Industrial Marketing Management最新文献

Hegemonic sustainability: Examining narratives and imbalanced power dynamics in supply chain governance 霸权的可持续性：审视供应链治理中的叙述和不平衡的权力动态

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-10-01 Epub Date: 2026-10-10 DOI: 10.1016/j.indmarman.2026.10.001

Tim Else, Sonal Choudhary, Andrea Genovese

{"title":"Hegemonic sustainability: Examining narratives and imbalanced power dynamics in supply chain governance","authors":"Tim Else, Sonal Choudhary, Andrea Genovese","doi":"10.1016/j.indmarman.2026.10.001","DOIUrl":"10.1016/j.indmarman.2026.10.001","url":null,"abstract":"<div><div>This study examines how sustainability narratives are constructed, legitimised, and contested within power-imbalanced supply chains. Drawing on the concept of cultural hegemony, the study offers insights into how dominant sustainability meanings become accepted as legitimate and taken-for-granted, even when they generate uneven outcomes for weaker actors. The research is conducted in the UK dairy supply chain, a highly regulated business-to-business context. Drawing on semi-structured interviews with retailers, processors, farmers, and industry representatives, we develop a qualitative, theory-building account of hegemonic sustainability governance. Findings identify four mechanisms through which sustainability narratives are stabilised and challenged: (1) narrative framing around measurability and auditability, (2) legitimisation through consent and voluntariness, (3) marginalisation of alternative sustainability concerns grounded in lived producer constraints, and (4) incipient counter-hegemonic mobilisation through horizontal collaboration and alternative legitimacy-building. The study contributes to sustainable supply chain governance research by conceptualising sustainability narratives as a hegemonic governance mechanism and helping explain the persistence of dominant sustainability arrangements beyond coercive power. Regarding social implications, findings suggest that industry frameworks can marginalise weaker actors under the guise of sustainability compliance. The study calls on managers and policymakers to recognise narrative dominance, move beyond molecular changes, and adopt inclusive governance that protects vulnerable actors.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"138 ","pages":"Pages 142-154"},"PeriodicalIF":7.3,"publicationDate":"2026-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"149212535","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Converging and diverging views on interacting resources. How actors deal with conflicting logics in a multi-sectoral partnership 对资源相互作用的趋同和分歧看法。在多部门伙伴关系中，参与者如何处理相互冲突的逻辑

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-10-01 Epub Date: 2026-09-30 DOI: 10.1016/j.indmarman.2026.09.008

Enrico Baraldi, Sofia Wagrell

{"title":"Converging and diverging views on interacting resources. How actors deal with conflicting logics in a multi-sectoral partnership","authors":"Enrico Baraldi, Sofia Wagrell","doi":"10.1016/j.indmarman.2026.09.008","DOIUrl":"10.1016/j.indmarman.2026.09.008","url":null,"abstract":"<div><div>This paper relies on an in-depth case study of a multi-sectoral partnership in the area of antibiotics to analyze how the involved actors' logics and views on specific resources converge and diverge and how the actors deal with these convergent and divergent views. Theoretically, we combine the resource interaction approach of the IMP (Industrial Marketing & Purchasing) view with literature on institutional logics. We find that actors from so different sectors as industry, academia, healthcare and government follow different and partly conflicting logics, but these differences do not hinder collaboration. Convergence and divergence of views vary depending on the specific resource and issue at hand. Some resources are more open to multiple interpretations (antibiotics in our case), with each group of actors attaching their logics to a particular facet of a resource, which allows keeping the logics separate thorough “segmenting”; whereas other resources are less open to interpretations (confidential information in our case) and intensify the conflicts between the actors' logics, which can only be solved via intense negotiations leading to “compromising”. Finally, emergency situations (helping Covid 19 patients in our case) downplay conflicts between the logics and enable “adapting and combining” them, as actors' rely on the logics' complementarity.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"138 ","pages":"Pages 99-110"},"PeriodicalIF":7.3,"publicationDate":"2026-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"149156713","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Decoupling and recoupling through stakeholder actions: ESG washing in B2B contexts 通过涉众行为进行解耦和再耦合：B2B环境中的ESG清洗

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-10-01 Epub Date: 2026-10-14 DOI: 10.1016/j.indmarman.2026.09.009

Min-Jae Lee, Taewoo Roh, Anna Pak, Donghwi Josh Seo, Jeoung Yul Lee

{"title":"Decoupling and recoupling through stakeholder actions: ESG washing in B2B contexts","authors":"Min-Jae Lee, Taewoo Roh, Anna Pak, Donghwi Josh Seo, Jeoung Yul Lee","doi":"10.1016/j.indmarman.2026.09.009","DOIUrl":"10.1016/j.indmarman.2026.09.009","url":null,"abstract":"<div><div>This study examines how ESG washing influences firm financial performance by unpacking the stakeholder mechanisms through which symbolic ESG signals are translated into economic outcomes. Drawing on neoinstitutional and signaling theory, we conceptualize ESG washing as a dual strategy combining structural decoupling and external signaling under conditions of information asymmetry. We propose that ESG washing triggers two distinct pathways: symbolic stakeholder actions, which sustain decoupling through visibility-oriented gestures, and substantive stakeholder actions, which promote recoupling through resource-intensive operational alignment. Using a two-wave survey dataset of 460 South Korean firms and complementary qualitative interviews, we find that ESG washing is positively associated with financial performance. However, contrary to conventional assumptions, symbolic stakeholder actions do not mediate this relationship. Instead, substantive stakeholder actions constitute the primary mechanism through which ESG washing translates into financial gains. Furthermore, B2B affiliation strengthens the relationship between ESG washing and symbolic stakeholder actions but does not significantly affect substantive stakeholder actions. These findings contribute to the ESG literature by opening the “black box” between ESG washing and financial performance, distinguishing between visibility-driven and operational pathways, and highlighting the role of market context in shaping decoupling and recoupling dynamics. In doing so, we introduce the concept of “accidental authenticity” to explain how symbolic ESG initiatives may unintentionally evolve into substantive change. This study offers implications for theory, managerial practice, and policy design in promoting more effective ESG governance.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"138 ","pages":"Pages 155-169"},"PeriodicalIF":7.3,"publicationDate":"2026-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"149212534","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Corporate brand avoidance scale: Antecedents and consequences in industrial markets 企业品牌回避量表：工业市场的前因后果

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-10-01 DOI: 10.1016/j.indmarman.2026.09.007

Amélia Brandão, Rui Pinto, Carlos Brito

{"title":"Corporate brand avoidance scale: Antecedents and consequences in industrial markets","authors":"Amélia Brandão, Rui Pinto, Carlos Brito","doi":"10.1016/j.indmarman.2026.09.007","DOIUrl":"10.1016/j.indmarman.2026.09.007","url":null,"abstract":"<div><div>This study addresses a significant gap in industrial B2B branding research by conceptualising, developing, and validating a generalisable measurement scale for Corporate Brand Avoidance (CBA). Grounded in Social Exchange Theory and Signalling Theory, the research adopts a sequential mixed-methods design to uncover how and why firms avoid corporate brands across industrial markets. The first study involves a qualitative exploration through semi-structured interviews with managers in the lift industry, chosen as a representative proxy for complex B2B environments, to generate initial insights into the drivers and outcomes of CBA. The second study develops and validates a multidimensional CBA scale using a large-scale survey sampling diverse sectors across the broader industrial value chain, and PLS-SEM analysis.</div><div>The resulting reflexive six-dimension scale introduces two new B2B-specific dimensions – Deficit-Liquidity Avoidance and Work-Related Avoidance – reflecting financial fragility and operational performance issues that motivate avoidance in industrial contexts. The findings further reveal that corporate brand distrust and corporate brand inauthenticity are the most influential antecedents of CBA, whereas negative corporate brand equity is its most prominent consequence. By demonstrating that negative past experience does not significantly trigger avoidance in long-term B2B relationships, the study highlights the distinctive nature of industrial decision-making. Overall, this research makes a clear contribution to advancing the theoretical understanding of negative corporate brand relationships across B2B contexts and provides a robust measurement instrument applicable across various industrial sectors.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"138 ","pages":"Pages 111-126"},"PeriodicalIF":7.3,"publicationDate":"2026-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"149156715","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

From in-company to industry platforms: A process model of B2B platform transformation 从公司内部平台到行业平台：B2B平台转型的过程模型

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-10-01 Epub Date: 2026-10-07 DOI: 10.1016/j.indmarman.2026.10.002

Hannah Snyder, Per Carlborg, Lars Witell

{"title":"From in-company to industry platforms: A process model of B2B platform transformation","authors":"Hannah Snyder, Per Carlborg, Lars Witell","doi":"10.1016/j.indmarman.2026.10.002","DOIUrl":"10.1016/j.indmarman.2026.10.002","url":null,"abstract":"<div><div>Digital platforms are becoming central to value creation in business-to-business (B2B) markets, enabling manufacturing firms to sustain their competitive advantage. Drawing on the dynamic capabilities perspective, this study investigates how such firms transform in-company platforms into industry platforms. Based on four longitudinal case studies of manufacturing firms, including 39 interviews, 12 workshops and internal documents collected between 2005 and 2024, we identify two transformation modes (strategic and emergent), three activities (launching, scaling and developing prerequisites), and three categories of barriers (organizational, ecosystem and institutional). We develop a conceptual model explaining how platform leaders shift between strategic and emergent transformation modes as they perform different activities and manage barriers. The findings extend research on B2B digital platforms and platformization by showing that platform transformation is a non-linear, path-dependent process that develops over extended periods. For managers, the study suggests that transforming in-company platforms into industry platforms requires long-term commitment and careful orchestration of platform development activities.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"138 ","pages":"Pages 127-141"},"PeriodicalIF":7.3,"publicationDate":"2026-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"149156714","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Informal control impacts on the marketing mix in digital short-form series 非正式控制对数字短剧营销组合的影响

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-08-01 Epub Date: 2026-07-20 DOI: 10.1016/j.indmarman.2026.07.005

Yanina Chevtchouk, Emilia King

{"title":"Informal control impacts on the marketing mix in digital short-form series","authors":"Yanina Chevtchouk, Emilia King","doi":"10.1016/j.indmarman.2026.07.005","DOIUrl":"10.1016/j.indmarman.2026.07.005","url":null,"abstract":"<div><div>Scripted short-form series contribute to a growing aspect of the creative and cultural industries in Canada. As digitalization has changed the industry, a business-to-business market has developed between creators and buyers. Creators consistently behave as marketers as they must create their product, secure a distribution platform, negotiate a price, and promote their series. Given this, creators must work with many actors to successfully bring a series to the market. Informal controls reflect the unwritten rules for success and cooperation, which are currently unknown in the creative and cultural industries, and rarely explored in marketing. Grounded in resource dependence theory, this study examines how informal controls shape creators' access to resources and marketing decisions in the Canadian short-form series market. The analysis draws on 48 in-depth interviews with Canadian creative producers. Findings show that informal controls are manifested through social networks, industry norms, cultural expectations, and shared beliefs. These informal controls have unequal and various effects on the marketing mix. This study contributes to creative-and-cultural industries and business-to-business literature by explicating the often-privileged quiet rules of conduct, and specifying the rewards and punishments on the marketing mix.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"137 ","pages":"Pages 31-49"},"PeriodicalIF":7.3,"publicationDate":"2026-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148659729","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Understanding AI-enabled transformations in sales processes: A socio-technical perspective on the generative mechanisms underlying tensions 理解销售过程中人工智能的转变：从社会技术角度看紧张关系背后的生成机制

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-08-01 Epub Date: 2026-07-28 DOI: 10.1016/j.indmarman.2026.07.008

Nirosha Nilmini Sathiskumar, Poul Houman Andersen, Deva Rangarajan

{"title":"Understanding AI-enabled transformations in sales processes: A socio-technical perspective on the generative mechanisms underlying tensions","authors":"Nirosha Nilmini Sathiskumar, Poul Houman Andersen, Deva Rangarajan","doi":"10.1016/j.indmarman.2026.07.008","DOIUrl":"10.1016/j.indmarman.2026.07.008","url":null,"abstract":"<div><div>The integration of artificial intelligence (AI) into business-to-business (B2B) sales processes reshapes sales tasks and the governance of sales work. While existing sales research provides a thorough understanding of task-level outcomes and the performance benefits of AI in sales, less is known about the broader organizational dynamics of AI-enabled transformations in sales processes. Drawing on socio-technical systems (STS) theory, this study presents a process-oriented understanding of AI-enabled transformations in sales by examining how AI reshapes sales task execution and managerial governance within B2B sales processes.</div><div>Based on 31 expert interviews with B2B sales practitioners and sales academics, we identify six interrelated socio-technical tensions that unfold across the pre-sales, sales, and post-sales phases of the sales process. Moving beyond a descriptive categorization of tensions, we theorize six socio-technical mechanisms: data institutionalization, recursive sensemaking, standardization of customer interactions, sensemaking asymmetries, role reclassification, and legitimation of expertise that explain how these tensions emerge and reshape sales tasks and governance.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"137 ","pages":"Pages 90-103"},"PeriodicalIF":7.3,"publicationDate":"2026-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148659731","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Information asymmetry: A configurational perspective in buyer-supplier relationships 信息不对称：买卖关系的配置视角

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-08-01 Epub Date: 2026-07-24 DOI: 10.1016/j.indmarman.2026.07.003

Soode Vaezinejad, Dara Schniederjans

{"title":"Information asymmetry: A configurational perspective in buyer-supplier relationships","authors":"Soode Vaezinejad, Dara Schniederjans","doi":"10.1016/j.indmarman.2026.07.003","DOIUrl":"10.1016/j.indmarman.2026.07.003","url":null,"abstract":"<div><div>Information asymmetry in buyer-supplier relationships has been linked to several influencing factors. However, these factors are often examined in isolation, limiting understanding of their synergistic effects. Grounded in agency theory, signaling theory, and transaction cost economics, this study adopts a configurational perspective to examine which combinations of factors lead to high information asymmetry. Using a three-part study design, we first conduct a systematic literature review to identify relevant factors, which are then refined and prioritized through a Delphi study. Building on this foundation, fuzzy-set Qualitative Comparative Analysis (fsQCA) is applied to survey data from 385 buyer managers to uncover equifinal configurations leading to high information asymmetry in buyer-supplier relationships. The findings reveal several causal pathways involving trust, uncertainty, evaluation, information sharing, contractual governance, and dependency. To complement the configurational analysis, Random Forest is employed to assess the relative importance of these factors in predicting information asymmetry. By integrating fsQCA with Random Forest, the study combines configurational explanation with predictive analytics, demonstrating both how factor combinations produce information asymmetry and which factors matter most. The study advances the industrial marketing literature on information asymmetry and offers directions for future research and practical guidance for managers to recognize conditions that lead to it.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"137 ","pages":"Pages 68-89"},"PeriodicalIF":7.3,"publicationDate":"2026-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148659730","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Pricing configurations in digital servitization: How industrial firms make digital services commercially viable 数字化服务化中的定价配置：工业企业如何使数字化服务在商业上可行

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-08-01 Epub Date: 2026-07-20 DOI: 10.1016/j.indmarman.2026.07.006

Jawwad Z. Raja, Ismail Golgeci, Thomas Frandsen, Vinit Parida

{"title":"Pricing configurations in digital servitization: How industrial firms make digital services commercially viable","authors":"Jawwad Z. Raja, Ismail Golgeci, Thomas Frandsen, Vinit Parida","doi":"10.1016/j.indmarman.2026.07.006","DOIUrl":"10.1016/j.indmarman.2026.07.006","url":null,"abstract":"<div><div>As industrial business-to-business firms increasingly pursue digital servitization to generate recurring revenues, making digital services commercially viable remains difficult, especially when value capture depends on customer access, data permissions, and intermediary-governed contractual arrangements. Although prior research has emphasized value creation and capability development in digital servitization, we know little about how industrial firms make digital-service pricing commercially viable. In this paper, we undertake a longitudinal exploratory qualitative case study of a leading European OEM operating in a mission-critical context. Our findings make three contributions. First, we develop a pricing-conditions perspective by showing that digital-service pricing depends on data access and interpretability, measurability and attribution, governance positioning, and service architecture and repeatability. Second, we identify four digital-service commercialization patterns of SLA-enhancing, incident-based, predictive, and planning-oriented, and enabling and infrastructural services that explain why digital services differ in how they can be packaged and defended commercially. Third, we develop four pricing configurations, i.e., ad hoc, customized, standardized, and value-based pricing, showing that pricing viability depends less on selecting a pricing approach than on aligning the service's commercial role, customer-value locus, feasibility conditions, and commercial and governance arrangements. In this sense, pricing in digital servitization is better understood as a configurational approach than an isolated price-setting decision and strategy. By doing so, the study extends research on digital servitization and industrial pricing, offering a configurational understanding of how, and under what conditions, digital-service pricing becomes commercially viable.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"137 ","pages":"Pages 50-67"},"PeriodicalIF":7.3,"publicationDate":"2026-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148659732","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Trust deficits in sunset industries: Legitimacy Deficits as antecedents to cross-sector partnerships 夕阳产业的信任赤字：跨部门伙伴关系的合法性赤字

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-08-01 Epub Date: 2026-08-17 DOI: 10.1016/j.indmarman.2026.08.001

Ali B. Mahmoud, V. Kumar, Shaphali Gupta

{"title":"Trust deficits in sunset industries: Legitimacy Deficits as antecedents to cross-sector partnerships","authors":"Ali B. Mahmoud, V. Kumar, Shaphali Gupta","doi":"10.1016/j.indmarman.2026.08.001","DOIUrl":"10.1016/j.indmarman.2026.08.001","url":null,"abstract":"<div><div>The oil and gas (O&G) sector, a key sunset industry, faces rising decarbonisation pressures from regulation, markets, and scrutiny. However, unilateral corporate attempts to address these pressures often struggle to secure social acceptance, creating <em>legitimacy deficits</em> that threaten the industry's social license to operate. Grounded in Legitimacy, Institutional, and Stakeholder theories, this study examines the micro-foundations of these deficits using a qualitative big-data approach, drawing on data from Reddit and YouTube between 2020 and 2024. Our thematic analysis revealed five legitimacy deficits that serve as antecedents for specific cross-sector partnerships: <em>1) Knowledge and Deception; 2) Greenwashing and Carbon Credit Cynicism; 3) Industry Transition Realities and Investments; 4) Technical Solutions and Alternative Approaches; and 5) Consumer Responsibility and Societal Change</em>. These trust deficits help explain why firm-led claims may lose credibility and why firms in sunset industries may seek externally validated cross-sector partnerships as one route to rebuilding credibility. Through integrated theoretical perspectives, the study contributes conceptual insights into how specific legitimacy deficits can increase the salience of verification, governance, technical, and normative partnerships. It also identifies <em>Cross-Sector Language and Framing</em> as a moderating variable, showing how clear, shared communication protocols may shape whether partnerships are perceived as credible routes to legitimacy restoration.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"137 ","pages":"Pages 158-175"},"PeriodicalIF":7.3,"publicationDate":"2026-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148771440","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0