Industrial Marketing Management最新文献

{"title":"The stress of prospecting: Salesperson genetics and managerial remedies","authors":"Christian G.H. Winter ,&nbsp;Nicolas A. Zacharias ,&nbsp;Ad de Jong ,&nbsp;Johannes Habel","doi":"10.1016/j.indmarman.2024.05.010","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.05.010","url":null,"abstract":"<div><p>Prospecting involves significant stress for industrial salespeople. Some react by procrastinating or develop mental health issues whereas others dive headfirst into it. Employing genetic, survey, and experimental data, this study explores whether these different reactions relate to genetic predispositions of salespeople and how managers and salespeople can intervene. Drawing on differential susceptibility theory (DST) and stress research, we propose that carrying the Serotonin Transporter Gene S allele (SERT S) has the potential to affect a salesperson's propensity to prospect because it makes salespeople more sensitive towards negative information. We find empirical evidence that carrying SERT S has a positive relationship with prospecting for salespeople who tend to appraise stressors as eustress (salespeople high in sensation seeking), and a negative relationship for salespeople who tend to appraise stressors as distress (salespeople high in neuroticism). An experiment further supports these findings and explores how managers and salespeople can trigger coping to mitigate the negative effects of distress appraisals in prospecting. Thereby, the study contributes to research on salesperson well-being by taking a DST perspective on salesperson stress. Furthermore, the study provides actionable implications for business practice on employee well-being.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 146-159"},"PeriodicalIF":10.3,"publicationDate":"2024-06-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124000889/pdfft?md5=3279ea8f778469bae59bd5184d524b2e&pid=1-s2.0-S0019850124000889-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141302535","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}

{"title":"Strategic use of social media in new product development in B2B firms: The role of absorptive capacity","authors":"Qingfeng Tian ,&nbsp;Guangming Cao ,&nbsp;Jay Weerawardena","doi":"10.1016/j.indmarman.2024.05.012","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.05.012","url":null,"abstract":"<div><p>Business-to-business (B2B) small and medium-sized enterprises (SMEs) possess untapped potential in leveraging social media (SM) strategically to acquire external knowledge, a crucial catalyst for bolstering absorptive capacity and, consequently, improving new product development (NPD). Despite this potential, a research gap exists in the understanding of the intricate relationship between SM use, absorptive capacity, and NPD. We conceptualize SM use as a strategic capability and propose its impact on NPD both directly and indirectly through absorptive capacity processes. Surveying 146 managers in UK B2B SMEs, our findings reveal the nuanced and multifaceted connections between SM use, absorptive capacity processes, and NPD, broadly supporting our hypothesized relationships with interesting variations. This study provides valuable insights into the strategic use of SM for cultivating absorptive capacity, thereby enhancing NPD in B2B SMEs. The practical implications extend to businesses aiming to optimize SM use for knowledge acquisition and innovation.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 132-145"},"PeriodicalIF":10.3,"publicationDate":"2024-06-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124000907/pdfft?md5=f99cd185e0f43785e3f735c054e91f30&pid=1-s2.0-S0019850124000907-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141250637","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}

{"title":"Business network paradoxes: A literature review and co-evolutionary perspective","authors":"Matteo Cristofaro ,&nbsp;Gianpaolo Abatecola ,&nbsp;Johan Kask","doi":"10.1016/j.indmarman.2024.05.011","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.05.011","url":null,"abstract":"<div><p>How can studying paradoxes in business networks help understand the networks' adaptation and survival? IMP identifies three central paradoxes influencing business networks: <em>i)</em> Development of Relationships vs. Inability to Change, <em>ii)</em> Controlling vs. Effectiveness, and <em>iii)</em> Stability vs. Change. Studying them seems critical to knowing how interdependent participants in business networks adapt to one another. To do that, we use a co-evolutionary lens to review 41 articles dealing with business network paradoxes from an IMP perspective. Results of the Reflexive Thematic Analysis underline that salient tensions mainly originate from weak coordinating norms, resource misallocation, the relationship of newness and aging, and Machiavellian behaviour. As the main value of our work, we then advance that embracing a co-evolutionary perspective can help shed novel light on these paradoxes by contrasting the factors that make the tensions salient with those able to overcome them. Specifically, we identify moral behaviour, structuration of the network, network capability development, and co-adaptation as four main factors that mitigate the paradoxes and help networks' adaptation and survival. Accordingly, we advocate a co-evolutionary conceptual framework regarding paradoxes and outline five co-evolutionary claims as implications for research and practice.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 115-131"},"PeriodicalIF":10.3,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124000890/pdfft?md5=36f1f03593acd1220ef71433fb142b3b&pid=1-s2.0-S0019850124000890-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141244162","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}

{"title":"“The more we share, the more we have”? Analyses of knowledge sharing by key account managers","authors":"Leonore D.K. Peters","doi":"10.1016/j.indmarman.2024.04.006","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.04.006","url":null,"abstract":"<div><p>Knowledge, as one of the most important resources, has a strong impact on inter-organizational relationships, particularly in key account (KA) relationships where knowledge sharing is essential. Previous research has shown that customer-specific knowledge is often tied to the respective KA manager and that knowledge sharing is especially complex, which raises the challenge of how to foster knowledge sharing to increase KA performance. However, the current state of research lacks an integrative perspective that considers both organizational and individual factors as relevant for knowledge sharing and KA performance. The research approach is twofold: First, a qualitative study based on 88 semi-structured interviews investigates the role of organizational factors and the individuals' role in knowledge sharing. Second, a quantitative moderated mediation analysis reinforces these associations using survey data from 307 respondents. The results show that identification with the company positively influences knowledge sharing behavior and that high knowledge sharing behavior has a positive influence on KA performance, which is moderated by the degree of formalization. The results of the analyses contribute to the research of KA management and knowledge management and provide new insights by focusing on both, organizational and individual factors and by applying assumptions from social identity theory.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 100-114"},"PeriodicalIF":10.3,"publicationDate":"2024-05-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124000622/pdfft?md5=1b081812fea102f1db8435b0cdbdaa33&pid=1-s2.0-S0019850124000622-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141242135","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}

{"title":"Towards an integration of corporate foresight in key account management","authors":"Christian Lautenschlager,&nbsp;Nektarios Tzempelikos","doi":"10.1016/j.indmarman.2024.05.009","DOIUrl":"10.1016/j.indmarman.2024.05.009","url":null,"abstract":"<div><p>Corporate Foresight (CF) suggests a strategic capability that enables organisations to anticipate emerging market trends, customer needs, and competitive dynamics, providing a proactive approach to decision-making and value creation. This article explores the transformative potential of CF in key account management (KAM), shedding light on its role in shaping the future of customer engagement and organisational success. This study proposes a conceptual framework integrating CF practices into KAM processes and performance metrics. The findings emphasise the critical role of CF in driving innovation, fostering long-term customer relationships, and achieving competitive advantage. The paper extends the KAM research agenda, positioning the analysis of KAM in a broader organisational context, beyond the ‘boundaries’ of the sales/ marketing function. The article concludes by offering practical implications and recommendations for organisations seeking to embrace the power of foresight in their KAM strategies. Finally, we identify avenues for future research.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 90-99"},"PeriodicalIF":10.3,"publicationDate":"2024-05-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124000877/pdfft?md5=39cdf8058195247a21685ec73dc790d0&pid=1-s2.0-S0019850124000877-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141192145","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}

{"title":"Innovation outsourcing versus joint innovation in collaboration with suppliers: A strategic relational-institutional perspective","authors":"Joel Ma ,&nbsp;Muammer Ozer","doi":"10.1016/j.indmarman.2024.05.007","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.05.007","url":null,"abstract":"<div><p>Companies are increasingly outsourcing their new product development (NPD) to their suppliers and jointly developing their new products with them. From the perspective of buyer firms, we study how these two types of supplier collaboration in NPD influence the buyer firms' new product performance. Using a strategic relational-institutional perspective, we study how knowledge sharing, as a relational factor, and organizational culture, as an institutional factor, can moderate these relationships. We surveyed 103 supply-chain practitioners from multinational firms operating in the consumer products industry. The results showed that both types of supplier collaboration in NPD were positively associated with new product performance. They further showed that while knowledge sharing did not moderate the relationship between outsourcing NPD to suppliers and new product performance, it positively moderated the relationship between co-developing new products with suppliers and new product performance. They also showed that while the relationship between outsourcing NPD to suppliers and new product performance was stronger when buyer firms emphasized the adhocracy dimension of organizational culture, the relationship between co-developing new products with suppliers and new product performance was stronger when they did not emphasize it. We acknowledge the limitations of our study and discuss its research and practical implications.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 78-89"},"PeriodicalIF":10.3,"publicationDate":"2024-05-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141163477","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}

{"title":"Integrated community-based internal branding - A holistic approach to internal branding for B2B organizations","authors":"Atul Prashar ,&nbsp;Moutusy Maity","doi":"10.1016/j.indmarman.2024.05.006","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.05.006","url":null,"abstract":"<div><h3>Purpose</h3><p>This study proposes and tests the effectiveness of an integrated approach to community-based internal branding (CBIB) in a business-to-business setting. It integrates classical and contemporary views on internal branding, integrating community-building activities into the proposed internal branding framework ensuring a holistic model of co-creation of a corporate brand identity. It also examines the moderation effect of employee's personal, job, and community-related characteristics on the relationships in the proposed model.</p></div><div><h3>Design/methodology/approach</h3><p>This paper presents a detailed narrative review to propose a conceptual model and uses a quantitative research design to test a set of hypotheses using structural equation modeling on 400 responses collected through a survey.</p></div><div><h3>Findings</h3><p>This study finds that integrated CBIB is a viable approach for implementing internal branding. The effectiveness of building employee brand commitment is demonstrated through the testing of the model. We also find that employee's age, gender, organizational tenure, membership duration (in the brand community), education level, customer interaction, leadership status, and participation in brand fests moderate the proposed relationships in the CBIB model.</p></div><div><h3>Research limitations/implications</h3><p>One key limitation of this paper is that it lacks the multi-cultural and multi-industry perspective, which, given promising results in the current context, may be investigated in future studies.</p></div><div><h3>Practical implications</h3><p>The paper proposes a community mode of implementing internal branding in a B2B setting and suggests a way to create brand champions across the organization.</p></div><div><h3>Originality/value</h3><p>As per the authors' knowledge, this paper is the first quantitative investigation of integrated community-based internal branding.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 62-77"},"PeriodicalIF":10.3,"publicationDate":"2024-05-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124000762/pdfft?md5=f336483951d7aa89fe7caf1057b48671&pid=1-s2.0-S0019850124000762-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141083243","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}

{"title":"Do more friends make your way smooth? Supply chain relationships, moral disengagement, and innovation performance","authors":"Jing Gu,&nbsp;Yuntao Bai,&nbsp;Xu Chu","doi":"10.1016/j.indmarman.2024.05.005","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.05.005","url":null,"abstract":"<div><p>As the supply chain becomes a key carrier of firms' operations, the relationship between suppliers and buyers increasingly influences their strategic decision-making effectiveness. Nevertheless, existing research exhibits inconsistent conclusions regarding the effect of supply chain relationships on suppliers' innovation performance. To address this challenge, we apply social exchange theory to categorize relationships into instrumental and expressive ties, aiming for a fine-grained elucidation of how supply chain relationships affect suppliers' innovation performance. Based on data collected from 226 Chinese companies, our study reveals the following findings: (a) instrumental ties between suppliers and their buyers lead to the suppliers' moral disengagement, subsequently diminishing their innovation performance; (b) expressive ties between suppliers and their buyers reduce the suppliers' moral disengagement, thereby enhancing their innovation performance; (c) the corporate reputation moderates the mediating effect of moral disengagement on the relationship between instrumental ties and suppliers' innovation performance, but does not exert an influence on the indirect effect between expressive ties and suppliers' innovation performance via moral disengagement. This study enriches the value effects of supply chain relationships on suppliers' innovation performance by dividing it into instrumental and expressive ties, and further reveals the path and boundary condition of the value effects.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 49-61"},"PeriodicalIF":10.3,"publicationDate":"2024-05-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141083242","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}

{"title":"Towards export success: The role of inter-cultural B2B relationships, immigrant managers and cultural distance","authors":"Henry F.L. Chung ,&nbsp;Herbert Sima ,&nbsp;Mia Hsiao-Wen Ho ,&nbsp;Dmytro Pichugin","doi":"10.1016/j.indmarman.2024.05.002","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.05.002","url":null,"abstract":"<div><p>Building on structural and cognitive social capital theories, cultural distance and immigrant manager literature, this study postulates a new conceptualization to demonstrate how interactions of inter-cultural B2B relationships with the customers and suppliers (top executives' interpersonal relationships with the counterparts of their host market's customers and suppliers), perceived cultural distance (PCD) and immigrant manager affect firms' export performance. By examining 230 Australasian firms exporting to Greater China region, we found out that customer relationships have a significant effect on export performance while supplier relationships do not have such effect. To better understand development of B2B relationships, we examined the role of immigrant manager in building of such relationships to confirm that the interaction of customer relationships and immigrant manager has a positive impact on export performance whereas the interaction of supplier relationships and immigrant manager does not have a positive effect on performance. We also included PCD into the conceptual model to explore its influence on the interaction between customer and supplier relationships and immigrant manager and how it affects the export performance. This inclusion demonstrated the importance of immigrant manager in developing customer relationships when PCD is high, however the interaction between supplier relationships, PCD and immigrant manager does not have any significant effect. The results of our study therefore have important implications of when and how immigrant managers can be employed to positively influence development of B2B relationships and improve export performance. This study also makes a significant theoretical contribution to B2B relationships and export performance literature by closing gaps in understanding of the role of PCD and immigrant manager in building of efficient inter-cultural B2B relationships and making a distinction between B2B relationships customer and supplier effects.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 29-48"},"PeriodicalIF":10.3,"publicationDate":"2024-05-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0019850124000725/pdfft?md5=cb95ead36cbd5a8bead8d5e6fd9da290&pid=1-s2.0-S0019850124000725-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140950175","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}

{"title":"Leveraging brand-specific transformational leadership as corporate brand identity for M&A performance in an emerging market","authors":"Di Mao ,&nbsp;Rekha Rao-Nicholson ,&nbsp;Chenjing Zhang ,&nbsp;Yichuan Wang","doi":"10.1016/j.indmarman.2024.05.001","DOIUrl":"https://doi.org/10.1016/j.indmarman.2024.05.001","url":null,"abstract":"<div><p>As mergers and acquisitions (M&amp;A) increasingly become a staple in emerging markets, understanding the role of leadership in these activities is paramount. Despite the proliferation of research on M&amp;A integration and leadership's impact on performance, there is a notable scarcity of studies that integrate these elements into a unified framework, particularly within non-Western contexts. Addressing this gap, this study constructs and empirically tests a framework that evaluates the influence of brand-specific transformational leadership (TFL) on M&amp;A performance in China. Utilizing a sample of 295 respondents from B2B markets, the research confirms the significant role of brand-specific TFL in enhancing M&amp;A integration. A direct correlation was established between the degree of integration and improved employee satisfaction and engagement, reduced top management team (TMT) turnover, and overall M&amp;A success. However, the speed of integration did not show a significant impact on these outcomes. These findings underscore the critical role of transformational leadership in shaping successful M&amp;A strategies, particularly in emerging markets. The study not only contributes to the theoretical understanding of how specific leadership styles influence M&amp;A outcomes but also offers practical guidance for corporations in emerging economies to design more effective integration strategies by focusing on leadership development and branding alignment.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"120 ","pages":"Pages 15-28"},"PeriodicalIF":10.3,"publicationDate":"2024-05-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140948561","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}