Michael L. Mallin, Tyler D. Hancock, Ellen B. Pullins, Catherine M. Johnson
{"title":"Salesperson emotional intelligence at work: A resource-based perspective of subjective well-being determinants and organizational outcomes","authors":"Michael L. Mallin, Tyler D. Hancock, Ellen B. Pullins, Catherine M. Johnson","doi":"10.1016/j.indmarman.2025.01.013","DOIUrl":"10.1016/j.indmarman.2025.01.013","url":null,"abstract":"<div><div>The purpose of this research is to integrate two frameworks, conservation of resources and broaden-and-build, to explain how positive psychology constructs (namely self-emotional intelligence, meaningful work, and flow) impact salesperson subjective well-being and, subsequently, outcomes relative to performance, organizational citizenship behavior, and turnover intention. Since employee well-being has become a persistent issue, and only recently has attention been devoted to this topic in the sales domain, understanding the drivers and outcomes of well-being is an important contribution to sales research. A need exists to understand how work condition resources impact well-being, as well as ways in which those might be enhanced (moderators). We explore a new perspective on emotional intelligence, self-emotional intelligence, as one possible personal resource that could impact how work conditions impact well-being. A sample of 195 business development and account management salespeople were surveyed, and the data was analyzed using partial least squares structural equation modeling to confirm nine of ten predictions. Our results suggest that the positive psychological resources of salesperson self-emotional intelligence, meaningful work, and flow drive salesperson subjective well-being, and this positive emotional state supports better sales performance, higher organizational citizenship behavior, and lower turnover intention. Further, salesperson self-emotional intelligence plays a limited role in moderating the drivers of salesperson subjective well-being.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"125 ","pages":"Pages 373-385"},"PeriodicalIF":7.8,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143145808","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}
Valentin Clemens , Ralf Wilden , Melissa Archpru Akaka , Johann Nils Foege , Stephan Nüesch
{"title":"Multi-level value creation in the sharing economy: A configurational co-creation approach to business model development","authors":"Valentin Clemens , Ralf Wilden , Melissa Archpru Akaka , Johann Nils Foege , Stephan Nüesch","doi":"10.1016/j.indmarman.2025.01.003","DOIUrl":"10.1016/j.indmarman.2025.01.003","url":null,"abstract":"<div><div>The contributions of the “sharing economy” (SE) have been explored across various disciplines. Although prior literature reviews have mapped the breadth of SE phenomena, the impact of marketing research on understanding and explaining how value is created in dynamic access-based ecosystems remains unclear. Moreover, the lack of attention to business models in marketing in general, and the SE in particular, limits the understanding of how organizations can support joint value creation among multiple stakeholders beyond a firm-customer dyad. As the field of research on the SE grows, it is important to take stock of marketing's contributions and how they differ from other related fields. Therefore, we explore how marketing research contributes to advancing our understanding of value creation in the SE and structure our analysis with a multi-sided, multi-level value co-creation approach to business models. We use topic modeling techniques to analyze 904 full-text articles and assess dominant research concepts. The findings reveal divergences and convergences between marketing and management fields, as well as various value drivers, outcomes, and configurations at the micro, <em>meso</em>, and macro levels of value creation. A configurational co-creation approach is proposed to advance the study of value creation and enhance business model development in the SE.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"125 ","pages":"Pages 272-289"},"PeriodicalIF":7.8,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143146686","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":"Foreign divestments of IJVs and innovation output: The moderating role of inward technology licensing","authors":"Can Meng , Carlos M.P. Sousa , Jieke Chen","doi":"10.1016/j.indmarman.2024.12.015","DOIUrl":"10.1016/j.indmarman.2024.12.015","url":null,"abstract":"<div><div>This study investigates how the innovation output is affected by foreign divestments in International Joint Ventures (IJVs) and explores whether this impact depends on the industry-specific context of the divested IJVs. In particular, we examine the moderating role of inward technology licensing, distinguishing between licensing-in foreign and domestic technology. The conceptual model is tested with data from the Chinese Industrial Enterprise Database and the Innovative Enterprise Database. Using PSM and DID method, the findings show that (1) foreign divestments of IJVs have negative impacts on innovation output, (2) licensing-in foreign technology weakens the negative impacts, and (3) licensing-in domestic technology strengthens the negative impacts.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"125 ","pages":"Pages 105-117"},"PeriodicalIF":7.8,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143146703","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":"Does bricolage serve as a path to disruptive innovation for SMEs in dynamic environments? The contradictory roles of managerial ties","authors":"Feng Zhang , Bin Yang , Minjing Zhu , Lei Zhu","doi":"10.1016/j.indmarman.2025.01.014","DOIUrl":"10.1016/j.indmarman.2025.01.014","url":null,"abstract":"<div><div>Existing literature does not adequately explain how and under what conditions environmental dynamism facilitates small and medium-sized enterprises' (SMEs) disruptive innovation when faced with resource-constraints. To fill this gap, this study constructs a research model based on resource dependence theory and empirically tests the impact of market and technological dynamism on disruptive innovation, as well as the mediating role of bricolage and the moderating effect of managerial ties, using data from a sample of 338 Chinese SMEs. Additionally, we conduct qualitative research based on semi-structured interviews to further validate the moderating effect of managerial ties. The analysis results show that: (1) while both market and technological dynamism are conducive to disruptive innovation, market dynamism has a greater positive impact; (2) bricolage partially mediates the impact of market dynamism on disruptive innovation and fully mediates the impact of technological dynamism on disruptive innovation; (3) political ties reduce the impact of market dynamism on bricolage while increasing the impact of technological dynamism; and (4) business ties increase the impact of market dynamism on bricolage while decreasing the impact of technological dynamism.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"125 ","pages":"Pages 386-399"},"PeriodicalIF":7.8,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143146669","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}
Farid Shirazi , Mina Tajvidi , Olu Adegbite , Nick Hajli , Philip Powell
{"title":"Strategic integration of big data analytics in R&D: Impact on new product success in turbulent markets","authors":"Farid Shirazi , Mina Tajvidi , Olu Adegbite , Nick Hajli , Philip Powell","doi":"10.1016/j.indmarman.2025.01.002","DOIUrl":"10.1016/j.indmarman.2025.01.002","url":null,"abstract":"<div><div>This research investigates the strategic integration of Big Data Analytics (BDA) within marketing to bolster new product success (NPS). Framed within the context of the resource-based view, the study positions BDA as an essential capability influencing customer agility, ultimately contributing to the success of novel products. Drawing on data from key executives in North American industries, the investigation employs Structural Equation Modelling (SEM) to scrutinize the intricate interplay among diverse components of the BDA capability set. These components include practical data aggregation tools, data analysis tools, interpretation tools, and the skill sets of analytical professionals. The paper discerns how these elements collectively empower firms to monitor customer agility and influence NPS. Additionally, the study explores the moderating influence of environmental (market) turbulence on NPS and Product Innovation Performance (PIP). The findings underscore the significant role played by the BDA capability set and market turbulence in driving success in product innovation. NPS is identified as intricately linked to customer agility and product innovation performance, with environmental turbulence modulating these critical relationships. The implications of these results both from a managerial and theoretical perspective.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"125 ","pages":"Pages 303-318"},"PeriodicalIF":7.8,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143146688","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":"Socio-mental adapting in business relationships: A dialogical understanding","authors":"Christopher J. Medlin , Jan-Åke Törnroos","doi":"10.1016/j.indmarman.2025.01.011","DOIUrl":"10.1016/j.indmarman.2025.01.011","url":null,"abstract":"<div><div>In industrial marketing research the approaches to collective sensemaking in business relationships and to understanding network logics have strongly relied upon an individualistic/cognitive viewpoint. This conceptual paper introduces socio-mental adapting as a form of shared sensemaking inside business relationships considered with a dialogical ontological perspective. Our point of departure is the distinction between adaptation and adapting and to re-consider how sensemaking, as adopted within the IMP approach, occurs during elongated relational presents unfolding in human-relational times. Our contribution thus brings individuals as joint constructions (and constructors) to the heart of interactive business relationship change. These elaborations present a dialogical ontology for research of socio-mental adapting, through meaning changes, by human business actors. Socio-mental adapting in B2B relations is strongly future oriented, and always uncertain/incomplete, as new futures are already unfolding. In a proposed research frame, we present related concepts for researchers and managers to handle humanly shared future projections inside business relationships. The dialogical ontology opens adaptive time-spaces for managers, e. g. for developing more sustainable partnerships.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"125 ","pages":"Pages 290-302"},"PeriodicalIF":7.8,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143146704","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":"Organizational agility and firm performance: The role of architectural marketing capabilities","authors":"Georgios S. Bekos , Matti Jaakkola , Simos Chari","doi":"10.1016/j.indmarman.2025.01.005","DOIUrl":"10.1016/j.indmarman.2025.01.005","url":null,"abstract":"<div><div>Organizational agility is essential for navigating high-paced and challenging business environments. However, extant literature offers limited insights into the marketing capabilities that determine whether some organizations are more effective in exercising agility than their rivals. The current study aims to address this gap by investigating the role of architectural marketing capabilities (i.e., marketing planning and marketing implementation) in shaping the strength and direction of the agility–performance association. Drawing on a multi-industry sample of 224 business-to-business organizations, the empirical findings demonstrate that the direct impact of organizational agility on firm performance is only marginally positive, while marketing planning and marketing implementation capabilities exert a negative and positive moderating effect, respectively. Specifically, organizational agility is positively associated with performance only at low levels of marketing planning and at high levels of marketing implementation capability, whereas agility is found to undermine performance at low levels of marketing implementation capability. The study augments knowledge in the strategic marketing literature by revealing the dual role of architectural marketing capabilities in shaping the performance outcomes of agility and provides guidance on the type of capabilities organizations should develop to complement agility.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"125 ","pages":"Pages 239-253"},"PeriodicalIF":7.8,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143146075","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}
Sandip Mukhopadhyay , Harri Terho , Rakesh Singh , Deva Rangarajan
{"title":"Enhancing B2B sales through digital transformation: Insights into effective sales enablement","authors":"Sandip Mukhopadhyay , Harri Terho , Rakesh Singh , Deva Rangarajan","doi":"10.1016/j.indmarman.2024.12.009","DOIUrl":"10.1016/j.indmarman.2024.12.009","url":null,"abstract":"<div><div>Business-to-business (B2B) firms increasingly face the challenge of enabling their sales force to interact with informed customers during the sales process. Consequently, B2B firms have been investing in sales enablement initiatives to help their salespeople have value-adding dialogue with their customers. Due to the evolving influence of digital technologies on buyer behaviors, B2B sales organizations are responding by deploying digital technologies as part of their sales enablement initiatives. Yet, practitioners and sales research lack insights on how digital technologies actually enable the sales force to deal with the challenges of the sales process. Basing ourselves on a qualitative field-study involving interviews with 26 B2B sales executives, we studied how sales organizations deployed digital technologies to help their salespeople along the sales process. Our empirical findings offer two contributions to extant sales enablement literature. First, our study gives structured and nuanced insights on how digital technologies are deployed as part of sales enablement initiatives along the entire sales process by a) facilitating customer facing sales interactions, b) facilitating internal work efficiencies, and c) salesperson capability enhancement. Second the findings from our study helped us propose a digital sales enablement framework that showcases the impact of digital sales enablement on performance outcomes. Our framework also identified two sets of contextual factors that could affect the digital sales enablement-performance outcomes relationship.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"125 ","pages":"Pages 29-47"},"PeriodicalIF":7.8,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143145780","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":"Managing the VUCA environment: The dynamic role of organizational learning and strategic agility in B2B versus B2C firms","authors":"Iva Atanassova , Peter Bednar , Huda Khan , Zaheer Khan","doi":"10.1016/j.indmarman.2024.12.008","DOIUrl":"10.1016/j.indmarman.2024.12.008","url":null,"abstract":"<div><div>Amid the pandemic, recession, and geopolitical risks from the Russia-Ukraine war, firms must become agile, adapt quickly, and reconfigure resources to sustain competitiveness. In a volatile, uncertain, complex, and ambiguous (VUCA) environment, leaders face increasing challenges in managing operations while responding to external changes. This study explores the organizational context and learning processes that support strategic agility in 28 B2B and B2C UK businesses. Using the Market Intelligence Accumulation and Transfer Model (MIATM) 3.0, it identifies organizational contexts that facilitate or hinder learning and development of strategic agility as a dynamic capability (DC). The findings highlight that capability renewal through vigilant learning requires aligned leadership and an empowering culture, enabling employees to act as learning agents. This study contributes to strategy-as-practice (SAP) research, offering guidance on fostering organizational learning and agility by uncovering context, practices, and praxis, with broader policy implications. Additionally, the MIATM model reveals the dynamic learning processes and the critical role of context in linking micro and macro learning for strategic agility.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"125 ","pages":"Pages 12-28"},"PeriodicalIF":7.8,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143146076","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}
Minna Heikinheimo , Pia Hautamäki , Saara Julkunen , Jonna Koponen
{"title":"Dynamic capabilities and multi-sided platforms: Fostering organizational agility, flexibility, and resilience in B2B service ecosystems","authors":"Minna Heikinheimo , Pia Hautamäki , Saara Julkunen , Jonna Koponen","doi":"10.1016/j.indmarman.2025.01.006","DOIUrl":"10.1016/j.indmarman.2025.01.006","url":null,"abstract":"<div><div>The use of multi-sided platforms in business-to-business services can redefine how established businesses and their operational activities meet the requirements of volatile business markets. Using an abductive research approach, we analyzed how the dynamic capabilities of service firms as platform owners foster the organizational capabilities of agility, flexibility, and resilience in a multi-sided platform ecosystem. Using data from 34 interviews, and based on the Gioia methodology, we illustrated the underlying mechanisms that foster a service firm's ability to promptly respond and deliver improved services to quickly changing market needs. This study contributes theoretically to the B2B marketing literature, particularly regarding organizational capabilities in digital platform ecosystems, by presenting a framework and three propositions that illustrate service firms' pertinent organizational capabilities for long-term success. This study also offers avenues for further research as well as several implications for managers regarding building faster, more accurate service responses.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"125 ","pages":"Pages 179-194"},"PeriodicalIF":7.8,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143146077","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}