Industrial Marketing Management最新文献_第2页

Managing coopetition in multipartner alliances of micro firms 微型企业多伙伴联盟中的合作管理

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2025-08-18 DOI: 10.1016/j.indmarman.2025.08.002

Jose Novais Santos

引用次数: 0

Digital transformation in the B2B context: A review, theorisation and future perspectives B2B背景下的数字化转型：回顾、理论和未来展望

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2025-08-01 DOI: 10.1016/j.indmarman.2025.05.008

Yuliia Kyrdoda , Giacomo Marzi , Donata Vianelli

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The future of B2B trade shows: Drivers of transformation from a process view B2B贸易展览的未来：从过程的角度看转型的驱动因素

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2025-08-01 DOI: 10.1016/j.indmarman.2025.07.010

Roberto Mora Cortez , Ann Højbjerg Clarke , Per Vagn Freytag

{"title":"The future of B2B trade shows: Drivers of transformation from a process view","authors":"Roberto Mora Cortez , Ann Højbjerg Clarke , Per Vagn Freytag","doi":"10.1016/j.indmarman.2025.07.010","DOIUrl":"10.1016/j.indmarman.2025.07.010","url":null,"abstract":"<div><div>What is the future of trade shows (TSs)? and are TSs becoming more or less important as the business landscape changes? The present study addresses these questions, drawing on 35 in-depth interviews (including attendees', exhibitors', and organizers' managers) and ethnographic observations (e.g., videos, photos, notes) during the 2012–2024 period for a selected TS in the mining industry. From a process view, we observe the role of the different actors and the TS's changing nature. What motivates the participation/action of organizers, exhibitors, and attendees is divergent. For example, organizers perceive a TS as a business generating economic results by orchestrating the connection among multiple actors (e.g., government, universities). At the same time, attendees and exhibitors are specifically interested in socio-technical interaction and market presence to develop or potentially sustain a commercial relationship. On the other hand, we identify three forces driving the transformation of the selected TS: (1) cultural, (2) commercial, and (3) digital. Also, the future of TSs seems uncertain and depends on the degree of involvement of all actors and the implementation of knowledge-generation tasks.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"129 ","pages":"Pages 151-165"},"PeriodicalIF":7.5,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144738434","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 makes local retailers commit to multinational brands: Evidence from multinational brand-retailer dyads in emerging markets 是什么让本地零售商青睐跨国品牌：来自新兴市场跨国品牌零售商的证据

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2025-08-01 DOI: 10.1016/j.indmarman.2025.06.002

Suraksha Gupta , Chaonan Yan , Yichuan Wang , Minhao Zhang , Sena Ozdemir , Dimitrios N. Koufopoulos

{"title":"What makes local retailers commit to multinational brands: Evidence from multinational brand-retailer dyads in emerging markets","authors":"Suraksha Gupta , Chaonan Yan , Yichuan Wang , Minhao Zhang , Sena Ozdemir , Dimitrios N. Koufopoulos","doi":"10.1016/j.indmarman.2025.06.002","DOIUrl":"10.1016/j.indmarman.2025.06.002","url":null,"abstract":"<div><div>This study advances our understanding of how multinational enterprises (MNEs) can foster local retailer commitment in emerging markets. Using a dyadic dataset of 153 brand-retailer pairs in China's B2B consumer electronics sector, we tested a conceptual framework examining how relationship strength, mutual knowledge acquisition, and knowledge asymmetries affect retailers' commitment to MNE brands. The findings confirm that strong brand-retailer relationships, brand knowledge acquired by retailers, and retailer knowledge acquired by brands all significantly enhance retailer commitment. Furthermore, the results support the moderating role of mutual knowledge exchange and confirm that knowledge asymmetries significantly shape commitment levels: a brand's knowledge advantage increases retailer commitment, while a retailer's knowledge advantage reduces it. This study thus enriches the B2B and international marketing literatures by showing that managing retailer commitment in emerging markets is not just about building strong relationships, but about strategically leveraging and aligning knowledge resources, both symmetrically and asymmetrically, within interdependent channel structures.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"129 ","pages":"Pages 134-150"},"PeriodicalIF":7.5,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144738426","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

2nd Industrial Marketing Management Oceania and Asia Summit 第二届大洋洲及亚洲工业营销管理峰会

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2025-08-01 DOI: 10.1016/j.indmarman.2025.06.009

Adam Lindgreen

引用次数: 0

The emergence, stabilization, and destabilization of resources: Gated reverb and the sound of the 80s 资源的出现、稳定和不稳定：门控混响和80年代的声音

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2025-08-01 DOI: 10.1016/j.indmarman.2025.07.009

Michael Kleinaltenkamp , Moritz J. Kleinaltenkamp , Kieran D. Tierney

{"title":"The emergence, stabilization, and destabilization of resources: Gated reverb and the sound of the 80s","authors":"Michael Kleinaltenkamp , Moritz J. Kleinaltenkamp , Kieran D. Tierney","doi":"10.1016/j.indmarman.2025.07.009","DOIUrl":"10.1016/j.indmarman.2025.07.009","url":null,"abstract":"<div><div>B2B marketing scholarship has begun to question the traditional perspective of resources as stable entities that are ‘out there’ for firms to be acquired, transformed, or leveraged to create value. It has instead begun to adopt a more processual perspective emphasizing resources as situational phenomena that come into existence through their use and may also fade away again. While such a process-relational perspective holds great promise to advance B2B resource thinking, it is still nascent, being marked by lingering conceptual inconsistencies and a relative lack of empirical research. Against this backdrop, our study explores the process of resource emergence, stabilization and destabilization, by drawing on the revelatory case study of the “gated reverb drum sound”, popularly known as “the sound of the 80s”. Using archival and primary data, we develop a process model that shows how resources emerge, gain traction and decline over time by moving through four phases: discovering, prototyping, commodifying, and overusing. We illuminate the material-discursive practices making up these phases, and the resource characteristics they enact at different points in time. Our findings provide a new way of thinking about the lifecycle of resources, and the involvement of humans and non-humans in this process, with significant implications for theory and practice.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"129 ","pages":"Pages 166-181"},"PeriodicalIF":7.5,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144766996","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

IT affordance, organizational learning, business networking and B2B performance: A multi-channel networks perspective IT支持、组织学习、业务网络和B2B绩效：多渠道网络视角

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2025-08-01 DOI: 10.1016/j.indmarman.2025.08.001

Yiming Yang , Henry F.L. Chung , Jonathan Elms , Phoebe Fletcher

{"title":"IT affordance, organizational learning, business networking and B2B performance: A multi-channel networks perspective","authors":"Yiming Yang , Henry F.L. Chung , Jonathan Elms , Phoebe Fletcher","doi":"10.1016/j.indmarman.2025.08.001","DOIUrl":"10.1016/j.indmarman.2025.08.001","url":null,"abstract":"<div><div>IT affordances are increasingly employed to increase the efficiency and outcome of live streaming e-commerce. Despite this, research on the relationship between IT affordances and Business-to-Business (B2B) performance in Multi-Channel Network (MCN) businesses is still unknown. Our study is one of the pioneering efforts to investigate the integrative effect of dynamic capability (DC) theory and IT affordances in B2B research. By analyzing the experience of 229 MCN organizations in China, our results reveal the positive effect of IT affordances on channel and economic performance. Our research also successfully identifies the contingent role of organizational learning and business networking in the IT affordance-B2B performance dyad. By integrating organizational learning theory and organizational networking theory with DC theory, we provide a comprehensive framework that explains how MCNs can adapt and sustain competitive advantage in B2B live streaming environments. The findings show that business networking and exploratory learning positively enhance the effect of IT affordance strategy on B2B performance, while exploitative learning has a negative contingent effect in an IT affordance-B2B framework. These findings offer both theoretical contributions and practical implications, guiding MCN managers in leveraging IT affordances for sustained growth and competitive advantage.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"129 ","pages":"Pages 197-218"},"PeriodicalIF":7.5,"publicationDate":"2025-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144867265","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

Ecosystem development as a strategy for defensive nonmarket shaping 生态系统发展作为防御性非市场塑造的策略

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2025-07-29 DOI: 10.1016/j.indmarman.2025.07.007

Sergei Mozheiko , Kristian J. Sund , Johannes Kabderian Dreyer

{"title":"Ecosystem development as a strategy for defensive nonmarket shaping","authors":"Sergei Mozheiko , Kristian J. Sund , Johannes Kabderian Dreyer","doi":"10.1016/j.indmarman.2025.07.007","DOIUrl":"10.1016/j.indmarman.2025.07.007","url":null,"abstract":"<div><div>We contribute to the literature on defensive market shaping, nonmarket strategy, and ecosystem orchestration, by exploring the case of an incumbent multinational corporation in the building industry that has successfully influenced regulations to safeguard its market position. We show that business ecosystems can be developed as a result of lead firms' nonmarket concerns rather than by immediate market objectives, something which has not previously been documented. We inductively develop a series of propositions to illustrate how lead firms govern such ecosystems, what motivates ecosystem membership, how value is created and appropriated in the ecosystem, and what perceived challenges are faced by members. We show that the scale and diversity of ecosystem actors empower firms to successfully lobby policymakers and influence industry standards. We also find that while open standards are associated with higher dissemination and market-oriented value creation in the ecosystem, they make value appropriation more difficult for individual members. Furthermore, greater diversity leads to greater differentiation of goals and activities within the ecosystem. Perceived ecosystem value therefore also depends on efficient integration and the provision of shared resources and the salience of nonmarket issues. This creates a need for efficient ecosystem governance and orchestration, but a democratized central ecosystem governance may lead to bottlenecks and slower decision-making.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"129 ","pages":"Pages 104-116"},"PeriodicalIF":7.5,"publicationDate":"2025-07-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144720986","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

Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers 数字环境的挑战：技术和信息系统对B2B大客户经理财务绩效影响的调查

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2025-07-29 DOI: 10.1016/j.indmarman.2025.07.008

Pedro Mendonça Silva

{"title":"Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers","authors":"Pedro Mendonça Silva","doi":"10.1016/j.indmarman.2025.07.008","DOIUrl":"10.1016/j.indmarman.2025.07.008","url":null,"abstract":"<div><div>Digital transformation redefines the role of Key Account Managers, necessitating swift adaptation to the requirements of data management and information analysis, alongside traditional sales skills. This study aims to clarify some challenges required by digitalization based on survey data from 248 Key Account Managers responses in a B2B context. The findings reveal that the adoption of sales technology and the use of information systems in Key Account Managers functions are positively correlated with better financial performance. Information systems play a mediating role in this relationship. Modern Key Account Managers must extend beyond the exclusive utilization of sales technology. The current context implies an evolution of the Key Account Manager B2B job, incorporating “customer data management” as a new function, and making the use of information systems an essential and integrated activity for the success of the Key Account Managers. This study proposes the Informational Advantage Theory, showing how integrating sales technology with information systems boosts KAM performance by turning data into insights, highlighting their capacity as data-driven strategists.</div><div>In addition, this study provides a discussion on the control variables (gender, age, experience, education, company size and export level) on Key Account Managers performance, as well as suggestions for future research.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"129 ","pages":"Pages 117-133"},"PeriodicalIF":7.5,"publicationDate":"2025-07-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144720987","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

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