Industrial Marketing Management最新文献_第3页

Performance implications of business model design in a disruptive global environment 在破坏性的全球环境中商业模式设计的性能含义

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-06-23 DOI: 10.1016/j.indmarman.2026.06.006

Irina Mihailova, Mika Gabrielsson, Timo Tammi

{"title":"Performance implications of business model design in a disruptive global environment","authors":"Irina Mihailova, Mika Gabrielsson, Timo Tammi","doi":"10.1016/j.indmarman.2026.06.006","DOIUrl":"10.1016/j.indmarman.2026.06.006","url":null,"abstract":"<div><div>Business model (BM) design has been found to be important in explaining firms' performance. We applied the theoretical lens of contingency theory and the strategic fit approach to examine the optimal alignment between BM design and firm performance under the influence of internal and environmental contingency factors. We used empirical data from 309 Finnish firms collected during the COVID-19 pandemic. The findings showed that alignment between efficiency-centered BM, marketing, technological, and networking capabilities, and technological and institutional turbulence had positive performance implications. In contrast, the fit between novelty-centered BM and contingency factors is not associated with superior performance, suggesting that the performance implications of this BM design depend on the performance dimension considered. Furthermore, our results indicated that not all types of capabilities supported novelty-centered BM design, which contributes to a better understanding of its antecedents. These findings have important implications for BM research by offering novel insights into the drivers and performance implications of efficiency- and novelty-centered BM designs under conditions of global turbulence. Additionally, our study illustrates the explanatory power of the strategic fit approach in BM research, although it has previously been largely applied to the examination of other marketing aspects.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 130-145"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148540497","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

Social enterprises as key actors in the emergence of circular service ecosystems: A service-dominant logic approach 社会企业作为循环服务生态系统出现的关键角色：一种服务主导的逻辑方法

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-06-24 DOI: 10.1016/j.indmarman.2026.06.003

Violeta Bouzada-Novoa, Marta Rey-García

{"title":"Social enterprises as key actors in the emergence of circular service ecosystems: A service-dominant logic approach","authors":"Violeta Bouzada-Novoa, Marta Rey-García","doi":"10.1016/j.indmarman.2026.06.003","DOIUrl":"10.1016/j.indmarman.2026.06.003","url":null,"abstract":"<div><div>The circular economy is generally regarded as a means to tackle the climate crisis, though the social mechanisms required to ensure a just green transition remain unclear. Social enterprises are key actors in this effort, blending environmental and social goals and providing circular services whilst also creating jobs and integrating vulnerable segments of the population into the workforce. This study adopts the service-dominant logic as a theoretical framework to understand the nested, overlapped, and emergent nature of the service ecosystems in which social enterprises operate in this transition to a circular economy. Through qualitative case study research in the textile and electrical waste streams, we identify social enterprises as generic actors with embedded reflexivity and we expand the concept to ‘ecosystem reflexivity’ as a fundamental prerequisite for intentional systems shaping with two dimensions: <em>cross-ecosystem reflexivity</em>, enabling institutional learning across service ecosystems, and <em>nested-ecosystem reflexivity</em>, facilitating actors to reconcile conflicting institutional logics and paradoxes. This research enriches industrial marketing literature by empirically unveiling the institutional dynamics at play in the transition towards a just circular economy whilst also offering policy and strategic insights for preserving ecosystem viability.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 167-180"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148540558","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

Skin in the game - B2B relationship recovery as emotional journeys 参与游戏- B2B关系恢复作为情感旅程

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-07-07 DOI: 10.1016/j.indmarman.2026.06.012

Deidre Fleming, Jaana Tähtinen, Felicity Kelliher

{"title":"Skin in the game - B2B relationship recovery as emotional journeys","authors":"Deidre Fleming, Jaana Tähtinen, Felicity Kelliher","doi":"10.1016/j.indmarman.2026.06.012","DOIUrl":"10.1016/j.indmarman.2026.06.012","url":null,"abstract":"<div><div>Despite decades of research focused on business-to-business (B2B) relationships, the processes of severe conflict resolution and relationship recovery remain under-researched. Moreover, the few existing B2B relationship recovery models focus on actions and how these actions transform the uncoupling processes into recovery processes for the relationship. Yet it is not only the actions that form the recovery process, but also how participants evaluate and respond to the actions. Such evaluations are emotions, in other words, adaptive responses to important events, which direct the participants' attention and prepare them for subsequent actions. The actions, emotions, and reactions form the sub-processes of B2B relationship recovery. Hence, to understand the B2B relationship recovery process, we need to study and understand both the actions and the emotions that are interwoven within those actions in the recovery sub-processes Prevailing research helps us to understand emotions at ‘a point in time’ or as isolated reactions to individual triggers. To understand how a lengthy B2B relationship recovery occurs and how to act during it, processual research is needed. and in contrast to a static view, we use a processual perspective to study emotions in recovery processes.</div><div>This exploratory study uses abductive reasoning and narrative interviews of owners and managers in small B2B firms. As a result of the abductive reasoning, this study builds an ordering theory of B2B relationship recovery, presenting a categorisation of seven emotional journeys, connected to three types of relationship outcomes, namely recovered, repaired and vulnerable. We build on IMP-inspired research on B2B relationships, with the help of the Appraisal theory and Emotion-as-Social-Information theory, both of which have been applied in earlier research on emotions in a B2B context.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 252-265"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148554564","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

Understanding collaboration in servitization literature: A meta-synthesis of qualitative research 理解服务化文献中的合作：质性研究的综合

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-06-16 DOI: 10.1016/j.indmarman.2026.06.001

Beheshte Momeni, Rodrigo Rabetino, Marko Kohtamäki

{"title":"Understanding collaboration in servitization literature: A meta-synthesis of qualitative research","authors":"Beheshte Momeni, Rodrigo Rabetino, Marko Kohtamäki","doi":"10.1016/j.indmarman.2026.06.001","DOIUrl":"10.1016/j.indmarman.2026.06.001","url":null,"abstract":"<div><div>This study investigates how multi-actor collaboration unfolds over time in servitization, where manufacturers increasingly rely on networks of customers, suppliers, and technology partners. Although significant research has examined collaboration in the context of servitization, we still know little about how multi-actor collaboration evolves in this context. Through a qualitative meta-synthesis study of 57 qualitative case studies, our analysis identifies preconditions and three phases – initiation, routinization, and learning and adaptation – each shaped by shifting structural, relational, and cognitive mechanisms. The study contributes by developing a process model of multi-actor collaboration in servitization, showing how mechanisms generate consequences that reshape collaboration over time. It further advances a temporal view of collaboration governance by explaining how structural, relational, and cognitive mechanisms are repeatedly recombined as actor roles, dependencies, and value logics change. For managers, the findings suggest the need to clarify roles, value-sharing agreements, data access, and governance arrangements as servitization networks expand and mature.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 79-98"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148540554","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

Leveraging sustainability tensions: A framework for understanding multi-level dynamics in small entrepreneurial firms 利用可持续性紧张：一个理解小型创业公司多层次动态的框架

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-06-20 DOI: 10.1016/j.indmarman.2026.06.005

Helen McGrath, Sean Tanner, Teea Palo, David Alton, Conor Drummond, Annmarie Ryan

{"title":"Leveraging sustainability tensions: A framework for understanding multi-level dynamics in small entrepreneurial firms","authors":"Helen McGrath, Sean Tanner, Teea Palo, David Alton, Conor Drummond, Annmarie Ryan","doi":"10.1016/j.indmarman.2026.06.005","DOIUrl":"10.1016/j.indmarman.2026.06.005","url":null,"abstract":"<div><div>Sustainability creates tensions for small entrepreneurial firms yet understanding of how these firms navigate such tensions within business networks remains limited. Drawing from an Industrial Marketing and Purchasing (IMP) perspective, this paper explores how small entrepreneurial firms experience and navigate sustainability tensions. Using in-depth interviews with 32 craft food and drink enterprises across Ireland and Scotland, we develop a conceptual framework revealing how sustainability and network paradoxes become knotted in resource-constrained entrepreneurial contexts. Our findings identify four novel relational sustainability tensions: Values vs. Commerciality, Legitimacy vs. Authenticity, Competition vs. Collaboration, and Fidelity to Craft vs. Scaled Production. Rather than viewing these tensions solely as constraints, we demonstrate that they can be actively leveraged, functioning simultaneously as catalysts for innovation, collaboration, and competitive advantage. Three network-level mechanisms enable this leveraging: circular innovation emerging from environmental constraints, sustainability certification as strategic asset, and collaborative sustainability networks. We extend paradox theory by revealing leverage as a third response beyond resolution and acceptance, advance IMP scholarship by demonstrating how sustainability tensions catalyse novel network configurations, and contribute to sustainability entrepreneurship by showing how resource constraints become sources of competitive advantage. Implications for entrepreneurial practice and policy are discussed. We propose a research agenda for examining how leveraging capabilities develop over time and across contexts.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 116-129"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148554561","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 value appropriation gap in developing dynamic capabilities from marketing crowdsourcing 从营销众包发展动态能力的价值占有差距

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-07-11 DOI: 10.1016/j.indmarman.2026.07.001

Valentina Kirova, Poonam Oberoi

{"title":"The value appropriation gap in developing dynamic capabilities from marketing crowdsourcing","authors":"Valentina Kirova, Poonam Oberoi","doi":"10.1016/j.indmarman.2026.07.001","DOIUrl":"10.1016/j.indmarman.2026.07.001","url":null,"abstract":"<div><div>While the crowdsourcing of marketing activities offers firms access to external knowledge, its potential to enhance dynamic capabilities (sensing, seizing, and reconfiguring) lacks empirical investigation. Drawing on dynamic capabilities theory and using an exploratory qualitative approach, we conducted semi-structured interviews with key informants, including marketing managers and crowdsourcing platform managers. Our findings reveal a persistent discrepancy between the potential value of crowdsourced insights and their actual integration into dynamic capabilities, conceptualized as the value appropriation gap. This gap arises from systemic friction when firms attempt to assimilate heterogeneous, externally generated insights with internal, firm-specific knowledge. We identify two interconnected barriers fueling this gap: cognitive biases, which distort the assimilation of external input, and ordinary capabilities, which can become structural barriers inhibiting innovation. By formalizing the value appropriation gap, we introduce a crowd-contextualized mechanism explaining why firms often fail to fully leverage external knowledge for competitive advantage.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 287-302"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148540552","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

Entering B2B brands' living rooms: How brand worlds can help build brand equity 进入B2B品牌的客厅：品牌世界如何帮助建立品牌资产

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-07-10 DOI: 10.1016/j.indmarman.2026.06.013

Benjamin Österle, Sonja Sarasvuo, Marc Kuhn, Jörg Henseler

{"title":"Entering B2B brands' living rooms: How brand worlds can help build brand equity","authors":"Benjamin Österle, Sonja Sarasvuo, Marc Kuhn, Jörg Henseler","doi":"10.1016/j.indmarman.2026.06.013","DOIUrl":"10.1016/j.indmarman.2026.06.013","url":null,"abstract":"<div><div>Brand worlds are powerful tools for branding and for creating extraordinary customer experiences in B2C markets, and they are increasingly applied in B2B contexts as well. However, the specific characteristics of industrial marketing raise the question of whether brand worlds function similarly in this setting. This study examines how visiting a brand world is related to brand experience and brand equity in industrial marketing. Drawing on data from 218 business visitors, we employed a pretest-posttest quasi-experimental design combined with structural equation modeling. The findings reveal that brand world visits are associated with higher levels of brand experience and brand equity through the multidimensional concept of brand world experience, a higher-order formative construct. Brand world experience mediates the link between pre- and post-visit brand experience, but is not associated with pre-visit brand equity. Post-visit brand equity is related both directly to the brand world experience and indirectly to post-visit brand experience. These findings demonstrate that, when embedded in experiential marketing strategies, brand worlds function as instruments for enhancing brand experience and brand equity in industrial marketing, thereby underscoring their role as the metaphorical “living room of the brand.”</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 266-286"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148540553","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

Beyond relational ethics: How platform governance and algorithmic opacity reshape client-agency ethics in digital marketing 超越关系伦理：平台治理和算法不透明如何重塑数字营销中的客户-代理伦理

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.2026.06.007

Sophie Iredale

{"title":"Beyond relational ethics: How platform governance and algorithmic opacity reshape client-agency ethics in digital marketing","authors":"Sophie Iredale","doi":"10.1016/j.indmarman.2026.06.007","DOIUrl":"10.1016/j.indmarman.2026.06.007","url":null,"abstract":"<div><h3>Purpose</h3><div>Client-agency ethics in digital marketing are increasingly shaped by platform governance. While prior research emphasises internal and relational ethical tensions, such as dyadic information asymmetry and bilateral opportunism, this study examines how platform governance and algorithmic opacity reconfigure the evidentiary and evaluative conditions of client-agency ethical judgement.</div></div><div><h3>Methodology</h3><div>The study draws on 21 semi-structured interviews with 14 senior agency practitioners and 7 small-to-medium-sized clients in the UK (conducted between 2025 and 2026), analysed abductively using thematic analysis.</div></div><div><h3>Findings</h3><div>Three interlinked dynamics are identified: <em>platform-governed information asymmetry</em>, where platforms restrict access to causal data and algorithm update information; <em>attribution-accountability indeterminacy</em>, where performance outcomes cannot be credibly attributed to agency activity or platform change; and an <em>answerability-adaptability impasse,</em> where agencies must justify and adapt strategy under significant evidentiary constraint, provoking client scepticism and strategic paralysis.</div></div><div><h3>Contributions</h3><div>The study advances client-agency and platform governance research in three ways. First, it reconceptualises the client-agency relationship as a platform-governed triad, positioning platforms as constitutive non-human actors. Second, it reframes key information asymmetries as structurally produced rather than relationally resolvable. Third, it identifies a boundary condition for relational governance, demonstrating how platform governance and algorithmic opacity undermine the visibility and evaluability required for these mechanisms to function. The analysis also outlines implications for agency value and regulatory safeguards in platform-governed client-agency relationships.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 198-208"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148540556","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 relative importance of innovation orientation and customer orientation for implementing green business strategies in B2B SMEs: Considering the contingency role of environmental regulations 创新导向和顾客导向对B2B中小企业实施绿色经营战略的相对重要性：考虑环境法规的偶然性作用

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-06-23 DOI: 10.1016/j.indmarman.2026.05.010

Francisco Villegas, Stefan Markovic, Milena Micevski, Cristina Sancha, Leslier Valenzuela-Fernández

{"title":"The relative importance of innovation orientation and customer orientation for implementing green business strategies in B2B SMEs: Considering the contingency role of environmental regulations","authors":"Francisco Villegas, Stefan Markovic, Milena Micevski, Cristina Sancha, Leslier Valenzuela-Fernández","doi":"10.1016/j.indmarman.2026.05.010","DOIUrl":"10.1016/j.indmarman.2026.05.010","url":null,"abstract":"<div><div>Although innovation orientation (IO) and customer orientation (CO) may drive the adoption of green business strategies (GBS) in SMEs, previous research has mainly examined their influences separately. This study investigates their relative influence on GBS implementation, while also considering the moderating effect of environmental regulations (ER). Survey data from 140 Chilean B2B SMEs reveal that IO and CO have similarly strong, positive effects on GBS implementation. Regarding the moderating role of ER, stringent ER weaken the IO-GBS link, while they do not act as a moderator of the CO-GBS relationship. According to post-hoc qualitative evidence, this reflects the deeply intertwined nature of customer- and compliance-driven sustainability demands in the B2B SME context. The findings suggest that B2B SMEs can benefit from cultivating both strategic orientations (i.e., IO and CO) as independent organizational capital resources, while highlighting how regulatory stringency constrains innovation-driven sustainability and conditions the effectiveness of CO as a driver of GBS in resource-constrained emerging market contexts.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 146-166"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148540557","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

Market shaping visioning and competing frames: Influencing the future of clean hydrogen 市场塑造愿景和竞争框架：影响清洁氢的未来

IF 7.3 1区管理学

Industrial Marketing Management Pub Date : 2026-07-01 Epub Date: 2026-07-06 DOI: 10.1016/j.indmarman.2026.06.014

Daniel Schepis, Stephan Dua Modest, Sharon Purchase, Sudha Mani

{"title":"Market shaping visioning and competing frames: Influencing the future of clean hydrogen","authors":"Daniel Schepis, Stephan Dua Modest, Sharon Purchase, Sudha Mani","doi":"10.1016/j.indmarman.2026.06.014","DOIUrl":"10.1016/j.indmarman.2026.06.014","url":null,"abstract":"<div><div>In capital-intensive and uncertain sectors like clean energy, governments are often viewed as initial market drivers, providing the necessary support for new technologies and infrastructure to stimulate change. Little is known about how firms and other stakeholders influence the market driver's role and activities in early-market formation. Drawing on a market shaping perspective, this study explores how actor visioning draws on competing frames to influence market shaping at the ‘fuzzy front-end’. We present a case study of the Australian clean hydrogen context, based on interviews with thirty-eight stakeholders and eighty-three policy and industry documents. We identify four key visioning contest areas which influence market shaping: developmental pace, resource allocation, market scope and governing purpose, each aligned with different sets of competing frames drawn upon by participants. Our findings make three contributions by conceptualising visioning as a distributed multi-actor process in market shaping; identifying how visioning leverages distinct, yet overlapping competing frames; and uncovering the discursive micro-foundations of market shaping to legitimise and promote preferred market configurations.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"136 ","pages":"Pages 240-251"},"PeriodicalIF":7.3,"publicationDate":"2026-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148554563","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