Ind Mar Man
Introduction
Industrial Marketing Management, 87
INTEREST CATEGORY: INTERORGANIZATIONAL
POSTING TYPE: TOCs
From the Editors-in-Chief: Thanks to reviewers
—Adam Lindgreen, C. Anthony Di Benedetto []
The role of supplier performance evaluations in mitigating risk: Assessing evaluation processes and behaviors
—Timothy G. Hawkins, Michael J. Gravier, William A. Muir []
How does customer orientation (in)congruence affect B2B electronic commerce platform firms’ performance?
—Yi Liu, Daniel Q. Chen, Wei Gao [Google Scholar]
Salesperson influence tactics and the buying agent purchase decision: Mediating role of buying agent trust of the salesperson and moderating role of buying agent regulatory orientation focus
—Nathaniel Hartmann, Christopher R. Plouffe, Phanasan Kohsuwan, Joseph A. Cote []
Charting the reach and contribution of IMP literature in other disciplines: A bibliometric analysis
—Heli Aramo-Immonen, Per Carlborg, Nina Hasche, Jari Jussila, Johan Kask, Gabriel Linton, Navonil Mustafee, Christina berg []
Hegemony in asymmetric customer-supplier relationships
—Rhona E. Johnsen, Sylvie Lacoste, Joanne Meehan []
Is advertising an underappreciated driver of sales growth in B2B markets? Theoretical perspectives and empirical evidence
—Miriam Guenther, Peter Guenther []
The more, the merrier or less is more? How the number of issues addressed in B2B sales negotiations affects dyadic and seller economic outcomes
—Ingmar Geiger, Joachim H羹ffmeier []
An antecedent and contingent outcome model of fail fast strategy in sales force management
—Scott B. Friend, Jeff S. Johnson, Kumar Rakesh Ranjan []
Unlocking solution provision competence in knowledge-intensive business service firms
—Vida Siahtiri, Nima Heirati, Aron O’Cass []
Justice in inter-organizational relationships: A literature review and future research agenda
—Meriem Bouazzaoui, Hung-Jui Wu, Jens K. Roehrich, Brian Squire, Anthony S. Roath []
The multiple levels of trust when selecting suppliers Insights from an automobile manufacturer
—Ala (Pazirandeh) Arvidsson, Lisa Melander []
Which one is more valuable in coordinating the online and offline distribution? Service support or online price coordination
—Zhi Pei, Ruiliang Yan, Sanjoy Ghose []
Triangulation in industrial qualitative case study research: Widening the scope
—Jillian Farquhar, Nicolette Michels, Julie Robson []
Relationship satisfaction: An overlooked marketing channel safeguard
—James R. Brown, Jody L. Crosno, Yuerong Liu, Chekitan S. Dev []
Business relationships in the industrial network literature: Three approaches and their underlying assumptions
—Ilkka Ojansivu, Jan Hermes, Sari Laari-Salmela []
Will a supplier’s origin make a difference to its business customers?
—Frank Jacob, Sarah Sch瓣tzle [Google Scholar]
Mixed effects of business and political ties in planning flexibility: Insights from Turkey
—Volkan Yeniaras, Ilker Kaya, Mumin Dayan []
Reconceptualizing Integration Quality Dynamics for Omnichannel Marketing
—Tasnim M. Taufique Hossain, Shahriar Akter, Uraiporn Kattiyapornpong, Yogesh Dwivedi []
Understanding and managing customer value propositions: Introduction to the special issue
—Andreas Eggert, Pennie Frow, Adrian Payne, Lena Steinhoff []
Toward a comprehensive framework of value proposition development: From strategy to implementation
—Adrian Payne, Pennie Frow, Lena Steinhoff, Andreas Eggert []
Value propositions in a digitally transformed world
—Steven A. Taylor, Gary L. Hunter, Arash H. Zadeh, Duleep Delpechitre, Joon Ho Lim []
The effects of an articulated customer value proposition (CVP) on promotional expense, brand investment and firm performance in B2B markets: A text based analysis
—Sagarika Mishra, Michael T. Ewing, Leyland F. Pitt []
Value propositions as market-shaping devices: A qualitative comparative analysis
—Suvi Nenonen, Kaj Storbacka, Alexey Sklyar, Pennie Frow, Adrian Payne []
How B2B suppliers articulate customer value propositions in the circular economy: Four innovation-driven value creation logics
—Valtteri Ranta, Joona Ker瓣nen, Leena Aarikka-Stenroos []
Invited Commentaries
Try taking your value proposition seriously – Why delivering winning value propositions should be but usually is not the core strategy for B2B (and other businesses)
—Michael J. Lanning []
From promise to perspective: Reconsidering value propositions from a service-dominant logic orientation
—Stephen L. Vargo []
Customer value propositions: Value co-creation
—Jagdish N. Sheth []
The dynamics of customer value propositions: An outside-in perspective
—George S. Day []