TOC: Ind Mar Man
Introduction
Industrial Marketing Management, 45
Letter from the editors
–Peter J. LaPlaca, Adam Lindgreen []
Special section on From Strategy Frameworks to Value-in-use: Implementing Strategies and Theories of B2B Marketing and Sales Management Guest Edited by : Petri Parvinen and Kristian Moller An impact-oriented implementation approach in business marketing research: Introduction to the Special Issue on “Implementing Strategies and Theories of B2B Marketing and Sales Management”
–Kristian Moller, Petri Parvinen [] []
How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling
–Harri Terho, Andreas Eggert, Alexander Haas, Wolfgang Ulaga [] []
Linking key account management practices to performance outcomes
–Nektarios Tzempelikos, Spiros Gounaris [] []
Effective implementation of relationship orientation in new product launches
–Minna Matikainen, Harri Terho, Esa Matikainen, Petri Parvinen, Anne Juppo [] []
When does implementation of relationship orientation in new product launch matter?
–Paul Viio, Fredrik Nordin [] []
Complexity of sales situation and sales lead performance: An empirical study in business-to-business company
–Tatu Virtanen, Petri Parvinen, Minna Rollins [] []
What service transition? Rethinking established assumptions about manufacturers’ service-led growth strategies
–Christian Kowalkowski, Charlotta Windahl, Daniel Kindstrom, Heiko Gebauer [] [Google Scholar]
Organizing for solutions: How project-based firms integrate project and service businesses
–Karlos Artto, Aku Valtakoski, Heikki Karki [] []
The organizational implications of implementing key account management: A case-based examination
–Paolo Guenzi, Kaj Storbacka [] []
Commentary on article, ‘The organizational implications of implementing Key Account Management: A case-based examination’
–Saara Julkunen, Jonna Koponen, Mika Gabrielsson []
Guidelines for future research on KAM implementation
–Paolo Guenzi, Kaj Storbacka [] []
Value-based selling: An organizational capability perspective
–Pekka Toytari, Risto Rajala [] []
Various forms of value-based selling capability — Commentary on “Value-Based Selling: An Organizational Capability Perspective”
–Matti Jaakkola, Johanna Frosen, Henrikki Tikkanen [] []
Reinforcing the capability perspective of value-based selling: A response to the commentary by Jaakkola, Frosen and Tikkanen on the paper “Value-based selling: An organizational capability perspective.”
–Risto Rajala, Pekka Toytari [] []
Beyond network pictures: Situational strategizing in network context
–Sari Laari-Salmela, Tuija Mainela, Vesa Puhakka [] []
How does trust affect alliance performance? The mediating role of resource sharing
–Xu Jiang, Feifei Jiang, Xinlei Cai, Heng Liu [] []
Two-sided Internet platforms: A business model lifecycle perspective
–Laurent Muzellec, Sebastien Ronteau, Mary Lambkin [] []
Developing an eco-capability through environmental orientation and organizational innovativeness
–Colin B. Gabler, Robert Glenn Richey, Adam Rapp [] []
Is more supply chain integration always beneficial to financial performance?
–Gang Zhao, Taiwen Feng, Dan Wang [] []
Heading for new shores: Do service and hybrid innovations outperform product innovations in industrial companies?
–Andreas Eggert, Christoph Thiesbrummel, Christian Deutscher [] []
Opening the black box of the role of accounting practices in the fuzzy front-end of product innovation
–Martin Carlsson-Wall, Kalle Kraus [] []
The role of open book accounting in a supplier network: Creating and managing interdependencies across company boundaries
–Erik Alenius, Johnny Lind, Torkel Stromsten [] []
The roles of money and business deals in network structures
–Hakan Hakansson, Per Ingvar Olsen [] []