Showing papers in "Industrial Marketing Management in 2018"

TL;DR: In this paper, the authors used a dataset consisting of observations over a 15-year period (i.e., 2002 to 2016) from 101 UK listed companies and examined the direct effect of R&D expenditures, corporate governance, and firms' characteristics on performance.

TL;DR: This article examines the impact of machine learning and artificial intelligence and their impact on personal selling and sales management on a small area of sales practice and research based on the seven steps of the selling process.

TL;DR: In this article, the authors explored the role of product and process innovation capabilities as two distinct mechanisms through which collaborative innovation networks improve new product performance and examined the contingent effects of absorptive capacity on the relationship between collaborative innovation network and the two innovation capability dimensions.

TL;DR: In this paper, the implicit assumption in the growing body of literature that social media usage is fundamentally different in B2B companies than in the extant business-to-consumer (B2C) literature is explored.

TL;DR: In this paper, the utility of competitive strategies (cost leadership and differentiation) and market-based assets (customer orientation, competitor orientation, and marketing creativity) were assessed for their ability to help an innovating firm deal with dysfunctional competition and improve the returns from innovation.

TL;DR: In this article, a conceptual review article traces back the roots of the value concept to the early economic literature that distinguishes between two complementary perspectives on customer value: value in exchange and value in use.

TL;DR: The ability to manage, integrate and learn from strategic alliances is essential in today's interconnected and globalized economy as discussed by the authors. But despite the managerial relevance of alliance capability, there rem...

TL;DR: In this article, the authors examined how traditional and new communication media impact satisfaction in business-to-business (B2B) relationships and developed a conceptual model and empirically investigated hypotheses linking personal face-toface (F2F), digital, and impersonal communication to buyer and supplier contacts, rationality, social interaction, and reciprocal feedback, and these interactivity dimensions to relationship satisfaction.

TL;DR: The authors investigated the factors that influence whether managers adopt a brand orientation and explored the processes that allow B2B branding to influence brand performance and found that both entrepreneurial orientation and marketing capability positively influence a firm's brand orientation.

TL;DR: In this article, the relationship between top managers' managerial ties and supply chain integration is moderated by market turbulence, and the authors find that business ties are positively related to supply-chain integration whereas their political ties are not.

TL;DR: There exist important opportunities for further knowledge generation with regard to capabilities in business relationships and networks, and the objective is to motivate and derive important research directions.

TL;DR: The impacts of SMT in B2B sales contexts on customer relationship performance and objective sales performance through key mediating behaviors and characteristics are demonstrated and suggest that firms must allocate the resources necessary to properly implement SMT strategies.

TL;DR: In this article, the authors demonstrate that the application of HR policies for mid-level marketing managers vary significantly both between firms pursuing alternative business strategies (i.e., Prospectors, Analyzers, Low Cost Defenders and Differentiated Defenders) and within each of those business strategy types by the type of marketing strategy adopted.

TL;DR: In this article, the authors studied changes over time in inter-firm cooperation of an export-oriented regional cluster within a Latin American emerging economy, conducted in the Chilean salmon industry.

TL;DR: In this paper, the authors investigated how market pressures motivate firms to develop a proactive environmental strategy and how such effects are moderated by a flexibility-control orientation, which is one common representation of organizational culture.

TL;DR: In this article, the authors highlight the role of social media as an antecedent to value generation within the sales process, and propose a research agenda identifying a diverse set of new directions for investigating social media within B2B sales process.

TL;DR: In this article, the authors synthesize three key drivers for change and identify a set of core transformations sales forces are undergoing: the composition of the offer that suppliers bring to customers, the nature of the relationships between suppliers and customers, and the configuration of sales organizations and the role of sales people.

TL;DR: The authors found that outside-in marketing capability leads to superior firm performance via its impact on inside-out marketing capability and strategic flexibility, and that firms stand to gain more from external marketing capability by devoting resources to developing leadership skills and nurturing employee proactivity.

TL;DR: In this article, a large-scale interview based study of start-ups who obtained equity crowdfunding in the UK is presented, which takes a novel integrative approach towards the analysis of entrepreneurial networks by examining both personal and business networks involved in the crowdfunding process.

TL;DR: In this paper, the necessity of customer segmentation in industrial buying regarding Digital, Social Media, and Mobile Marketing (DSMM) from the perspective of a German sensor supplier was investigated. But, the authors did not consider the impact of the buying frequency, the function of the person buying, the industry sector and the country of origin on the perception of the five developments identified in their literature review related to DSMM.

TL;DR: In this paper, the authors derived a theoretical framework for market-shaping from the existing literature and an in-depth case study of one market-leading firm in the steel industry, which has been working actively in the shaping of a market.

TL;DR: In this paper, the authors assess whether organizational learning translates cross-functional coopetition among functional units into firm performance, and investigate the moderating role of power sharing in new product development.

TL;DR: In this paper, the authors analyzed the innovation practices of 372 B2B product manufacturers and service providers and found that compared to product-focused firms, services-focused ones are overall less sophisticated in their innovation practices: they manage less explicitly for innovation, have lower innovation expectations, favor incremental innovation and, when they do initiate more innovative or radical projects, they spend less time taking them to market.

TL;DR: In this paper, the authors identify and describe two underlying reasons for adverse customer behavior in PSS provision and propose different agency mechanisms (i.e., sharing, monitoring and trust) to mitigate the likelihood of adverse customer behaviour.

TL;DR: In this paper, a systematic review of 538 papers in three leading industrial marketing journals, Industrial Marketing Management, the Journal of Business & Industrial Marketing and Business-to-Business Marketing, is presented.

TL;DR: This article stresses the relevance of understanding the context wherein entrepreneurship unfolds – a context filled with social, technical and economic connections to which the start-up needs to relate and suggests five avenues for further research.

TL;DR: The main results show that high levels of problem solving ability and low resistance to change positively moderates the relationship between centralization and supply chain performance, and it is found that high centralization should be preferred for complex decision-making problems, especially when the manager is characterized by a high problem solving able and low Resistance to change.

TL;DR: Wang et al. as mentioned in this paper focused on brand strategies and their underlying mechanisms adopted from institutional theory for green brand trust repair after greenwashing and found that companies should adopt a "timely-considered-timely" or "timescaleconsideredconsidered" brand strategy with three separate stages of trust repair, as opposed to other timely or considered brand strategy combinations.

TL;DR: In this paper, the authors investigated the main interrelationship factors among the companies that are part of a network involving cooperation and competition, as well as their relationship in co-competition.

TL;DR: In this paper, the authors consider the development of co-competitive sensemaking across multiple levels of analysis, which include individual (micro), organizational/interorganizational (meso), and network/ecosystem (macro).