Showing papers in "Industrial Marketing Management in 2010"

TL;DR: In this article, critical realism is proposed as a coherent, rigorous and novel philosophical position that not only substantiates case research as a research method but also provides helpful implications for both theoretical development and research process.

TL;DR: In this article, the relative impact of a firm's functional capabilities (namely, marketing and operations) and diversification strategies (product/service and international diversification) on financial performance was investigated.

TL;DR: In this article, a conceptual model linking market orientation, marketing innovation, competitive advantage and firm survival is tested using structural equation modelling, and three key findings are derived. But, the examined Chinese manufacturing SMEs had a greater perceived likelihood of survival had they developed and sustained a competitive advantage.

TL;DR: This article examined the quality of 105 qualitative case studies published in Industrial Marketing Management (IMM) between 1971 and 2006 and found that, from a positivist viewpoint, there has been a steady improvement in how authors addressed issues of research quality.

TL;DR: In this paper, a case study approach that builds on the foundations of moderate constructionism and abduction is presented, where the authors discuss the case study method and its role in industrial marketing, especially in business to business networks.

TL;DR: In this paper, the authors integrate disparate streams of research and develop a broader framework to understand the appropriate role and focus of business-to-business marketing in the supply chain for achieving environmental sustainability objectives.

TL;DR: The authors conducted a content analysis of the 145 case studies published in three key journals (Industrial Marketing Management, Journal of Business-to-Business Marketing and Journal of Industrial and Industrial Marketing) over a 10-year period (1997-2006).

TL;DR: In this article, the authors examined how product and relationship quality influence customer commitment along with their combined effect on customer loyalty and concluded that customer loyalty depends more on emotional commitment than rational commitment, while negative calculative commitment positively influences behavioral loyalty.

TL;DR: In this paper, a theoretically structured framework for the measurement of internal brand equity is proposed and empirically validated, and the findings offer evidence for the powerful impact of a brand-oriented corporate culture on internal Brand equity, and demonstrate its relationship to external brand equity.

TL;DR: In this paper, the authors examined the management of innovation networks which has enjoyed increased recognition in the marketing literature due to its growing prominence and relevance and contributed to theory development on managing innovation at the net level of analysis.

TL;DR: There is a gamut of approaches possible to case research in industrial marketing, each with its specific links to theory and empirical phenomena, and it is suggested that this is promising for the development of research in the field, as long as it helps reduce, rather than increase, the complexity of the case studied.

TL;DR: In this paper, the authors identify six major research themes that need to be taken up in the future with regard to sense-making and management in business networks, and discuss some methodological issues to advance our knowledge in this area.

TL;DR: Although advanced services, or so-called integrated solutions, have increasingly received attention in the literature, no coherent body of literature exists, and the relational dimensions and con....

TL;DR: The authors assesses the impact that environmental conditions and business unit strategy have on the relative importance of marketing strategy creativity and marketing strategy implementation effectiveness, and discuss implications for managers and scholars, and conclude that it is important for researchers to investigate those conditions so that they can provide managers with guidance regarding where to allocate their resources.

TL;DR: In this paper, a study was designed to measure perceived industry competitive intensity, market learning and marketing capabilities, and the results largely support the hypothesized theoretical relationship that industry competitiveintensity influences market learning activity and marketing capability development.

TL;DR: In this paper, the impact of guanxi on behaviors among firms in a Chinese marketing channel was investigated and it was shown that the emotional closeness between channel-boundary personnel of firms has a positive impact on their exercise of non-coercive power, a negative impact on the exercise of coercive power, and a negative effect on the perceived conflict between them.

TL;DR: In this article, the effects of customer and supplier involvement on competitive advantage in Chinese manufacturing firms were investigated using hierarchical multiple regressions, and the results of the regression analysis show that customer involvement has positive impact on product quality, delivery reliability, process flexibility, and customer service.

TL;DR: The proposed computational approach incorporating small-world graphs enables the authors to find that diffusion of innovation is more likely to fail in a random network than in a highly clustered network of consumers.

TL;DR: In this paper, the authors proposed a process-oriented framework for examining the relationship among CRM resources, CRM process capabilities, and organizational performance, considering different concepts of CRM.

TL;DR: In this article, the authors argue that organizational structure plays an important dual role as an antecedent to the development of radical and incremental product innovation capabilities and as a moderator in determining the new product performance returns from executing such capabilities.

TL;DR: In this paper, the authors present a typology through which PCBs' services strategies can be categorised using these two dimensions, which is used to explore four services strategies and three growth options.

TL;DR: In this article, the role of sense-making and development agenda construction in emerging business fields characterized by radical innovation is discussed and a framework describing the dimensions of managerial sense making and its antecedent factors is suggested and discussed.

TL;DR: In this article, the influence of organizational capital and social capital on firms' product innovation and the moderating role of radicalness was analyzed with a large sample of Spanish industrial companies.

TL;DR: In this article, the authors examined collaborative and transactional relationships in buying firms to determine whether collaborative relationships offer greater benefits than transactional relationship, and to ascertain which relational factors drive satisfaction and performance for both collaborative relationship types.

TL;DR: In this article, a longitudinal study of how buyers and suppliers perceive and interpret value of business relationships is presented, and three propositions regarding the meaning of value in the context of supplier-customer relationships are formulated.

TL;DR: How behavioral science research methods that management and marketing scholars apply in studying processes involving decisions and organizational outcomes relate to three principal research objectives are described: fulfilling generality of findings, achieving accuracy of process actions and outcomes, and capturing complexity of nuances and conditions.

TL;DR: In this article, the authors used interaction/network theory to test a model examining the interaction mechanisms and relationship characteristics of buyer-seller relationships during four progressive phases of relationship development, and found that the patterns of these associations vary as buyer and seller relationships progress through the four phases.

TL;DR: In this paper, customer interactivity is conceptualized as a multi-dimensional construct consisting of bidirectional communications, participation, and joint problem solving during new product development (NPD) projects.

TL;DR: In this paper, the authors used agency theory as a lens to look at the Agency Triad among supply management, marketing, and suppliers, and developed propositions on the design of contractual arrangements between two Principals (marketing and supply management) and a single Agent who provides marketing services.

TL;DR: In this paper, a model of how influence strategies affect relational elements, specifically trust and commitment, which both promote strong inter-firm relationships and act as mediators of joint action, is presented.