Showing papers in "Industrial Marketing Management in 2017"

TL;DR: In this article, the importance of digital technologies for services in manufacturing has often been posited, but current literature has neglected to explain how companies can leverage digital methods to increase their service offering.

TL;DR: In this article, the authors empirically explored how digital disruption has affected Business-to-Business (B2B) interdependencies and proposed that upstream firms can still capture additional value through digital service if their servitized offer includes difficult to imitate elements.

TL;DR: Challenges related to service growth strategies, as well as strategies involving deservitization or a retreat from service offers are examined, showing that these strategies have been pursued for more than fifty years and that future research must elucidate “softer” issues such as leadership and business logic.

TL;DR: In this article, the authors proposed a conceptual strategic framework for the development of service providers and customers considering multigenerational aspects based on inferences from the literature, popular press, and interviews with members of the triad in the sharing economy.

TL;DR: In this article, a systematic review analyzes the usage of the ecosystem concept in B2B journals and its implications for network management and suggests a revised network management framework, where the implications of utilizing an ecosystem layer for the analysis, as well as using the ecosystem as a perspective in the management of business and innovation networks.

TL;DR: In this article, the authors examine the impact of digitalization on B2B exchanges and identify three types of "digitalization" according to the nature of the most deeply impacted link.

TL;DR: In this article, the authors provide a critical inquiry into the past, present, and future of service growth in product firms, focusing on the most active service research domains and open to a variety of conceptualizations.

TL;DR: In this paper, the authors investigated the key factors that contribute to Facebook brand content popularity metrics (i.e., number of likes and comments) for Fortune 500 companies' brand posts in B2B versus business-to-consumer (B2C) markets.

TL;DR: In this paper, the authors argue that the research efforts should be focused on six major areas of inquiry: Innovation, Customer Journey and Relationship Value, Data Analytics, Harnessing Technology, Marketing/Finance Interface and Revenue Growth, and Industry Context or Ecosystem.

TL;DR: In a 2000 article in Industrial Marketing Management, Lambert and Cooper presented a framework for supply chain management (SCM) as well as issues related to how it should be implemented and directions for future research as discussed by the authors.

TL;DR: In this article, a multi-actor perspective is adopted to identify complementary and competing capabilities within a manufacturer's downstream network, required for advanced services, which can facilitate a more service-focused organization and impact customers' business processes significantly.

TL;DR: In this article, the authors outline the problem of endogeneity bias, and provide an overview of potential sources, including omission of variables, errors-in-variables, and simultaneous causality.

TL;DR: In this paper, a systematic review of the servitization literature to build a theoretical model explaining the underlying relationships is presented, and five challenges are identified: organizational structure, business model, development process, customer management, and risk management.

TL;DR: In this article, the authors examined the use of social media by business-to-business (B2B) salespeople to assist in their job functions and found that a salesperson's attitude toward social media usefulness, as well as the learning orientation of a salesman will influence how much a salesman uses social media.

TL;DR: In this paper, the effect of a firm's ability to connect with external network partners and the ability of NPD project managers to network with stakeholders within the firm was examined based on the dynamic capability view of the firm.

TL;DR: In this article, a knowledge-based perspective on servitization is proposed to explain the observed deviations of the accepted wisdom of servitisation failure and deservitization, and a coherent theoretical framework is developed for understanding the integrated solution offering as a bundle of knowledge components.

TL;DR: In this article, a general theory of network management based on the past 20 years of research in the field and the contributions of SI articles is proposed, which explains how the factors at three contextual levels, environment, network and actor, influence network management activities.

TL;DR: In this paper, the authors use the notion of the product biography to argue that products are chronically unstable, both physically and institutionally, and focus on the managerial and institutional effort required to temporarily stabilise and qualify products for exchange or service value-creation.

TL;DR: The meta-model connects the various perspectives, models and terminology into a base line theory of servitization as a process, and enables a systematic comparison of the different empirical studies, to resolve the gap of conceptual incommensurability in the literature.

TL;DR: In this article, a framework is developed and tested to determine the e-commerce resources/capabilities (e.g., marketing efficiencies) and performance relationship, and the results from 15 depth interviews with exporters were used to gain insight into types of ecommerce resources and capabilities and their impact on export marketing efficiency.

TL;DR: In this article, the authors explore how different types of innovation affect the innovation development of the firm across industries and find that only product innovations affect significantly innovation performance across industries, however, different propensities to innovate are affected differently by technological and non-technological innovations.

TL;DR: A review of the current state of research in the field and suggests directions for future development is provided in this paper, where methodological pluralism is called for instead of more traditional methods (conceptual analysis, qualitative and survey) to solve more nuanced research problems.

TL;DR: In this paper, a qualitative and quantitative large-scale study was conducted to assess the relative importance of each single product-specific adoption barrier within new product evaluations in the context of product and mobile service innovation.

TL;DR: This paper explored the marketing decision-making process of entrepreneurs undertaking entrepreneurial marketing in international new ventures (INVs) operating in high-tech business-to-business markets and found that entrepreneurs alternate causal and effectual marketing forms as a result of their ambidextrous entrepreneurialism, and variations in the internal uncertainty, technological uncertainty and any market turbulence faced by the firm.

TL;DR: In this paper, the authors evaluate and compare the theoretical lenses that underpin sustainable purchasing and supply management research and discuss the potential for the IMP Interaction Approach to underpin studies of sustainable purchasing.

TL;DR: This study examines how lead firms mobilize network relationships to build novel value platforms through network orchestration, investigating the development of six value platforms in network settings within Europe.

TL;DR: In this article, an integrative S-D logic/RBV-informed model is developed, where an industrial customer's investment of operant/operand resources in supplier interactions via particular B2B engagement-platforms, including social media.

TL;DR: The authors assesses relational selling from three perspectives: Perspective 1 is a temporal lens that reflects the evolution of relational selling, to delineate how it has changed over time; Perspective 2, a theoretical lens, then encompasses the key theories that provide a theoretical underpinning and that can be refocused on emerging conditions to understand its future effectiveness; and Perspective 3, with an empirical lens, this study identifies which relationship strategies are most effective.

TL;DR: The findings confirm that the data-driven approach to churn prediction and the development of retention strategies outperforms commonly used managerial heuristics in B2B e-commerce industry.

TL;DR: The literature on servitization in the manufacturing context has grown rapidly as mentioned in this paper, and the authors of this paper is the first systematic analysis of the paradigmatic assumptions of servitisation research considering scientific research as a rhetorical activity.