Industrial Marketing Management最新文献

Navigating the AI wave for sales management: The mediating role of marketing agility

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-04-05 DOI: 10.1016/j.indmarman.2025.03.009

Pramod Iyer, Atanas Nik Nikolov, Stefan Sleep, Brad Eskridge, Dierto Matanda Moke, Jennifer Hutchins

{"title":"Navigating the AI wave for sales management: The mediating role of marketing agility","authors":"Pramod Iyer, Atanas Nik Nikolov, Stefan Sleep, Brad Eskridge, Dierto Matanda Moke, Jennifer Hutchins","doi":"10.1016/j.indmarman.2025.03.009","DOIUrl":"10.1016/j.indmarman.2025.03.009","url":null,"abstract":"<div><div>Sales management has undergone significant transformations in response to the changing external environment and the adoption of emerging technologies such as artificial intelligence (AI) tools, including Seamless AI and Einstein (Sales AI). These technological advancements have reshaped the industrial sales management landscape and customer journeys. To thrive in this evolving environment, industrial firms must embrace marketing agility, characterized by proactiveness, responsiveness, flexibility, and speed. This study explores business-to-business (B2B) firms' challenges when integrating AI into their sales management processes. Based on the dynamic capabilities literature, we argue that marketing agility plays a mediating role in the adoption of AI technology and sales team performance in uncertain business contexts. Additionally, we investigate the moderating effects of marketing influence and internal organizational climate on the relationship among AI technology adoption, agility, and performance. We collected data from B2B sales managers from companies generating at least $5 million in annual revenues and employing more than 100 individuals. Our findings underscore the necessity for aligning strategic decisions, such as technology adoption (and use), with marketing agility to affect firm performance positively. Theoretically, this study contributes to the emerging literature on the facilitators of marketing agility in B2B firms.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"127 ","pages":"Pages 62-73"},"PeriodicalIF":7.8,"publicationDate":"2025-04-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143777487","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

Exploring relationship between digital dexterity, supply chain quality management, agility and performance – Empirical evidence from Indian B2B manufacturers

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-04-03 DOI: 10.1016/j.indmarman.2025.03.008

Saumyaranjan Sahoo , Nazrul Islam , Ashwani Kumar , Sachin Kumar Mangla

{"title":"Exploring relationship between digital dexterity, supply chain quality management, agility and performance – Empirical evidence from Indian B2B manufacturers","authors":"Saumyaranjan Sahoo , Nazrul Islam , Ashwani Kumar , Sachin Kumar Mangla","doi":"10.1016/j.indmarman.2025.03.008","DOIUrl":"10.1016/j.indmarman.2025.03.008","url":null,"abstract":"<div><div>The advent of cutting-edge digitalization has introduced a range of organizational capabilities that have been proposed to assist business-to-business (B2B) manufacturers in attaining a strategic advantage within the intensely competitive global landscape. Nevertheless, the process of digitization poses multiple roadblocks in its execution, leading to a sense of scepticism among manufacturers in the B2B sector about its adoption for the purpose of enhancing their quality management and agility across the supply chain. The current research is a pioneering effort in examining the interplay between digital dexterity (DigDex), supply chain quality management (SCQM), supply chain agility (SCAG), and supply chain performance (SCP) within the distinctive sphere of B2B manufacturing. In order to gain a deeper comprehension of the efficacy of the interplay between various functional capabilities, this study investigates the effectiveness of regulatory governance in providing assistance to B2B manufacturers. This examination is conducted through empirical analysis utilizing data collected from a sample of 291 B2B manufacturers based in India. The research advances the understanding of the mechanisms by which DigDex, SCQM, and SCAG interact for bettering SCP. Practically, these findings guide practitioners to optimize digital capabilities judiciously, tailoring regulatory governance approaches for comprehensive supply chain enhancement in the dynamic B2B manufacturing landscape.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"127 ","pages":"Pages 44-61"},"PeriodicalIF":7.8,"publicationDate":"2025-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143761122","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

Guest editorial: A new era of coopetition research

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-04-01 DOI: 10.1016/j.indmarman.2025.02.020

James M. Crick , David Crick

引用次数: 0

Mental health and well-being in business-to-business markets

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-04-01 DOI: 10.1016/j.indmarman.2025.02.019

Bruno Lussier , Nawar N. Chaker , Melissa W. Clark , Willy Bolander

引用次数: 0

Call for papers for the 9th industrial marketing management summit

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-04-01 DOI: 10.1016/j.indmarman.2025.02.018

Adam Lindgreen

引用次数: 0

B2B customer referencing in a community of practice context: Conceptualizing legitimating mechanisms in the health technology sector

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-03-28 DOI: 10.1016/j.indmarman.2025.03.005

Josefin Wiik , Nikolina Koporcic , Stefan Markovic , Leena Aarikka-Stenroos

{"title":"B2B customer referencing in a community of practice context: Conceptualizing legitimating mechanisms in the health technology sector","authors":"Josefin Wiik , Nikolina Koporcic , Stefan Markovic , Leena Aarikka-Stenroos","doi":"10.1016/j.indmarman.2025.03.005","DOIUrl":"10.1016/j.indmarman.2025.03.005","url":null,"abstract":"<div><div>The phenomenon of customer referencing entails sellers engaging with existing customers to influence new potential customers. In a business-to-business (B2B) setting, this has typically been studied through the lens of the reference communication activities of sellers. However, the role of the customer peer community (to which both existing and new potential customers belong) and the mechanisms through which this community legitimates the seller's customer referencing activities have largely been neglected in the literature. To address this shortcoming and build on customer referencing knowledge, we draw on the community of practice (CoP) literature and empirically explore the legitimating mechanisms for customer referencing and how sellers can harness these mechanisms. Our multiple case study is based on 32 interviews with sellers and customers from the health technology sector. The findings uncover three CoP-driven mechanisms: similarity, authority, and objectivity. We develop a conceptual model based on these mechanisms, which sellers can harness to gain legitimacy for their customer referencing. We discuss the implications of the conceptual model and detail how sellers should focus on planned customer referencing tactics to facilitate peer-to-peer interactions in a customer CoP context.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"127 ","pages":"Pages 29-43"},"PeriodicalIF":7.8,"publicationDate":"2025-03-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143714397","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

Propensity score modeling for business marketing research

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-03-27 DOI: 10.1016/j.indmarman.2025.03.006

Peter Guenther , Miriam Guenther , Shekhar Misra , Mariia Koval , Ghasem Zaefarian

{"title":"Propensity score modeling for business marketing research","authors":"Peter Guenther , Miriam Guenther , Shekhar Misra , Mariia Koval , Ghasem Zaefarian","doi":"10.1016/j.indmarman.2025.03.006","DOIUrl":"10.1016/j.indmarman.2025.03.006","url":null,"abstract":"<div><div>Propensity score modeling (PSM) is a powerful statistical technique that, in the appropriate data contexts, addresses biases from confounding and selection, which can otherwise distort results and lead to erroneous inferences. However, while the number of PSM applications in business marketing research is growing, many studies mistakenly assume that PSM is a universal solution for all endogeneity issues. Often, studies lack sufficient detail about the specific endogeneity problem they aim to address, which is a critical issue, as PSM is appropriate only for certain types of endogeneity. Additionally, essential tests to confirm the validity and robustness of PSM results are frequently overlooked or insufficiently reported, raising concerns about the reliability of findings. This article aims to enhance the rigor of PSM applications in business marketing research by offering updated practical guidance on its appropriate use, key aspects to report, and common misconceptions and errors to avoid. A practical example of PSM implementation in Stata is included, along with a comprehensive checklist of justifications and best practices to guide business marketing researchers in their future PSM-based studies.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"127 ","pages":"Pages 14-28"},"PeriodicalIF":7.8,"publicationDate":"2025-03-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143714398","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

Salespeople's experience with last-mile internal selling processes: Benefits and challenges

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-03-26 DOI: 10.1016/j.indmarman.2025.03.004

Thomas E. DeCarlo , Andrea L. Dixon , Jeff Johnson , Son K. Lam

引用次数: 0

When being green is not enough – An experimental study of the effects of sustainable value propositions on B2B green buying decisions

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-03-08 DOI: 10.1016/j.indmarman.2025.02.017

Marcel Aksoy, Benedikt Schnellbächer

{"title":"When being green is not enough – An experimental study of the effects of sustainable value propositions on B2B green buying decisions","authors":"Marcel Aksoy, Benedikt Schnellbächer","doi":"10.1016/j.indmarman.2025.02.017","DOIUrl":"10.1016/j.indmarman.2025.02.017","url":null,"abstract":"<div><div>Despite the increased importance of environmental sustainability in B2B buying, insights on the marketing mechanisms that influence B2B green buying behavior and green value perceptions at the individual level are still limited. Drawing upon signaling theory and the literature on sustainable value propositions in B2B markets, we first examine the effect of vendors' sustainable value propositions on individual B2B buyers' purchasing decisions for green technology offerings. In a second step, we further investigate the role of buyers' market turbulence as a contingent factor in this relationship. Our findings from a scenario-based experiment provide empirical evidence that a risk-based strategy is more effective under conditions of high buyer market turbulence, while a certification-based strategy, counter to the literature, is more impactful in less turbulent markets. We thus advance the knowledge on the factors that drive B2B green buying at the individual level and contribute to the literature on sustainability value and sustainable value propositions in business markets. Our results further provide guidance for vendors designing value propositions for green offerings and for buyers seeking to purchase environmentally-friendly technologies.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 266-278"},"PeriodicalIF":7.8,"publicationDate":"2025-03-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143580363","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

Different roads lead to Rome: A configurational investigation of solution Salespeople's sales success in business-to-business markets

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-28 DOI: 10.1016/j.indmarman.2025.02.014

Franziska M. Bongers , Alisa K. Keller , Gloria Stoffer , Jan Hendrik Schumann , Dirk Totzek , Wolfgang Ulaga

{"title":"Different roads lead to Rome: A configurational investigation of solution Salespeople's sales success in business-to-business markets","authors":"Franziska M. Bongers , Alisa K. Keller , Gloria Stoffer , Jan Hendrik Schumann , Dirk Totzek , Wolfgang Ulaga","doi":"10.1016/j.indmarman.2025.02.014","DOIUrl":"10.1016/j.indmarman.2025.02.014","url":null,"abstract":"<div><div>Business-to-business firms are increasingly pursuing service-oriented business models by offering customer solutions. Whereas prior research highlights the important role of solution salespeople's competencies in successfully selling solutions, it remains largely unclear how solution salespeople achieve sales success through their competencies. Drawing on the job demands–resources model and configuration theory, this article explores whether and how competency configurations impact solution salespeople's sales success. Insights from in-depth interviews with solution sales managers indicate that complex equifinal configurations of competencies qualify individual salespeople to master their lead coordinating role in facilitating solution sales success. The findings from two fuzzy-set qualitative comparative analyses using dyadic data reveal specific equifinal configurations of key personal competencies (i.e., abilities related to salespeople's personalities) and procedural competencies (i.e., abilities related to salespeople's enactment of the solution-selling process) that qualify individual salespeople in their role, thus determining their solution sales success. Accordingly, sales success is facilitated by unique strength profiles such that successful solution salespeople are neither required to possess the full range of personal competencies nor to excel along the solution-selling process.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 251-265"},"PeriodicalIF":7.8,"publicationDate":"2025-02-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143510959","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