Industrial Marketing Management最新文献_第8页

Mind the gap: Expanding proximity theory to understand network failure in transport systems 注意差距：扩展接近理论以理解运输系统中的网络故障

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-15 DOI: 10.1016/j.indmarman.2025.02.012

James Bushell, Rico Merkert, Catherine Sutton-Brady

{"title":"Mind the gap: Expanding proximity theory to understand network failure in transport systems","authors":"James Bushell, Rico Merkert, Catherine Sutton-Brady","doi":"10.1016/j.indmarman.2025.02.012","DOIUrl":"10.1016/j.indmarman.2025.02.012","url":null,"abstract":"<div><div>Bringing together the Industrial Marketing and Purchasing (IMP) perspective and proximity theory, we investigate network failure in business markets, specifically, how collaboration failure leads to network failure. With shared focus on the relational dynamics within industrial networks, the IMP perspective emphasises the importance of long-term relationships between actors, where interactions and collaborations shape business practices and strategies. Proximity theory adds depth by exploring how various proximities affect these relationships. We find that collaboration failure is a critical driver of network failure. To expand proximity theory and gain insights into unexplained collaboration failure and network failure, we introduce the concept of commercial proximity. This new dimension sheds light on specific collaboration challenges, particularly those arising from conflicting value generation objectives among actors, which existing proximity dimensions do not fully address and can result in non-collaboration and thus network failure. Understanding the interplay between IMP research and proximity theory is a significant outcome of this paper, as it can help businesses understand and more importantly strategise their networking approaches. By recognising the specific ways in which proximity influences relationship dynamics, actors can strategically position themselves within their networks, thereby enhancing their competitiveness and innovative capacity.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 131-145"},"PeriodicalIF":7.8,"publicationDate":"2025-02-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143421250","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

From rivals to allies: Building and benefiting from coopetition capability 从竞争对手到盟友：建立并受益于合作能力

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-13 DOI: 10.1016/j.indmarman.2025.02.002

Stella Zulu-Chisanga , Athanasia D. Nalmpanti , Nathaniel Boso , Magnus Hultman , Constantinos N. Leonidou

{"title":"From rivals to allies: Building and benefiting from coopetition capability","authors":"Stella Zulu-Chisanga , Athanasia D. Nalmpanti , Nathaniel Boso , Magnus Hultman , Constantinos N. Leonidou","doi":"10.1016/j.indmarman.2025.02.002","DOIUrl":"10.1016/j.indmarman.2025.02.002","url":null,"abstract":"<div><div>Cooperating with competing firms, a phenomenon also known as coopetition is increasingly seen as a viable resource-pooling strategy that enhances competitiveness and growth. The role of coopetition is particularly important to small and medium-sized enterprises (SMEs) in developing economies given the resource limitations of SMEs, the weaknesses in institutional structures, and the rapidly changing business and marketing environment in those regions. It is increasingly evident, however, that to effectively manage coopetition, firms must treat coopetition as a foundational strategic asset. Drawing insights from the resource-based view and the dynamic capability perspective, this study develops a model to conceptualize coopetition capability and examine its drivers and outcomes. Findings from an empirical study of 224 SMEs in Zambia reveal that corporate support and ability are conducive to the deployment of a coopetition capability. Surprisingly, institutional support is doing more harm than good given the negative relationship uncovered with coopetition capability. Furthermore, we show that organizations with increased levels of coopetition capability are more confident and optimistic about their future financial results and anticipate higher earnings. Intriguingly, the positive financial outcomes of coopetition capability diminish in significance when managers possess stronger ties and networks within their respective industries.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 85-100"},"PeriodicalIF":7.8,"publicationDate":"2025-02-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143395332","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

Transitioning to artificial intelligence-based key account management: A critical assessment 过渡到基于人工智能的大客户管理：一个关键的评估

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-13 DOI: 10.1016/j.indmarman.2025.02.009

Daniel D. Prior , Javier Marcos-Cuevas

{"title":"Transitioning to artificial intelligence-based key account management: A critical assessment","authors":"Daniel D. Prior , Javier Marcos-Cuevas","doi":"10.1016/j.indmarman.2025.02.009","DOIUrl":"10.1016/j.indmarman.2025.02.009","url":null,"abstract":"<div><div>Research suggests that Artificial intelligence (AI) use for sales and marketing activities improves firm performance. Underpinning these AI applications are datasets that reflect large volumes of sales transactions and interactions with a broad range of customers. Conversely, key account relationships involve deep and focused engagements with a small number of strategically important customers at multiple levels, and this has important implications for AI data inputs and uses. Whether AI is appropriate or relevant to key account management (KAM) is currently unclear. In this paper, we critically evaluate AI applications for KAM. The paper highlights the amenability of a firm’s KAM capabilities to AI and evaluates the opportunities and challenges that AI-based KAM offers. The paper also outlines a set of moderating factors likely to affect the impact of AI on KAM and provides a conceptual model to better understand the potentially transformative effects of AI on KAM. The paper concludes with a set of theoretical and managerial implications of AI-based KAM and develops a comprehensive research agenda to contribute to the further exploration of AI-based KAM.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 72-84"},"PeriodicalIF":7.8,"publicationDate":"2025-02-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143395333","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: A boon for firms, a bane for managers 合作：公司的福音，经理人的祸根

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-13 DOI: 10.1016/j.indmarman.2025.02.007

Carolyn Yesse Ngowi , Soniya Rijal , Salih Zeki Ozdemir

{"title":"Coopetition: A boon for firms, a bane for managers","authors":"Carolyn Yesse Ngowi , Soniya Rijal , Salih Zeki Ozdemir","doi":"10.1016/j.indmarman.2025.02.007","DOIUrl":"10.1016/j.indmarman.2025.02.007","url":null,"abstract":"<div><div>Despite coopetition being a fundamental business strategy that enhances firm performance, it may also harbor a dark side. This study examines the multi-level impact of coopetition intensity on both firm financial performance and well-being of firm's alliance officers, i.e., those employees responsible for managing B2B coopetitive relationships. Integrating resource-based view and paradox perspective, we further examine the moderating role of firms' active (having alliance function) and defensive (relative opportunism) strategies to address coopetition tensions. Through a survey data from whole population of 42 Tanzanian petroleum wholesalers in 533 coopetition relationships, we find that coopetition intensity improves financial performance, particularly for firms that adopt a defensive strategy (relative opportunism) but not for those employing an active strategy (alliance function). Conversely, coopetition intensity negatively affects alliance officer well-being, with active and defensive strategies both surprisingly exacerbating it. These insights underscore the need for firms to balance coopetition's financial benefits with its costs to employee well-being. Consequently, we advance a new era of coopetition research with a new multi-level dark side of coopetition and a contingency approach highlighting how firm active and defensive strategies impact coopetition's benefits and dark sides.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 101-117"},"PeriodicalIF":7.8,"publicationDate":"2025-02-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143395334","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

Key account managers and customer experience: A service ecosystem approach 大客户经理和客户体验：服务生态系统方法

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-13 DOI: 10.1016/j.indmarman.2025.02.008

Laurianne Schmitt , Michel Klein , Bruno Lussier

{"title":"Key account managers and customer experience: A service ecosystem approach","authors":"Laurianne Schmitt , Michel Klein , Bruno Lussier","doi":"10.1016/j.indmarman.2025.02.008","DOIUrl":"10.1016/j.indmarman.2025.02.008","url":null,"abstract":"<div><div>Providing a positive customer experience is essential for building and maintaining long-term customer loyalty, especially when it comes to key accounts—the most strategic clients for a business. Although Key Account Managers (KAMs) are responsible for overseeing these critical relationships, there is a limited understanding of how they directly influence customer experience. Based on 43 interviews with KAMs, this study draws on the service ecosystem perspective and on the concept of crossing points. The findings reveal that KAMs play a pivotal role in refining customer experiences by better managing crossing points. Specifically, KAMs participation in the thinning of crossing points by establishing the company's credibility, building relationships with several actors, and implementing automation to improve processes. Our study illustrates that KAMs rely on their ecosystem of actors within their organization and leverage technology to create a better customer experience. Our findings also warn that KAMs need to carefully balance their approach, as crossing points can become problematic if they are either too think or too thin, potentially disrupting the customer experience. The article's broader contribution is that KAMs play an essential role in providing customer experience and can guide businesses in refining their approach to key account management and ultimately strengthen long-term customer relationships.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 118-130"},"PeriodicalIF":7.8,"publicationDate":"2025-02-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143402825","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

Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship 抑制还是激发机会主义？制造商-分销商关系中契约执行的有效性

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-12 DOI: 10.1016/j.indmarman.2025.02.005

Feng Chao , Xie Wenjun , Chen Hui , Han Caixia , Zhuang Guijun

{"title":"Suppressing or motivating opportunism? The effectiveness of contract enforcement in manufacturer-distributor relationship","authors":"Feng Chao , Xie Wenjun , Chen Hui , Han Caixia , Zhuang Guijun","doi":"10.1016/j.indmarman.2025.02.005","DOIUrl":"10.1016/j.indmarman.2025.02.005","url":null,"abstract":"<div><div>The importance of opportunism as a primary threat to marketing channel relationship has received substantial attention from literature. This study explores an important while under-researched impact of contract enforcement on opportunism in manufacturer-distributor relationship, with a functional approach to contract enforcement adopted. A framework integrating different levels of analysis is developed to comprehensively examine how the impacts posed by mechanisms, contractual control enforcement and contractual coordination enforcement, differ as the levels of institutional development and information technology (IT) capability vary. This study analyzes data from manufacturers and one secondary dataset, empirically confirming the direct and negative impacts of contractual control/coordination enforcement on opportunism. Furthermore, the institutional development reinforces the deterrent effect of contractual control enforcement on opportunism, while having no impact on the effect on the contractual coordination enforcement in suppressing opportunism. Besides, the efficacy of contractual coordination enforcement in constraining opportunism can be strengthened by IT capability, which, however, weakens the opportunism-curbing effect of contractual control enforcement. Overall, this study addresses the relationship between contractual governance and organizational and environmental contingencies, developing useful implications for interfirm relationship management.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 56-71"},"PeriodicalIF":7.8,"publicationDate":"2025-02-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143387633","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

Exiting the space between the rock and the hard place: An integrative managerial approach to tackling burnout in a business context 走出困境：在商业环境中解决职业倦怠的综合管理方法

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-08 DOI: 10.1016/j.indmarman.2025.02.006

Nikolina Koporcic , R. Elena Francu , Ilia Gugenishvili , Miika Nietola

{"title":"Exiting the space between the rock and the hard place: An integrative managerial approach to tackling burnout in a business context","authors":"Nikolina Koporcic , R. Elena Francu , Ilia Gugenishvili , Miika Nietola","doi":"10.1016/j.indmarman.2025.02.006","DOIUrl":"10.1016/j.indmarman.2025.02.006","url":null,"abstract":"<div><div>In the current volatile, uncertain, complex, and ambiguous business markets, employees and managers alike struggle with mental health issues. These challenging times are reflected in a state of permacrisis impacting job market instabilities, fluctuating demand, and tight deadlines set by clients, leading to increased workplace stress and, consequently, burnout. The current literature lacks an integrative managerial approach to burnout to help companies provide a safe working environment for their employees. Therefore, this study aims to advance the current theoretical understanding of burnout in a business context. Data are collected from 27 companies to analyze different work-related practices impacting burnout. Results indicate that effective organizational interventions are often inexpensive, with the key to progress resting in an integrative approach to burnout that is constantly evaluated. This strategic approach requires prevention, support, and reintegration processes, and cognizance of their different practices and underlying mechanisms. This study contributes to the literature on burnout in business marketing while offering actionable, research-based managerial recommendations for integrative burnout management.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 44-55"},"PeriodicalIF":7.8,"publicationDate":"2025-02-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143369859","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

Not quite alike: Supplier relationship management in B2B marketing and supply chain literature 不太相似：B2B营销和供应链文献中的供应商关系管理

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-08 DOI: 10.1016/j.indmarman.2025.02.004

Désirée A.C. Wieland, Björn S. Ivens

{"title":"Not quite alike: Supplier relationship management in B2B marketing and supply chain literature","authors":"Désirée A.C. Wieland, Björn S. Ivens","doi":"10.1016/j.indmarman.2025.02.004","DOIUrl":"10.1016/j.indmarman.2025.02.004","url":null,"abstract":"<div><div>Many companies implement systematic supplier relationship management (SRM) approaches. However, while scholars from different disciplines (e.g., business-to-business [B2B] marketing, supply chain management [SCM]) have examined SRM, a clear picture of which aspects have been extensively studied and which have not is lacking. To address this gap, this study conducts a scoping literature review combined with a bibliometric analysis encompassing B2B marketing and SCM research. It aims to unpack the extent and nature of research activity in the fields of B2B marketing and SCM to identify key findings and areas requiring further investigation. The analysis indicates that these two perspectives exhibit some degree of overlap but also emphasize disparate foci. The literature on SRM lacks a comprehensive overview and focus on important areas, such as relationship termination and conflict management. This study highlights these “white spots” on the SRM map, encourages further investigation on them, and offers guidance for fostering more collaborative, effective, and sustainable buyer–supplier relationships.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 30-43"},"PeriodicalIF":7.8,"publicationDate":"2025-02-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143350680","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

Franchisees' adoption of omnichannel marketing 加盟商采用全渠道营销

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-07 DOI: 10.1016/j.indmarman.2025.02.001

Damien Chaney , Nabil Ghantous , Fabienne Chameroy , Sophie Jeanpert , Maryline Schultz

引用次数: 0

Acquiring cross-border business customers: The roles of relevance and novelty in online communication 获取跨境商业客户：相关性和新颖性在在线交流中的作用

IF 7.8 1区管理学

Industrial Marketing Management Pub Date : 2025-02-06 DOI: 10.1016/j.indmarman.2025.01.020

Danyang Zhao , Meng Wang , Flora F. Gu , Guijun Zhuang

{"title":"Acquiring cross-border business customers: The roles of relevance and novelty in online communication","authors":"Danyang Zhao , Meng Wang , Flora F. Gu , Guijun Zhuang","doi":"10.1016/j.indmarman.2025.01.020","DOIUrl":"10.1016/j.indmarman.2025.01.020","url":null,"abstract":"<div><div>In the competitive landscape of cross-border online business-to-business (B2B) customer acquisition, suppliers are urgently seeking insights into leveraging communication content to differentiate themselves and attract customers' attention. However, the literature has not provided sufficient empirical evidence on this prevalent and important phenomenon. Addressing this gap, our study draws from B2B advertising creativity research and the B2B advertising effects model to examine the effects of communication relevance and communication novelty in cross-border online B2B customer acquisition. We utilized data from 195 business customers in the electronics manufacturing industry across 22 countries (regions) to examine our hypotheses. Our findings indicate that communication relevance enhances customer acquisition, whereas communication novelty does not. Additionally, we identified two organizational responses of business customers—customer verification and perceived risk—as mediating factors influencing customer acquisition. Finally, we explored how trade reference from the business network moderates these relationships in cross-border B2B transactions. This study sheds light on suppliers' effective communication content strategies in cross-border online B2B marketing communication content and offers practical implications for customer acquisition in the digital era.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"126 ","pages":"Pages 1-17"},"PeriodicalIF":7.8,"publicationDate":"2025-02-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143259226","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