Industrial Marketing Management最新文献_第7页

1st Industrial Marketing Management (IMM) South America Summit (2nd - 4th October 2024) 第一届工业营销管理（IMM）南美峰会（2024 年 10 月 2 - 4 日）

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-01 DOI: 10.1016/j.indmarman.2024.06.011

Carla Ramos , Danny P. Claro , Adam Lindgreen , C. Anthony Di Benedetto

引用次数: 0

Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions 颠覆性的市场塑造过程：探索自动驾驶汽车解决方案的市场形成

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-01 DOI: 10.1016/j.indmarman.2024.06.002

Håkon Osland Sandvik , David Sjödin , Vinit Parida , Thomas Brekke

{"title":"Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions","authors":"Håkon Osland Sandvik , David Sjödin , Vinit Parida , Thomas Brekke","doi":"10.1016/j.indmarman.2024.06.002","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.06.002","url":null,"abstract":"<div><p>In the race toward autonomous vehicle solutions, providers engage in disruptive market-shaping processes to overcome barriers to commercialization and trigger market formation. This study investigates how disruptive market-shaping processes unfold by employing a multiple case study of 10 AVS providers. Our findings reveal a disruptive market-shaping process comprising four dimensions: shaping the value logic, nurturing the demand side, forging ecosystem alliances, and catalyzing institutional changes. Furthermore, we analyze the temporal unfolding of these activities to illustrate a comprehensive market-shaping process comprising three phases: market exploration, market preparation, and market experimentation. We make significant contributions to the market-shaping and AVS literature. By showing empirically how disruptive market-shaping processes unfold, we refine existing knowledge on the broader market formation stage, anchoring it to the emergence of new markets. Our framework offers micro-level insights into the sequencing of activities and phases embedded in shaping new markets. We argue that successful disruptive market shaping is contingent on creating an attractive market value proposition. Finally, we identify the foundational activities required to overcome market barriers and advance the commercialization of autonomous solutions. We find that granular systems logic reveals AVS's true value, questioning traditional market logic and paving the way for a sustainable, autonomous future.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 216-233"},"PeriodicalIF":7.8,"publicationDate":"2024-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124000920/pdfft?md5=4e3161e4ff4dac9ed92d920b235dba0a&pid=1-s2.0-S0019850124000920-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141482151","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

IMM Asia and Oceania Summit 2024 2024 年 IMM 亚洲和大洋洲峰会

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-07-01 DOI: 10.1016/j.indmarman.2024.06.010

引用次数: 0

Contractual provisions, governance, and maintaining sales leadership: Evidence from franchise systems 合同条款、管理和保持销售领先地位：特许经营系统的证据

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-06-29 DOI: 10.1016/j.indmarman.2024.06.009

Farhad Sadeh , Kamran Eshghi , Hadi Eslami

{"title":"Contractual provisions, governance, and maintaining sales leadership: Evidence from franchise systems","authors":"Farhad Sadeh , Kamran Eshghi , Hadi Eslami","doi":"10.1016/j.indmarman.2024.06.009","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.06.009","url":null,"abstract":"<div><p>Annual sales revenue is one of the most critical indicators of franchise performance not only for the business stakeholders but also for prospective franchisees who are exploring their investment opportunities. Accordingly, Franchise Times ranks and reports the 200 top franchisors annually based on sales performance. Historically, some franchisors have successfully maintained their position among top-ranking firms for years in this credible ranking. Understanding factors associated with such achievement is pivotal for the success and improvement of franchise firms. Despite its importance, the impact of franchise contract provisions on maintaining their sales leadership remains unexplored. In this research, we examine various contract provisions, including cost structure, incentives, and governance, among top franchise firms over time to shed light on factors affecting their sales leadership and continued presence among top-ranking firms. Using the survival analysis, we empirically address this gap by analyzing an unbalanced panel dataset of 153 franchise firms from 2013 to 2020 (1172 firm-year observations). We find that franchisors with contract provisions specifying higher royalty rates, financing support for franchisees, multi-unit or master-franchise-only options, and a primary focus on franchising for expansion are more likely to maintain sales leadership within the industry.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"121 ","pages":"Pages 27-39"},"PeriodicalIF":7.8,"publicationDate":"2024-06-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141487297","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

Nurturing strategic agility through corporate venturing advisory: An exploratory analysis 通过企业风险咨询培养战略灵活性：探索性分析

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-06-27 DOI: 10.1016/j.indmarman.2024.06.012

Ilaria Mancuso , Antonio Messeni Petruzzelli , Umberto Panniello , Federico Frattini , Manlio Del Giudice

{"title":"Nurturing strategic agility through corporate venturing advisory: An exploratory analysis","authors":"Ilaria Mancuso , Antonio Messeni Petruzzelli , Umberto Panniello , Federico Frattini , Manlio Del Giudice","doi":"10.1016/j.indmarman.2024.06.012","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.06.012","url":null,"abstract":"<div><p>This article investigates the role of corporate venturing (CV) advisory firms in fostering strategic agility in their clients, which are typically established, incumbent companies. While strategic agility, defined as the ability of a firm to adapt its strategic direction to create new value, is gaining prominence, the mechanisms for achieving agility through CV remain rather underexplored. Furthermore, traditional CV service providers have been categorized into “inside-out” and “outside-in” players, but a new category of service providers, i.e., the CV advisory firm, transcends these distinctions by offering integrated CV services. Hence, this paper focuses on the case study of Gellify, an international CV advisory firm supporting corporations in developing strategic agility. The results suggest the existence of four distinct CV services that nurture strategic agility, namely venture clienting, venture acquisition, venture building, and venture builder building. Each of these services influences the three key dimensions of strategic agility (i.e., resource fluidity, strategic sensitivity, and leadership unity) in distinct ways and provides different impacts on incumbent firms. This paper contributes to the understanding of how the CV services offered by advisory firms nurture strategic agility in established corporations, thus providing valuable insights into the evolving landscape of CV and strategic agility.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"121 ","pages":"Pages 1-15"},"PeriodicalIF":7.8,"publicationDate":"2024-06-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124001020/pdfft?md5=33fef60f7539af94361e3a8d53473961&pid=1-s2.0-S0019850124001020-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141484134","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

Stalled data flows in digital innovation networks: Underlying mechanisms and the role of related variety 数字创新网络中停滞的数据流：基本机制和相关品种的作用

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-06-27 DOI: 10.1016/j.indmarman.2024.06.007

Jonny Holmström , Angelos Kostis , Emilios Galariotis , David Roubaud , Constantin Zopounidis

{"title":"Stalled data flows in digital innovation networks: Underlying mechanisms and the role of related variety","authors":"Jonny Holmström , Angelos Kostis , Emilios Galariotis , David Roubaud , Constantin Zopounidis","doi":"10.1016/j.indmarman.2024.06.007","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.06.007","url":null,"abstract":"<div><p>Data flows across organizational boundaries are vital for creating and capturing value from data-intensive digital technologies, such as Artificial Intelligence. To achieve this, organizations increasingly engage in digital innovation networks, i.e., constellations of relations among dispersed, loosely coupled actors, who seek to collaborate for combining heterogeneously distributed domain expertise to train and leverage emerging digital technologies that learn from data. Yet, data flows remain stalled within digital innovation networks, and organizations fail to achieve sought-after benefits from data-intensive digital technologies. To date, research has paid limited attention to what contributes to stalled data flows and what strategies are required to facilitate seamless data flows. Our in-depth qualitative study of a digital innovation network within the Swedish forestry identified four key mechanisms underlying stalled data flows and hampering firms in leveraging value from data-intensive digital technologies and revealed the key role of brokerage functions in digital innovation networks for establishing what we call <em>related variety</em>.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"121 ","pages":"Pages 16-26"},"PeriodicalIF":7.8,"publicationDate":"2024-06-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S001985012400097X/pdfft?md5=0a5b6e459c4321f7024f844f9716ef85&pid=1-s2.0-S001985012400097X-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141484135","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

Towards a theory of interfirm adaptation in business relationships 建立企业关系中的企业间适应理论

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2024-06-21 DOI: 10.1016/j.indmarman.2024.06.008

Stefanos Mouzas

引用次数: 0

Incorporating usage data for B2B churn prediction modeling 结合使用数据建立 B2B 客户流失预测模型

IF 10.3 1区管理学

Industrial Marketing Management Pub Date : 2024-06-18 DOI: 10.1016/j.indmarman.2024.05.008

Juliana Sanchez Ramirez , Kristof Coussement , Arno De Caigny , Dries F. Benoit , Emil Guliyev

{"title":"Incorporating usage data for B2B churn prediction modeling","authors":"Juliana Sanchez Ramirez , Kristof Coussement , Arno De Caigny , Dries F. Benoit , Emil Guliyev","doi":"10.1016/j.indmarman.2024.05.008","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.05.008","url":null,"abstract":"<div><p>The potential for predicting churn in B2B contexts remains untapped despite the growing availability of digital customer traces, particularly usage data. Nevertheless, this source provides valuable insights into customer behavior and product interaction, serving as a powerful tool for understanding customer needs and improving retention efforts. This paper aims to explore the value of usage data for B2B customer churn prediction using a real-world dataset with 3959 subscriptions from a European software provider. The contribution to literature is two-fold. First, we define a framework to structure usage data into cross-sectional features that could be included in predictive models. We study the impact of usage information on churn prediction performance along three primary components– timing, granularity, and expertise. The findings confirm the value of this data source and two of the three examined components, particularly in terms of AUC and TDL. Second, we provide insights into the carbon footprint of the entire modeling process required to integrate usage data into different machine-learning algorithms. Furthermore, to strengthen the robustness of our findings, we compare five common machine-learning algorithms in CCP. Consequently, this study uncovered unexplored aspects of usage data and practical implications for enhancing churn prediction in a B2B setting.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 191-205"},"PeriodicalIF":10.3,"publicationDate":"2024-06-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141424323","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 oriented, service intensive, transnational entrepreneurs' international target market strategies 技术导向型、服务密集型跨国企业家的国际目标市场战略

IF 10.3 1区管理学

Industrial Marketing Management Pub Date : 2024-06-17 DOI: 10.1016/j.indmarman.2024.06.003

Shiv Chaudhry , Dave Crick , James M. Crick

{"title":"Technology oriented, service intensive, transnational entrepreneurs' international target market strategies","authors":"Shiv Chaudhry , Dave Crick , James M. Crick","doi":"10.1016/j.indmarman.2024.06.003","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.06.003","url":null,"abstract":"<div><p>This instrumental case study's objective is to understand the target market strategies of technology oriented, service intensive, transnational entrepreneurs (TEs). Existing studies featuring the merits of ‘concentration versus spreading’ target market strategies provide mixed findings, typically involving firms with product oriented as opposed to service intensive business models. Furthermore, prior research focuses on export-oriented owner-managers as opposed to TEs who have capabilities associated with being socially embedded across different countries. Interview data features the practices of 15 TEs, whose businesses involved information and knowledge-based solutions. Specifically, first generation UK-based South Asian immigrant entrepreneurs who are socially embedded in both their country of origin and country of settlement. Unique insights contribute to a microfoundational cultural perspective of business-to-business (B2B) practices, regarding a new generation of TEs, being relatively highly educated, experienced, and technologically oriented. New evidence builds on dated prior studies often featuring lower skilled and less experienced immigrant entrepreneurs in low-tech, service-oriented sectors. The choice of TEs' target market strategy is not necessarily binary in nature, whereby the importance of decision-makers possessing the ability to pivot strategies is evidenced. To varying degrees, certain TEs employ an ambidextrous approach, concentrating on key markets and entering/exiting others perceived as peripheral.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 175-190"},"PeriodicalIF":10.3,"publicationDate":"2024-06-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124000932/pdfft?md5=643ad835d2378f608f607372c201e42f&pid=1-s2.0-S0019850124000932-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141424365","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

Paradox blindness: How managers frame coopetition 悖论盲点：管理者如何构建合作竞争

IF 10.3 1区管理学

Industrial Marketing Management Pub Date : 2024-06-12 DOI: 10.1016/j.indmarman.2024.06.001

Mika Yrjölä , Aleksi Niittymies , Abdollah Mohammadparast Tabas

{"title":"Paradox blindness: How managers frame coopetition","authors":"Mika Yrjölä , Aleksi Niittymies , Abdollah Mohammadparast Tabas","doi":"10.1016/j.indmarman.2024.06.001","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.06.001","url":null,"abstract":"<div><p>Coopetition, characterized by the simultaneous pursuit of cooperation and competition, presents a paradoxical challenge for organizations and the individuals involved. This study explores managers' capacity to manage the inherent paradox of coopetition, focusing on the managerial framings and the various contextual factors shaping them. While the importance of coopetition-oriented mindsets, paradoxical frames, and cognitive and emotional capabilities is recognized for successful management of these challenges, more research is needed to understand how individual managers frame coopetition. The framing perspective is important, because it shows how managers make sense of and try to influence their own behavior as well as that of others. Utilizing a qualitative approach, we analyzed 26 interviews with top managers from 24 organizations within the same healthcare ecosystem. As a result, we develop a framework outlining three distinct paths to framing coopetition: conscious denial, acceptance, and unconscious denial, along with five specific framings. Our findings highlight the impact of these framings on managers' ability to manage coopetition effectively and the conditions shaping the different framings. Through these insights, this research advances our understanding of coopetition management and underscores the crucial role of context, enriching both theoretical discourse and practical application.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 160-174"},"PeriodicalIF":10.3,"publicationDate":"2024-06-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124000919/pdfft?md5=aee3ccd0ea0568b0481939c8eb614023&pid=1-s2.0-S0019850124000919-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141314008","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