Journal of Business & Industrial Marketing最新文献

{"title":"The effects of the functional and geographical breadth of collaborations on radical innovation performance: the moderating role of firm size","authors":"Anna Izotova, María Teresa Bolívar-Ramos","doi":"10.1108/jbim-01-2024-0011","DOIUrl":"https://doi.org/10.1108/jbim-01-2024-0011","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>Due to the constantly increasing competitiveness along with the complexity of knowledge, firms perceive collaboration as a key strategy that preserves firms' radical innovation performance. In this context, this paper aims to examine how firms’ partners’ diversity in open innovation activities influences the development of radical innovations, critical for social development. In particular, this study analyzes how the functional and geographical breadth of the firm’s collaboration portfolio affects its radical innovation performance. Furthermore, it also explores the role of firm size as a moderator in the relationships proposed.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>This research employs panel data analysis, using a sample of 4,677 Spanish firms, with data sourced from the PITEC database.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>The results of this study show that there is an inverted U-shaped relationship between the functional and the geographical breadth of collaborations and the firms’ radical innovation performance. Moreover, this study finds partial support for the moderating role of firm size, in the sense that small and medium-sized enterprises (SMEs) and large firms vary in their optimal number of diversity of partners.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>This research provides a better understanding on how partners’ functional and geographical diversity, along with organizational characteristics such as firm size, affect how firms benefit from collaboration for innovation. This study shows that both SMEs and large firms experience diminishing returns when their collaboration networks become overly diverse in pursuit of radical innovation, due to increased costs. However, in SMEs, the turning point occurs at a later stage, consistent with the idea that small firms need broader functional networks to access complementary and novel resources they usually lack.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":null,"pages":null},"PeriodicalIF":3.1,"publicationDate":"2024-09-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142208648","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Toward a sustainable future: integrating circular economy in the digitally advanced supply chain","authors":"Koppiahraj Karuppiah, Naveen Virmani, Rahul Sindhwani","doi":"10.1108/jbim-12-2023-0742","DOIUrl":"https://doi.org/10.1108/jbim-12-2023-0742","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>Stringent environmental regulations and the need for a robust supply chain (SC) network have necessitated organizations to adopt circular economy (CE) practices. With proven impact of CE practices on SC activities, digital technologies are prompting organizations to digitalize SC networks. Yet, the correlation between SC digitalization and CE practices has been less examined. This study aims to identify and evaluate, the critical success factors (CSFs) necessitating SC digitalization and strategies helping in SC digitalization.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>An extensive literature review was performed to identify CSFs and strategies for SC 4.0 (SC4.0), and for finalization, experts’ input was obtained with the Delphi approach. An integrated Fermatean fuzzy set – analytic hierarchy process – decision-making trial and evaluation laboratory – combined compromise solution technique was used to evaluate CSFs and strategies.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>Smart work environment, performance monitoring and data reliability and relevance were identified as the top three important CSFs for SC digitalization. Enhancement of analytical capability, data-driven process optimization and development of an integrated digital platform were identified as potential SC4.0 transition strategies.</p><!--/ Abstract__block -->\u0000<h3>Practical implications</h3>\u0000<p>This study helps SC practitioners better understand the CSFs and strategies for the SC4.0 transition. Furthermore, this study explores the integration of CE principles within these digital strategies, emphasizing how sustainability practices can be embedded in the SC4.0 framework to foster a more resilient and environmentally conscious electronics SC in India.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>To the best of the authors’ knowledge, this work is the first to analyze CSFs for SC4.0 in the Indian electronics industry.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":null,"pages":null},"PeriodicalIF":3.1,"publicationDate":"2024-09-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142208651","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Information sharing in a green supply chain: a bane or a boon?","authors":"Abdul Quadir, Alok Raj, Anupam Agrawal","doi":"10.1108/jbim-10-2023-0621","DOIUrl":"https://doi.org/10.1108/jbim-10-2023-0621","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>The purpose of this paper is to investigate the impact of demand information sharing on products’ greening levels with downstream competition. Specifically, this study examine two types of green products, “development-intensive” (DI) and “marginal-cost intensive” (MI), in a two-echelon supply chain where the manufacturer produces substitutable products, and competing retailers operate in a market with uncertain demand.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>The authors adopt the manufacturer-led Stackelberg game-theoretic framework and consider a multistage game. This study consider how retailers receive private signals about uncertain demand and decide whether to share this information with the manufacturer, who then decides whether to acquire this information at a certain given cost. This paper considers backward induction and Bayesian Nash equilibrium to solve the model.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>The authors find that in the absence of competition, information sharing is the only equilibrium and improves the greening level under DI, whereas no-information sharing is the only equilibrium and improves the greening level under MI, an increase in downstream competition drives higher investment in greening efforts by the manufacturer in both DI and MI and the manufacturer needs to offer a payment to the retailers to obtain demand information under both simultaneous and sequential contract schemes.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>This paper contributes to the literature by examining how the nature of products (margin intensive green product or development intensive green product) influences green supply chain decisions under information asymmetry and downstream competition.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":null,"pages":null},"PeriodicalIF":3.1,"publicationDate":"2024-09-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142208676","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Third actor introductions to interaction episodes aiming at fast-forwarding new firm relationship development","authors":"John-Erik Hassel","doi":"10.1108/jbim-06-2023-0345","DOIUrl":"https://doi.org/10.1108/jbim-06-2023-0345","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>This paper aims to address third actor introductions to interaction episodes aiming at fast-forwarding the continuous development of business relationships of new firms.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>The study is qualitative, collecting data from 30 interviews from 28 informants associated with creation of new ventures and business network development in the context of a novel type of third actor called venture builder. Venture builders are privately owned organizations devoted to new firm creation in a factory-like mode, collaborating with individual entrepreneurs.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>The findings suggest that interaction episodes, central to the development of new relationships, may be triggered by introductions managed by third actors using different types of involvement depending on the location and focus of the potential relationship. A framework is presented including four types of introductions to interaction episodes, aiming at saving time by removing the perceived distance between new firms and their counterparts in the initiation of business relationships. The framework describes four types of introductions of interaction episodes: Managed, Advised, Facilitated and Monitored.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>Triggers and introductions of interaction episodes for new firms has previously been sparsely addressed. This paper presents how third actor involvement, by the introductions of interaction episodes with internal and external counterparts is managed with an aim of fast-forwarding relationship development.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":null,"pages":null},"PeriodicalIF":3.1,"publicationDate":"2024-09-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142208650","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Digital transformation and sustainable performance: the mediating role of triple-A supply chain capabilities","authors":"Matin Mohaghegh, Silvia Blasi, Ivan Russo, Benedetta Baldi","doi":"10.1108/jbim-02-2023-0098","DOIUrl":"https://doi.org/10.1108/jbim-02-2023-0098","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>Drawing on resource orchestration theory, this paper aims to empirically investigate the relationships between digital transformation (DT), triple-A supply chain capabilities (i.e. agility, adaptability and alignment) and sustainable performance. The research focuses on the pharmaceutical industry, which best represents a business environment characterized by volatility, uncertainty, complexity and ambiguity.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>Data were collected at different echelons of a globally oriented pharmaceutical supply chain, with the focal company located in the Netherlands. Empirical data were analyzed with partial least squares – structural equation modelling.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>The findings reveal that DT enhances the triple-A supply chain capabilities. Nevertheless, not all three capabilities are necessary to improve overall sustainable performance. The results highlight that, among the three, only supply chain agility and adaptability significantly mediate the relationship between DT and sustainable performance.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>This research supports the literature affirming that not all the triple-A supply chain capabilities equally affect sustainable performance. Moreover, it deepens the understanding of how orchestrating the triple-A capabilities at a firm level fosters overall sustainable performance, facing resource scarcity and investments in DT.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":null,"pages":null},"PeriodicalIF":3.1,"publicationDate":"2024-08-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142208652","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Influences of collaborative culture and knowledge management on product and process innovation: the moderating role of information technology utilization","authors":"Phong Ba Le, Sy Van Ha","doi":"10.1108/jbim-05-2023-0250","DOIUrl":"https://doi.org/10.1108/jbim-05-2023-0250","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>The purpose of this study is to investigate the influence of collaborative culture on product and process innovation via mediating role of knowledge management and moderating role of information technology utilization.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>This paper used structural equation modeling to examine the level of how collaborative culture and knowledge management practices (KMC) affect two types of innovation capabilities, namely, product innovation and process innovation, using data collected from 313 participants in 128 manufacturing and service firms.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>The research findings highlight positive mediating role of KMC between collaborative culture and two specific forms of innovation. In addition, the paper first confirms the moderating role of information technology utilization in the relationships between KMC and process innovation capability. The results underline the necessity of building a collaborative culture to enhance KMC for promoting innovation capabilities in an organization.</p><!--/ Abstract__block -->\u0000<h3>Research limitations/implications</h3>\u0000<p>Future research should explore the influence of potential benefits and values of collaborative culture on other strategic or behavioral factor to produce better innovation competence for firms.</p><!--/ Abstract__block -->\u0000<h3>Practical implications</h3>\u0000<p>This paper offers CEOs/leaders a deeper understanding of the effects of key antecedents, mechanisms and processes to promote product and process innovation in their firms.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>This paper is unique in the attempts to provide a prospective solution for firms to pursue and improve innovation by its meaningful insights on the mediating role of KMC and moderating effect of information technology utilization in the relationship between collaborative culture and specific dimensions of innovation capability.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":null,"pages":null},"PeriodicalIF":3.1,"publicationDate":"2024-08-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142208674","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Negative emotions and marketing retrenchment during crisis: attribution effects through crisis severity and strategic orientations","authors":"Dario Miocevic","doi":"10.1108/jbim-08-2023-0459","DOIUrl":"https://doi.org/10.1108/jbim-08-2023-0459","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>Emotions are widely acknowledged decision-making drivers, taking the front seat when managers lack objective information. Existing evidence indicates that negative emotions often lead to the decision to retrench. Contrary to these insights, our research aims to show that negative emotions can sometimes push top managers to withdraw from retrenching marketing activities. By drawing on the affect-as-information approach, this study aims to examine the direct and conditional effects of top managers’ negative emotions on small and medium-sized enteprises (SMEs’) intention to retrench marketing activities during the recent economic crisis caused by the COVID-19 pandemic.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>This study uses a descriptive research design and surveys a sample of 155 chief executive officers from business-to-business (B2B) SMEs in Croatia. The authors empirically test the conceptual framework with hierarchical regression.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>Based on the sample of 155 top managers of SMEs operating in B2B industries, negative emotions positively drive marketing retrenchment. However, additional insights reveal that this relationship is conditioned by crisis severity and SMEs' strategic orientations (exploration and exploitation). The relationship between negative emotions and marketing retrenchment weakens for SMEs severely hampered by the crisis and for SMEs following the exploitative orientation. In contrast, this relationship becomes stronger for SMEs whose business customers have been severely hampered and for SMEs following exploratory orientation.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>This research advances the body of knowledge by demonstrating that, depending on the severity of the crisis and the strategic orientation of the SME, top managers may interpret negative emotions quite differently, which eventually has lasting consequences on marketing retrenchment during crises. Therefore, by focusing on emotional microfoundations and unique crisis- and firm-level contingencies, this study goes beyond existing theoretical discussions that contrast marketing retrenchment vs investment and offers a different understanding of why and when SMEs retrench their marketing activities during crises.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":null,"pages":null},"PeriodicalIF":3.1,"publicationDate":"2024-08-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142208696","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Understanding the shift: contextual determinants of classic and alternative servitisation trajectories","authors":"Gustavo Bagni, Moacir Godinho Filho","doi":"10.1108/jbim-11-2023-0696","DOIUrl":"https://doi.org/10.1108/jbim-11-2023-0696","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>While servitization has been recognised for its potential to augment organizational revenue and fortify competitive advantage, the exploration of alternative servitization trajectories to the classical servitization model has been little explored in literature. Recent literature introduces the “service paradox” and presents different trajectories to the classical model, but it does not explain why a company chooses one trajectory instead of another. Therefore, this study aims to provide a model that, based on the contextual factors present, recommends which servitization trajectory the company should choose.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>This study uses a combination of design science research (DSR) and context, intervention, mechanisms and outcomes (CIMO) to propose the model. An initial contextual factors list was created based on the literature, refined by the company’s employees and evaluated in three selected initiatives in the focal company. Furthermore, based on the understanding of the CIMO logic elements, four design propositions were elaborated to summarize the main findings of the study.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>The study has demonstrated that the choice of a servitisation trajectory is intricately tied to a multitude of contextual factors, prompting organisations to deviate from conventional models towards alternative paths. Furthermore, the research sheds light on the underlying mechanisms and contextual drivers that shape servitisation decisions within the context of a consumer goods manufacturer. The analysis underscores the pivotal role of market dynamics and strategic adaptability in shaping servitisation strategies, underscoring the importance of customized approaches that cater to the distinct circumstances of each organisations.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>The research contributes to both theory and practice by offering profound insights into the complex nature of servitisation, advocating for continuous adaptation and strategic alignment with market demands. For practitioners and decision-makers, the study provides valuable guidance on enhancing service offerings and navigating the complexities of servitisation within specific sectors, fostering a culture of learning and adaptation to drive sustainable growth.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":null,"pages":null},"PeriodicalIF":3.1,"publicationDate":"2024-08-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142208655","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Resilient and sustainable B2B chemical supply chain capacity expansions: a systematic literature review","authors":"Issam Krimi, Ziyad Bahou, Raid Al-Aomar","doi":"10.1108/jbim-01-2024-0017","DOIUrl":"https://doi.org/10.1108/jbim-01-2024-0017","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>This work conducts a comprehensive analysis of how to incorporate resilience and sustainability into capacity expansion strategies for business-to-business (B2B) chemical supply chains. This study aims to guide both researchers and managers on ensuring profitability in B2B chemical supply chains while minimizing environmental impacts, complying with regulations and mitigating disruptions and risks.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>A systematic literature review is conducted to analyze the interplay between sustainability and resilience in chemical B2B supply chains, specify the quantitative and qualitative methods used to tackle this challenge and identify the drivers and barriers concerning capacity expansion. In addition, a comprehensive conceptual framework is suggested to outline a compelling research agenda.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>The findings emphasize the increasing importance of modeling and resolving decision-making challenges related to sustainable and resilient supply chains, particularly in capital-intensive chemical industries. Yet, there is no standardized strategy for addressing these challenges. The predominant solution methods are heuristic and metaheuristic, and the selection of performance metrics tends to be empirical and tailored to specific cases. The main barriers to achieving sustainability and resilience arise from resource limitations within the supply chain. Conversely, the key drivers of performance focus on enhancing efficiency, competitiveness, cost effectiveness and risk management.</p><!--/ Abstract__block -->\u0000<h3>Practical implications</h3>\u0000<p>This work offers practitioners a conceptual framework that synthesizes the knowledge and tackles the challenges of designing sustainable and resilient supply chains as well as managing their operations in the context of B2B chemical supply chains. Results provide a practical guide for navigating the complex interplay of sustainability, resilience and chemical supply chain expansion.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>The key concepts and dimensions associated with capacity expansion planning for a resilient and sustainable chemical supply chain are identified through structured and comprehensive analyses of existing literature. A conceptual framework is proposed for delineating the intersections among sustainability, resilience and chemical supply chain expansions. This mapping endeavor aims to facilitate a future characterized by the deployment of a nexus of resilience and sustainability in chemical supply chains. To this end, a promising future research agenda is accordingly outlined.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":null,"pages":null},"PeriodicalIF":3.1,"publicationDate":"2024-08-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142208653","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Does B2B salespeople’s love of money attitude mediate the relationships between a growth mindset, a fixed mindset, grit, and job performance?","authors":"Pramod Iyer, Atanas Nik Nikolov, Geoffrey T. Stewart, Rajesh V. Srivastava, Thomas Tang","doi":"10.1108/jbim-02-2023-0069","DOIUrl":"https://doi.org/10.1108/jbim-02-2023-0069","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>To most people, money is a motivator, which is robustly true for salespeople. A high love of money attitude predicts university students’ poor academic performance in a business course and cheating in laboratory experiments and multiple panel studies, but money (income) itself does not predict dishonesty. Extrinsic reward undermines intrinsic motivation. Very little research has incorporated the grit construct in the sales literature and explored the relationship between grit and the love of money. Further, a growth mindset and a fixed mindset may also impact salespeople’s job performance. This study aims to explore a brand-new theoretical structural equation model (SEM) and investigate the relationships between individual characteristics (growth and fixed mindsets and grit orientation) and job performance directly and indirectly through a mediator – salespeople’s love of money attitude.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>This study uses Qualtrics and collects data from 330 business-to-business (B2B) salespeople across several industries in the USA. This study uses a formative SEM model to test this study’s hypotheses.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>First, there are significant correlations among grit, a growth mindset and a fixed mindset, revealing no construct duplication or redundancy. Second, both a growth mindset and grit indirectly enhance job performance through the love of money attitude – a mediator, offering a brand-new discovery. Third, counter-intuitively, a growth mindset and grit do not directly improve job performance. Fourth, grit is significantly and negatively related to the love of money attitude, adding a new twist to this study’s theoretical model. Fifth, a fixed mindset undermines job performance directly but is unrelated to the love of money. Overall, B2B salespeople’s love of money attitude (employee demand) undermines sales personnel’s self-reported job performance (organization demand) in the organization and employee’s supply and demand exchange relationship.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>The findings reveal that a growth mindset, a fixed mindset and grit contribute differently to sales personnel’s love of money attitude and job performance in this study’s theoretical model. The love of money serves as a mediator. A commonly accepted belief is that money is a motivator. Money (income) itself and the love of money attitude are two separate constructs. This study’s novel discoveries provide the essential missing monetary-aspirations-to-job-performance link in the literature – ardent monetary aspiration undermines self-reported job performance. This study offers inspiration to help decision-makers make happy, healthy and wealthy decisions and improve performance.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":null,"pages":null},"PeriodicalIF":3.1,"publicationDate":"2024-08-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142208654","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}