Industrial Marketing Management最新文献

Franchisee well-being: The roles of entrepreneurial identity, autonomy perceptions, and franchisor management practices 特许经营者的福祉：创业认同、自主感知和特许经营者管理实践的作用

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.11.001

Anna Watson , Christof Backhaus , Assâad El Akremi , Karim Mignonac , Rozenn Perrigot

{"title":"Franchisee well-being: The roles of entrepreneurial identity, autonomy perceptions, and franchisor management practices","authors":"Anna Watson , Christof Backhaus , Assâad El Akremi , Karim Mignonac , Rozenn Perrigot","doi":"10.1016/j.indmarman.2024.11.001","DOIUrl":"10.1016/j.indmarman.2024.11.001","url":null,"abstract":"<div><div>Using two-level data drawn from franchisors and their franchisees, this paper explores how individual and work characteristics influence franchisee well-being. Franchising is an interesting context in which to examine well-being, given the boundary spanning nature of the franchisee role, both within the organization and across the employee-entrepreneur divide. Drawing on the Job-Demands Resource Model, we examine how a key tension in franchise systems – the desire for autonomy by franchisees and the need for standardization by franchisors – impacts franchisees' emotional exhaustion. We find that franchisees who self-identify as entrepreneurs and who are granted greater autonomy suffer less emotional exhaustion. Interestingly, our results also show that franchisees who are members of systems with strong operating routines (which should counteract autonomy perceptions) experience less emotional exhaustion, suggesting that routines can be important in reducing job demands. Our findings have a number of practical implications for franchisors. In particular, franchisors should favor franchisees with prior industry experience, which we found to be positively associated with franchisee mental well-being, and should not avoid entrepreneurial franchisees – as often suggested.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"123 ","pages":"Pages 386-399"},"PeriodicalIF":7.8,"publicationDate":"2024-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142658941","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

The value of congruence in social exchanges: A dyadic trust perspective on servitization 社会交换中一致性的价值：服务化的二元信任视角

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.10.011

Mingjie Fang , Po-Lin Lai , Xinchen Wang

{"title":"The value of congruence in social exchanges: A dyadic trust perspective on servitization","authors":"Mingjie Fang , Po-Lin Lai , Xinchen Wang","doi":"10.1016/j.indmarman.2024.10.011","DOIUrl":"10.1016/j.indmarman.2024.10.011","url":null,"abstract":"<div><div>Although scholars have repeatedly emphasized trust as a key driver of manufacturers' servitization, the literature still lacks clarity regarding how dyadic trust (congruence vs. incongruence) and its types (high–high vs. low-low) may shape servitization. To fill the gaps, we propose a theoretical model based on the social exchange theory (SET) and examine it based on a sample of Chinese manufacturing firms. Employing polynomial regression with response surface analysis, we find the dark side of unilateral trust and the bright side of a trust-less relationship in servitization. Specifically, rather than unilateral trust from the manufacturer or its customers, congruent trust, regardless of trust levels, proves more predictive of successful product-oriented and customer-oriented servitization. Furthermore, concerning congruence types, we found that congruence at higher levels of trust (high-high) fosters customer-oriented servitization more effectively than low-low trust congruence. However, such a difference is not significant for product-oriented servitization. Additionally, the results indicate that the link between trust congruence and servitization is positively moderated by cultural congruence. Overall, we contribute to the SET and servitization literature by emphasizing the value of congruent trust in facilitating repeated social interactions between manufacturers and buyers in servitization. In addition, the findings provide valuable managerial insights for facilitating servitization.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"123 ","pages":"Pages 317-329"},"PeriodicalIF":7.8,"publicationDate":"2024-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142658936","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

The role of innovation capabilities upgradation and digitalization in value co-creation and PSS innovation performance 创新能力升级和数字化在价值共创和 PSS 创新绩效中的作用

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.11.003

Wenna Feng , Ruyue Liu

{"title":"The role of innovation capabilities upgradation and digitalization in value co-creation and PSS innovation performance","authors":"Wenna Feng , Ruyue Liu","doi":"10.1016/j.indmarman.2024.11.003","DOIUrl":"10.1016/j.indmarman.2024.11.003","url":null,"abstract":"<div><div>Transitioning from a goods-dominant to service-dominant logic, manufacturing enterprises are increasingly shifting from offering standalone products to delivering integrated product-service portfolios. These enterprises often leverage ecosystems to co-create and deliver these new combinations to ease the strain on resources and capabilities during this transition. The study explores how value co-creation enabling product-service systems (PSS) innovation within manufacturing firms. Drawing on data from 398 manufacturing companies, the study empirically demonstrates that enhancing product and service innovation capabilities, driven by value co-creation, is crucial for achieving high PSS innovation performance. Moreover, it finds that enterprises tend to achieve superior PSS innovation outcomes in the deep application of digital technology. The study reveals that the primary factors differentiating PSS innovation performance are the improved innovation capabilities resulting from co-creation rather than the mere acquisition of resources, information, and experience. This research broadens the application of the dynamic resource-based view, advancing a novel perspective on the enabling mechanisms of PSS innovation within manufacturing firms. It demonstrates that the PSS innovation embedded in ecosystems is a complex co-creative process that effectively integrates resource selection and capacity building and is significantly enhanced by the deployment of digital technologies.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"123 ","pages":"Pages 330-344"},"PeriodicalIF":7.8,"publicationDate":"2024-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142658937","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

Collaborative problemistic search capability and digital innovation: The moderating effects of IT capability and legal development 协作式问题搜索能力与数字化创新：信息技术能力和法律发展的调节作用

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.11.002

Hua Liu , Shaobo Wei , Yongchuan Bao

{"title":"Collaborative problemistic search capability and digital innovation: The moderating effects of IT capability and legal development","authors":"Hua Liu , Shaobo Wei , Yongchuan Bao","doi":"10.1016/j.indmarman.2024.11.002","DOIUrl":"10.1016/j.indmarman.2024.11.002","url":null,"abstract":"<div><div>Representing a new mode of collaboration in the digital economy, collaborative problemistic search capability (CPS) refers to a firm's digital collaboration with its customers or suppliers to filter and interpret market-facing information in its search for new products or services (Karhade & Dong, 2021). Drawing on the organizational search theory, this study unpacks CPS into CPS with customers (CPS-C) and CPS with suppliers (CPS-S) and examines the effects of CPS-C and CPS-S on digital innovation and their interactions with IT capability and legal development in the context of China. Specifically, we argue that both CPS-C and CPS-S exert a positive effect on digital innovation, and IT capability demonstrates a complementary effect by enhancing the effect of CPS-C and a substitutive effect by reducing the effect of CPS-S, whereas legal development magnifies both the complementary effect and the substitutive effect of IT capability. A survey among multiple managers of a sample of firms in China supports the hypotheses. The research results make important contributions that advance existing research streams on collaboration with customers and suppliers towards innovation.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"123 ","pages":"Pages 345-357"},"PeriodicalIF":7.8,"publicationDate":"2024-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142658938","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

Sustainable entrepreneurship: How do contextual factors play a role? 可持续创业：环境因素如何发挥作用？

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.10.010

Antonella La Rocca , Silvia Dal Molin

{"title":"Sustainable entrepreneurship: How do contextual factors play a role?","authors":"Antonella La Rocca , Silvia Dal Molin","doi":"10.1016/j.indmarman.2024.10.010","DOIUrl":"10.1016/j.indmarman.2024.10.010","url":null,"abstract":"<div><div>Entrepreneurship has been looked upon to address and solve important environmental and societal issues. Sustainable entrepreneurship has emerged as sub-field of entrepreneurship that seeks to combine the pursuit of social, ecological and economic value. While sustainable entrepreneurship is deemed to play a crucial role in sustainable development, we have a limited understanding of factors that are perceived to hinder or facilitate the early development of sustainable start-ups. This study focuses on uncovering difficulties and facilitating factors as perceived by different actors - the start-up's team, shareholders, venture capitalists and other stakeholders- involved in the early stage of development of a sustainable start-up in a region of Switzerland. Insights from this study contribute to the emerging research on sustainable entrepreneurship, and to the Industrial Marketing and Purchasing (IMP) stream of research on entrepreneurship that has so far dealt with new venturing processes and with sustainability in business network, without focusing yet on the development of sustainable start-ups. The findings have important implications for sustainable entrepreneurs, and policymakers and open up new lines of research.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"123 ","pages":"Pages 292-303"},"PeriodicalIF":7.8,"publicationDate":"2024-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142573402","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

Cross-cultural determinants of global account management: Findings from B2B services 全球客户管理的跨文化决定因素：来自 B2B 服务业的研究结果

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.10.009

Christian Lautenschlager , Nektarios Tzempelikos , Kaouther Kooli , Giampaolo Viglia

{"title":"Cross-cultural determinants of global account management: Findings from B2B services","authors":"Christian Lautenschlager , Nektarios Tzempelikos , Kaouther Kooli , Giampaolo Viglia","doi":"10.1016/j.indmarman.2024.10.009","DOIUrl":"10.1016/j.indmarman.2024.10.009","url":null,"abstract":"<div><div>The present study investigates the role of cross-culture differences on the under-researched area of global account management (GAM). Based on a review of key account management, GAM, and related research areas, we identify cultural factors influencing GAM implementation at the organizational and individual levels. Then, we report on empirical data from 432 global account managers in business-to-business (B2B) services firms in different cultural contexts. The findings show that sales organizations experience cross-cultural challenges in their GAM programmes. The variances in the respective cultural dimensions between sales organizations and strategic (global) accounts require a ‘learning organization’ to ensure that cross-cultural challenges within the GAM process are timely identified and adequately managed. In addition, the institutionalization of GAM programmes can reduce the cross-culture variance that exists between sales organizations and global accounts due to intangibility, especially in B2B services; GAM institutionalization also ensures effective relationships with global accounts. The study contributes to B2B research by providing a configurational framework of cross-cultural GAM that considers psychic and cultural distance as crucial elements in a learning organization to serve their strategic customers across different cultural contexts.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"123 ","pages":"Pages 358-371"},"PeriodicalIF":7.8,"publicationDate":"2024-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142658939","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

Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation 买方真的是王者吗？销售谈判中买方优势的元分析

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.11.004

Ingmar Geiger , Andreas Salmen , Alfred Zerres

{"title":"Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation","authors":"Ingmar Geiger , Andreas Salmen , Alfred Zerres","doi":"10.1016/j.indmarman.2024.11.004","DOIUrl":"10.1016/j.indmarman.2024.11.004","url":null,"abstract":"<div><div>This meta-analysis investigates the existence of a potential buyer advantage in economic outcomes of sales negotiations, i.e., greater mean buyer profit than seller profit. Role theory predicts such an advantage due to different role characteristics and behavioral prescriptions between buyers and sellers. Related research on heuristic decision-making comes to the same conclusions based on different loss- and gain framing due to role. This main effect, i.e., the buyer advantage, is expected to be context-dependent. Therefore, role context-related and negotiation advantage-related moderators are analyzed, which are expected to amplify or attenuate the main effect. Using a hierarchical linear modeling approach to meta-analysis, this study includes k = 669 effect sizes from 196 primary studies or data sources, amounting to <em>N</em> = 24,757 negotiation dyads. Per our prediction, buyers fare slightly better than sellers in sales negotiations, albeit this buyer advantage qualifies as rather small. The effect is attenuated when male sellers negotiate with female buyers, when negotiators are experienced professionals or MBA students, and when the negotiation setting is B2B. Well-known negotiation advantage variables (information, power, goal, first offer advantage) largely amplify or reverse the effect, depending on which side holds the negotiation advantage.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"123 ","pages":"Pages 372-385"},"PeriodicalIF":7.8,"publicationDate":"2024-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142658940","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

How marketing and sales use digital tools for innovation ideation 营销和销售如何利用数字工具进行创新构思

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.10.012

Wim Biemans , Avinash Malshe

{"title":"How marketing and sales use digital tools for innovation ideation","authors":"Wim Biemans , Avinash Malshe","doi":"10.1016/j.indmarman.2024.10.012","DOIUrl":"10.1016/j.indmarman.2024.10.012","url":null,"abstract":"<div><div>With the widespread practice of using digital tools to work from home (WFH), it is not clear how this impacts innovation. While some scholars argue that digital tools limit the spontaneous conversations that are essential for innovation, others consider them the solution for innovation in a hybrid work environment. We suggest that the current confusion about the impact of digital tools on innovation is due to researchers (a) treating innovation as a homogeneous activity, rather than focusing on specific innovation activities, and (b) ignoring the nature of specific jobs of employees participating in this process. This study explores how marketing and sales professionals use digital tools during innovation ideation. The findings show that various digital tools are used for idea generation, assessment, and development. During each of these stages, marketing and sales personnel use a different mix of digital tools – serving different purposes – and face different challenges. Study findings contribute to our understanding of how digital tools impact innovation and help managers to improve innovation ideation in hybrid work environments.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"123 ","pages":"Pages 304-316"},"PeriodicalIF":7.8,"publicationDate":"2024-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142594145","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

Foreign divestment of B2B service firms: Institutional unpredictability and digitalization institutions B2B 服务公司的外国撤资：制度不可预测性与数字化机构

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-10-28 DOI: 10.1016/j.indmarman.2024.10.008

Ryan W. Tang , Hussain G. Rammal , S. Tamer Cavusgil

{"title":"Foreign divestment of B2B service firms: Institutional unpredictability and digitalization institutions","authors":"Ryan W. Tang , Hussain G. Rammal , S. Tamer Cavusgil","doi":"10.1016/j.indmarman.2024.10.008","DOIUrl":"10.1016/j.indmarman.2024.10.008","url":null,"abstract":"<div><div>Despite the significance of institutions for the business-to-business (B2B) service sector in both the conventional and digital marketplaces, the impacts of ever-changing conventional institutions and newly emerged digitalization institutions on B2B service firms remain underexplored. Drawing on a dynamic view of institutional change, we hypothesize that B2B service firms' exposure to institutional unpredictability in the conventional marketplace drives their foreign divestment, a relationship further strengthened by digitalization institutions, including regulatory support for digitalization, favorable environments for digital business, and affordable digital infrastructure. Analyzing a sample of 261 B2B service firms from 56 home countries and their divestment activities in 132 foreign (host) countries between 2013 and 2016, we find supportive evidence for these hypotheses. Therefore, our study contributes novel findings about the impact of unpredictable institutions on B2B service firms' de-internationalization at the interface between conventional and digital regimes.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"123 ","pages":"Pages 277-291"},"PeriodicalIF":7.8,"publicationDate":"2024-10-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142528351","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

Buyers' trust and performance assessments of long-standing suppliers: Applying complexity causation and abductive modeling of multiple trust-forms and interfirm relationship-performance outcomes 买家对长期供应商的信任和绩效评估：应用复杂性因果关系和多种信任形式的归纳建模以及公司间关系绩效结果

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-10-24 DOI: 10.1016/j.indmarman.2024.10.006

Houcine Akrout , Arch G. Woodside

{"title":"Buyers' trust and performance assessments of long-standing suppliers: Applying complexity causation and abductive modeling of multiple trust-forms and interfirm relationship-performance outcomes","authors":"Houcine Akrout , Arch G. Woodside","doi":"10.1016/j.indmarman.2024.10.006","DOIUrl":"10.1016/j.indmarman.2024.10.006","url":null,"abstract":"<div><div>The study here applies complexity causation tenets and uses abductive case-based modeling methods to refine prior theoretical advances in assessing the impacts of alternative configurations of trust-forms (i.e., calculative, cognitive trust, and affective trust (on behavioral trust and buyer firm's assessments of mature-relationship strategy and financial performances as relationship outcomes with a principal supplier. This study supports and deepens Akrout's (2015) configuration that the building of high affective trust drives high interfirm relationship-performance outcomes in the maintenance phase among business buyers and their principal suppliers. The empirical method includes the use of robust measurement scales, assessing the scales psychometric properties, collection of survey data in industrial firms and-to-business firms mostly among senior buyers and additional executives in 140 firms, and analyzing the data in the main study using case-based, asymmetric, complex configurations of antecedent conditions and outcomes. This study contributes useful advances in modeling how trust-forms configurations impact behavioral trust and how customer firms can achieve high strategy/financial relationship performances with long-standing suppliers.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"123 ","pages":"Pages 251-276"},"PeriodicalIF":7.8,"publicationDate":"2024-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142528439","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