Industrial Marketing Management最新文献_第6页

Strategic transformation of the sales function in servitization: A multi-level configurational view 服务化中销售职能的战略转型：多层次配置观

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-03-24 DOI: 10.1016/j.indmarman.2026.03.012

Maria Spadafora, Mario Rapaccini

{"title":"Strategic transformation of the sales function in servitization: A multi-level configurational view","authors":"Maria Spadafora, Mario Rapaccini","doi":"10.1016/j.indmarman.2026.03.012","DOIUrl":"10.1016/j.indmarman.2026.03.012","url":null,"abstract":"<div><div>This study explores how manufacturing firms reshape their sales function in their shift to a service business (<em>servitization</em>). Drawing on polar-type case studies at different stages of servitization, this research analyses how the sales of base and advanced services differ in terms of organisational structures, roles and responsibilities of sales teams, processes and tools, and knowledge and skills. The research reveals that standardised approaches and centralised governance often constrain the evolution of advanced services sales. We argue that modularity can also hinder the strategic development of sales functions in early-stage servitization. In contrast, it drives legitimation of professional sales teams in more mature contexts. Moreover, digital tools that support the selling of base and advanced services can differ significantly, with the latter benefiting from a more sophisticated portfolio of information systems and technologies such as simulators and configurators, while the former remain anchored to legacy tools supporting the sales of product business. The paper contributes to the servitization and industrial marketing literature by offering a multilevel view of the transformation of sales functions in connection with servitization, highlighting the interplay between standardisation, autonomy, modularity, and digitisation as impediments or enablers for the sale of advanced services.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"134 ","pages":"Pages 280-296"},"PeriodicalIF":7.5,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147600257","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 B2B branding research measures up: A systematic review of key themes, theories, and methods B2B品牌研究如何衡量：对关键主题、理论和方法的系统回顾

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.2026.03.010

Christian Kowalkowski , Joona Keränen , Edwin J. Nijssen

{"title":"How B2B branding research measures up: A systematic review of key themes, theories, and methods","authors":"Christian Kowalkowski , Joona Keränen , Edwin J. Nijssen","doi":"10.1016/j.indmarman.2026.03.010","DOIUrl":"10.1016/j.indmarman.2026.03.010","url":null,"abstract":"<div><div>Although a growing number of literature reviews on business-to-business (B2B) branding may suggest that the field is maturing and expanding, this systematic review reveals that progress has been more limited than it appears. By analyzing the themes, theoretical foundations, and methodological approaches of B2B branding research over the past five decades, we identify modest advancement—and even signs of stagnation. Based on a systematic analysis of 235 peer-reviewed journal articles published between 1988 and 2025, we find that while the volume of qualitative and quantitative contributions has increased, scholarly progress is often constrained by the predominance of descriptive case studies over more analytical and theory-building work. Moreover, many quantitative studies lack strong theoretical underpinnings, relying on hypothesis testing without robust conceptual frameworks or defaulting to generic and often B2C-derived branding frameworks. To advance the field, we identify the underlying causes of these limitations and propose a research agenda outlining future directions concerning theory, methods, and research themes.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"134 ","pages":"Pages 381-394"},"PeriodicalIF":7.5,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147600205","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

Engagement for sustainability transformation: Generating collective engagement for institutional change through synchronization 参与可持续转型：通过同步为制度变革产生集体参与

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-04-03 DOI: 10.1016/j.indmarman.2026.03.008

Katrin Uude, Carolin Plewa, Jodie Conduit

引用次数: 0

Competitive–cooperative trait balance in B2B salespeople B2B销售人员竞争与合作特质的平衡

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-03-25 DOI: 10.1016/j.indmarman.2026.03.004

Yanhui Zhao , Wyatt A. Schrock , Yuerong Liu , Victor V. Chernetsky , Katherine L. Rust , Douglas E. Hughes

{"title":"Competitive–cooperative trait balance in B2B salespeople","authors":"Yanhui Zhao , Wyatt A. Schrock , Yuerong Liu , Victor V. Chernetsky , Katherine L. Rust , Douglas E. Hughes","doi":"10.1016/j.indmarman.2026.03.004","DOIUrl":"10.1016/j.indmarman.2026.03.004","url":null,"abstract":"<div><div>Salespeople operate in environments that demand both competition and cooperation, yet their dispositional tendencies toward each may vary. While practitioners emphasize the importance of balancing trait competitiveness and cooperativeness, academic research has largely examined them in isolation. Drawing on Job Demands-Resources Theory and Achievement Goal Theory, we conceptualize competitive–cooperative trait balance (CCTB) as a personal resource and examine its effect on salesperson performance. We also test two boundary conditions: supportive leadership (a job resource) and role ambiguity (a job demand). Using mixed-effects modeling, we analyze survey data from 215 inside sales professionals at a B2B financial services company, with survey responses matched to objective performance metrics from company records. Results show that CCTB positively predicts objectively measured salesperson performance; supportive leadership strengthens this effect, while role ambiguity weakens it. To extend these findings, a follow-up qualitative study was conducted with sales managers and sales executives to better understand the mechanisms linking CCTB to performance. Together, these findings contribute to theory by positioning trait balance as a performance-relevant construct and offer managerial insight for hiring and development practices.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"134 ","pages":"Pages 297-311"},"PeriodicalIF":7.5,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147600255","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 alignment fails but cooperation persists: The paradox of executive–managerial misalignment in B2B partnerships 当一致性失败但合作仍然存在：B2B伙伴关系中执行-管理不一致性的悖论

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-03-25 DOI: 10.1016/j.indmarman.2026.03.009

Yuchen Shi , Hong-Youl Ha

{"title":"When alignment fails but cooperation persists: The paradox of executive–managerial misalignment in B2B partnerships","authors":"Yuchen Shi , Hong-Youl Ha","doi":"10.1016/j.indmarman.2026.03.009","DOIUrl":"10.1016/j.indmarman.2026.03.009","url":null,"abstract":"<div><div>This study examines how perceptual misalignment between executives and frontline managers affects cooperation and performance in B2B partnerships. Drawing on two-wave panel data from 361 interorganizational dyads, we develop and test a temporal cross-lagged model to determine if divergences in strategic orientation and relational expectations hinder cooperative behavior over time. The results indicate that neither form of misalignment at T1 significantly reduces cooperation at T2, suggesting that collaborative routines in partnerships may persist despite cognitive differences across organizational levels. However, cooperative behavior strongly predicts partnership performance, highlighting cooperation as a key behavioral mechanism linking internal perceptions to outcomes. Relationship length and partner dependence moderate the indirect pathway from misalignment to performance through collaboration, with adverse effects emerging primarily in short-duration or low-dependence partnerships and diminishing under conditions of relational maturity and structural interdependence. These findings suggest that the implications of perceptual misalignment are contingent rather than universally harmful. This study contributes to B2B relationship research by clarifying when cross-level perceptual divergence results in behavioral consequences and by identifying boundary conditions under which cooperation remains stable over time.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"134 ","pages":"Pages 325-337"},"PeriodicalIF":7.5,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147600261","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

Technology sourcing: How and why Bang & Olufsen’s capability, identity, and supplier interface change 技术采购：Bang & Olufsen的能力、身份和供应商界面如何以及为什么会发生变化

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-03-25 DOI: 10.1016/j.indmarman.2026.03.014

P.H. Andersen , L.N. Laursen , M.M. Møller

{"title":"Technology sourcing: How and why Bang & Olufsen’s capability, identity, and supplier interface change","authors":"P.H. Andersen , L.N. Laursen , M.M. Møller","doi":"10.1016/j.indmarman.2026.03.014","DOIUrl":"10.1016/j.indmarman.2026.03.014","url":null,"abstract":"<div><div>While the literature on technology sourcing has examined how make-buy decisions influence organisational boundaries, scholars have argued that this analytical scope is too narrow, as it neglects critical issues concerning how technology sourcing relates to organisational capabilities, identity, and supplier interfacing. This study investigates the dynamic interplay between technology sourcing decisions, organisational capabilities, organisational identity, and supplier interfaces to identify how these elements co-evolve over time. Adopting a processual perspective, we conduct a longitudinal study of B&O's sourcing decisions over three decades. Our findings reveal that as the company gradually outsourced an increasing number of critical components of television technology to keep pace with technological change, it experienced mounting tensions in realigning the congruence between organisational identity (who they are) and organisational capabilities (what they do). These realignments manifested as substantive changes to buyer–supplier interfaces (i.e., how they interact). The study contributes insights into the dynamic nature of technology sourcing, demonstrating how it can generate intra-organisational misalignment between capabilities and identity, subsequently forcing adaptations in buyer–supplier interfaces.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"134 ","pages":"Pages 338-350"},"PeriodicalIF":7.5,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147600258","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

Business model portfolio expansion through structural separation – Adding a new digital business model 通过结构分离扩展业务模式组合-增加新的数字业务模式

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-03-25 DOI: 10.1016/j.indmarman.2026.03.007

Daniel Kindström

{"title":"Business model portfolio expansion through structural separation – Adding a new digital business model","authors":"Daniel Kindström","doi":"10.1016/j.indmarman.2026.03.007","DOIUrl":"10.1016/j.indmarman.2026.03.007","url":null,"abstract":"<div><div>The notion of managing multiple business models as a portfolio of different business models has captured the attention of both scholars and practitioners, reflecting a growing interest in how firms can pursue and manage different business objectives and drive growth. While previous research has explored how to manage existing business model portfolios, few studies have examined the processes involved in the creation of such portfolios. Drawing on a digital transformation initiative within a large manufacturing firm, this study offers an in-depth account of a business model portfolio expansion process as an incumbent B2B-firm add a new digital business model. By analyzing the incremental decoupling of the emerging business model from the existing, this study proposes a framework for business model expansion as a gradual, staged process of separation. It identifies three key mechanisms inherent in this: the gradual decoupling of the emerging business logic and its co-evolution with the structural separation of the organizations, the rapid sequencing of the stages in the process, and the critical role of external triggers. Overall, the study contributes to the literature on business model portfolios, while also advancing understanding of business model expansion and structural separation.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"134 ","pages":"Pages 312-324"},"PeriodicalIF":7.5,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147600260","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 role of digital and interpersonal touchpoints as drivers of future customer engagement intention in B2B service firms 数字和人际接触点在B2B服务公司中作为未来客户参与意向驱动因素的作用

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-04-01 Epub Date: 2026-03-31 DOI: 10.1016/j.indmarman.2026.03.013

Xenthe Bang , Fiona Schweitzer

{"title":"The role of digital and interpersonal touchpoints as drivers of future customer engagement intention in B2B service firms","authors":"Xenthe Bang , Fiona Schweitzer","doi":"10.1016/j.indmarman.2026.03.013","DOIUrl":"10.1016/j.indmarman.2026.03.013","url":null,"abstract":"<div><div>We study how digital and interpersonal touchpoints interact to shape customer experience and drive future customer engagement as a business outcome in B2B professional services firms. Customer experience emerges from touchpoints within a broader context, ultimately influencing customer value judgments. However, customer experience managers often struggle to link customer experience investments to business outcomes, particularly in B2B professional services, where long sales cycles and complex offerings make direct return-on-investment measurements challenging. Gathering and analysing data of 196 customers of a global financial services firm as well as a calibration study of 80 customers of the same firm, we show that digital and interpersonal touchpoints positively influence future customer engagement intention in the form of lifetime, influence, and knowledge value. Moreover, we find digital activity level to moderate this relationship. These findings underline the importance of professional digital and interpersonal touchpoint management to driving future engagement.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"134 ","pages":"Pages 363-380"},"PeriodicalIF":7.5,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147600254","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

Exploring the intensity of power asymmetry in food supply systems: an application of systems thinking 探讨粮食供应系统中权力不对称的强度：系统思维的应用

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-02-01 Epub Date: 2026-01-21 DOI: 10.1016/j.indmarman.2026.01.002

Svetlana Bogomolova , Laura Lesar , Nicole Baum , Bryony Jardine , Larry Lockshin , Adam Loch , Jonathan Buckley

{"title":"Exploring the intensity of power asymmetry in food supply systems: an application of systems thinking","authors":"Svetlana Bogomolova , Laura Lesar , Nicole Baum , Bryony Jardine , Larry Lockshin , Adam Loch , Jonathan Buckley","doi":"10.1016/j.indmarman.2026.01.002","DOIUrl":"10.1016/j.indmarman.2026.01.002","url":null,"abstract":"<div><div>Power asymmetry in food supply systems can restrict local producers' access to mainstream distribution impacting their growth and that of local economies. While prior research acknowledges this challenge, it overlooks how the <em>intensity</em> of power asymmetry varies across system levels. This study applies a systems theory perspective, and in particular complex adaptive system (CAS) lens to explore: (1) how power asymmetry intensity varies across food supply system levels, and (2) what strategies might mitigate power asymmetry for local producers within and across systems. Through 50 in-depth expert interviews with Australian producers, retailers, and policymakers, findings indicate that power asymmetry intensifies on a continuum from micro (e.g., farm-gate sales, farmers markets), through meso (e.g., national) to macro levels (e.g., global). Cross-system opportunities, in hospitality and tourism systems, can diversify distribution channels for local producers, reducing reliance on dominant retailers. The study challenges uniform views of power asymmetry and identifies solution-focused mitigation strategies that could be utilized within and beyond a food supply system. It extends systems theory, in particular CAS, and power asymmetry frameworks in B2B marketing, mapping intensity variations and cross-system leverage. Practically, the findings suggest actionable strategies for local food producers, retailers and policymakers to develop more equitable and resilient local food systems.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"133 ","pages":"Pages 53-66"},"PeriodicalIF":7.5,"publicationDate":"2026-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"146023943","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

Untangling value-based customer management approaches in business markets: Value-based selling, customer success management, key account management 解开商业市场中基于价值的客户管理方法：基于价值的销售，客户成功管理，大客户管理

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-02-01 Epub Date: 2026-02-18 DOI: 10.1016/j.indmarman.2026.01.009

Stefan Wengler , Michael Kleinaltenkamp , Nima Heirati , Katharina Prohl-Schwenke

{"title":"Untangling value-based customer management approaches in business markets: Value-based selling, customer success management, key account management","authors":"Stefan Wengler , Michael Kleinaltenkamp , Nima Heirati , Katharina Prohl-Schwenke","doi":"10.1016/j.indmarman.2026.01.009","DOIUrl":"10.1016/j.indmarman.2026.01.009","url":null,"abstract":"<div><div>Although there has been increasing research attention to value-based selling, customer success management, and key account management over the last decade, these concepts have largely been explored in independent streams of literature. As a result, the boundaries and relationships between these customer management approaches remain blurred, and their implementation in business practice often leads to unclear responsibilities and conflicts across organizational units, which may adversely affect customer satisfaction and loyalty. Drawing on recent conceptualizations of customer-perceived value in business markets that build an overarching goal shared by value-based selling, customer success management, and key account management, this article unravels the existing conceptual understandings of these approaches at the specific activity level. We develop an integrated conceptual model that not only articulates the three approaches' conceptual distinctions but also illuminates their interrelationships and complementarities. This study contributes theoretical insights, offers actionable management implications, and identifies promising avenues for future research.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"133 ","pages":"Pages 162-174"},"PeriodicalIF":7.5,"publicationDate":"2026-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147397607","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