Industrial Marketing Management最新文献_第4页

International network-oriented behavior as a strategic mechanism driving financial performance and the moderating role of absorptive capacity 国际网络导向行为对财务绩效的战略驱动及吸收能力的调节作用

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-09 DOI: 10.1016/j.indmarman.2026.05.002

Mika Gabrielsson , Tomi Seppälä , Anisur Faroque , Peter Gabrielsson , Markus Raatikainen

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Intergenerational development of marketing agility in B2B family businesses during turbulent times 动荡时期B2B家族企业营销敏捷性的代际发展

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-14 DOI: 10.1016/j.indmarman.2026.04.006

Lucija Mihotić , Gregor Pfajfar

{"title":"Intergenerational development of marketing agility in B2B family businesses during turbulent times","authors":"Lucija Mihotić , Gregor Pfajfar","doi":"10.1016/j.indmarman.2026.04.006","DOIUrl":"10.1016/j.indmarman.2026.04.006","url":null,"abstract":"<div><div>Family-owned B2B firms must navigate the dual challenge of cultivating long-term business relationships while rapidly adapting to market disruptions, particularly during generational transitions. Although marketing agility is crucial in dynamic business environments, little attention has been paid to its evolution across generations in family firms. Drawing on dynamic capabilities theory, we conduct a longitudinal multiple-case study of nine Croatian B2B family firms during the COVID-19 pandemic and subsequent crises. Based on 76 in-depth interviews and archival data covering the period from 2022 to 2024, we found that marketing agility emerges not as a standalone capability but rather as an outcome of the way founders' relational expertise and successors' digital and analytical capabilities are combined over time. We propose that such intergenerational integration is conceptualized as “layered marketing agility,” which explains how firms reconcile the need to maintain stable relationships with the need for rapid market adaptability. This research contributes to the marketing agility theory by situating it within dynamic capability processes and also extends family business research by explaining how intergenerational interaction acts as a source of adaptive advantage in turbulent B2B markets.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"135 ","pages":"Pages 189-204"},"PeriodicalIF":7.5,"publicationDate":"2026-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147956798","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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Fear in business-to-business relationships 商业关系中的恐惧

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-20 DOI: 10.1016/j.indmarman.2026.05.003

Stephane Bignoux , Ismail Golgeci , Nejat Capar

{"title":"Fear in business-to-business relationships","authors":"Stephane Bignoux , Ismail Golgeci , Nejat Capar","doi":"10.1016/j.indmarman.2026.05.003","DOIUrl":"10.1016/j.indmarman.2026.05.003","url":null,"abstract":"<div><div>Research on the dark side of business-to-business (B2B) relationships has largely focused on problematic relationships and coordination dynamics, such as opportunism, dependence, and power asymmetries, while the role of negative emotions, like fear, remains underexplored. This paper addresses this gap by theorizing fear as a distinct dark side emotion in B2B relationships. We conceptualize fear as a cognitively grounded emotional response arising from boundary spanners' threat perceptions, shaped by individual-level mechanisms such as threat detection, memory, and mental models. Drawing on psychology, neuroscience, and marketing literature, we develop a multilevel framework that explains how fear emerges at the individual level, propagates across B2B relationships, and is amplified by relationship salience. We further theorize that fear triggers dyadic responses primarily manifested as distancing behaviors or coordination strategies, thereby constraining collaboration and innovation. We position fear as a dark-side emotion with distinct antecedents, manifestations, and outcomes, advance the microfoundations of B2B relationships, and extend the dark-side literature beyond structural and behavioral dysfunctions. The framework also provides a foundation for future empirical research on how negative emotions destabilize B2B relationships in volatile and uncertain business environments.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"135 ","pages":"Pages 254-268"},"PeriodicalIF":7.5,"publicationDate":"2026-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147995908","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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Exploring AI-enabled digital service platform adoption in industrial business-to-business firms through a mixed-method approach 通过混合方法探索工业企业对企业采用人工智能支持的数字服务平台

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-23 DOI: 10.1016/j.indmarman.2026.04.003

Ruchi Mishra , Rajesh Kr Singh

{"title":"Exploring AI-enabled digital service platform adoption in industrial business-to-business firms through a mixed-method approach","authors":"Ruchi Mishra , Rajesh Kr Singh","doi":"10.1016/j.indmarman.2026.04.003","DOIUrl":"10.1016/j.indmarman.2026.04.003","url":null,"abstract":"<div><div>Despite the increasing applications of artificial intelligence (AI)-enabled digital service platforms in business-to-business (B2B) industrial marketing, studies in this domain remain limited, especially in the context of AI-enabled platforms in industrial settings and emerging economies, such as India. To address this gap, the present study employs an exploratory sequential mixed-methods design. In the first phase, exploratory focus group interviews were conducted with industry practitioners to identify context-specific factors influencing the adoption of AI-enabled digital service platforms. Thereafter, using the insights from this phase, a conceptual model was developed that extends the Technology Acceptance Model (TAM) and the Theory of Planned Behaviour (TPB) by incorporating perceived service quality and transformational leadership. In the second phase, the proposed framework was empirically analysed using survey data from 300 industrial B2B firms through covariance-based structural equation modelling.</div><div>The findings reveal that perceived ease of use, perceived usefulness, and perceived service quality significantly influence user attitudes, while perceived service quality, subjective norms, and attitude shape the behavioural intention to adopt AI-enabled digital service platforms. The study also suggests a mediated relationship between transformational leadership and attitude, facilitated by the perceived ease of use and usefulness. Furthermore, the research highlights the mediating role of attitude in the relationship between perceived service quality and the intention to use these platforms. The study contributes by extending TAM and TPB through the integration of transformational leadership and service quality, and by contextualising AI-enabled platform adoption within an emerging market B2B industrial setting and provides actionable guidance for practitioners and decision-makers.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"135 ","pages":"Pages 279-298"},"PeriodicalIF":7.5,"publicationDate":"2026-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147995907","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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When are declared trust and trustworthiness coherent in supply chains? A fsQCA approach 什么时候宣布信任和可信赖性在供应链中是一致的？fsQCA方法

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-22 DOI: 10.1016/j.indmarman.2026.05.009

Dominika Latusek, Anna Pikos

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Measuring value-in-use management from the supplier's perspective 从供应商的角度衡量使用价值管理

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-04-29 DOI: 10.1016/j.indmarman.2026.04.004

Amit Mahimkar , John Hadjimarcou , Edward Ramirez

{"title":"Measuring value-in-use management from the supplier's perspective","authors":"Amit Mahimkar , John Hadjimarcou , Edward Ramirez","doi":"10.1016/j.indmarman.2026.04.004","DOIUrl":"10.1016/j.indmarman.2026.04.004","url":null,"abstract":"<div><div>Business-to-business (B2B) marketing is increasingly shifting from transactional exchanges to the long-term management of customer relationships. As suppliers offer complex, integrated solutions, the focus has shifted from product attributes to the value realized during usage. To manage this experienced value-in-use (VIU), suppliers are establishing organizational structures and processes dedicated to VIU management (VIUM). Despite its growing theoretical and managerial significance, no validated instrument currently exists to assess VIUM implementation from the supplier's perspective. This study develops and validates a second-order formative supplier-side index comprising seven VIUM subprocesses. Nomological evidence (based on survey data from B2B supplier managers, <em>N</em> = 284) shows that VIUM implementation is positively associated with cross-functional collaboration, customer orientation, customer centricity, and percentage sales, supporting the index's practical relevance. From a resource-based view (RBV) perspective, the study conceptualizes VIUM implementation as a supplier capability, and the validated index provides B2B firms with a diagnostic and benchmarking tool to assess VIUM implementation and prioritize improvements across customer accounts.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"135 ","pages":"Pages 91-107"},"PeriodicalIF":7.5,"publicationDate":"2026-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147804042","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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Networking profiles of salespeople across the servitization stages: A configurational analysis 跨服务化阶段销售人员的网络概况：配置分析

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-05 DOI: 10.1016/j.indmarman.2026.04.005

Eva Lexutt , Konstantinos Rigopoulos

{"title":"Networking profiles of salespeople across the servitization stages: A configurational analysis","authors":"Eva Lexutt , Konstantinos Rigopoulos","doi":"10.1016/j.indmarman.2026.04.005","DOIUrl":"10.1016/j.indmarman.2026.04.005","url":null,"abstract":"<div><div>Servitization requires business-to-business (B2B) companies to overhaul their operations, with the sales team becoming a critical focus. Despite the acknowledged importance of salespeople in this product-to-service transition, a gap remains in understanding the specific skills and behaviors needed for successful sales at different servitization stages. This study investigates how successful salespeople configure their networking skills and behaviors across different servitization stages. Using a neoconfigurational approach and fuzzy-set qualitative comparative analysis to analyze data from 307 B2B salespeople, our findings reveal that sales performance hinges on a salesperson's networking profile aligning with the company's servitization stage. Specifically, professional and digital networking behaviors are paramount in stages emphasizing the product or services supporting the product (SSP), while internal networking skill becomes necessary for success in stages focusing on services supporting the client (SSC). Our study advances sales research by demonstrating the causally complex, configurational nature of sales performance and contributes to the theoretical consolidation of the servitization field by highlighting different sales requirements across distinct servitization stages. For managers, we develop a framework to guide the precise hiring, training, and management of sales teams, offering a clear roadmap for enhancing performance at different servitization stages.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"135 ","pages":"Pages 108-124"},"PeriodicalIF":7.5,"publicationDate":"2026-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147859098","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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Boundary-spanning activities and the mitigation of barriers in museum–university partnerships 博物馆-大学合作伙伴关系中的跨界活动和障碍缓解

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-08 DOI: 10.1016/j.indmarman.2026.03.018

Anna Dubiel , Alejandra Alonso Tak , Dirk vom Lehn

{"title":"Boundary-spanning activities and the mitigation of barriers in museum–university partnerships","authors":"Anna Dubiel , Alejandra Alonso Tak , Dirk vom Lehn","doi":"10.1016/j.indmarman.2026.03.018","DOIUrl":"10.1016/j.indmarman.2026.03.018","url":null,"abstract":"<div><div>Museum–university partnerships (MUPs) constitute a notable element of the creative and cultural landscape internationally. Despite their prevalence, few studies provide systematic insights into the barriers these partnerships encounter or how they can be mitigated. This study examines selected barriers and associated boundary-spanning activities, drawing on interviews with 20 experienced museum and university professionals. The findings suggest that the most common MUP challenges, relating to financial, governance, and human resource considerations, are most effectively addressed when boundary spanners on both sides demonstrate initiative and communicate proactively. In addition, museum staff emphasize the need to understand cultural differences, whereas academics highlight the importance of recognizing structural distinctions and cultivating interorganizational relationships. Tentative differences also emerge between education- and research-oriented MUPs. Collectively, these insights extend the boundary-spanning perspective to the MUP context and underscore heterogeneity in boundary-spanning activities between for-profit and non-profit cross-sectoral university partnerships. The study further offers practical guidance, particularly for museum practitioners, on managing everyday challenges in MUPs.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"135 ","pages":"Pages 125-136"},"PeriodicalIF":7.5,"publicationDate":"2026-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147859099","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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Network coordination in environmental crisis: Evidence from the Landiras blaze 环境危机中的网络协调：来自兰地拉斯大火的证据

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-19 DOI: 10.1016/j.indmarman.2026.05.008

Sylvie Lacoste , Katia Picaud-Bello

{"title":"Network coordination in environmental crisis: Evidence from the Landiras blaze","authors":"Sylvie Lacoste , Katia Picaud-Bello","doi":"10.1016/j.indmarman.2026.05.008","DOIUrl":"10.1016/j.indmarman.2026.05.008","url":null,"abstract":"<div><div>Despite rising attention to environmental crises, business-to-business marketing has largely overlooked sustainability and the collaborative mechanisms that enable network cooperation in such a context; empirical studies tracing how formal and informal networks coordinate in environmental crisis response remain scarce, and the role of local cultural roots and place-based ties is under-theorized.</div><div>In this study, we examined the inter-organizational coordination between informal and formal networks during the 2022 Landiras blaze, a wildfire in Gironde, France, that destroyed over 20,000 ha of forest. Through an in-depth case study, design two years post-event, combining semi-structured interviews with key stakeholders, focus groups, archival and operational documents, and incident timelines, we explored how volunteer-based organizations led by local forestry actors (informal network) interacted with official firefighting units and government authorities (formal network). Data are analyzed abductively to reveal operational challenges and surface coordination mechanisms, boundary-spanning practices, and conditions for effective joint action.</div><div>By addressing underexplored relationship dynamics in wildfire responses, this study reveals four key contributions: (1) Formal-informal networks engage in dynamic coupling/decoupling processes generating synergies and tensions; (2) Dual-membership boundary spanners enable rapid inter-organizational collaboration; (3) Geographical proximity and cultural embeddedness—beyond expertise alone—facilitate coordination; (4) Epistemic communities emerge through combined professional expertise and place-based social capital. These findings extend network theory and epistemic community theory, offering insights for inter-organizational coordination and business network resilience in crisis contexts.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"135 ","pages":"Pages 239-253"},"PeriodicalIF":7.5,"publicationDate":"2026-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147995909","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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Corrigendum to ‘Charting the course for adaptive selling: A systematic review and meta-analysis’ [Industrial Marketing Management 130 (2025) 106–127] “为适应性销售制定路线：系统回顾和元分析”的勘误表[工业营销管理130 (2025)106-127]

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-19 DOI: 10.1016/j.indmarman.2026.05.005

Nivin Vinoi , Amit Shankar , Priyavrat Sanyal

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