Industrial Marketing Management最新文献

Interorganizational preparedness in business-to-business relationships 企业对企业关系中的组织间准备

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-07-28 DOI: 10.1016/j.indmarman.2025.07.006

Michael Kleinaltenkamp , Carsten Lund Pedersen , Thomas Ritter

引用次数: 0

Risky business or strategic advantage? The varying effects of vertical coopetition on firm risk 风险生意还是战略优势？垂直竞争对企业风险的不同影响

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-07-24 DOI: 10.1016/j.indmarman.2025.07.002

Wenbin Sun , Rahul Govind , Mahabubur Rahman

{"title":"Risky business or strategic advantage? The varying effects of vertical coopetition on firm risk","authors":"Wenbin Sun , Rahul Govind , Mahabubur Rahman","doi":"10.1016/j.indmarman.2025.07.002","DOIUrl":"10.1016/j.indmarman.2025.07.002","url":null,"abstract":"<div><div>This study explores the under-researched area of vertical coopetition in business-to-business markets. Drawing on the resource-based view of the firm and signaling theory, we develop a conceptual model linking vertical coopetition to a supplier firm's systematic risk (SR) and idiosyncratic risk (IR) profile and incorporating coopetition-specific attributes as the boundary conditions. Using a dataset of over 20,000 observations from more than 4000 firms spanning 29 years, employing a novel measure of vertical coopetition and a robust analytical method, we document that vertical coopetition with customers reduces a firm's SR. Additionally, we uncover an inverted U-shaped relationship between vertical coopetition and IR, suggesting that moderate levels of coopetition heighten firm-specific risks due to competitive tensions, while higher levels mitigate risk through improved resource coordination. We also identify that the length of the coopetitive relationship amplifies the risk-reducing effects on SR. In contrast, competition intensity within the relationship increases SR but has a non-monotonic effect on IR. The support for the results is further validated with several additional measures of the key variables, ensuring the robustness of our results. These insights contribute to the theoretical understanding of vertical coopetition and offer practical implications for B2B managers in strategic risk management, emphasizing the importance of balancing cooperation and competition to achieve long-term stability and competitive advantage.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"129 ","pages":"Pages 50-65"},"PeriodicalIF":7.8,"publicationDate":"2025-07-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144694828","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

Assessing value-in-use management from the customers' perspective 从客户的角度评估使用价值管理

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-07-24 DOI: 10.1016/j.indmarman.2025.07.003

Katharina Prohl-Schwenke, Michael Kleinaltenkamp, Andreas Eggert

{"title":"Assessing value-in-use management from the customers' perspective","authors":"Katharina Prohl-Schwenke, Michael Kleinaltenkamp, Andreas Eggert","doi":"10.1016/j.indmarman.2025.07.003","DOIUrl":"10.1016/j.indmarman.2025.07.003","url":null,"abstract":"<div><div>Suppliers of complex market offerings increasingly establish value-in-use management (VIUM) structures and processes to monitor and enhance the experienced value in use of their customers throughout the entire lifecycle of their offerings. Based on an exploration and a validation sample, this research develops and validates a measurement model for assessing VIUM implementation in B2B customer–supplier relationships. The exploration study focuses on the conceptual development, operationalization, and initial testing of a VIUM implementation index that captures the extent of suppliers' VIUM activities as perceived by their customers. The validation study assesses the index's criterion validity by analyzing its correlations with adjacent constructs, such as relationship value, relationship quality, and customers' intention to expand business with the supplier. The findings from both studies suggest an important role of VIUM in strengthening customer–supplier relationships. The newly developed VIUM implementation index serves as a valuable benchmarking tool for suppliers and offers actionable insights for customer segmentation and resource allocation, ultimately helping suppliers to improve their VIUM effectiveness.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"129 ","pages":"Pages 37-49"},"PeriodicalIF":7.8,"publicationDate":"2025-07-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144694827","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

Brand affiliations toward business relationships, communication, and performance in B2B food SCM settings: Conceptualization and validation B2B食品供应链环境中品牌与商业关系、沟通和绩效的关系：概念化和验证

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-07-24 DOI: 10.1016/j.indmarman.2025.07.005

Riad Shams , K.Mohamed Jasim , Mustafeed Zaman , Rajibul Hasan , Jean-François Lemoine , Raouf Ahmad Rather

{"title":"Brand affiliations toward business relationships, communication, and performance in B2B food SCM settings: Conceptualization and validation","authors":"Riad Shams , K.Mohamed Jasim , Mustafeed Zaman , Rajibul Hasan , Jean-François Lemoine , Raouf Ahmad Rather","doi":"10.1016/j.indmarman.2025.07.005","DOIUrl":"10.1016/j.indmarman.2025.07.005","url":null,"abstract":"<div><div>The food supply chain is a process that entails planning, managing, and optimizing the flow of food products from their origins to customers. This study examined the relationship between brand affiliations and business performance, mediated through business-to-business (B2B) relationships and communication in B2B food supply chain management (SCM) settings. A sample of 421 respondents was analyzed using the covariance-based structural equation modeling (CB-SEM) approach. The findings revealed that B2B relationships, particularly those such as buyer–supplier engagement and buyer–supplier commitment, serve as significant mediators between brand affiliations (specifically, brand affordability, brand parity, and brand loyalty) and buyer–supplier communication, as well as between brand affiliations and business performance, except for brand affect. This research contributes to the branding literature by introducing the concept of brand affiliation within the context of B2B small and medium-sized enterprises (SMEs). It also offers practical insights for B2B food supply chain firms, highlighting strategies to enhance business performance by fostering a strong brand affiliation in conjunction with a robust buyer–supplier relationship.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"129 ","pages":"Pages 79-96"},"PeriodicalIF":7.8,"publicationDate":"2025-07-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144694829","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

Resilience and fragility in creative industry clusters: Exploring the Birmingham Jewellery Quarter 创意产业集群的弹性和脆弱性：探索伯明翰珠宝区

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-07-24 DOI: 10.1016/j.indmarman.2025.07.004

Pınar Cankurtaran , Beverley Nielsen , Steven McCabe

{"title":"Resilience and fragility in creative industry clusters: Exploring the Birmingham Jewellery Quarter","authors":"Pınar Cankurtaran , Beverley Nielsen , Steven McCabe","doi":"10.1016/j.indmarman.2025.07.004","DOIUrl":"10.1016/j.indmarman.2025.07.004","url":null,"abstract":"<div><div>There is widespread agreement that regional clusters are a critical means of competing among industries, the creative sector included. Research examines resilience, or the ability of the regional cluster to adapt to change and innovate. However, not all clusters are alike, with emerging research identifying the unique nature of creative clusters, particularly those with a craft heritage at their core. Despite claims that clusters are defined by human social actions, there has been limited research examining the within-cluster practices that give rise to and reinforce resilience. Drawing on social practice theory, we examine how actors shape resilience within the Birmingham Jewellery Quarter (BJQ), one of the UK's oldest continuing regional clusters. Our qualitative findings identify for cluster level practices that give rise to resilience: bonding, identity, exploiting, and exploring. These consist of 11 individual sub-practices. Collectively, our findings make three contributions: identifying the role of micro-level practices in giving rise to resilience in creative industry clusters, identifying the relationship between practices and their connections with resilience/fragility, and expanding cluster research into urban regional craft luxury sectors.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"129 ","pages":"Pages 66-78"},"PeriodicalIF":7.8,"publicationDate":"2025-07-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144694898","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

Social media: Fueling small talks in B2B sales conversations for performance gains 社交媒体：促进B2B销售对话中的小谈话，提高业绩

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-07-21 DOI: 10.1016/j.indmarman.2025.07.001

Anu Mary Chacko , Vaibhav Chawla , Raj Agnihotri

{"title":"Social media: Fueling small talks in B2B sales conversations for performance gains","authors":"Anu Mary Chacko , Vaibhav Chawla , Raj Agnihotri","doi":"10.1016/j.indmarman.2025.07.001","DOIUrl":"10.1016/j.indmarman.2025.07.001","url":null,"abstract":"<div><div>The use of social media to collect non-business information and facilitate small talk and its significance has gone largely unnoticed in sales literature. Using the Similarity-Attraction theory, we examined a model in which a B2B salesperson's social media usage impacts salesperson performance indirectly through small talk. We conducted two empirical studies to utilize multiple sources to examine our model. The first study constituted a structured survey with data gathered from 276 B2B sales professionals, and the second used vignette-based structured surveys with data collected from 92 sales leaders and 99 B2B buyers across India<strong>.</strong> Our research provides evidence that salespersons' social media usage helps them strike small talk, leading to securing customer-based salesperson competitive intelligence, which thereby impacts creative and sales performance. We also found these results true for salespeople selling services or a combination of services and products, but not for those selling only products. This research is truly one of a kind in B2B sales, providing evidence of how technology usage enables ‘personal connect’ leading to performance outcomes.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"129 ","pages":"Pages 15-36"},"PeriodicalIF":7.8,"publicationDate":"2025-07-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144678972","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

What drives firm power across multiple levels of B2B analysis? Structured systematic literature review 是什么推动了企业在多层次B2B分析中的力量？结构化系统文献综述

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-07-18 DOI: 10.1016/j.indmarman.2025.06.003

Maciej Mitręga , Douglas Wegner , Kadigia Faccin , Hannu Makkonen , Dariusz Siemieniako

{"title":"What drives firm power across multiple levels of B2B analysis? Structured systematic literature review","authors":"Maciej Mitręga , Douglas Wegner , Kadigia Faccin , Hannu Makkonen , Dariusz Siemieniako","doi":"10.1016/j.indmarman.2025.06.003","DOIUrl":"10.1016/j.indmarman.2025.06.003","url":null,"abstract":"<div><div>Firm power is a foundational concept in business-to-business (B2B) marketing, as it influences how resources and benefits are distributed across relationships. While the effects of power are well documented, the knowledge about power antecedents is less developed. Existing research often focuses on close cooperation between firms and resource dependency, overlooking the broader forces that increasingly influence power dynamics—such as geopolitical instability, agendas of NGOs, global health crises, sustainability pressures, or shifts in consumer expectations. This paper aims to broaden our understanding of what shapes firm power by systematically reviewing 110 empirical studies. Through a structured literature review, the findings are organized across five levels of analysis: Organizational, Inter-firm, Multi-tier, Ecosystem, and Macro. The review highlights a strong emphasis in existing research on firm-specific and dyadic factors, while broader, system-level influences remain underexplored—despite their growing relevance in today's volatile business environment. To help bridge this gap, the paper outlines key directions for future research. These include embracing multi-level and cross-disciplinary perspectives, paying more attention to non-traditional actors within business ecosystems, and using varied research methods like historical secondary data. By moving beyond narrow views of antecedents to power, this study encourages an approach that better reflects the complex realities firms face and offers useful analytical framework for both scholars and practitioners.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"129 ","pages":"Pages 1-14"},"PeriodicalIF":7.8,"publicationDate":"2025-07-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144654890","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

Organisational agility for new industrial marketing management models in turbulent times 在动荡时期，新的工业营销管理模式的组织敏捷性

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-07-01 DOI: 10.1016/j.indmarman.2025.06.001

Nisreen Ameen , Shlomo Tarba

{"title":"Organisational agility for new industrial marketing management models in turbulent times","authors":"Nisreen Ameen , Shlomo Tarba","doi":"10.1016/j.indmarman.2025.06.001","DOIUrl":"10.1016/j.indmarman.2025.06.001","url":null,"abstract":"<div><div>In an era of systemic disruption and rapid technological change, organisational agility is a strategic imperative for business-to-business (B2B) firms. This special issue brings together ten studies that examine how agility is conceptualised, enacted, and sustained across diverse B2B settings. Agility thus emerges as a multidimensional capability encompassing strategic sensing, digital transformation, inclusive leadership, and inter-organisational collaboration. The articles also explore how generative and agentic artificial intelligence (AI) reshape agility by enabling adaptive decision-making, ecosystem orchestration, and new forms of human–AI collaboration. From AI-driven ecosystems in Australasia to agile supply chains in Africa and leadership responses in Europe, the articles reflect the global diversity of agile practices. This editorial synthesises key insights and outlines seven directions for future research: (1) agility-sustainability integration, (2) digital transformation and agility, (3) leadership agility and capability development, (4) ecosystem-level agility using agentic AI, (5) human-cantered agility in the age of generative and agentic AI, (6) the temporal evolution of agility in AI-augmented organisations, and (7) responsible and context-aware agility in the age of generative and agentic AI. Together, these contributions reposition agility as a proactive, ethically grounded enabler of innovation, resilience, and inclusive growth in industrial marketing.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"128 ","pages":"Pages A1-A7"},"PeriodicalIF":7.8,"publicationDate":"2025-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144572462","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

Retraction notice to “Value creation, appropriation and destruction in coopetitive relationships among micro-firms” [IMM 104 (2022) 366–375] 对“微型企业之间合作关系中的价值创造、挪用和破坏”的撤回通知[IMM 104 (2022) 366-375]

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-07-01 DOI: 10.1016/j.indmarman.2025.06.008

Anne Albert-Cromarias , Alexandre Asselineau , Grégory Blanchard

引用次数: 0

Why researchers should be cautious about using PLS-SEM 为什么研究人员应该谨慎使用PLS-SEM

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-07-01 DOI: 10.1016/j.indmarman.2024.01.017

Jörg Henseler , Florian Schuberth , Nick Lee , Ildikó Kemény

引用次数: 0