Ind Mar Man
Introduction
Industrial Marketing Management, (113)
INTEREST CATEGORY: INTERORGANIZATIONAL
POSTING TYPE: TOCs
Editorials
2022 impact factor announcement
—Adam Lindgreen, C. Anthony Di Benedetto []
Best business-to-business marketing management Ph.D. thesis 2023
—Adam Lindgreen, C. Anthony Di Benedetto []
Unravelling the dark side of sharing economy Managing and sustaining B2B relationships on digital platforms
—Nripendra P. Rana, Arpan Kumar Kar, Manish Gupta, Ilias O. Pappas, Thanos Papadopoulos []
Research Articles
How startups become attractive to suppliers and achieve preferred customer status: Factors influencing the positioning of young firms
—Juliano Afonso Tessaro, Rainer Harms, Holger Schiele []
Managing appropriation concerns and coordination costs in complex vendor relationships: Integration and isolation as governance strategies
—Henrik Agndal, Ala Arvidsson, Ulf Nilsson []
Customer concentration and supplier financial performance: An inverted U-shaped relationship
—Zhaojun Han, Conghui Yu, Yanxi Li, Jinyan Shi, Yuanyuan Liu []
Sales compensation plan type and sales opportunity coverage: Double-edged sword effects on sales performance
—Danny Pimentel Claro, Christopher R. Plouffe, Valter Afonso Vieira []
Neuroscience in business-to-business marketing research: A literature review, co-citation analysis and research agenda
—Christina berg []
A desire for success: Exploring the roles of personal and job resources in determining the outcomes of salesperson social media use
—Ashish Kalra, Nawar N. Chaker, Rakesh Singh, Omar S. Itani, Raj Agnihotri []
A temporal approach to innovation management in recessionary times
—Steven Chen, Mohammad Habibi []
Managing digitization of industrial incumbents through innovation-oriented leadership
—Lukas Moschko, Vera Bla鱉evi []
You’ve lost that learning feeling: Drivers and drawbacks of channel partner disengagement with sales training
—Cinthia Beccacece Satornino, Jan Pelser, Martin Wetzels, Ko de Ruyter, Dhruv Grewal [Google Scholar]
Franchise capabilities and system performance: A configurational perspective
—Fr矇d矇ric Perdreau, Anne-Laure Le Nadant, Nabil Khelil []
Review Article
A systematic literature review on network marketing: What do we know and where should we be heading?
—Ishani Patharia Chopra, Charles Jebarajakirthy, Moumita Acharyya, Raiswa Saha, Haroon Iqbal Maseeh, Shamsun Nahar []
BUSINESS FAILURES IN POST PANDEMIC ERA: NEW CHALLENGES FOR INDUSTRIAL NETWORKS, EMERGING INSIGHTS AND MARKET OPPORTUNITIES
Impression management and leadership in failing or failed business-to-business firms during and post-COVID-19: Empirical insights from Africa
—Obinna Alo, Imran Ali, Nadia Zahoor, Ahmad Arslan, Ismail Golgeci []
Avoiding crisis-driven business failure through digital dynamic capabilities. B2B distribution firms during the COVID-19 and beyond
—Najam Ul Zia, Saqib Shamim, Jing Zeng, Usama Awan, Felicita Chromjakova, Pervaiz Akhtar, Marko Orel []
Benefit from market knowledge: Failure analysis capability and venture goal progress in a turbulent environment
—Xiaolin Li, Xiaolong Shui, Minhao Zhang, Xiaojun Wang, Changyu Wang []
Staying alive: Coopetition and competitor oriented behaviour from a pre- to post COVID-19 pandemic era
—James M. Crick, Dave Crick, Shiv Chaudhry []
Owner-managers failure experience and business model innovations in B2B firms: The roles of coopetition, managerial persistence, and financial resource slack
—Richard B. Nyuur, Francis Donbesuur, Diana Owusu-Yirenkyi, George Oppong Appiagyei Ampong, Ahmed Adel Tantawy []
Experimental Research in Industrial Marketing. Edited by: Aulona Ulqinaku, Giampaolo Viglia and Ghasem Zaefarian
Do salesforce management systems actually drive salesperson intentions?
—Rhett T. Epler, Laurianne Schmitt, David Mathis, Mark Leach, Bryan Hochstein []
When challenges hinder: An investigation of buyer-imposed stressors on supplier flexibility
—Chong Yu, Dionysius Ang, Zhaleh Najafi-Tavani, Eleni Zantidou []
Effectiveness of B2B social media marketing: The effect of message source and message content on social media engagement
—M.S. Balaji, Abhishek Behl, Kokil Jain, Abdullah M. Baabdullah, Mihalis Giannakis, Amit Shankar, Yogesh K. Dwivedi []
Should I Stay or Should I Go? The Effect of Allied Brands Negative Publicity on Brand Managers’ Decision-Making
—Laura Grazzini, Valentina Mazzoli, Lia Zarantonello [Google Scholar]
The Buying Center Concept: An Important Concept of Business-to-Business Marketing in Need of Consolidation and Further Development. Edited by Michael Ehret, Wesley J. Johnston and Thomas Ritter
B2B customer journeys: Conceptualization and an integrative framework
—Arttu Purmonen, Elina Jaakkola, Harri Terho []
Mental Health and Well-Being in Business-to-Business Markets. Edited by: Bruno Lussier, Nawar N. Chaker, Willy Bolander and Melissa Clark
Spurred or spurned? The effects of combined innovations and major obstacles on B2B SME capability generation and future focus
—Jared M. Hansen, Bochra Idris, George Saridakis []
Market Driving in B2B Markets. Edited by: Fiona Schweitzer, Stacey Malek and Shikhar Sarin
Exploring the future of market driving: A dialogue with marketing thought leaders
—Fiona Schweitzer, Stacey L. Malek, Shikhar Sarin []
Targeting and position papers
Clearing the paradigmatic fog: A rejoinder to responses
—Kristian M繹ller, Aino Halinen []
Exploring the Future of Market Driving: A Dialogue with Marketing Thought Leaders (Fiona Schweitzer, Stacey Malek, Shikhar Sarin)
Accelerating growth with strategic innovation: Putting market driving into context
—George S. Day []
Mining the metaphor of market driving to propel productive research
—Eileen Fischer []
Market driving: Some directions for future research
—Ajay K. Kohli, Bernard J. Jaworski []
Domains of innovation intent: A key leadership responsibility
—Gina Colarelli O’Connor []
Market driving, market driven, or both? toward a concept of dual market orientation
—Gregory S. Carpenter []