Industrial Marketing Management最新文献_第7页

When being green is not enough – An experimental study of the effects of sustainable value propositions on B2B green buying decisions 当绿色还不够时——可持续价值主张对B2B绿色购买决策影响的实验研究

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-03-08 DOI: 10.1016/j.indmarman.2025.02.017

Marcel Aksoy, Benedikt Schnellbächer

{"title":"When being green is not enough – An experimental study of the effects of sustainable value propositions on B2B green buying decisions","authors":"Marcel Aksoy, Benedikt Schnellbächer","doi":"10.1016/j.indmarman.2025.02.017","DOIUrl":"10.1016/j.indmarman.2025.02.017","url":null,"abstract":"<div><div>Despite the increased importance of environmental sustainability in B2B buying, insights on the marketing mechanisms that influence B2B green buying behavior and green value perceptions at the individual level are still limited. Drawing upon signaling theory and the literature on sustainable value propositions in B2B markets, we first examine the effect of vendors' sustainable value propositions on individual B2B buyers' purchasing decisions for green technology offerings. In a second step, we further investigate the role of buyers' market turbulence as a contingent factor in this relationship. Our findings from a scenario-based experiment provide empirical evidence that a risk-based strategy is more effective under conditions of high buyer market turbulence, while a certification-based strategy, counter to the literature, is more impactful in less turbulent markets. We thus advance the knowledge on the factors that drive B2B green buying at the individual level and contribute to the literature on sustainability value and sustainable value propositions in business markets. Our results further provide guidance for vendors designing value propositions for green offerings and for buyers seeking to purchase environmentally-friendly technologies.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 266-278"},"PeriodicalIF":7.8,"publicationDate":"2025-03-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143580363","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

Different roads lead to Rome: A configurational investigation of solution Salespeople's sales success in business-to-business markets 不同的道路通向罗马：解决方案的配置调查销售人员在企业对企业市场的销售成功

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-28 DOI: 10.1016/j.indmarman.2025.02.014

Franziska M. Bongers , Alisa K. Keller , Gloria Stoffer , Jan Hendrik Schumann , Dirk Totzek , Wolfgang Ulaga

{"title":"Different roads lead to Rome: A configurational investigation of solution Salespeople's sales success in business-to-business markets","authors":"Franziska M. Bongers , Alisa K. Keller , Gloria Stoffer , Jan Hendrik Schumann , Dirk Totzek , Wolfgang Ulaga","doi":"10.1016/j.indmarman.2025.02.014","DOIUrl":"10.1016/j.indmarman.2025.02.014","url":null,"abstract":"<div><div>Business-to-business firms are increasingly pursuing service-oriented business models by offering customer solutions. Whereas prior research highlights the important role of solution salespeople's competencies in successfully selling solutions, it remains largely unclear how solution salespeople achieve sales success through their competencies. Drawing on the job demands–resources model and configuration theory, this article explores whether and how competency configurations impact solution salespeople's sales success. Insights from in-depth interviews with solution sales managers indicate that complex equifinal configurations of competencies qualify individual salespeople to master their lead coordinating role in facilitating solution sales success. The findings from two fuzzy-set qualitative comparative analyses using dyadic data reveal specific equifinal configurations of key personal competencies (i.e., abilities related to salespeople's personalities) and procedural competencies (i.e., abilities related to salespeople's enactment of the solution-selling process) that qualify individual salespeople in their role, thus determining their solution sales success. Accordingly, sales success is facilitated by unique strength profiles such that successful solution salespeople are neither required to possess the full range of personal competencies nor to excel along the solution-selling process.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 251-265"},"PeriodicalIF":7.8,"publicationDate":"2025-02-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143510959","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

Unite and conquer – End-to-end value creation through intra-organizational purchasing-sales integration 团结和征服-通过组织内部采购-销售整合创造端到端的价值

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-26 DOI: 10.1016/j.indmarman.2025.02.021

Jürgen Scherer , Wim G. Biemans

{"title":"Unite and conquer – End-to-end value creation through intra-organizational purchasing-sales integration","authors":"Jürgen Scherer , Wim G. Biemans","doi":"10.1016/j.indmarman.2025.02.021","DOIUrl":"10.1016/j.indmarman.2025.02.021","url":null,"abstract":"<div><div>An effective value chain depends on the seamless flow of goods, services, and information between chain partners. A rich literature describes how a firm's purchasing function may develop effective co-creation relationships with upstream suppliers, while its sales function co-creates value with downstream customers. However, effective end-to-end (E2E) value creation is often hampered by the missing relationship between a firm's purchasing and sales functions. Especially in industrial manufacturing firms, purchasing and sales often operate independently from each other resulting in lost opportunities and inefficient supply chains. Although buying and selling are often treated as separate disciplines, academics increasingly emphasize the need for effective purchasing-sales integration (PSI).</div><div>Inspired by two Special Issues of <em>Industrial Marketing Management</em> on the purchasing-sales interface, we contribute to this emerging literature with an integrated academic-practitioner perspective. Based on extensive practical and academic experience, we develop a conceptual framework that integrates the scope and intensity of PSI, illustrate it with numerous practical examples, and formulate guidelines for management to strengthen their organizations' PSI. In addition, we present several theoretical propositions and suggestions for both future research and for business schools to connect purchasing and sales in terms of their curriculum, degrees, course materials, research projects, and collaboration with practitioners.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 236-250"},"PeriodicalIF":7.8,"publicationDate":"2025-02-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143487917","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

Beyond buying bytes: Complementing agile new product development with an agile procurement process 超越购买字节：用敏捷采购流程补充敏捷新产品开发

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-25 DOI: 10.1016/j.indmarman.2025.02.016

Ruth Schültken, Steffen Kokozinski, Christoph Bode

{"title":"Beyond buying bytes: Complementing agile new product development with an agile procurement process","authors":"Ruth Schültken, Steffen Kokozinski, Christoph Bode","doi":"10.1016/j.indmarman.2025.02.016","DOIUrl":"10.1016/j.indmarman.2025.02.016","url":null,"abstract":"<div><div>Agile methodologies are widely employed in new product development (NPD) projects characterized by high task interdependence and uncertainty, in both in-house and outsourcing contexts. In outsourcing scenarios, however, the benefits of an agile NPD process are often hindered when paired with traditional procurement processes due to misalignments with (1) the agile NPD process itself and (2) the contingencies of high task interdependence and uncertainty. To address these misalignments and enhance NPD goal attainment, this study set out to develop an agile procurement process. Employing a design science approach, the research incorporates insights from 23 interviews with experts in procurement, research and development (R&D), and suppliers, alongside a case study to implement, evaluate, and refine the proposed design. The proposed agile procurement process purposefully restructures procurement into two phases – a <em>pre-development phase</em> and a <em>during-development phase</em> with iterative cycles – which reduces costs, accelerates time-to-market, and improves quality. The results contribute to the literature by developing mid-range theory, elaborating on contingency theory and assessing its applicability to this problem, and applying agility in its original conceptualization to procurement and supply chain management.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 210-220"},"PeriodicalIF":7.8,"publicationDate":"2025-02-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143487915","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

Coopetition: Stepping in and out of contextual spaces 合作：进出情境空间

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-25 DOI: 10.1016/j.indmarman.2025.02.013

Helen McGrath , Poul H. Andersen , Christopher J. Medlin

引用次数: 0

Top management team means-ends diversity and competitive dynamics 高层管理团队意味着多样性和竞争动力

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-24 DOI: 10.1016/j.indmarman.2025.02.015

Wei Yang , Sicheng Luo , Danny Miller , Hao-Chieh Lin

引用次数: 0

Advertising in business markets – The obscured bottom-line effect and need for appropriate analytics 商业市场中的广告——模糊的底线效应和对适当分析的需求

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-22 DOI: 10.1016/j.indmarman.2025.02.003

Peter Guenther , Miriam Guenther , Mahabubur Rahman , Mariia Koval , Viacheslav Iurkov

{"title":"Advertising in business markets – The obscured bottom-line effect and need for appropriate analytics","authors":"Peter Guenther , Miriam Guenther , Mahabubur Rahman , Mariia Koval , Viacheslav Iurkov","doi":"10.1016/j.indmarman.2025.02.003","DOIUrl":"10.1016/j.indmarman.2025.02.003","url":null,"abstract":"<div><div>In business markets, advertising is believed to be increasingly important to achieve performance goals. Accordingly, business-to-business (B2B) marketers are frequently held accountable for the direct returns on their advertising expenses. Yet relying on a direct advertising-profitability association can be misleading and eventually harm firm performance. This research integrates conceptual advancements in the marketing profitability chain and the ability-motivation-opportunity frameworks, as well as the distinct characteristics of the B2B context, to explain why consideration of (a) lead-lag structure, (b) idiosyncratic factors, and (c) nonlinear effects is especially critical in business markets to properly determine the relationship. Using a large dataset of 1348 B2B firms observed over a decade (2010 to 2020), the results show that advertising erroneously appears to hurt profitability when common analytical techniques are used. Consideration of lagged effects, nonlinear effects, and effects from idiosyncratic factors such as competitive intensity and firms' advertising capability, but not their offering type (goods versus services), turns the relationship more positive, which this study shows is the true relationship between advertising spending and profitability in business markets. The conceptual discussion, methodologies, and findings presented here offer valuable insights for business marketing researchers and managers.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 185-196"},"PeriodicalIF":7.8,"publicationDate":"2025-02-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143463546","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

Operationalizing ad creativity and its effects in B2B advertising 广告创意的运作及其在B2B广告中的效果

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-22 DOI: 10.1016/j.indmarman.2025.02.011

Jodie L. Ferguson , Brian P. Brown , Kunal Swani , Naveen Donthu

{"title":"Operationalizing ad creativity and its effects in B2B advertising","authors":"Jodie L. Ferguson , Brian P. Brown , Kunal Swani , Naveen Donthu","doi":"10.1016/j.indmarman.2025.02.011","DOIUrl":"10.1016/j.indmarman.2025.02.011","url":null,"abstract":"<div><div>While creative advertising is considered to be the key to breaking through media clutter, academics have been slow to research ad creativity, particularly in B2B settings. Ad creativity's conceptualization has been nebulous and its measurement inconsistent. Nevertheless, business managers realize its potential to influence consumers and organizational buyers, and ultimately affect brand outcomes. The current research focuses on ad creativity by presenting a concise conceptualization of the ad creativity construct. Further, it details the development of an ad creativity measure set in a business market setting. The ad creativity measure is employed in an empirical study where it was found that the combination of novelty and relevance in ad creativity executions influence attitude towards the brand, information-seeking intentions and likelihood to recommend behaviors. An eye tracking experiment found that B2B buyers fixated on the novel elements of an ad and subsequently had greater recall. The ad creativity measure appears to be a comprehensive tool for operationalizing ad creativity. Importantly, it is also a simple and useful tool for advertising practitioners and managers who seek to design and test the appropriate level of ad creativity in their advertising campaigns.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 168-184"},"PeriodicalIF":7.8,"publicationDate":"2025-02-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143463545","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

SMEs' use of AI for new product development: Adoption rates by application and readiness-to-adopt 中小企业在新产品开发中使用人工智能的情况：应用的采用率和采用的准备程度

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-19 DOI: 10.1016/j.indmarman.2025.01.016

Robert G. Cooper

{"title":"SMEs' use of AI for new product development: Adoption rates by application and readiness-to-adopt","authors":"Robert G. Cooper","doi":"10.1016/j.indmarman.2025.01.016","DOIUrl":"10.1016/j.indmarman.2025.01.016","url":null,"abstract":"<div><div>Artificial Intelligence (AI) is poised to transform all aspects of business, and with it, new product development (NPD). Pioneering companies that are early adopters of AI for NPD have reaped substantial rewards, seeing notable reductions in development timelines and a heightened pace of innovation. These are larger firms like Siemens, GE, Nestle, and Pfizer; but what about the more typical or smaller firm? To address this question, we surveyed Irish small-to-medium-sized enterprises (SMEs), organized by the Innovation and Research Development Group (IRDG) in Ireland.</div><div>This article unveils the study's findings, shedding light on the current implementation status of AI across 13 crucial applications in NPD. It also delves into the SMEs' <em>intentions to adopt</em> AI in their NP processes in the foreseeable future, along with the improvements that AI has already brought. Importantly, the study also focuses on SMEs' <em>readiness to adopt</em> AI for NPD, the most important metrics gauging readiness, and possible causes of hesitancy to adopt AI.</div><div>SMEs in the study have not implemented AI across any of the 13 possible application areas in NPD to a great extent, and the <em>intent-to-adopt</em> is also not strong. Performance results from deploying AI in NPD to date are modest, averaging about 27 % improvement on each of the five KPIs. Further, SMEs' <em>readiness-to-adopt</em> AI for NPD reveals that they are not strongly committed to moving ahead with AI in NPD for a variety of reasons, including the high costs of acquiring AI; challenges in building a strong business case; cybersecurity and IP risks; and recent AI failures.</div><div>The urgency to act and embrace AI in NPD becomes evident as we uncover the immense potential it holds for propelling businesses into a future of enhanced productivity, efficiency, and innovation.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 159-167"},"PeriodicalIF":7.8,"publicationDate":"2025-02-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143444365","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

Effect of product and process complexities on disruptions: Can coordination and transparency negate this effect? 产品和工艺复杂性对中断的影响：协调和透明度能否抵消这种影响？

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-18 DOI: 10.1016/j.indmarman.2025.02.010

Antony Paulraj , Lina Zhang , Murtaza Faruquee , Chandra Ade Irawan

{"title":"Effect of product and process complexities on disruptions: Can coordination and transparency negate this effect?","authors":"Antony Paulraj , Lina Zhang , Murtaza Faruquee , Chandra Ade Irawan","doi":"10.1016/j.indmarman.2025.02.010","DOIUrl":"10.1016/j.indmarman.2025.02.010","url":null,"abstract":"<div><div>Different combinations of product and process complexities could lead to different effects on internal disruptions within firms. Therefore, this paper aspires to understand how the symmetric and asymmetric combinations of product and process complexities could be beneficial for improving a firm's internal resilience capabilities. Additionally, we also evaluate the contingent effects of internal coordination and internal transparency on the effect of these complexities on internal disruptions. Using survey data collected from 291 manufacturing firms in the United Kingdom and the United States, we evaluate negative binomial regression models and the resulting response surfaces to test and present our hypotheses. Our results show that asymmetric combinations of product and process complexities lead to higher internal disruptions than symmetric combinations of product and process complexities. Additionally, both internal coordination and internal transparency seem to effectively moderate the impact of these complexities on internal disruptions. Essentially, these two contingencies could make the firm more resilient against internal disruptions. By testing both symmetric and asymmetric combinations of product and process complexities, our research makes novel contributions to the extant literature of operational complexity.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 146-158"},"PeriodicalIF":7.8,"publicationDate":"2025-02-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143430287","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