Industrial Marketing Management最新文献_第5页

An inclusive community of practice with diverse key account partners for a sustainable global value chain 一个具有包容性的实践社区，拥有不同的大客户合作伙伴，以实现可持续的全球价值链

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-13 DOI: 10.1016/j.indmarman.2026.02.010

Suraksha Gupta , Shahpar Abdollahi , T.C. Melewar , M. Minsuk Shin , Nick Theodorakopoulos , Ram Monder

{"title":"An inclusive community of practice with diverse key account partners for a sustainable global value chain","authors":"Suraksha Gupta , Shahpar Abdollahi , T.C. Melewar , M. Minsuk Shin , Nick Theodorakopoulos , Ram Monder","doi":"10.1016/j.indmarman.2026.02.010","DOIUrl":"10.1016/j.indmarman.2026.02.010","url":null,"abstract":"<div><div>Reflecting on the gap identified through an extensive literature review, this study argues that knowledge exchange between diverse levels of Key Account Partners (KAPs), as members of a Community of Practice (CoP) within the value chain of international brands, can make a Key Account Model (KAM) sustainable. A CoP, when integrated with a diverse community of small- and large-sized firms offering branded products as key partners, can also serve as a tool for making a value chain more inclusive. Inclusivity and diversity, when embedded in the theory of Community of Practice (CoP), explain how members of the community recognized as Key Account Partners (KAPs) for the international brand can share and learn from each other for mutual growth, reducing transaction costs through the proper utilization of resources and leading the entire community toward sustainability. This multifaceted research makes recommendations to both academics and practitioners, with implications for policymakers seeking to address the challenge of inclusivity alongside the transition of global value chains toward sustainability. This study contributes to the key accounts literature by focusing on inclusivity for efficiency through scientific management, on standardization that improves productivity, and on aligning outputs with expectations for growth and stability in transactional value chains. Limitations of the study are discussed, and future research directions are offered.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"135 ","pages":"Pages 151-172"},"PeriodicalIF":7.5,"publicationDate":"2026-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147951664","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

The dark side of AI-enabled industrial service recovery: The erosion of trust and customer engagement 人工智能支持的工业服务复苏的阴暗面：信任和客户参与的侵蚀

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-15 DOI: 10.1016/j.indmarman.2026.05.004

Vik Naidoo

{"title":"The dark side of AI-enabled industrial service recovery: The erosion of trust and customer engagement","authors":"Vik Naidoo","doi":"10.1016/j.indmarman.2026.05.004","DOIUrl":"10.1016/j.indmarman.2026.05.004","url":null,"abstract":"<div><div>AI is increasingly embedded in industrial service recovery processes. Yet its use in industrial contexts, especially regarding its potential dark side consequences for customer relationships, remains underexplored. This paper addresses this gap through a three-study investigation. Study 1, a field survey, shows that greater AI involvement increases customer over-reliance, which in turn reduces trust and customer engagement. Study 2, an experiment, demonstrates that customers penalise failures attributed to AI involvement more harshly than human-caused failures. Our analyses show that this penalty can be reduced when governance mechanisms are in place, particularly when human oversight is visible (e.g., human-in-the-loop interventions), with similar but smaller effects observed for algorithmic explanations. Study 3, a two-wave field survey over a 24-month period, shows that over-reliance evolves into complacency, which subsequently undermines trust and engagement, and that governance safeguards weaken this longitudinal pathway. Together, these findings advance theory by integrating automation bias, algorithm aversion, and relational governance into a unified process model of AI-enabled service recovery, showing that AI shapes customer relationships through both behavioural and attribution-based pathways over time. For managers, the results highlight that AI does not automatically enhance relationships; instead, firms must actively design governance mechanisms that maintain oversight, transparency, and accountability.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"135 ","pages":"Pages 205-223"},"PeriodicalIF":7.5,"publicationDate":"2026-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147951667","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

When dependence no longer prevents exit: How power abuse signals, moral emotions, and exit preparedness drive B2B relationship termination 当依赖不再阻止退出：权力滥用信号、道德情绪和退出准备如何驱动B2B关系终止

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-16 DOI: 10.1016/j.indmarman.2026.05.007

Yuchen Shi , Hong-Youl Ha

{"title":"When dependence no longer prevents exit: How power abuse signals, moral emotions, and exit preparedness drive B2B relationship termination","authors":"Yuchen Shi , Hong-Youl Ha","doi":"10.1016/j.indmarman.2026.05.007","DOIUrl":"10.1016/j.indmarman.2026.05.007","url":null,"abstract":"<div><div>Business-to-business (B2B) relationship researchers have long assumed that dependence and power asymmetry stabilize continuity and discourage relationship termination. This study extends and refines this view by developing and testing a framework that specifies temporally ordered relationships that identify conditions under which firms may terminate relationships despite ongoing dependence. Drawing on a two-wave longitudinal survey of boundary-spanning managers in B2B relationships, we model relationship termination as the outcome of interconnected interpretive, emotional, and strategic mechanisms. The results show that perceived power abuse signals evoke moral emotions, particularly anger and humiliation. However, we also find that only anger undermines relational trust, revealing an important asymmetry in the relational consequences of moral emotions. Over time, lower levels of relational trust increase the likelihood of relationship termination. Importantly, firms do not terminate relationships impulsively in response to emotional reactions; rather, exit preparedness moderates this relationship, such that declining trust leads to termination primarily when firms are strategically prepared to exit. By integrating moral emotions, relational trust, and exit preparedness, this study shows that the constraining effects of dependence are conditional on how firms interpret partner behavior and develop the capacity to act on relational reassessments.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"135 ","pages":"Pages 224-238"},"PeriodicalIF":7.5,"publicationDate":"2026-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147995905","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

The impact of digital marketing on firms' reliance on major customers 数字营销对公司对主要客户的依赖的影响

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-05-01 Epub Date: 2026-05-13 DOI: 10.1016/j.indmarman.2026.05.001

Qianmin Sun, Wei Jiang

{"title":"The impact of digital marketing on firms' reliance on major customers","authors":"Qianmin Sun, Wei Jiang","doi":"10.1016/j.indmarman.2026.05.001","DOIUrl":"10.1016/j.indmarman.2026.05.001","url":null,"abstract":"<div><div>An increasing number of firms are adopting digital marketing as a digital technology-driven strategy to acquire resources and sustain competitive advantage. The conception of digital marketing emphasizes the core value creation of customers. However, research linking digital marketing with customer resources remains limited. Therefore, based on theories of transaction cost and resource dependence, this study considers digital marketing along three dimensions (digital platform marketing, digital content marketing, and digital relationship marketing) and investigates their relationships with firms' reliance on major customers as well as the boundary conditions of these effects. Using panel data from A-share listed companies in China from 2012 to 2023, this study finds that all three dimensions of digital marketing significantly decrease firms' reliance on major customers. Furthermore, information capture capability strengthens the impact of digital relationship marketing on firms' reliance on major customers. In addition, the pressure of industry competition can be transformed into the power of implementing digital content marketing, thus amplifying the effect of its application. Based on these findings, this study provides valuable theoretical insights and practical implications for implementing digital marketing and decreasing reliance on customers for firms.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"135 ","pages":"Pages 173-188"},"PeriodicalIF":7.5,"publicationDate":"2026-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147951665","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

A systems perspective on power in business relationships and networks under geopolitical, technological, and ESG pressures: Editorial for the special issue 地缘政治、技术和ESG压力下商业关系和网络中的权力的系统视角：特刊社论

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-04-07 DOI: 10.1016/j.indmarman.2026.03.020

Dariusz Siemieniako , Hannu Makkonen , Maciej Mitręga

引用次数: 0

Proactive vs. responsive market orientation in enhancing new product creativity in SMEs in B2B markets: The moderating role of market turbulence 主动与响应型市场导向对B2B市场中小企业新产品创造力的提升：市场动荡的调节作用

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-03-28 DOI: 10.1016/j.indmarman.2026.03.011

Ho-Taek Yi , Guihan Ko , Michael Obal

{"title":"Proactive vs. responsive market orientation in enhancing new product creativity in SMEs in B2B markets: The moderating role of market turbulence","authors":"Ho-Taek Yi , Guihan Ko , Michael Obal","doi":"10.1016/j.indmarman.2026.03.011","DOIUrl":"10.1016/j.indmarman.2026.03.011","url":null,"abstract":"<div><div>This study aims to identify the antecedents of new product (NP) creativity of SMEs in the B2B industry and their relationship with NP performance based on the SPP (Sources of Advantage – Positional Advantage – Performance Outcome) Framework. Particularly, this study distinguishes market orientation into proactive market orientation and responsive market orientation to identify their differential effects on NP creativity. It also investigates the moderating effect of market turbulence relationship between market orientation and NP creativity.</div><div>A survey was conducted with 313 B2B SMEs, and the hypotheses regarding the relationships between market orientation, NP creativity were tested. The results supported all hypotheses except for the effect of responsive market orientation on novelty. Further, proactive market orientation (PMO) was shown to have a stronger influence on developing novel products while responsive market orientation (RMO) had a stronger influence on the development of meaningful products. Additionally, the findings suggest that under conditions of higher market turbulence, responsive market orientation (RMO) may lead to greater improvements in both new product novelty and meaningfulness. This study provides academic and practical implications by highlighting the differential impacts of the two types of market orientation on new product creativity and the moderating role of market turbulence.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"134 ","pages":"Pages 351-362"},"PeriodicalIF":7.5,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147600253","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

Managing paradoxical tensions in green technology implementation: A platform perspective 管理绿色技术实施中的矛盾张力：一个平台的视角

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-03-23 DOI: 10.1016/j.indmarman.2026.03.003

Zi Wang , Ruiqi Wei , Catherine Pardo , Liyang Wang , Yuanxun Gu

{"title":"Managing paradoxical tensions in green technology implementation: A platform perspective","authors":"Zi Wang , Ruiqi Wei , Catherine Pardo , Liyang Wang , Yuanxun Gu","doi":"10.1016/j.indmarman.2026.03.003","DOIUrl":"10.1016/j.indmarman.2026.03.003","url":null,"abstract":"<div><div>As environmental challenges grow, companies increasingly implement green technologies to minimize negative impacts. However, the implementation process involves managing conflicting goals among multiple stakeholders, creating paradoxical tensions. This paper explores how digital platforms facilitate the implementation of green technologies by addressing these paradoxes. Through a longitudinal case study of a green energy-saving building automation solution, we identify three key paradoxes: digitalization versus energy consumption, economic benefits versus regulatory compliance, and legacy versus innovation. We also propose a process framework about how the multi-layered modular platform architecture helps manage these paradoxes. Our study responds to the call for research by linking platform thinking to sustainable transformation. Our research also contributes to platform literature by revealing how different layers of platforms interact with each other during sustainable transformation. Furthermore, our research also contributes to the literature on green technologies by revealing the paradoxes in implementing green technologies.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"134 ","pages":"Pages 263-279"},"PeriodicalIF":7.5,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147600256","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

A casing approach to analyse connected changes in business networks 一种分析商业网络中相关变化的方法

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-04-02 DOI: 10.1016/j.indmarman.2026.03.016

Sandra Brüel Grönberg , Anna Dubois , Kajsa Hulthén , Ann-Charlott Pedersen

{"title":"A casing approach to analyse connected changes in business networks","authors":"Sandra Brüel Grönberg , Anna Dubois , Kajsa Hulthén , Ann-Charlott Pedersen","doi":"10.1016/j.indmarman.2026.03.016","DOIUrl":"10.1016/j.indmarman.2026.03.016","url":null,"abstract":"<div><div>The paper addresses methodological challenges in conducting case studies of changes in business networks. Capturing change in business networks is difficult in case research since every change relates to many activities, resources, and actors that are subject to other changes. The aim is to develop a casing approach that supports researchers in capturing and determining which connected changes are analytically relevant to include in a case study and why. The approach is illustrated by a case study exploring how business actors address sustainability challenges by considering various changes of activities and resources. The approach suggests that a single case can be expanded by incorporating connected changes as embedded sub-cases, rather than ignoring them or treating them as background context. Furthermore, case boundaries are expanded during the research process, as data is continuously analysed. The approach shows how the distinction between context and causal contingencies can be elaborated and supports researchers in decisions related to this. A key implication is that aspects initially viewed as contextual may later be considered as contingent, and central to the case. The paper thus offers insights into how multiple changes co-evolve, helping researchers avoid simplistic explanations of why certain change initiatives succeed or fail.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"134 ","pages":"Pages 395-404"},"PeriodicalIF":7.5,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147600259","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

Enhancing sales performance of product-service systems: The role of value-based selling, price bundling, and value tools 提高产品服务系统的销售绩效：基于价值的销售、价格捆绑和价值工具的作用

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-04-08 DOI: 10.1016/j.indmarman.2026.03.006

Edwin J. Nijssen , Harri Terho , Joona Keränen , Michel van der Borgh

{"title":"Enhancing sales performance of product-service systems: The role of value-based selling, price bundling, and value tools","authors":"Edwin J. Nijssen , Harri Terho , Joona Keränen , Michel van der Borgh","doi":"10.1016/j.indmarman.2026.03.006","DOIUrl":"10.1016/j.indmarman.2026.03.006","url":null,"abstract":"<div><div>Many industrial firms struggle to sell their product-service systems (PSS) and solution offerings profitably. While prior research has underscored the role of value-based selling (VBS) in selling PSS, it has provided little insight into pricing in this context. This study examines the interplay between VBS, price bundling, and value tools when selling PSS and solutions. Building on signaling theory, we argue that VBS acts as a signal that helps customers accept a solution price bundle by focusing their attention to the total value-in-use of the bundled solution rather than its individual components. This, in turn, drives service ratio and customer growth performance. Value tools facilitate this process. To test our research hypotheses, we conduct a multi-industry survey and use a mediation-moderation model to analyze the data. Our findings show that price bundling mediates the relationship between VBS and service ratio, and that value tools boost the final step of this link. In turn, VBS and value tools directly affect customer growth performance. This study advances VBS research by explaining how VBS and organizational value assessment tools enable effective use of price bundling as a pricing mechanism to drive PSS sales performance in B2B markets.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"134 ","pages":"Pages 421-433"},"PeriodicalIF":7.5,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147656601","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

Transformative times for key account management: Disruptive events, digitisation, and sustainability. Special issue editorial 大客户管理的变革时代：颠覆性事件、数字化和可持续性。特刊社论

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-03-03 DOI: 10.1016/j.indmarman.2026.02.015

Antonella La Rocca , Jakob Rehme , Nektarios Tzempelikos

引用次数: 0