur relationships
Swati Panda, Saurabh Srivastava, Satyendra C. Pandey [Google Scholar]

The eye of the beholder: The influence of intuition, rationality, and leeway on the assessment of an Idea’s market-creation potential
Fiona Schweitzer, Tobias Roeth, Thomas Gillier [Google Scholar]

Inside the black box: How does resource asymmetry contribute to IJV acquisition intention?
Dong Liu, Xiaodan Dong, Shaoming Zou, Guohui Sun [Google Scholar]

Tension in networks
Christina Öberg, Peter Dahlin, Ossi Pesämaa [Google Scholar]

Identifying the positive sides of power use between (in)congruence in distributive fairness perception and supplier-buyer relationship quality
Xuan PAN, Shuwei ZANG, Yiyang HU, Jinyang LIU [Google Scholar]

Social relationship cycle for managing small intermediary businesses: Evidences from India
Kumar Rakesh Ranjan, Rupanwita Dash, Vijay Rayangoudar [Google Scholar]

How to convert digital offerings into revenue enhancement – Conceptualizing business model dynamics through explorative case studies
Heiko Gebauer, Alexander Arzt, Marko Kohtamäki, Claudio Lamprecht, Vinit Parida, Lars Witell, Felix Wortmann [Google Scholar]

Franchising brand benefits: An integrative perspective
Nabil Ghantous, George Christodoulides [Google Scholar]

Stock market reactions to store-in-store agreements
Simbarashe Pasirayi [Google Scholar]

How institutional pressures and systems characteristics shape customer acceptance of smart product-service systems
Eva Kropp, Dirk Totzek [Google Scholar]

Linking big data analytical intelligence to customer relationship management performance
Chubing Zhang, Xinchun Wang, Annie Peng Cui, Shenghao Han [Google Scholar]

Connecting IMP and entrepreneurship research: Directions for future research
Enrico Baraldi, Antonella La Rocca, Andrea Perna, Ivan Snehota [Google Scholar]

A radical constructivist approach to boundaries in business network research
Simone Guercini, Christopher John Medlin [Google Scholar]

Ties’ repeatedness, partners’ social value, and alliance portfolio performance in emerging economy: The moderating roles of firm-government linkages
Jingyu Bi, En Xie, Jason Lu Jin [Google Scholar]

Interpersonal guanxi and partner extra-role behavior: Mediating role of relational and transactional governance strategy
Jing Zhou, Chuang Zhang, Lu Shen, Kevin Zheng Zhou [Google Scholar]

Managing value in use in business markets
Katharina Prohl, Michael Kleinaltenkamp [Google Scholar]

Disconnect in trade show staffing: A comparison of exhibitor emphasis and attendee preferences
Christophe Haon, Trina Sego, Nancy Drapeau, Shikhar Sarin [Google Scholar]

Resource integration: Adopting a paradox perspective to inform the management of tensions in customer resource allocation
Mario Vafeas, Tim Hughes [Google Scholar]

Strategic orientations, marketing proactivity and firm market performance
David Gotteland, James Shock, Shikhar Sarin [Google Scholar]

Special Issue

The role of technological innovation in support of B2B international trade. Edited by: Ewelina Lacka, Hing Kai Chan, Xiaojun Wang.

Editorial on “Technological innovation in B2B international trade”
Ewelina Lacka, Hing Kai Chan, Xiaojun Wang [Google Scholar]

Special Issue

When West Meets East: Cross-Cultural Relationship Management in Supply Chains. Edited by: Cheng Lu Wang and Henry Chung

Understanding culture as a dynamic Holarchic duality
Sid Lowe, Michel Rod [Google Scholar]

When Western measures meet Eastern perspectives: A prototyping analysis of xinren in buyer-seller relationships
Thorsten Migge, Sandra A. Kiffin-Petersen, Sharon Purchase [Google Scholar]

How to reduce opportunism through contractual governance in the cross-cultural supply chain context: Evidence from Chinese exporters
Yu Jia, Tao Wang, Kefeng Xiao, Chiquan Guo [Google Scholar]

Relationship factors and firms’ willingness-to-pay: A comparison of east-west settings
Munyaradzi W. Nyadzayo, Mayoor Mohan, Riza Casidy [Google Scholar]

Special Issue

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

R&D investment, business performance, and moderating role of Guanxi: Evidence from China
Chiquan Guo, Sudipto Sarkar, Jing Zhu, Yong J. Wang [Google Scholar]

The architecture of coopetition: Strategic intent, ambidextrous managers, and knowledge sharing
Chandrasekararao Seepana, Antony Paulraj, Fahian Anisul Huq [Google Scholar]

Special Issue

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

Driving markets: A typology and a seven-step approach
Bernard J. Jaworski, Ajay K. Kohli, Shikhar Sarin [Google Scholar]

Network ties in the outside-in strategy: Contingencies of resource endowments and absorptive capacity
Gang Peng, Ofir Turel [Google Scholar]

Special Issue

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

B-to-B relationships: A resource, knowledge, and capability (RKC) perspective
Audhesh K. Paswan, Swati Panda [Google Scholar]

Managerial sensemaking in a transforming business ecosystem: Conditioning forces, moderating frames, and strategizing options
Kaisa Penttilä, Annika Ravald, Johanna Dahl, Peter Björk [Google Scholar]

Flexibility in marketing & sales interfacing processes
Belinda Dewsnap, Milena Micevski, John W. Cadogan, Selma Kadic-Maglajlic [Google Scholar]

Special Issue

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

Do not miss the boat to outside-in open innovation: Enable your employees
Stefan Markovic, Mehdi Bagherzadeh, Anna Dubiel, Jim Cheng, Wim Vanhaverbeke [Google Scholar]

Strategic enablement investments: Exploring differences in human and technological knowledge transfers to supply chain partners
Kirk Plangger, Matteo Montecchi, Ilias Danatzis, Michael Etter, Jesper Clement [Google Scholar]

Special Issue

Innovative Strategic Relationships Among Sustainable Start-Ups. Edited by: Domingo Enrique Ribeiro-Soriano andJuan Pineiro-Chousa

An Exploration of Start-ups’ Sustainable Marketing Orientation (SMO)
Dubravka Sinčić Ćorić, Andrea Lučić, Ružica Brečić, Aleksandar Šević, Željko Šević [Google Scholar]

Special Issue

RELATIONSHIPS, INTERACTIONS AND NETWORKS IN COMPETITIVE ENVIRONMENTS. Edited By: Fawaz Baddar ALHussan,Nicholas Paparoidamis, Faten Baddar ALHusan, Peter Batt

The network orchestrator as steward: Strengthening norms as an orchestration practice
Elsa Dessaigne, Catherine Pardo [Google Scholar]

Special Issue

Artificial Intelligence for B2B Marketing: Challenges and Opportunities. Edited by: Yogesh Dwivedi,Yichuan Wang

Using artificial intelligence to detect crisis related to events: Decision making in B2B by artificial intelligence
Aydin Farrokhi, Farid Shirazi, Nick Hajli, Mina Tajvidi [Google Scholar]

Special Issue

RELATIONSHIPS, INTERACTIONS AND NETWORKS IN COMPETITIVE ENVIRONMENTS. Edited By: Fawaz Baddar ALHussan, Nicholas Paparoidamis, Faten Baddar ALHusan, Peter Batt

Resource interaction and resource integration: Similarities, differences, reflections
Roberta Bocconcelli, Per Carlborg, Debbie Harrison, Nina Hasche, Klas Hedvall, Lei Huang [Google Scholar]

Special Issue

The Impact of Immigrant Entrepreneurs, Ethnicity and Culture on Industrial Marketing. Edited by: Zhiyong Yang, Ahmad Jamal, Lianxi Zhou

Recent advances in identifying and theorizing the role of immigrant entrepreneurs, ethnicity, and culture in industrial marketing
Zhiyong Yang, Ahmad Jamal, Lianxi Zhou [Google Scholar]

Migrant entrepreneurship and markets: The dynamic role of embeddedness in networks in the creation of opportunities
Paul Lassalle, Martin Johanson, John D. Nicholson, Milena Ratajczak-Mrozek [Google Scholar]

Special Issue

Process thinking and methods in dynamic business networks. Edited by Poul Houman Andersen ,Christopher J. Medlin and Jan-Åke Törnroos

Introduction to the special issue on “Process thinking in dynamic business networks”
Poul Houman Andersen, Christopher J. Medlin, Jan-Åke Törnroos [Google Scholar]

Re-appraising interaction and process for industrial network research: The future plunging mirror hall metaphor
Poul Houman Andersen, Christopher John Medlin, Jan-Åke Törnroos [Google Scholar]

Rediscovering strategic content in ‘strong process’ research on business network innovation
Paul C. van Fenema, Bianca B.M. Keers [Google Scholar]

A kaleidoscope of business network dynamics: Rotating process theories to reveal network microfoundations
Valtteri Kaartemo, Nicole Coviello, Niina Nummela [Google Scholar]

Processes of business model evolution through the mechanism of anticipation and realisation of value
Christopher Nailer, Gary Buttriss [Google Scholar]

Making room to manoeuvre: How firms increase their influence with others in business networks
Tuomas Ahola, Kirsi Aaltonen, Karlos Artto, Jere Lehtinen [Google Scholar]

Change processes in open innovation networks – Exploring living labs
Seppo Leminen, Anna-Greta Nyström, Mika Westerlund [Google Scholar]