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INTEREST CATEGORY: INTERORGANIZATIONAL
POSTING TYPE: TOCs

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Influence strategies in dual distribution channels: Examining their effects on distributor opportunism
—Ryuta Ishii, Mai Kikumori []

Identifying effective market-shaping strategies: A fuzzy-set qualitative comparative analysis approach
—Suvi Nenonen, Kaj Storbacka, Alexey Sklyar, Hans Kjellberg []

Data-related tensions in digital servitization ecosystems: A systematic literature review
—Guilherme Sales Smania, Néstor Fabián Ayala, Wim Coreynen, Glauco H.S. Mendes []

Resolving the salesperson competitiveness-performance paradox: The role of benign vs. malicious envy
—Benjamin P. Britton, Brandon Z. Holle, Louis J. Zmich []

Do we get along well? A dyadic study of how and when congruence in specific investments influence innovation
—AiHua Wu, Xiaoqing Zhai []

Exclusion and inclusion on business markets: Impacts of the Internet-Of-Things (IoT)
—Björn Sven Ivens, Catherine Pardo, Ruiqi Wei []

Channeling influence: The impact of downstream salesperson solution orientation within a business-to-business channel
—Sarah R. Magnotta []

Moving forward without resolution: Managing competing logics through a temporary agreement
—Björn Rietdijk, Koen Dittrich, Ard-Pieter de Man []

Traversing between the arcs of environmental collaboration: Implications for dyadic environmental performance
—Antony Paulraj, Sichu Xiong, Christopher Rajkumar, Constantin Blome []

Managers of selling and buying organizations as engineers of employees’ networks
—Son K. Lam, Jeff S. Johnson, Andrea L. Dixon, Karen Flaherty [Google Scholar]

Buyers’ trust and performance assessments of long-standing suppliers: Applying complexity causation and abductive modeling of multiple trust-forms and interfirm relationship-performance outcomes
—Houcine Akrout, Arch G. Woodside [Google Scholar]

How marketing and sales use digital tools for innovation ideation
—Wim Biemans, Avinash Malshe []

The value of congruence in social exchanges: A dyadic trust perspective on servitization
—Mingjie Fang, Po-Lin Lai, Xinchen Wang []

The role of innovation capabilities upgradation and digitalization in value co-creation and PSS innovation performance
—Wenna Feng, Ruyue Liu []

Collaborative problemistic search capability and digital innovation: The moderating effects of IT capability and legal development
—Hua Liu, Shaobo Wei, Yongchuan Bao []

Interaction and networking for adaptation in a complex and challenging environment. Edited by: Simone Guercini and Matilde Milanesi

Strategizing in business networks: The ambivalent entrepreneur
—Helen McGrath, Thomas O’Toole, Louise Canning []

Institutions, effectuation and network outsidership: Reviews and case studies of foreign market entry
—Desirée Blankenburg Holm, Martin Johanson, Pao T. Kao []

Sustainable entrepreneurship: How do contextual factors play a role?
—Antonella La Rocca, Silvia Dal Molin []

Organisational agility for new industrial marketing management models in turbulent times. Edited by: Nisreen Ameen and Shlomo Tarba

The balancing act: Organizational agility in fast-growing international ventures
—Birgit Hagen, Pervez N. Ghauri, Valentina Macovei []

The Nature of Marketing in International B2B Service Firms: Review, Dynamics and Prospects. Edited by: Matevž Rašković, Nicholas J. Ashill, Valerie Lindsay and Michel Rod

A longitudinal perspective of the determinants of B2B service firms’ internationalisation performance
—Huda Khan, Deepak Sardana, Narain Gupta, Richard Lee, Ying Zhu, Anshul Jain [Google Scholar]

Foreign divestment of B2B service firms: Institutional unpredictability and digitalization institutions
—Ryan W. Tang, Hussain G. Rammal, S. Tamer Cavusgil []

Cross-cultural determinants of global account management: Findings from B2B services
—Christian Lautenschlager, Nektarios Tzempelikos, Kaouther Kooli, Giampaolo Viglia []

7th Industrial Marketing Management Summit. Edited by: Ghasem Zaefarian and Zhaleh Najafi Tavani

Digital authenticity: Towards a research agenda for the AI-driven fifth phase of digitalization in business-to-business marketing
—Carsten Lund Pedersen, Thomas Ritter []

Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation
—Ingmar Geiger, Andreas Salmen, Alfred Zerres []

Climate Change, Sustainability and Business-to-Business (B2B) Marketing: How Organizations Translate Climate Risk, Environmental and Social Risk into Business Value

Low-carbon business models: Review and typology
—Mikko Sairanen, Leena Aarikka-Stenroos []

Mental Health and Well-Being in Business-to-Business Markets. Edited by: Bruno Lussier, Nawar Chaker, Willy Bolander, Melissa Clark

Franchisee well-being: The roles of entrepreneurial identity, autonomy perceptions, and franchisor management practices
—Anna Watson, Christof Backhaus, Assâad El Akremi, Karim Mignonac, Rozenn Perrigot []

Charting the potential for interdisciplinary research in business-to-business marketing
—Stefan Markovic, Elina Jaakkola []