Industrial Marketing Management最新文献_第4页

Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness 推进以服务为导向、以解决方案为中心的创造力模式：销售人员直觉、情商和认知懒惰的作用

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-06-26 DOI: 10.1016/j.indmarman.2025.06.004

David A. Locander , Barry J. Babin , John M. Galvan

引用次数: 0

Adapting to sustainability: Reorchestrating collective eco-innovation in project-based shipbuilding networks 适应可持续性：在基于项目的造船网络中重新协调集体生态创新

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-06-25 DOI: 10.1016/j.indmarman.2025.06.006

Eini Haaja , Natasha Evers

{"title":"Adapting to sustainability: Reorchestrating collective eco-innovation in project-based shipbuilding networks","authors":"Eini Haaja , Natasha Evers","doi":"10.1016/j.indmarman.2025.06.006","DOIUrl":"10.1016/j.indmarman.2025.06.006","url":null,"abstract":"<div><div>Adapting a business network to mitigate climate change builds on the collective creation of eco-innovations. This qualitative case study explores the reorchestration of an established supplier network toward an eco-innovation net in the project-based shipbuilding industry. Focusing on the network's orchestration adaptation needs and challenges, we identify reorchestration mechanisms and their respective orientation dimensions, and unveil the multifaceted challenges confronted by a network actor attempting to reorchestrate its surrounding network for collective eco-innovation. This study contributes to the literature on network orchestration by revealing the complexity of steering an existing project-based business network to collectively advance its environmental sustainability. It also offers empirical insights into the generation of strategic nets for collective innovation. Moreover, it identifies avenues for future research on reorchestrating eco-innovation in project-based industry networks and offers managerial recommendations for actors attempting to adapt their interactions and others' for sustainability advancement.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"128 ","pages":"Pages 117-130"},"PeriodicalIF":7.8,"publicationDate":"2025-06-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144481208","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}

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Signalling trust: supplier communication, buyer risk propensity, and e-marketplace engagement among B2B SMEs 信号信任：B2B中小企业中的供应商沟通、买方风险倾向和电子市场参与

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-06-23 DOI: 10.1016/j.indmarman.2025.06.007

Kedwadee Sombultawee , Chanchai Tangpong , Woraphon Wattanatorn , Jin Li , Sakun Boon-itt

{"title":"Signalling trust: supplier communication, buyer risk propensity, and e-marketplace engagement among B2B SMEs","authors":"Kedwadee Sombultawee , Chanchai Tangpong , Woraphon Wattanatorn , Jin Li , Sakun Boon-itt","doi":"10.1016/j.indmarman.2025.06.007","DOIUrl":"10.1016/j.indmarman.2025.06.007","url":null,"abstract":"<div><div>In this study, we investigate how signal consistency and credibility of e-marketplace suppliers' communication content influence small and medium-sized enterprises' (SMEs) buyers to form trust in the suppliers and continue to engage with them on the e-marketplace platform. Grounded in the signalling theory, we hypothesize that signal consistency and signal credibility in an e-marketplace supplier's communication positively influence a prospective SME buyer's trust in the supplier, which in turn enhances the prospective buyer's engagement with the e-marketplace supplier. We also hypothesize the substitution effect (i.e., negative interaction effect) of the supplier's signal consistency and signal credibility, as well as the moderating roles of the buyer's risk propensity, in the complex relationships among these constructs. Using a vignette-based experiment with 302 SME decision-makers in Thailand, this study reveals the direct effect and the indirect effect, through buyer trust, of the supplier's signal consistency (i.e., consistent vs. inconsistent signals) and signal credibility (i.e., presence vs. absence of credibility in the supplier's signals) on the buyer's engagement with the supplier. The experimental results also support the hypothesized substitution effect of signal consistency and signal credibility and the moderating effects of buyer risk propensity. The theoretical and managerial implications of this study are also discussed.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"128 ","pages":"Pages 101-116"},"PeriodicalIF":7.8,"publicationDate":"2025-06-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144338707","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

Circular product development from a multi-level perspective: Adaptations in business networks 多层次视角下的循环产品开发：商业网络中的适应

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-06-19 DOI: 10.1016/j.indmarman.2025.03.011

Ann Vellesalu , Daniel Hjelmgren , Frida Lind

{"title":"Circular product development from a multi-level perspective: Adaptations in business networks","authors":"Ann Vellesalu , Daniel Hjelmgren , Frida Lind","doi":"10.1016/j.indmarman.2025.03.011","DOIUrl":"10.1016/j.indmarman.2025.03.011","url":null,"abstract":"<div><div>Product development based on circular economy principles can lead to environmental and economic benefits by addressing resource use in production–consumption systems. This inter-organisational process affects a business network's resources and can therefore entail challenges in the required collaboration and coordination. Based on the need to better understand how inter-organisational interaction enables business networks to address sustainability challenges, the aim of this paper is to investigate inter-organisational interaction in circular product development. The theoretical framework includes the Industrial Network Approach with a focus on resource interaction and adaptations. Moreover, the multi-level perspective for circular product development is explored, discerning micro, meso and macro levels applied in circular economy literature. The paper relies on a case study of circular product development with a focus on products' longevity and recyclability. Applying a multi-level framework of resource interaction highlighted adaptations in the business network and broader perspectives reflecting the systemic, complex nature of the business environment. The paper contributes to literature on industrial networks and circular economy by illustrating circular product development in business networks from a multi-level perspective. The findings demonstrate both minor and complex adaptations in the business network, and an understanding of the different roles of business and non-business actors.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"128 ","pages":"Pages 88-100"},"PeriodicalIF":7.8,"publicationDate":"2025-06-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144321046","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

Key adjustments to service offerings to accommodate product innovations: The Case of electric vehicles 服务提供的关键调整以适应产品创新：以电动汽车为例

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-06-05 DOI: 10.1016/j.indmarman.2025.05.001

Heiko Gebauer , Besma Glaa , Lars Witell , Helen Perks

{"title":"Key adjustments to service offerings to accommodate product innovations: The Case of electric vehicles","authors":"Heiko Gebauer , Besma Glaa , Lars Witell , Helen Perks","doi":"10.1016/j.indmarman.2025.05.001","DOIUrl":"10.1016/j.indmarman.2025.05.001","url":null,"abstract":"<div><div>This paper is positioned at the intersection of servitization and product innovation, addressing an important research gap regarding the key adjustments required in service offerings when introducing product innovations. We focus on electric vehicles as an eco-friendly product innovation often associated with high technological turbulence. Through a single case study of a truck manufacturer and eight confirmatory cases of other commercial vehicle manufacturers, this study examines how these companies adjusted their service offerings (e.g., financial services, parts and repair services, fleet management services, and connectivity services) in response to the launch of new product innovations. When introducing product innovations, these manufacturers adjust the scope and sophistication of their service offerings—for instance, by advancing financial services, parts and repair services, fleet management services, connectivity services, and by adding charging infrastructure services. Meanwhile, services for existing products also evolve in terms of scope and sophistication (e.g., adding product life extension and fuel optimization services). Surprisingly, these adjustments mostly occur within existing organizational structures. At the same time, they contribute to a potential increase in the share of service revenue, reflecting the growing share of electric vehicles in commercial vehicle sales. These insights offer important theoretical and managerial implications for integrating servitization with product innovation.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"128 ","pages":"Pages 71-87"},"PeriodicalIF":7.8,"publicationDate":"2025-06-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144212071","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

Customer education in business-to-business contexts 企业对企业环境中的客户教育

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-06-03 DOI: 10.1016/j.indmarman.2025.05.006

Dorian-Laurențiu Florea , Deva Rangarajan , María Elena Raquel Nieto-Saucedo , Mesay Sata Shanka , Christian Nedu Osakwe

{"title":"Customer education in business-to-business contexts","authors":"Dorian-Laurențiu Florea , Deva Rangarajan , María Elena Raquel Nieto-Saucedo , Mesay Sata Shanka , Christian Nedu Osakwe","doi":"10.1016/j.indmarman.2025.05.006","DOIUrl":"10.1016/j.indmarman.2025.05.006","url":null,"abstract":"<div><div>Current trends in business-to-business (B2B) services are increasingly bringing customer education (CEd) to the spotlight. Despite the growing recognition of the benefits of CEd, understanding how it is deployed in B2B firms remains a gap in academic literature. Our study addresses this gap by following a qualitative, empirical approach to investigate how CEd is managed across 29 B2B firms. The findings from our research suggest that CEd is a complex set of activities involving multiple stakeholders from both the customers as well as the B2B firm. Our research identified CEd as a process comprising three stages: (a) prepare for CEd, (b) deploy CEd, and (c) measure CEd. Basing ourselves on the findings from our research, we propose a conceptual framework of CEd in B2B contexts. Our findings contribute to the literature by offering a process-based view of CEd, clarifying the intra-organizational coordination it requires, and demonstrating how CEd unfolds across the customer journey. This research advances theoretical understanding of CEd as a cross-functional capability in B2B settings. We provide managerial recommendations and suggest areas for future research.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"128 ","pages":"Pages 54-70"},"PeriodicalIF":7.8,"publicationDate":"2025-06-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144194831","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

Collaboration intensity in innovation: A reconceptualization and empirical validation 创新中的协作强度：重新定义与实证验证

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-06-03 DOI: 10.1016/j.indmarman.2025.05.004

Wim G. Biemans , Helen O'Keeffe , Thomas O'Toole

{"title":"Collaboration intensity in innovation: A reconceptualization and empirical validation","authors":"Wim G. Biemans , Helen O'Keeffe , Thomas O'Toole","doi":"10.1016/j.indmarman.2025.05.004","DOIUrl":"10.1016/j.indmarman.2025.05.004","url":null,"abstract":"<div><div>Over a period of decades, innovation has transformed into a collaborative endeavor. An extensive literature focuses on collaboration in general terms, for example on the number of collaboration partners (breadth of collaboration). However, the intensity (or depth) of collaboration may vary widely across partners and contexts. Unfortunately, empirical findings on collaboration intensity (CI) are fragmented, ambiguous and difficult to compare. We reconceptualize CI as a second order, six dimensional construct, develop a reflective CI scale and test this scale using a survey of 185 firms who practiced collaborative innovation. Our deconstruction of CI into six dimensions provides novel insights into the relative importance of dimensions and reveal that the commonly used dimensions ‘collaborative communication’ and ‘information sharing’ are actually less important than ‘joint learning’, ‘social bonding’, and ‘creativity’. In addition, our findings investigate the complete chain of effects, from antecedents to CI to collaborative innovation outcomes. For example, they strongly support the positive impact of CI on innovation performance and long-term orientation, for which the extant literature provides mixed empirical results. Our paper concludes with implications for management and promising suggestions for future research.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"128 ","pages":"Pages 36-53"},"PeriodicalIF":7.8,"publicationDate":"2025-06-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144194737","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

Corporate social responsibility as an insurance-like asset: The new evidence from firm-specific product market threats 企业社会责任是一种类似保险的资产：来自企业特定产品市场威胁的新证据

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-05-31 DOI: 10.1016/j.indmarman.2025.05.005

Zhihua Ding , Wenbin Sun

{"title":"Corporate social responsibility as an insurance-like asset: The new evidence from firm-specific product market threats","authors":"Zhihua Ding , Wenbin Sun","doi":"10.1016/j.indmarman.2025.05.005","DOIUrl":"10.1016/j.indmarman.2025.05.005","url":null,"abstract":"<div><div>Corporate social responsibility (CSR) has long been recognized as an “insurance-like” asset that protects firms from external risks. In business relationships, CSR serves as a valuable asset that strengthens trust and fosters long-term partnerships with customers, suppliers, and stakeholders. However, there is still limited knowledge about how CSR impacts firm-specific product market threats that are tied to a firm's idiosyncratic competitive space. This type of threat is fundamentally different from the traditional concept of competition, which is typically based on aggregate industry classifications. Therefore, the link between CSR and product market threats genuinely demonstrates its safeguarding nature for firm success. We collect a large sample and employ a series of robust methods to investigate this relationship. Furthermore, we enrich our understanding by examining the moderating effects of firm business architecture variables, including related and unrelated diversification, vertical integration, organizational breadth, geographical diversification, and service intensity. The empirical results show that CSR plays a significant role in reducing product market threats, and this effect is stronger when firms lack protection from their business architectures.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"128 ","pages":"Pages 21-35"},"PeriodicalIF":7.8,"publicationDate":"2025-05-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144184871","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

Leveraging generative AI capabilities for competitive advantage: A moderated mediation analysis of environmental dynamism and service innovation 利用生成式人工智能能力获得竞争优势：环境动态性和服务创新的中介分析

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-05-31 DOI: 10.1016/j.indmarman.2025.05.007

Lixu Li , Chenli Xu , Qianjun Zhang , Yaoqi Liu , Qiang Li

{"title":"Leveraging generative AI capabilities for competitive advantage: A moderated mediation analysis of environmental dynamism and service innovation","authors":"Lixu Li , Chenli Xu , Qianjun Zhang , Yaoqi Liu , Qiang Li","doi":"10.1016/j.indmarman.2025.05.007","DOIUrl":"10.1016/j.indmarman.2025.05.007","url":null,"abstract":"<div><div>As generative AI increasingly transforms industrial markets, B2B firms face the imperative to strategically leverage it to sustain competitive advantage. Grounded in dynamic capabilities theory, this study establishes a novel framework to examine the interconnections among generative AI capabilities, service innovation, and competitive advantage under varying levels of environmental dynamism. Analyzing data from 260 Chinese firms, this study reveals that the three dimensions of service innovation—service concept, service process, and customer experience—serve as key mediators between generative AI capabilities and competitive advantage. Furthermore, a counterintuitive discovery is that environmental dynamism negatively moderates the mediation effects of service concept innovation and customer experience innovation on the relationship between generative AI capabilities and competitive advantage. These findings contribute to the literature on AI integration in B2B contexts by elucidating the conditions under which generative AI capabilities translate into competitive advantage, offering practical insights for firms navigating dynamic industrial landscapes.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"128 ","pages":"Pages 10-20"},"PeriodicalIF":7.8,"publicationDate":"2025-05-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144184870","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}

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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