Industrial Marketing Management最新文献_第7页

Editorial: Transformations shaping contemporary industrial marketing - The 1st Industrial Marketing Management South America Summit 编辑：变革塑造当代工业营销-第一届工业营销管理南美峰会

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-02-01 Epub Date: 2026-01-13 DOI: 10.1016/j.indmarman.2025.12.011

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

引用次数: 0

Scaling outcome-based business models: A maturity framework 扩展基于结果的业务模型：成熟度框架

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-02-01 Epub Date: 2026-02-11 DOI: 10.1016/j.indmarman.2026.01.007

Eveliina Lakka , Joona Keränen , Joel Mero , Matti Leppäniemi

{"title":"Scaling outcome-based business models: A maturity framework","authors":"Eveliina Lakka , Joona Keränen , Joel Mero , Matti Leppäniemi","doi":"10.1016/j.indmarman.2026.01.007","DOIUrl":"10.1016/j.indmarman.2026.01.007","url":null,"abstract":"<div><div>Delivering outcome-based offerings has gained traction in many industries, but firms often struggle to scale them into a repeatable and profitable business. While prior research has explored the transition from selling products and services to selling customer outcomes, it does not unpack the key requirements and challenges for scaling at different stages of outcome-based business models (OBMs). To address this gap, we apply an abductive multiple case study approach and draw insights from 29 interviews with senior managers from nine industrial firms at different stages of scaling their OBMs. Our analysis identifies three maturity levels (early, intermediate, and advanced) that reflect progressively more structured approaches to OBMs, showing how four scaling logics (economies of scale, scope, learning, and structure) manifest differently across each level. The findings of this study contribute to the extant literature by illustrating how scaling challenges and opportunities vary across OBM maturity stages. For managers, it provides guidance on aligning scaling strategies with their firm's maturity level.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"133 ","pages":"Pages 120-130"},"PeriodicalIF":7.5,"publicationDate":"2026-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"146173856","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

Dynamic capabilities behind performance of exporting firms: Taxonomy, critique, future research directions 出口企业绩效背后的动态能力：分类、批判与未来研究方向

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-02-01 Epub Date: 2026-01-10 DOI: 10.1016/j.indmarman.2026.01.003

Cagla Dayangan , Bilge Aykol

{"title":"Dynamic capabilities behind performance of exporting firms: Taxonomy, critique, future research directions","authors":"Cagla Dayangan , Bilge Aykol","doi":"10.1016/j.indmarman.2026.01.003","DOIUrl":"10.1016/j.indmarman.2026.01.003","url":null,"abstract":"<div><div>This study systematically reviews how specific categories of dynamic capabilities (DCs) relate to performance in exporting research. Our sample comprises 53 studies from 50 articles published until the end of 2024, where DCs were examined as predictors of a performance construct in an exporting context. We classify DCs into an established taxonomy based on hierarchical nature (higher, intermediate, lower) and organizational unit of analysis (individual, group, organizational, inter-organizational). Additionally, we synthesize how these DC categories connect to performance in terms of direction, significance, content of financial metrics, measurement level, and directness. The results indicate that exporting firms' performance is mostly hypothesized to be driven by higher-order DCs at the organizational level, with a clear pattern of positive effects of DCs on performance, as measured using both financial and non-financial indicators. Our results further reveal that export-task-specific DCs at the lower-order remain unexplored, while intermediate-order DCs focus heavily on marketing and DCs at individual and group levels are neglected. Moreover, the DC-performance link has mostly been tested directly, with limited involvement of mediators or moderators. We conclude by outlining future research directions that address the gaps and problematic issues identified in the review.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"133 ","pages":"Pages 20-43"},"PeriodicalIF":7.5,"publicationDate":"2026-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145928787","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

Network insidership: A liability in times of geopolitical tensions? 网络内部关系：地缘政治紧张时期的负担？

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-02-01 Epub Date: 2026-01-16 DOI: 10.1016/j.indmarman.2026.01.001

Mikael Hilmersson , Andrea Runfola , Matilde Milanesi , Simone Guercini

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Swipe, like, connect: A typology for strategic short-term entrepreneurial relationships using social media to countervail power Swipe, like， connect：一种利用社交媒体对抗权力的战略性短期创业关系的类型

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-02-01 Epub Date: 2026-01-22 DOI: 10.1016/j.indmarman.2026.01.005

Helen McGrath , Thomas O'Toole , Conor Drummond

{"title":"Swipe, like, connect: A typology for strategic short-term entrepreneurial relationships using social media to countervail power","authors":"Helen McGrath , Thomas O'Toole , Conor Drummond","doi":"10.1016/j.indmarman.2026.01.005","DOIUrl":"10.1016/j.indmarman.2026.01.005","url":null,"abstract":"<div><div>While studies of power in business networks are well-established, research on how digitalisation influences power asymmetry in entrepreneurial firm contexts remains limited. This study focuses on understanding how social media (SM) can reshape power asymmetries in entrepreneurial relationship and network development. Using the craft food and drink industry as an empirical base, our study employs an abductive qualitative approach with 33 entrepreneurial firms (includes data from personal interviews in each firm, and 4000 SM posts) to develop a classification scheme for SM power asymmetries, and 12 SM power typologies for strategically responding to power imbalances. Our findings suggest entrepreneurial craft firms employ SM to challenge power imbalances. However, rather than altering their position in existing relationships, entrepreneurs develop new relationship types using SM. We contribute a SM power asymmetry classification scheme that demonstrates how short-term relationships function as strategic power countervailing mechanisms and provide a novel typology of relationship types that entrepreneurs use to address power asymmetries through SM.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"133 ","pages":"Pages 67-83"},"PeriodicalIF":7.5,"publicationDate":"2026-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"146023911","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

Employing big data capability in the face of fierce competition: Exploring the synergy between market orientation, marketing strategies, and innovation capabilities 面对激烈的竞争，运用大数据能力：探索市场导向、营销策略和创新能力之间的协同作用

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-02-01 Epub Date: 2026-01-08 DOI: 10.1016/j.indmarman.2026.01.004

Omar S. Itani , Colin B. Gabler , Ashish Kalra , Samer Elhajjar , Manal Yunis

{"title":"Employing big data capability in the face of fierce competition: Exploring the synergy between market orientation, marketing strategies, and innovation capabilities","authors":"Omar S. Itani , Colin B. Gabler , Ashish Kalra , Samer Elhajjar , Manal Yunis","doi":"10.1016/j.indmarman.2026.01.004","DOIUrl":"10.1016/j.indmarman.2026.01.004","url":null,"abstract":"<div><div>Fueled by big data, the information age offers firms opportunities to enhance marketing efficiency and drive innovation. For that, based on conceptualizing big data capability as a three-factor construct integrating business, human, and technology resources and employing a resource-based view (RBV) and dynamic capabilities theory (DCT), we build a model showing how market orientation leads to the advancement of marketing and innovation capabilities through the effective use of big data, thereby, positioning big data capability as a mediating factor. We then highlight how the competitive intensity of a firm's industry, as a moderator, strengthens the capacity for big data to translate to capabilities. This model highlights the operational impact of big data capability and extends the RBV and DCT by integrating the moderating effects of competitive intensity on these capabilities. This investigation introduces an advanced understanding of the link between market orientation and big data capability. It offers theoretical contributions and practical recommendations for professionals in competitive markets.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"133 ","pages":"Pages 1-19"},"PeriodicalIF":7.5,"publicationDate":"2026-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145908676","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

Unpacking account-based marketing: Conceptualization, key activities, and performance outcomes 拆解基于客户的营销：概念化、关键活动和绩效结果

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-02-01 Epub Date: 2026-02-17 DOI: 10.1016/j.indmarman.2026.02.006

Simone Severini , Harri Terho , Joel Mero , Silvio Cardinali

{"title":"Unpacking account-based marketing: Conceptualization, key activities, and performance outcomes","authors":"Simone Severini , Harri Terho , Joel Mero , Silvio Cardinali","doi":"10.1016/j.indmarman.2026.02.006","DOIUrl":"10.1016/j.indmarman.2026.02.006","url":null,"abstract":"<div><div>Account-Based Marketing (ABM) is gaining momentum in business-to-business (B2B) markets, but academic research on the topic remains embryonic. Most existing knowledge on ABM originates from practitioner sources, which often lack theoretical grounding and fail to clearly distinguish ABM from other marketing approaches. Consequently, ambiguity persists regarding the defining characteristics of ABM, the specific activities it entails across the sales process, and the outcomes it is expected to deliver. To address these gaps, this study aims to conceptualize ABM processes by leveraging existing literature and a qualitative Theories-in-Use (TIU) approach across diverse B2B industries. The empirical findings offer three novel contributions: (1) a clear conceptualization of the ABM process and its core activities, (2) structured insights into how these activities vary across different stages of the sales cycle, and (3) ABM framework that explains how ABM can create value for KAM sales process and improve organizational performance. These insights also provide actionable guidance for practitioners seeking to develop and improve ABM within their organizations.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"133 ","pages":"Pages 148-161"},"PeriodicalIF":7.5,"publicationDate":"2026-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147397608","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

Do emergent technologies turbocharge adaptive selling behavior? A review and futuristic outlook 新兴技术会增强适应性销售行为吗？回顾和未来展望

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-02-01 Epub Date: 2026-02-11 DOI: 10.1016/j.indmarman.2026.02.002

Janakiraman Moorthy , Renuka Kamath , R.V. ShabbirHusain , Raj Agnihotri

{"title":"Do emergent technologies turbocharge adaptive selling behavior? A review and futuristic outlook","authors":"Janakiraman Moorthy , Renuka Kamath , R.V. ShabbirHusain , Raj Agnihotri","doi":"10.1016/j.indmarman.2026.02.002","DOIUrl":"10.1016/j.indmarman.2026.02.002","url":null,"abstract":"<div><div>Adaptive Selling Behavior (ASB) research has evolved over the past four decades, making substantial contributions to the sales literature. However, considering that emergent technologies such as AI, ML, and GenAI are becoming essential sales enablers with a transformative impact on the sales function and its output, further investigation is necessary to expand knowledge. Managers are pushing for organization-wide adaptations to mitigate environmental shocks and the impact of digital and analytical technologies.</div><div>Accordingly, this study synthesizes the extant ASB and sales enablement literature to reconceptualize ASB typology at four levels: Macro (organization), Meso (intra-organization), Micro (salesperson), and Nano (sales activities/interactions sub-level), which helps in extricating the hierarchical nuances of the phenomenon and facilitates better implementation and measurement for sales productivity. Additionally, we situate ASB within sales enablement theory, which orchestrates the capability to align data, tools, content, and coaching, enabling ASB across all four levels in technology-mediated contexts. This study provides organizational leadership and sales managers with a definitive pathway to systematically evaluate the opportunities and downsides at all four ASB levels, determining when these emergent technologies will be suitable for their organization to implement. Finally, based on the systems of emergent technology impact at all four levels, we propose a future research agenda on emergent sales technologies, organized with pertinent research questions at each of the four levels of our reconceptualized ASB typology.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"133 ","pages":"Pages 131-147"},"PeriodicalIF":7.5,"publicationDate":"2026-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"146173855","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

Leveraging AI-enabled knowledge capabilities for new product performance: Evidence from manufacturing SMEs in emerging economies 利用人工智能支持的知识能力提高新产品性能：来自新兴经济体制造业中小企业的证据

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-02-01 DOI: 10.1016/j.indmarman.2026.01.006

Van Hoang Dinh

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Foundations of marketing capabilities across 25-year: The role of competitive and innovation indexes in establishing firm performance 25年营销能力的基础：竞争和创新指标在建立企业绩效中的作用

IF 7.5 1区管理学

Industrial Marketing Management Pub Date : 2026-02-01 Epub Date: 2026-02-10 DOI: 10.1016/j.indmarman.2026.02.001

Valter Afonso Vieira , Deonir De Toni , Raj S. Agnihotri

{"title":"Foundations of marketing capabilities across 25-year: The role of competitive and innovation indexes in establishing firm performance","authors":"Valter Afonso Vieira , Deonir De Toni , Raj S. Agnihotri","doi":"10.1016/j.indmarman.2026.02.001","DOIUrl":"10.1016/j.indmarman.2026.02.001","url":null,"abstract":"<div><div>Marketing capabilities are widely recognized as critical drivers of firm performance, particularly in competitive and rapidly changing environments. Despite growing scholarly attention, the literature remains fragmented, with inconsistent findings across industries, regions, and methodological approaches. Moreover, prior studies often overlook how contextual factors—such as innovation intensity and firm maturity—shape the effectiveness of marketing capabilities. This lack of integration constrains theoretical advancement and limits the practical relevance of marketing capability research. Drawing on 127 empirical studies comprising 430 observations published between 1999 and 2025, our meta-analysis demonstrates that marketing capabilities significantly enhance both subjective and objective firm performance (<em>ES</em> = 0.31, <em>p</em> < .001). This relationship is further strengthened by higher levels of country competitiveness and innovation intensity, whereas firm size (but not firm age) positively conditions this association. In addition, the different dimensions of marketing capabilities—specialized, cross-functional, architectural, and dynamic—exhibit comparable effect sizes and are all positively associated with overall firm performance.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"133 ","pages":"Pages 104-119"},"PeriodicalIF":7.5,"publicationDate":"2026-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"146173853","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