Industrial Marketing Management最新文献_第2页

Bridging creation of shared value and value co-creation: Managers insights from the agricultural sector 连接共享价值的创造和共同价值的创造：来自农业部门的管理者的见解

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-08-01 Epub Date: 2026-08-03 DOI: 10.1016/j.indmarman.2026.07.007

Luis Ricardo Solís-Rivera, Marcelo Royo-Vela

{"title":"Bridging creation of shared value and value co-creation: Managers insights from the agricultural sector","authors":"Luis Ricardo Solís-Rivera, Marcelo Royo-Vela","doi":"10.1016/j.indmarman.2026.07.007","DOIUrl":"10.1016/j.indmarman.2026.07.007","url":null,"abstract":"<div><div>Companies have recognized that a profit-oriented approach is not sustainable from an operational, strategic, or reputational perspective. Consequently, creation of shared value (CSV) has emerged as an alternative approach that entails aligning profitability with social progress within the business strategy. However, this purpose is frequently constrained by limited resources and managers' lack of knowledge. In response, value co-creation (VCC)—as a collaborative value creation process—has gained relevance for strengthening CSV aims within B2B stakeholder relationships. Drawing on qualitative research grounded in multiple case studies, we conducted 12 interviews with agricultural company managers to examine their perceptions of CSV and VCC. Through content analysis, we investigated how CSV and VCC interact in B2B inter-firm settings, shedding light on the mechanisms that shape their development and execution, the underlying relationship configurations, failure and success drivers, and the contextual boundaries influencing these processes. Our findings underscore the relevance of CSV-VCC mutual interaction in continuous value creation cycles. We also identified several emerging relationship types and observed contingencies regarding firm size, number of stakeholders, inter-firm formalisation, and tensions between profit and social progress. Accordingly, this study offers a novel perspective bridging CSV and VCC and provides actionable insights for scholars, policymakers, and business leaders.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"137 ","pages":"Pages 104-122"},"PeriodicalIF":7.3,"publicationDate":"2026-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148732811","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 role of interactions in business network transitions toward circular business models 商业网络中的交互作用向循环商业模式转变

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-08-01 Epub Date: 2026-08-10 DOI: 10.1016/j.indmarman.2026.07.009

Mandana Emad, Ala Arvidsson, Lisa Govik

{"title":"The role of interactions in business network transitions toward circular business models","authors":"Mandana Emad, Ala Arvidsson, Lisa Govik","doi":"10.1016/j.indmarman.2026.07.009","DOIUrl":"10.1016/j.indmarman.2026.07.009","url":null,"abstract":"<div><div>Circular economy (CE) is getting increased attention from industrial actors as a response to sustainability concerns. In the industrial business network, CE enables firms to transition from linear to circular business models (CBM), requiring structural change and interactions that unfold during the process. The nature and role of these interactions during and for the transition to CBM is underexplored. Using a process-oriented case study approach, we examine a single in-depth case of a firm shifting its business from linear to circular, showing how interactions can trigger, support or hinder the transition, developing throughout this process at different firm, buyer-supplier relationship and network levels. This study advances CBM research by combining the industrial marketing and purchasing (IMP) conceptualizations with multi-level perspective (MLP) on sustainability transitions, situating micro-level interaction processes within the <em>meso</em> and macro context of CE transitions. The study shows that existing interactions generate the triggers that initiate circular transitions, and as the transition unfolds, new interactions emerge and cascade across firm, dyadic, and network levels. A multi-level framework explains how the nature of interactions develops from latent interactions to triggers and then cascade to shape the transition. For managers, circular transitions require ongoing, iterative engagement and trust-building with internal teams, suppliers, and customers, to create the underlying environment for circular practices.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"137 ","pages":"Pages 141-157"},"PeriodicalIF":7.3,"publicationDate":"2026-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148732812","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

AI-based procurement to drive organizational agility: The roles of supplier fit and structural supply base complexity 基于人工智能的采购驱动组织敏捷性：供应商契合度和结构供应基础复杂性的作用

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-08-01 Epub Date: 2026-08-18 DOI: 10.1016/j.indmarman.2026.08.002

Omar Alyasein, Ferhat Caliskan, Timothy G. Hawkins

{"title":"AI-based procurement to drive organizational agility: The roles of supplier fit and structural supply base complexity","authors":"Omar Alyasein, Ferhat Caliskan, Timothy G. Hawkins","doi":"10.1016/j.indmarman.2026.08.002","DOIUrl":"10.1016/j.indmarman.2026.08.002","url":null,"abstract":"<div><div>Business-to-business (B2B) organizations face an unprecedented degree of disruption from a wide variety of environmental, geopolitical, technological, and safety-related phenomena. Procurement is a boundary-spanning role that links entities in the supply chain; however, we do not know whether or how procurement's use of artificial intelligence (AI) enables it to navigate such challenges. Drawing on dynamic capabilities theory, we propose a research model to explain whether and how AI-based procurement can enhance organizational agility. In this model, we examine the mediating effect of supplier fit and the moderating effect of structural supply base complexity. An online survey is used to collect data from 186 B2B U.S. procurement professionals to empirically test the proposed model. The findings demonstrate a significant direct and indirect link between AI-based procurement and organizational agility, mediated by supplier fit. Moreover, it was found that structural supply base complexity negatively moderates the link between supplier fit and organizational agility. The study advances the literature by explaining how, and under what boundary conditions, the use of AI-based procurement affects organizational agility, and highlighting the importance of aligning supplier capabilities and managing supply base complexity to fully leverage AI investments. The research also contributes by adding precision to the meaning and measurement of supplier fit.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"137 ","pages":"Pages 176-189"},"PeriodicalIF":7.3,"publicationDate":"2026-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148771441","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

Mechanisms for trust development in B2B relationships on social media 社交媒体上B2B关系信任发展机制

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-08-01 Epub Date: 2026-08-05 DOI: 10.1016/j.indmarman.2026.07.010

Shanshan Wu, Chris Raddats, Severina Cartwright

{"title":"Mechanisms for trust development in B2B relationships on social media","authors":"Shanshan Wu, Chris Raddats, Severina Cartwright","doi":"10.1016/j.indmarman.2026.07.010","DOIUrl":"10.1016/j.indmarman.2026.07.010","url":null,"abstract":"<div><div>Trust is a crucial antecedent for success in B2B relationships. Although research exists on how trust is developed in offline B2B contexts, limited research investigates how trust develops in predominantly online B2B environments, particularly on social media (SM). This study aims to conceptually unpack the mechanisms through which interorganizational trust develops between B2B suppliers and customers on SM, with particular focus on how trust is initiated and enhanced. The study employs a qualitative multiple-case study design involving seven B2B firms operating in China, drawing on 31 semi-structured interviews, netnography, and documentary data. We conceptualize five mechanisms for trust development: ‘trusted content’, ‘partner endorsements’, ‘acquaintance-based <em>guanxi</em>’, ‘high customer stickiness’, and ‘interpersonal salespeople-customer trust’. Building on these findings, we develop a framework that explicates trust initiation and enhancement as distinct but interrelated mechanisms, and show how interpersonal trust-building interactions underpin the development of interorganizational trust. The framework highlights <strong>platform trust as a mechanism</strong>, whereby trust developed through individuals' personal use of culturally embedded platforms transfers to and enhances B2B relationships. The findings challenge the prevailing assumption that B2B relationships must transition to offline interactions to establish trust and demonstrate that trust can be initiated and enhanced within online environments.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"137 ","pages":"Pages 123-140"},"PeriodicalIF":7.3,"publicationDate":"2026-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148732813","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

Managerial agency and relational enactment of family–work balance in sales 销售中家庭工作平衡的管理代理与关系制定

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-08-01 Epub Date: 2026-08-20 DOI: 10.1016/j.indmarman.2026.08.003

Spiros Gounaris, Despoina Karagianni, Markos Tsogas

{"title":"Managerial agency and relational enactment of family–work balance in sales","authors":"Spiros Gounaris, Despoina Karagianni, Markos Tsogas","doi":"10.1016/j.indmarman.2026.08.003","DOIUrl":"10.1016/j.indmarman.2026.08.003","url":null,"abstract":"<div><div>Family–Work Balance (FWB) is a critical challenge in sales management and has traditionally been examined from individual-level perspectives, such as Role and Identity Theory, which largely place responsibility for achieving balance on employees. However, the boundary-spanning nature of sales work and sustained performance pressures suggest that balance is also shaped by managerial practices and employees' perceptions of vocational fit. Drawing on Vocational Fit Theory, this study reconceptualizes FWB as a higher-order reflective construct representing employees' evaluative perceptions of balance, emerging from the alignment between managerial structuring and perceived vocational fit. Using a sequential mixed-methods design, we first conducted 19 semi-structured interviews with sales professionals to clarify the conceptualization of FWB and identify the interpretive themes underpinning the higher-order construct. These insights informed a quantitative study involving 314 UK and 159 Greek sales professionals. Results demonstrate that managerial structuring and perceived vocational fit jointly shape employees' perceptions of FWB and that balance and imbalance are distinct evaluative states rather than opposite ends of a single continuum. The study contributes to theory by advancing a relational conceptualization of FWB and extending sales management research with a context-sensitive perspective on balance in sales work. It also contributes to practice by positioning sales managers as active balancing agents whose decisions regarding work design, performance expectations, and support influence employees' ability to sustain both well-being and performance.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"137 ","pages":"Pages 190-206"},"PeriodicalIF":7.3,"publicationDate":"2026-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148771442","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

Institutional drivers and barriers in sustainable procurement: A systematic review and total interpretive structural modelling analysis of local government 可持续采购的制度驱动和障碍：地方政府的系统回顾和总体解释结构模型分析

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-06-29 DOI: 10.1016/j.indmarman.2026.06.009

Aryana Shahin, Michael Polonsky, Lincoln C. Wood

{"title":"Institutional drivers and barriers in sustainable procurement: A systematic review and total interpretive structural modelling analysis of local government","authors":"Aryana Shahin, Michael Polonsky, Lincoln C. Wood","doi":"10.1016/j.indmarman.2026.06.009","DOIUrl":"10.1016/j.indmarman.2026.06.009","url":null,"abstract":"<div><div>Sustainable procurement (SP) is increasingly recognised as a strategic mechanism for advancing circular economy objectives and environmental sustainability. However, limited understanding exists of how the drivers and barriers of SP interact within public-sector procurement systems. This study investigates the determinants shaping SP implementation in local government. Drawing on a systematic review of 74 studies and expert interviews, the research identifies 43 drivers and 16 barriers across 10 thematic categories. Using Total Interpretive Structural Modelling, the study reveals hierarchical interdependencies among critical determinants, showing that government regulation functions as both a foundational driver and barrier. Crucially, knowledge of green procurement mediates how external policy pressures are operationalised via organisational learning and capability development. The analysis highlights a learning asymmetry where external institutional pressures drive SP outcomes when supported by absorptive learning mechanisms, but this pathway eliminates in highly institutionalised settings unless organisations engage in unlearning. Theoretically, the study develops the Institutional–Learning Asymmetry Model, which integrates institutional theory, organisational learning, and absorptive capacity to explain when and why regulatory pressures enable or impede SP implementation. Practically, the findings guide public-sector leaders and suppliers to redesign procurement systems that convert compliance mandates into embedded SP practices supporting the transition towards circular economy.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 209-225"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148554629","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

Influence evaluation of B2B trade shows from the perspectives of social network and stakeholder theory 基于社会网络和利益相关者理论的B2B展销会影响力评价

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-07-04 DOI: 10.1016/j.indmarman.2026.06.011

Jing Wang, Qing Fang, Yi Wang, Weimin Cai, Xueyang Zhang

{"title":"Influence evaluation of B2B trade shows from the perspectives of social network and stakeholder theory","authors":"Jing Wang, Qing Fang, Yi Wang, Weimin Cai, Xueyang Zhang","doi":"10.1016/j.indmarman.2026.06.011","DOIUrl":"10.1016/j.indmarman.2026.06.011","url":null,"abstract":"<div><div>The influence of business-to-business trade shows (B2BTSs) has transcended the boundaries of economic effects themselves owing to their strong industrial relevance. From the dual perspective of social network theory and stakeholder theory, this paper constructs a four-dimensional influence evaluation framework for B2BTSs, which covers breadth, strength, viscosity, and legitimacy of relationships. This framework comprises 8 first-level criteria and 17 s-level criteria. Furthermore, an evaluation model for the influence of B2BTSs is established based on the Best-Worst Method (BWM), Criteria Importance Through Intercriteria Correlation (CRITIC), and Technique for Order Preference by Similarity to an Ideal Solution (TOPSIS), that is, the BWM-CRITIC-TOPSIS model. Taking three major B2BTSs of the machinery industry held in Changsha as cases, this study conducts an illustrative application to verify the effectiveness and acceptability of the proposed evaluation framework. The results indicate that, the influence of machinery industry B2BTSs no longer relies excessively on their physical attributes and participation costs; different B2BTSs exhibit varying performance in terms of influence across different dimensions; government-led B2BTSs demonstrate superior performance due to their establishment of extensive and stable network relationships. This study constructs a multi-dimensional influence evaluation model for B2BTSs, providing a more comprehensive influence evaluation tool for the exhibition industry.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 226-239"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148554630","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 immersive technologies in B2B value co-creation – An integrative review and research agenda 在B2B价值共同创造中探索沉浸式技术——一个综合回顾和研究议程

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-07-13 DOI: 10.1016/j.indmarman.2026.06.010

Tim Kalwey, Drew Franklin, Deva Rangarajan, Shahper Richter

{"title":"Exploring immersive technologies in B2B value co-creation – An integrative review and research agenda","authors":"Tim Kalwey, Drew Franklin, Deva Rangarajan, Shahper Richter","doi":"10.1016/j.indmarman.2026.06.010","DOIUrl":"10.1016/j.indmarman.2026.06.010","url":null,"abstract":"<div><div>Shifts in buyer-seller interaction in B2B environments challenge how value co-creation unfolds, as exchanges become more fragmented, distributed, and digitally mediated. Immersive technologies (IMTs), including augmented, virtual, and mixed reality, offer new ways to structure such interactions, yet their role in B2B value co-creation has received limited attention and remains poorly understood. To address this gap, this study conducts an integrative literature review across six adjacent research disciplines in which IMTs are more established and that align with the core properties of B2B value co-creation. By synthesizing these insights, we develop an interaction-centered conceptualization of IMT-driven B2B value co-creation. We identify three immersive interaction capabilities: <em>immersive experience generation</em>, <em>immersive operations & information optimization</em>, and <em>immersive connectivity & empowerment</em>. These capabilities arise from configurations of immersive resources and immersive practices and reinforce the value co-creation practices of institutionalizing, linking, and materializing by reconfiguring the core elements of buyer-seller interaction. Our study advances B2B research by explaining how IMTs shape interaction dynamics and offers guidance for systematically structuring and enhancing value co-creation.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 303-321"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148540551","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

Why salespeople behave unethically: The joint effects of control systems and role stress 为什么销售人员行为不道德：控制系统和角色压力的共同影响

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-06-26 DOI: 10.1016/j.indmarman.2026.06.008

Anssi Tarkiainen, Nick Lee, John W. Cadogan, Sanna Sundqvist, John M. Rudd

{"title":"Why salespeople behave unethically: The joint effects of control systems and role stress","authors":"Anssi Tarkiainen, Nick Lee, John W. Cadogan, Sanna Sundqvist, John M. Rudd","doi":"10.1016/j.indmarman.2026.06.008","DOIUrl":"10.1016/j.indmarman.2026.06.008","url":null,"abstract":"<div><div>While sales control systems are intended to improve performance, under role stress they may also inadvertently increase the likelihood of unethical behavior. Despite growing evidence that stress is positively related to unethical behaviors, this perspective has not yet widely permeated sales management control research. The present study conceptualizes stress, induced by role stressors such as ambiguity and conflict, as positively related to unethical behaviors, and examines whether sales management controls moderate these relationships. Our study empirically tests the joint effects of role stressors and sales control systems on unethical sales behaviors, using multilevel models of data from both salespeople and their managers. The findings show that role ambiguity is positively related to unethical behaviors, and this effect is strengthened (weakened) by the presence of outcome-based (behavior-based) controls, while the effect of role conflict becomes non-significant when sales controls are added to the model. We discuss the findings and argue that future studies should simultaneously assess the effects of role stressors on both performance and unethical behaviors, to avoid the potential for unintended, harmful consequences.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 181-197"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148540555","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

Fifty shades of green in sustainability markets: How representational multiplicity influences understandings of adjacent market connections 可持续发展市场中的五十种绿色：代表性多样性如何影响对相邻市场联系的理解

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-06-18 DOI: 10.1016/j.indmarman.2026.06.004

Mariia Syväri, Debbie Harrison

{"title":"Fifty shades of green in sustainability markets: How representational multiplicity influences understandings of adjacent market connections","authors":"Mariia Syväri, Debbie Harrison","doi":"10.1016/j.indmarman.2026.06.004","DOIUrl":"10.1016/j.indmarman.2026.06.004","url":null,"abstract":"<div><div>Literature in market shaping for environmental sustainability recognizes the multiplicity of actors' market representations and visions. However, empirical research has focused on actors' activities and institutional work rather than representations. Few studies examine representational multiplicity <em>across</em> markets, despite its relevance for sustainability transitions involving adjacent markets. This study examines divergent market representations concerning the connections between the Guarantees of Origin (GO) market for renewable electricity and the physical electricity market. The GO market allows companies to claim renewable electricity use through digital certificates traded independently of electricity flows. This deliberate policy decoupling has fueled debate over whether the market incentivizes investment in new renewable capacity. Using an embedded case study, we analyze representations held by key actor groups and show that representational multiplicity generates overlapping yet competing understandings of the GO market's purpose, impact, and connection to the physical electricity market. These divergences shape what actors consider legitimate future market connections, explaining why actors pursuing shared sustainability objectives may still end up pulling in different directions. Our main contribution is a novel explanation of a context in which two markets are decoupled by design, and actors hold competing representations and visions of how that coupling should work in the future.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 99-115"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148554562","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