Ind Mar Man


Industrial Marketing Management, 109


Knowledge intensive business service (KIBS) firms’ use of visualization for customer participation and knowledge sharing during the service process
Ann Højbjerg Clarke, Bo Mortensen, Per Vagn Freytag [Google Scholar]

We are not on the same page: The effects of salesperson trust overestimation on customer satisfaction and relationship performance
Stephanie M. Mangus, Eli Jones, Judith Anne Garretson Folse, Shrihari Sridhar [Google Scholar]

B2B Buyers’ emotions and regulatory focus in justice and switch back decisions
Richa Chugh, Noel Gould, Mark P. Leach, Annie H. Liu [Google Scholar]

B2B brand marketing in Africa? An exploratory investigation of B2B buyers’ perception of supplier brands
Nwamaka A. Anaza, Elyria Kemp, Christian Nedu Osakwe, Ogechi Adeola [Google Scholar]

The effects of a manufacturer’s actions on supplier performance: Insights from a contingent expectancy theory-based model
Ashwin W. Joshi [Google Scholar]

Developing PSS business ecosystems in the digital era
Ai Qiang Li, Andrew Lahy, Pauline Found, Maneesh Kumar, Björn Claes [Google Scholar]

Does market orientation promote enterprise digital innovation? Based on the survey data of China’s digital core industries
Yinyin Zhao, Benhong Peng, Kashif Iqbal, Anxia Wan [Google Scholar]

Adoption of AI integrated partner relationship management (AI-PRM) in B2B sales channels: Exploratory study
Sheshadri Chatterjee, Ranjan Chaudhuri, Demetris Vrontis, Selma Kadić-Maglajlić [Google Scholar]

The roles of shadow of the past and future in driving new product novelty and meaningfulness within coopetitive collaborations
Tereza Dean, David A. Griffith, Goksel Yalcinkaya [Google Scholar]

The adoption of conscientiousness in business to business relationships
Lauren Beitelspacher, Kristen Getchell [Google Scholar]

The effects of B2B sustainable brand positioning on relationship outcomes
Riza Casidy, David Sugianto Lie [Google Scholar]

Dark Side of Sharing Economy – Managing and sustaining B2B relationships on platforms. Edited by Nripendra P. Rana, Arpan Kumar Kar, Manish Gupta, Ilias O. Pappas and Thanos Papadopoulos

Unethical use of information access and analytics in B2B service organisations: The dark side of behavioural loyalty
Rajat Kumar Behera, Pradip Kumar Bala [Google Scholar]

Conscientious Business-to-Business Organizations: Moving Beyond Corporate Social Responsibility in Volatile, Uncertain, Complex and Ambiguous Environments. Edited by: Stefan Markovic, Nicholas Ind and Oriol Iglesias

How to build a conscientious corporate brand together with business partners: A case study of Unilever
Oriol Iglesias, Michela Mingione, Nicholas Ind, Stefan Markovic [Google Scholar]

Developing identity of conscientious business-to-business organizations through integrative leadership
Anne Keränen, Karoliina Malmi, Satu Nätti, Pauliina Ulkuniemi [Google Scholar]


How does quality-dominant logic ensure marketing analytics success and tackle business failure in industrial markets?
Shahriar Akter, Md Afnan Hossain, Shlomo Y. Tarba, Erasmia Leonidou [Google Scholar]

VSI: Capability, Complexity, and Resilience

Relationship resilience and exogenous events: The role of relational dynamics
Andrea Runfola, Matilde Milanesi, Simone Guercini [Google Scholar]

Handling resource deficiencies through resource interaction in business networks
Annalisa Tunisini, Debbie Harrison, Roberta Bocconcelli [Google Scholar]

Business networks, markets and sustainability. Edited by: Debbie Harrison, Per Carlborg, Nina Hasche and Frans Prenkert

Inter-organizational tensions in servitization: A dialectic process model
Xander Stegehuis, Ariane von Raesfeld, Lambert Nieuwenhuis [Google Scholar]

Experimental Research in Industrial Marketing. Edited by: Aulona Ulqinaku, Giampaolo Viglia and Ghasem Zaefarian

Choosing the discount size in the software industry: How to incentivise the salesforce
Dominic Bergers, Mahsa Ghaffari, Giampaolo Viglia, Raffaele Filieri [Google Scholar]

VSI: 2022 Summit Special Issue

The effects of relational knowledge emphasis on new product development strategy
Xinchun Wang, Ruiqi Wei, Yuerong Liu, Hui Xia, Yanhui Zhao [Google Scholar]

Book Review

Markets in the making: Rethinking competition, goods, and innovation
Luis Araujo

Review Article

A tale of two paradigms. A comment on Möller and Halinen (2022)
Luis Araujo [Google Scholar]

Editorial: Outstanding article awards and best reviewer awards 2022
Adam Lindgreen, C. Anthony Di Benedetto [Google Scholar]

Editorial: Special issues in Industrial Marketing Management: Past, present, and future
Selma Kadic-Maglajlic, Maja Arslanagic-Kalajdzic, Adam Lindgreen, C. Anthony Di Benedetto [Google Scholar]