Industrial Marketing Management最新文献_第6页

Managing IOS- and social media-enabled knowledge exchange processes: A task–technology fit perspective 管理 IOS 和社交媒体支持的知识交流过程：任务与技术契合的视角

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-19 DOI: 10.1016/j.indmarman.2024.07.010

Tingyu Lu , Xubing Zhang , Guijun Zhuang

{"title":"Managing IOS- and social media-enabled knowledge exchange processes: A task–technology fit perspective","authors":"Tingyu Lu , Xubing Zhang , Guijun Zhuang","doi":"10.1016/j.indmarman.2024.07.010","DOIUrl":"10.1016/j.indmarman.2024.07.010","url":null,"abstract":"<div><p>As information and communication technology (ICT) develops, firms increasingly rely on interorganizational information systems (IOSs) and social media to exchange knowledge and communicate with their partners. In this research, we investigate how ICT infrastructure capability and ICT use capability impact IOS- and social media-enabled knowledge exchange processes, respectively. Using a task–technology fit perspective, we also examine how the impact is influenced by the interorganizational governance (IOG) structure. We surveyed 550 industrial manufacturing firms to test the hypotheses. The results of our statistical analysis show the different impacts of ICT infrastructure capability and use capability on IOS- and social media-enabled knowledge exchange processes, which in turn promote interorganizational communication efficiency. This finding confirms the fit effects of ICT capabilities and IOG: contractual governance strengthens the positive impact of ICT infrastructure capability on the IOS-enabled knowledge exchange process, whereas relational governance strengthens the positive impact of ICT use capability on the social media-enabled knowledge exchange process. These findings raise our understanding of the relationships among ICT capabilities, ICT-enabled knowledge exchange processes, and communication efficiency as well as reconfirm the importance of IOG in interorganizational knowledge exchange. They also offer important theoretical and practical implications for marketing channel management.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"121 ","pages":"Pages 131-145"},"PeriodicalIF":7.8,"publicationDate":"2024-07-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141729207","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

How social media and flexible work arrangements harden salespeople to abusive supervision 社交媒体和灵活的工作安排如何使销售人员难以承受粗暴的监督

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-19 DOI: 10.1016/j.indmarman.2024.07.008

Riley Dugan , Andrew Edelblum , Ashish Kalra , Na Young Lee , Sangsuk Yoon

{"title":"How social media and flexible work arrangements harden salespeople to abusive supervision","authors":"Riley Dugan , Andrew Edelblum , Ashish Kalra , Na Young Lee , Sangsuk Yoon","doi":"10.1016/j.indmarman.2024.07.008","DOIUrl":"10.1016/j.indmarman.2024.07.008","url":null,"abstract":"<div><p>Research supports the role of leaders in driving positive sales outcomes. However, while scholars have extensively analyzed the effects of positive leadership styles, the impact of negative managerial behaviors has received comparably scant attention. Grounded in job demands-resources theory (JD-R), we propose a conceptual framework that examines the effect of abusive supervision on job embeddedness and subsequent turnover intentions. Using unique panel data from 237 business-to-business (B2B) salespeople, we find that abusive supervision results in higher turnover intentions, and that this effect is explained partially by reduced job embeddedness. What can be done, then, to curb these effects and harden salespeople to the threat of challenging leadership? Our results indicate that the provision of two critical job resources—workplace social media (i.e., digital communication-based platforms) and flexible work accommodations (i.e., idiosyncratic deals)—jointly mitigate the negative effect of abusive supervision on salespeople's sense of workplace attachment. We conclude our research with implications and directions for future researchers interested in uncovering additional ways to reduce the pernicious impact of abusive supervisory environments on salesperson well-being.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"121 ","pages":"Pages 146-159"},"PeriodicalIF":7.8,"publicationDate":"2024-07-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141729208","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

Does salesperson bricolage matter in fostering service-sales ambidexterity in B2B markets? A perspective through the sales management control system 在 B2B 市场中，销售人员的 "兼职 "对促进服务与销售的协调性重要吗？从销售管理控制系统的角度看问题

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-17 DOI: 10.1016/j.indmarman.2024.07.011

Bilal Ahmad , Jingbo Yuan , Muhammad Ashfaq , Khuram Shahzad , Tianyuan Zhang

{"title":"Does salesperson bricolage matter in fostering service-sales ambidexterity in B2B markets? A perspective through the sales management control system","authors":"Bilal Ahmad , Jingbo Yuan , Muhammad Ashfaq , Khuram Shahzad , Tianyuan Zhang","doi":"10.1016/j.indmarman.2024.07.011","DOIUrl":"10.1016/j.indmarman.2024.07.011","url":null,"abstract":"<div><p>In today's dynamic industrial market, the adoption of a bricolage strategy combined with ambidextrous behavior has emerged as a crucial approach for firms striving to maintain competitiveness. Despite the paramount importance, the questions regarding how bricolage is strengthened and how it enhances salesforce ambidexterity have yet to be answered. This research aims to develop an integrated model for the relationships among salesforce control system, salesperson bricolage, service-sales ambidexterity and value co-creation in B2B context. The study also explored how customer demandingness and empowerment climate moderate the relationship between salesperson bricolage and service-sales ambidexterity (SSAM). A sample of 321 business-to-business (B2B) salespeople served as a sample for our survey. The results demonstrate that the joint effect of behavior-based control and outcome-based control has a significant positive effect on salesperson bricolage. The study findings also demonstrate a positive and significant linkage between salesperson bricolage and SSAM, which further positively leads to value co-creation. Moreover, the empowerment climate positively moderates the relationship between salesperson bricolage and SSAM. In last, customer demandingness negatively moderates the connection between salesperson bricolage and SSAM. This research contributes to advancing our understanding of how a bricolage strategy plays a role in fostering salesforce ambidexterity in the B2B context.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"121 ","pages":"Pages 115-130"},"PeriodicalIF":7.8,"publicationDate":"2024-07-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141636915","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

Entrepreneurial orientation in the social network age: Navigating with dynamic capabilities and cognitive flexibility 社交网络时代的创业导向：用动态能力和认知灵活性导航

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-17 DOI: 10.1016/j.indmarman.2024.07.001

Chuanzheng Wang, Mai Thi Thanh Thai

{"title":"Entrepreneurial orientation in the social network age: Navigating with dynamic capabilities and cognitive flexibility","authors":"Chuanzheng Wang, Mai Thi Thanh Thai","doi":"10.1016/j.indmarman.2024.07.001","DOIUrl":"10.1016/j.indmarman.2024.07.001","url":null,"abstract":"<div><p>The intricate dynamics between social networks and entrepreneurial orientation (EO) present a fertile ground for academic inquiry. This study seeks to bridge the existing knowledge gaps concerning the boundary conditions impacting the dynamics of social networks and EO. Our research targets the influence of two contingent factors — dynamic capability and cognitive flexibility — and their interaction with diverse and cohesive networks shaping EO. Utilizing quantitative analysis of survey data from 165 firms, our findings unveil an underappreciated phenomenon: robust dynamic capabilities can counteract the diminishing returns associated with increasingly diverse and cohesive networks on EO. Furthermore, elevated cognitive flexibility serves as a balancing force against the decrease in EO advantages spurred by intensified cohesion within networks. Intriguingly, it also intensifies the negative repercussions of an overly diverse network on EO. Our research illuminates the complex tapestry of drivers within social networks, elucidating their roles as facilitators or barriers to EO, thus carving out new dimensions and trajectories for further investigation.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"121 ","pages":"Pages 100-114"},"PeriodicalIF":7.8,"publicationDate":"2024-07-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141636914","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 digitalized touchpoints in B2B customer journeys 管理 B2B 客户旅程中的数字化接触点

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-16 DOI: 10.1016/j.indmarman.2024.07.004

Lisa Lundin, Daniel Kindström

{"title":"Managing digitalized touchpoints in B2B customer journeys","authors":"Lisa Lundin, Daniel Kindström","doi":"10.1016/j.indmarman.2024.07.004","DOIUrl":"10.1016/j.indmarman.2024.07.004","url":null,"abstract":"<div><p>Business-to-business (B2B) suppliers need to develop specific capabilities to successfully manage digitalized touchpoints in B2B customer journeys. As digitalization leads to shifts in touchpoints, new demands arise regarding a supplier's ability to manage these touchpoints. Developing capabilities for managing digitalized touchpoints is becoming a key aspect for suppliers in designing and managing attractive B2B customer journeys. Although extant research has highlighted the importance of managing touchpoints in the form of capabilities, this area has received surprisingly little research attention. Similarly, the B2B context in customer journeys remains under-researched. The present study investigates supplier capabilities for the management of digitalized touchpoints in B2B customer journeys. Through an exploratory in-depth case study, this research identifies seven key supplier capabilities for the management of digitalized touchpoints in B2B customer journeys: preparing customer resources, integrating customer resources, enabling collective actions, supporting customer actions, balancing activation levels, hybridizing environments, and merging digital environments. These capabilities are structured around a theoretically derived conceptualization of touchpoints as consisting of resources, actions, and environments. From a capability perspective, this study also demonstrates the key role of touchpoint control, as well as approaching touchpoints as sequences to ensure consistency across, and seamlessness between transitions of, touchpoints.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"121 ","pages":"Pages 88-99"},"PeriodicalIF":7.8,"publicationDate":"2024-07-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124001135/pdfft?md5=cc3bb90a3b9829d943fce4fa35f8c332&pid=1-s2.0-S0019850124001135-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141630218","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

Resource gain or resource pain? How managerial social support resources influence the impact of sales anxiety on burnout 资源收益还是资源痛苦？管理者的社会支持资源如何影响销售焦虑对职业倦怠的影响

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-14 DOI: 10.1016/j.indmarman.2024.07.002

Dayle R.N. Childs , Nick Lee , John W. Cadogan , Belinda Dewsnap

{"title":"Resource gain or resource pain? How managerial social support resources influence the impact of sales anxiety on burnout","authors":"Dayle R.N. Childs , Nick Lee , John W. Cadogan , Belinda Dewsnap","doi":"10.1016/j.indmarman.2024.07.002","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.07.002","url":null,"abstract":"<div><p>There is growing recognition that many salespeople frequently experience anxiety, which may impact salesperson mental health and well-being. Unfortunately, there is little empirical evidence on how to manage this situation. Using a longitudinal sample of 156 business-to-business salespeople, the present study examines the impact of sales anxiety on the key mental health outcome of burnout, alongside providing recommendations to sales managers on how to manage this impact. The results suggest that sales anxiety is positively related to each individual component of burnout, and that positive supervisor feedback plays a mitigating role in each of these relationships. By contrast, however, a social climate of autonomy can strengthen the impact of sales anxiety on emotional exhaustion and depersonalization. The present study contributes to the developing literature on salesperson mental health, further advancing emerging evidence that autonomy can result in detrimental outcomes. Implications, limitations, and future research avenues are discussed.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"121 ","pages":"Pages 74-87"},"PeriodicalIF":7.8,"publicationDate":"2024-07-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124001044/pdfft?md5=8eedd8f2ebd6e63a3e06dba2a1519a5f&pid=1-s2.0-S0019850124001044-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141606965","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

Is social media B2B engagement driven by impression management strategies? Understanding corporate-driven versus individual-driven LinkedIn profiles 社交媒体 B2B 参与度是由印象管理策略驱动的吗？了解企业驱动的 LinkedIn 简介和个人驱动的 LinkedIn 简介

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-10 DOI: 10.1016/j.indmarman.2024.07.003

Anastasia Stathopoulou , Maria Kreuzer , Caroline Frisenberg

{"title":"Is social media B2B engagement driven by impression management strategies? Understanding corporate-driven versus individual-driven LinkedIn profiles","authors":"Anastasia Stathopoulou , Maria Kreuzer , Caroline Frisenberg","doi":"10.1016/j.indmarman.2024.07.003","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.07.003","url":null,"abstract":"<div><p>Professional social media platforms, such as LinkedIn, allow individuals to build their own personal brand with the aim to foster B2B engagement. Individuals can project both individual- and corporate-driven characteristics through LinkedIn, to create favorable impressions management (IM) strategies and attract viewers engagement. This study aims first to understand the difference between individual- versus corporate-driven elements of LinkedIn profiles. Then, using the IM theory, this paper explores the different perceptions formed by potential business partners on these elements which can lead to B2B social media engagement. A content analysis of 130 LinkedIn profiles, followed by 20 in-depth interviews with business professionals, show that perceptions are different between the individual- versus the corporate-driven profiles and these perceptions together with the IM strategies are not static, showing that IM strategies need to be assessed in combinations and over difference phases. Individual-driven profile elements seem to project the most favorable perceptions to foster B2B engagement, leaving the corporate-driven elements to only compliment what is described as the ‘ideal’ profile for B2B engagement. The findings provide valuable insights to different business partners who want to initiate contact and engage with business professionals on social media in a B2B context.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"121 ","pages":"Pages 55-73"},"PeriodicalIF":7.8,"publicationDate":"2024-07-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141593076","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

Too small to care? Developing a model explaining managers' decision to adopt employee stress prevention practices in micro and small enterprises 太小而无暇顾及？建立一个模型，解释微型和小型企业中管理者采取员工压力预防措施的决定

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-09 DOI: 10.1016/j.indmarman.2024.06.005

Johanna Kuske , Florian B. Zapkau , Gertraud M. Gänser-Stickler , Christian Schwens

{"title":"Too small to care? Developing a model explaining managers' decision to adopt employee stress prevention practices in micro and small enterprises","authors":"Johanna Kuske , Florian B. Zapkau , Gertraud M. Gänser-Stickler , Christian Schwens","doi":"10.1016/j.indmarman.2024.06.005","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.06.005","url":null,"abstract":"<div><p>Employee work stress jeopardizes employee well-being and enterprise performance in micro and small enterprises (MSEs). Although previous studies show that formal stress prevention practices effectively improve employee well-being and, in turn, foster enterprise performance, MSE managers rarely adopt such formal prevention practices. Based on qualitative evidence, we explore the attitudes and perceptions underlying MSE managers' decision to adopt formal stress prevention practices (i.e., their perceived closeness with employees, perceived expertise in stress prevention, attitude toward formal practices, attitude toward external support, attitude toward work stress, and perceived employee buy-in). Moreover, we develop a theoretical model explaining how the extracted attitudes and perceptions influence MSE managers' adoption decisions. Our study contributes to the research on MSE managers' experience with managing work stress and their role as employers. Furthermore, we provide practical recommendations for external providers of formal stress prevention practices on how to engage with MSE managers.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"121 ","pages":"Pages 40-54"},"PeriodicalIF":7.8,"publicationDate":"2024-07-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124000944/pdfft?md5=fb856f715028b2200fce6edea1dfd4db&pid=1-s2.0-S0019850124000944-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141593594","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

Stressful exit of B2B executives and their impact on firm performance: Contingent effects of erosion of status, diminished social support and cohesiveness B2B 公司高管的离职压力及其对公司业绩的影响：地位下降、社会支持和凝聚力减弱的权变效应

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-01 DOI: 10.1016/j.indmarman.2024.06.004

Shashank Vaid

引用次数: 0

Elevating B2B branding in a global context: Integrating existing literature and proposing a forward-thinking conceptual framework 在全球背景下提升 B2B 品牌：整合现有文献，提出前瞻性概念框架

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-01 DOI: 10.1016/j.indmarman.2024.06.006

Reza Marvi , Dongmei Zha , Pantea Foroudi

{"title":"Elevating B2B branding in a global context: Integrating existing literature and proposing a forward-thinking conceptual framework","authors":"Reza Marvi , Dongmei Zha , Pantea Foroudi","doi":"10.1016/j.indmarman.2024.06.006","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.06.006","url":null,"abstract":"<div><p>This study aims to evaluate B2B branding in a global context by constructing a framework for future research, practitioners, and brand managers operating in international B2B markets. Employing co-citation and text-mining techniques to investigate 281 articles, we identified five knowledge fields that map the intellectual structure of this domain: brand equity, industrial branding, brand value, global brand leadership, and relationship marketing. We also gained a deeper understanding of the important topics in global B2B branding literature. This framework not only highlights gaps and challenges in conceptual and methodological approaches but also challenges and extends existing academic discourse. It offers a systematic approach to strategic decision-making and the overhaul of marketing practices, guiding practitioners to navigate the complexities of global B2B branding. Our critical analysis sets a new agenda for future research, calling for a more rigorous and holistic advancement in the field of global B2B branding.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 247-272"},"PeriodicalIF":7.8,"publicationDate":"2024-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124000968/pdfft?md5=c8cb523c1bfeef9d2a8a9fa8f10aa0f9&pid=1-s2.0-S0019850124000968-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141482152","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