Ind Mar Man
Introduction
Industrial Marketing Management, 88
INTEREST CATEGORY: INTERORGANIZATIONAL
POSTING TYPE: TOCs
Editorial
How to balance like an academic
—Adam Lindgreen, C. Anthony Di Benedetto []
Research Articles
The power of emotional value: Moderating customer orientation effect in professional business services relationships
—Maja Arslanagic-Kalajdzic, Selma Kadic-Maglajlic, Dario Miocevic []
Analysis on product rollover strategies: The innovation level perspective
—Taofeng Ye, Ning Wang, Nianxin Wang []
Many roads lead to Rome: How entrepreneurial orientation and trust boost the positive network range and entrepreneurial performance relationship
—Baobao Dong, Hangjun Xu, Junmei Luo, Cameron Duncan Nicol, Wenbin Liu []
Examining salesperson versus sales manager evaluation of customer opportunities: A psychological momentum perspective on optimism, confidence, and overconfidence
—Leff Bonney, Christopher R. Plouffe, Bryan Hochstein, Lisa L. Beeler []
When customer ethnography is good for you – A contingency perspective
—Edmund Christian Salzmann, Alexander Kock []
Priorities when selecting business partners for service innovation: The contingency role of product innovation
—Stefan Markovic, Marin Jovanovic, Mehdi Bagherzadeh, Cristina Sancha, Marija Sarafinovska, Yuqian Qiu []
Special Issue Articles on Managing through a crisis
Managing through a crisis: Managerial implications for B2B firms. Edited by: Anthony Di Benedetto, Carsten Lund Pedersen, and Thomas Ritter
Editorial
Managing through a crisis: Managerial implications for business-to-business firms
—Carsten Lund Pedersen, Thomas Ritter, C. Anthony Di Benedetto []
Managing the sales force through the unexpected exogenous COVID-19 crisis
—Nathaniel N. Hartmann, Bruno Lussier []
The Coronavirus crisis in B2B settings: Crisis uniqueness and managerial implications based on social exchange theory
—Roberto Mora Cortez, Wesley J. Johnston []
Industrial buying during the coronavirus pandemic: A cross-cultural study
—Johannes Habel, Viktor Jarotschkin, Bianca Schmitz, Andreas Eggert, Olaf Plötner []
Coopetition and COVID-19: Collaborative business-to-business marketing strategies in a pandemic crisis
—James M. Crick, Dave Crick []
Analyzing the impact of the coronavirus crisis on business models
—Thomas Ritter, Carsten Lund Pedersen []
Navigating disruptive crises through service-led growth: The impact of COVID-19 on Italian manufacturing firms
—Mario Rapaccini, Nicola Saccani, Christian Kowalkowski, Marco Paiola, Federico Adrodegari []
Increasing resilience by creating an adaptive salesforce
—Arun Sharma, Deva Rangarajan, Bert Paesbrugghe []
Managing business relationships during a pandemic: Conducting a relationship audit and developing a path forward
—Michael Obal, Tao (Tony) Gao []
Using design thinking to respond to crises: B2B lessons from the 2020 COVID-19 pandemic
—Pinar Cankurtaran, Michael B. Beverland []
Business of business is more than business: Managing during the Covid crisis
—Jagdish Sheth []
Don’t adapt, shape! Use the crisis to shape your minimum viable system – And the wider market
—Suvi Nenonen, Kaj Storbacka [Google Scholar]
The POP-DOC Loop: A continuous process for situational awareness and situational action
—Leonard J. Marcus, Eric J. McNulty, Lisa B. Flynn, Joseph M. Henderson, Peter V. Neffenger, Richard Serino, Jacob Trenholm []
Mindful management of relationships during periods of crises: A model of trust, doubt and relational adjustments
—Katayoun Zafari, Sergio Biggemann, Tony Garry []
Navigating crisis from the backseat? How top managers can support radical change initiatives by middle managers
—Mariano L.M. Heyden, Ralf Wilden, Chelsea Wise []
Risk, uncertainty, ignorance and myopia: Their managerial implications for B2B firms
—Josef Oehmen, Giorgio Locatelli, Morten Wied, Pelle Willumsen []
We survived this! What managers could learn from SMEs who successfully navigated the Greek economic crisis
—Efthymia Kottika, AyÅŸegül Özsomer, Pernille Rydén, Ioannis G. Theodorakis, Kostas Kaminakis, Konstantinos G. Kottikas, Vlasis Stathakopoulos []
Opportunities for value-based selling in an economic crisis: Managerial insights from a firm boundary theory
—Joona Keränen, Anna Salonen, Harri Terho []
To recover faster from Covid-19, open up: Managerial implications from an open innovation perspective
—Henry Chesbrough []
A diagnostic tool to determine a strategic improvisation Readiness Index Score (IRIS) to survive, adapt, and thrive in a crisis
—Paul Hughes, Robert E. Morgan, Ian R. Hodgkinson, Yiannis Kouropalatis, Adam Lindgreen []
Special Issue Articles on Managing through a crisis
The role of technological innovation in support of B2B international trade. Edited by: Ewelina Lacka, Hing Kai Chan, Xiaojun Wang.
Technological advancements and B2B international trade: A bibliometric analysis and review of industrial marketing research
—Ewelina Lacka, Hing Kai Chan, Xiaojun Wang []
Special Issue Articles on Managing through a crisis
When West Meets East: Cross-Cultural Relationship Management in Supply Chains. Edited by: Cheng Lu Wang and Henry Chung
Effect of entrepreneurial orientation, collectivistic orientation and swift Guanxi with suppliers on market performance: A study of e-commerce enterprises
—Yongge Niu, Fumin Deng, Andy W. Hao []
Business networking and innovation of Asian enterprises in Western countries: The moderation of institutional distance
—Cheng Lu Wang, Henry F.L. Chung []
Legitimizing actions in dependence-asymmetry relationships: A comparison between Chinese and Western firms
—Fue Zeng, Qing Ye, Maggie Chuoyan Dong, Zhen Huang, Zhiqiang Liu []
Does continuity matter? Developing a new long-term orientation structure in a cross-cultural context: A study on supply chain relationships
—Jiaxun He, Li Sun []
Special Issue Articles on Managing through a crisis
Managing B2B Relationship with Emerging Market Partners. Edited by: Daekwan Kim, Ruey Jer Bryan Jean, Tomas Hult.
Inter-partner control, trust, and radical innovation of IJVs in China: A contingent governance perspective
—Liwen Wang, Jason Lu Jin, Defeng Yang, Kevin Zheng Zhou []
Trust and knowledge sharing in context: A study of international buyer-supplier relationships in Thailand
—Rapeeporn Rungsithong, Klaus E. Meyer []
Special Issue Articles on Managing through a crisis
IMM Summit 2020. Edited by: Anthony Di Benedetto, Adam Lindgreen
Identifying, analyzing, and finding solutions to the sales lead black hole: A design science approach
—Michel van der Borgh, Juan Xu, Marin Sikkenk []
Sustainability research in business-to-business markets: An agenda for inquiry
—Arun Sharma []
Special Issue Articles on Managing through a crisis
Theory and Practice of Outside-in Marketing. Edited by: Jifeng Mu, James Mathewson, Mike Moran, Anthony Di Benedetto
The yin and yang of outside-in thinking
—George Day []
Marketing ecosystem: An outside-in view for sustainable advantage
—Jonathan Z. Zhang, George F. Watson IV []
Customer based execution and strategy: Enhancing the relevance & utilization of B2B scholarship in the C-suite
—Vikas Mittal, Shrihari Sridhar []
Big Data Analysis of Volatility Spillovers of Brands across Social Media and Stock Markets
—Myrthe van Dieijen, Abhishek Borah, Gerard J. Tellis, Philip Hans Franses []
Special Issue Articles on Managing through a crisis
B2B Service Innovation and Global Industrial Service Management. Edited by: Mumin Dayan, Nelson Oly Ndubisi
Sourcing green makes green: Evidence from the BRICs
—Christina W.Y. Wong, Kee-hung Lai, Yu Pang, Hazel Sung Yan Lee, T.C.E. Cheng []
Special Issue Articles on Managing through a crisis
The Impact of Immigrant Entrepreneurs, Ethnicity and Culture on Industrial Marketing. Edited by: Zhiyong Yang, Ahmad Jamal, Lianxi Zhou
The contingent effect of social networking ties on Asian immigrant enterprises’ innovation
—Henry F.L. Chung, Dorothy A. Yen, Cheng Lu Wang [Google Scholar]
Special Issue Articles on Managing through a crisis
The Blurring Boundaries between B2B actors and Consumers in the Supply Chains/Networks of Digitalizing Business Models. Edited BY: David B. Grant, Jaakko Aspara, Maria Holmlund
Food sharing, redistribution, and waste reduction via mobile applications: A social network analysis
—John Harvey, Andrew Smith, James Goulding, Ines Branco Illodo []
Crowdfunding networks: Structure, dynamics and critical capabilities
—Julia A. Fehrer, Suvi Nenonen []
Special Issue Articles on Managing through a crisis
Interfirm Networks and Innovation. Edited by: Josef Windsperger, Gérard Cliquet, Hendrikse George, Marijana Srećković, Muhammad Zafar Yaqub
Partners’ centrality diversity and firm innovation performance: Evidence from China
—Yusi Jiang, Yi Yang, Yapu Zhao, Yuan Li [Google Scholar]
Performance implications of using signaling and screening for expanding interfirm business networks: Evidence from franchising
—Farhad Sadeh, Manish Kacker []
How international SME’s vicarious learning may improve their performance? The role of absorptive capacity, strength of ties with local SMEs, and their prior success experiences
—Imran Ali, Murad Ali, Mohammad Asif Salam, Zeeshan Ahmed Bhatti, Ghulam Ali Arain, Muhammad Burhan [Google Scholar]