Industrial Marketing Management最新文献

PLS-SEM and reflective constructs: A response to recent criticism and a constructive path forward PLS-SEM和反思结构：对最近批评的回应和建设性的前进道路

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-05-19 DOI: 10.1016/j.indmarman.2025.05.003

Peter Guenther , Miriam Guenther , Christian M. Ringle , Ghasem Zaefarian , Severina Cartwright

{"title":"PLS-SEM and reflective constructs: A response to recent criticism and a constructive path forward","authors":"Peter Guenther , Miriam Guenther , Christian M. Ringle , Ghasem Zaefarian , Severina Cartwright","doi":"10.1016/j.indmarman.2025.05.003","DOIUrl":"10.1016/j.indmarman.2025.05.003","url":null,"abstract":"<div><div>This article addresses criticisms asserting that reflective construct measurement and its associated evaluation criteria are unsuitable for partial least squares structural equation modeling (PLS-SEM). More specifically, critics contend that reflective measurement models correspond exclusively to common factor models, a premise that is both inaccurate and misleading. Reflective measurement models represent theoretically grounded and conceptualized constructs. Statistical methods such as common factor model estimation, composite model estimation, and sum score regression enable researchers to estimate method-specific proxies that serve as approximations for theoretically established conceptual constructs in empirical research. These proxies vary depending on the statistical models and assumptions inherent to each method. In this context, it is important to highlight that the use of reflective evaluation criteria is not restricted to common factor models. When applied to composite model estimation, it does not compromise the validity of the results. Moreover, this article advocates for embracing the complementary strengths of diverse SEM methods within a multimethod approach, rather than positioning one method in opposition to another. We believe that this contribution provides critical insights and guidance, fostering advancements in SEM methodology, and its practical applications.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"128 ","pages":"Pages 1-9"},"PeriodicalIF":7.8,"publicationDate":"2025-05-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144083648","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

Editorial: Outstanding Article Awards and Best Reviewer Awards 2024 社论：2024年杰出文章奖和最佳评论家奖

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-05-01 DOI: 10.1016/j.indmarman.2025.03.001

Adam Lindgreen , C. Anthony Di Benedetto

引用次数: 0

A contingency perspective on global service development in manufacturing firms. 制造业企业全球服务发展的权变视角。

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-05-01 DOI: 10.1016/j.indmarman.2025.04.004

Giulia Capanni , Mario Rapaccini , Momeni Beheshte , Knapp Timon , Poeppelbuss Jens

{"title":"A contingency perspective on global service development in manufacturing firms.","authors":"Giulia Capanni , Mario Rapaccini , Momeni Beheshte , Knapp Timon , Poeppelbuss Jens","doi":"10.1016/j.indmarman.2025.04.004","DOIUrl":"10.1016/j.indmarman.2025.04.004","url":null,"abstract":"<div><div>This paper explores the contingencies that affect the integration of operating models of large manufacturing firms and their downstream actors, such as dealers and service partners, when developing global services. A qualitative in-depth case study is employed as the research methodology. The research follows a theory adaptation approach in which global service development in the context of manufacturing firms (i.e. servitization across international borders) is the domain theory, while contingency theory is the lens used to observe, identify, and discuss the influence of specific factors on the integration of the operating models of downstream actors. We identify four key contingencies impacting this integration: market heterogeneity, downstream network configuration, end customers' orientation, and service partners' resistances. These contingencies significantly influence the balance between global and local adaptation of the operating models of downstream actors, highlighting the complexity of developing global services in fragmented networks. This study contributes to the existing literature by proposing a novel empirical model that explains how the interrelations between the identified contingencies affect the integration of operating models of downstream actors. Using this model, the paper shows three scenarios that unfold from these interrelations, each having positive and negative outcomes that managers should consider.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"127 ","pages":"Pages 100-118"},"PeriodicalIF":7.8,"publicationDate":"2025-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143890577","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

Training clients in digital marketing: The key to a feel-good B2B relationship with SMEs 培训客户数字营销：与中小企业建立良好B2B关系的关键

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-05-01 DOI: 10.1016/j.indmarman.2025.05.002

Karen Sutherland, Rory Mulcahy, Jacqueline Burgess, Meredith Lawley

{"title":"Training clients in digital marketing: The key to a feel-good B2B relationship with SMEs","authors":"Karen Sutherland, Rory Mulcahy, Jacqueline Burgess, Meredith Lawley","doi":"10.1016/j.indmarman.2025.05.002","DOIUrl":"10.1016/j.indmarman.2025.05.002","url":null,"abstract":"<div><div>This paper examines the relationship between small and medium enterprises (SMEs) and their outsourced Digital Marketing Service Providers. It aims to: (1) investigate whether training SME clients enhances the quality of their relationship with Digital Marketing Service Providers; (2) determine if the effect of training varies across relational and transactional relationship types; and (3) explore the mediating roles of positive emotions and trust. Two studies were conducted: a quasi-experimental design involving surveys of Australian SMEs (<em>n</em> = 413), followed by a qualitative design involving interviews with Australian Digital Marketing Service Providers (<em>n</em> = 14) and Australian SMEs (<em>n</em> = 13), guided by agency theory. Both studies tested and explored the roles of training, relationship types, positive emotions, and trust in improving relationship quality. The findings indicate that training significantly enhances relationship quality, with the strongest effects observed in transactional relationships. Additionally, positive emotions and trust act as key mediators in this association. This research is the first to examine how training can foster positive relations in digital marketing outsourcing, demonstrating its potential to improve relationship quality.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"127 ","pages":"Pages 148-163"},"PeriodicalIF":7.8,"publicationDate":"2025-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143927726","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

A dynamic integrative view of signaling strategies during the franchisee recruitment process 加盟商招聘过程中信号策略的动态综合观点

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-05-01 DOI: 10.1016/j.indmarman.2025.04.002

Corentin Le Bot , Rozenn Perrigot , Anna Watson , Gérard Cliquet

{"title":"A dynamic integrative view of signaling strategies during the franchisee recruitment process","authors":"Corentin Le Bot , Rozenn Perrigot , Anna Watson , Gérard Cliquet","doi":"10.1016/j.indmarman.2025.04.002","DOIUrl":"10.1016/j.indmarman.2025.04.002","url":null,"abstract":"<div><div>During the franchisee recruitment process, franchisors and franchisee candidates must both engage and screen each other to determine whether they are a suitable match. To facilitate this, they usually exchange a number of signals that reduce information asymmetry. Whilst several authors have attempted to examine the role of signals in the decision-making process, these studies have overlooked the evolution of signals over the recruitment process and the active role of both parties in reaching an informed decision. Building on a dynamic integrative view of signaling theory, our research aims to provide a more thorough understanding of the signaling strategies franchisors and franchisee candidates adopt during this process. We rely on data stemming from in-depth interviews with 29 franchisors and 34 franchisee candidates in the French market. Our findings challenge the literature on franchisee recruitment by showing how franchisors and candidates alike customize their signals and screen each other over the recruitment process in order to decide whether to contract based on their assessment of person-organization fit. Our research thus confirms the relevance of frameworks combining the latest developments in signaling theory and the person-organization fit perspective to examine contexts of information asymmetry, thereby opening new avenues for research in B2B settings. Additionally, our paper offers managerial implications for franchisors and franchisee candidates by helping them effectively send and interpret mutual signals to avoid adverse selection.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"127 ","pages":"Pages 133-147"},"PeriodicalIF":7.8,"publicationDate":"2025-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143927725","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

Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance B2B公司中的人工智能支持系统和创新：战略敏捷性和决策绩效的作用

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-05-01 DOI: 10.1016/j.indmarman.2025.04.003

Yulong David Liu , Justin Zuopeng Zhang , Jianwen Zheng , Muhammad Mustafa Kamal

{"title":"Artificial intelligence-enabled systems and innovation in B2B firms: The role of strategic agility and decision-making performance","authors":"Yulong David Liu , Justin Zuopeng Zhang , Jianwen Zheng , Muhammad Mustafa Kamal","doi":"10.1016/j.indmarman.2025.04.003","DOIUrl":"10.1016/j.indmarman.2025.04.003","url":null,"abstract":"<div><div>In today's volatile business environment, B2B enterprises are increasingly relying on artificial intelligence-enabled information systems to support strategic responsiveness and enhance innovation outcomes. Drawing on dynamic capability theory, this study examines how AI-enabled systems improve decision-making performance and, in turn, foster innovation. Using data from 246 B2B firms in Australasia, we find that decision-making performance significantly mediates the relationship between AI adoption and innovation performance. Our findings reveal that strategic agility significantly moderates this mediated relationship, amplifying innovation performance when agility is present at moderate levels but plateauing when agility becomes excessive. We also explore the moderating roles of decision-making styles (intuitive, experience-based, rational), though these effects were not statistically significant. Nonetheless, both rationality and experience-based processing show significant direct effects on decision-making performance, highlighting the relevance of cognitive traits in digitally enabled decision contexts. By unpacking the complex interactions between digital technologies, cognitive styles, and organizational agility, this study advances a more nuanced understanding of innovation enablers in B2B settings. The findings offer theoretical and practical insights into the alignment of technological, cognitive, and strategic capabilities to drive innovation outcomes.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"127 ","pages":"Pages 164-174"},"PeriodicalIF":7.8,"publicationDate":"2025-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143927727","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

Announcement of Best B2B Marketing Management Ph.D. Prize Competition, 2025 2025年最佳B2B营销管理博士竞赛公告

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-05-01 DOI: 10.1016/j.indmarman.2025.03.003

Adam Lindgreen , C. Anthony Di Benedetto

引用次数: 0

Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial 国际B2B服务公司营销性质的文献现状与新研究方向：特刊社论

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-05-01 DOI: 10.1016/j.indmarman.2025.04.005

Matevž (Matt) Rašković , Nicholas J. Ashill , Valerie Lindsay , Michel Rod

{"title":"Current state of the literature and new research directions on the nature of marketing in international B2B service firms: Special issue editorial","authors":"Matevž (Matt) Rašković , Nicholas J. Ashill , Valerie Lindsay , Michel Rod","doi":"10.1016/j.indmarman.2025.04.005","DOIUrl":"10.1016/j.indmarman.2025.04.005","url":null,"abstract":"<div><div>Business-to-business (B2B) services are the fastest growing segments in the global economy. Yet, cross-border B2B service trade remains relatively poorly explored for a host of reasons, including data availability. A markedly changed geopolitical global landscape and significant advancements in digitalization have prompted us to organize a Special Issue on the internationalization of B2B service firms. In our scene-setting editorial as guest co-editors, we first analyze existing literature using bibliometric analysis and science mapping. We then provide a critical review of the four articles in the Special Issue which focus on the role of technology orientation and service intensity in transnational entrepreneurs' international target market strategies, the interaction of political distance and internationalization scope with firm size in determining the long-term growth of B2B service firms, understanding B2B service firms' cross-cultural challenges in global account management and the role played by digitalization institutions in B2B service firms' divestment decisions. In the end, we outline seven research directions which point to the need for closer integration of marketing and international business theory by highlighting an increasingly relevant digitalization-internationalization nexus of particular relevance to B2B services.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"127 ","pages":"Pages 175-185"},"PeriodicalIF":7.8,"publicationDate":"2025-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143927724","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

Sales representative vs. firm commitment: The moderating role of national distance 销售代表与坚定承诺：国家距离的调节作用

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-05-01 DOI: 10.1016/j.indmarman.2025.04.006

Meng Wang , Flora F. Gu , Danyang Zhao , Dongjin He

{"title":"Sales representative vs. firm commitment: The moderating role of national distance","authors":"Meng Wang , Flora F. Gu , Danyang Zhao , Dongjin He","doi":"10.1016/j.indmarman.2025.04.006","DOIUrl":"10.1016/j.indmarman.2025.04.006","url":null,"abstract":"<div><div>Although the international relationship marketing literature has extensively studied the subject of commitment, most previous research has investigated commitment at the firm level, with limited attention given to the critical role of the buyer's commitment towards the sales representative (sales-rep) in seller firms. This study, grounded in social exchange theory and international relationship marketing research, investigates how cross-border national distances between exchange dyad influence the effect of firm and sales-rep commitment on both the seller's and the buyer's benefits. Using survey data from international buyers across 29 countries (regions) and secondary national distance indices, we find that the buyer's sales-rep commitment, like firm commitment, positively impacts both the seller's sales share performance and the buyer's special treatment benefits. Furthermore, we find that cross-border economic and cultural distances can weaken the positive effect of firm commitment, while cultural distance strengthens the positive effect of sales-rep commitment. These findings contribute novel insights to social exchange theory by shedding light on the significance of both firm and sales-rep commitment and provide practical recommendations for firms to leverage commitment in managing their international buyers.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"127 ","pages":"Pages 119-132"},"PeriodicalIF":7.8,"publicationDate":"2025-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143903785","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

Call for papers for the Regional Industrial Marketing Management: Baltic States summit 为区域工业营销管理：波罗的海国家首脑会议征集文件

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-05-01 DOI: 10.1016/j.indmarman.2025.03.007

Dariusz Siemieniako , Adam Lindgreen , Tony Di Benedetto , Christian Kowalkowski , Paweł Korzyński

引用次数: 0