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INTEREST CATEGORY: INTERORGANIZATIONAL
POSTING TYPE: TOCs

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Editorial

Transformative times for key account management: Disruptive events, digitisation, and sustainability. Special issue editorial
—Antonella La Rocca, Jakob Rehme, Nektarios Tzempelikos []

A systems perspective on power in business relationships and networks under geopolitical, technological, and ESG pressures: Editorial for the special issue
—Dariusz Siemieniako, Hannu Makkonen, Maciej MitrÄ™ga []

Research Article

Transformation from interpersonal to interorganizational relationships: Effectual mechanisms in international new venture growth
—Markus Raatikainen, Saara Julkunen, Mika Gabrielsson []

How can digital dexterity contribute to the success of new product development in B2B SaaS companies? Comprehending the roles of inclusive leadership, capabilities for open innovation, and competitive intensity
—Saumyaranjan Sahoo, Naveen Donthu, Satish Kumar, Mukund Vyas []

Framing mechanisms and the emergence of dynamic coherence in orchestrated networks
—Samar Al Adem, Sharon Purchase, Daniel Schepis []

Value chains, knowledge isolation, and performance in internationalizing SMEs
—Mika Gabrielsson, Tomi Seppälä, Peter Gabrielsson, Elizabeth L. Rose, Sylvie K. Chetty []

How to cope with conflicts at sales-marketing Interface in the context of B2B firm’s digitalization: A tension-based view
—Jing Zhang, Ei Ei Nyein, Monica Ren [Google Scholar]

Effect of dynamic marketing capabilities on new market development and sales growth: The roles of structural inertia and environmental dynamism
—Mesay Sata Shanka []

Unpacking the exchange dynamics between strategic frontline employees and the internal business team
—Curtis S. Schroeder, Stephan Volpers, Christopher R. Plouffe, Bryan Hochstein []

Navigating role conflict: Implications for service sabotage in customer success management
—Amit Mahimkar, John Hadjimarcou, Edward Ramirez []

When do high prices sell better for sustainable products in business-to-business markets? The role of price–sustainability fit
—Guzi Huang, Aline Isabelle Lanzrath, Christian Homburg []

On the difficulty of using algorithms to replace managers in decision making: A study of customer prioritization
—Samu Ahola, Jukka Luoma []

From spark to launch – An empirical study of how AI shapes organizational innovation capability across new product development stages
—Henning Meier, Sven Heidenreich, Slawka Jordanow, Tobias Kraemer []

Managing paradoxical tensions in green technology implementation: A platform perspective
—Zi Wang, Ruiqi Wei, Catherine Pardo, Liyang Wang, Yuanxun Gu []

Strategic transformation of the sales function in servitization: A multi-level configurational view
—Maria Spadafora, Mario Rapaccini []

Competitive–cooperative trait balance in B2B salespeople
—Yanhui Zhao, Wyatt A. Schrock, Yuerong Liu, Victor V. Chernetsky, Katherine L. Rust, Douglas E. Hughes []

Business model portfolio expansion through structural separation – Adding a new digital business model
—Daniel Kindström []

When alignment fails but cooperation persists: The paradox of executive–managerial misalignment in B2B partnerships
—Yuchen Shi, Hong-Youl Ha []

Proactive vs. responsive market orientation in enhancing new product creativity in SMEs in B2B markets: The moderating role of market turbulence
—Ho-Taek Yi, Guihan Ko, Michael Obal []

The role of digital and interpersonal touchpoints as drivers of future customer engagement intention in B2B service firms
—Xenthe Bang, Fiona Schweitzer []

In the eye of the beholder: A systematic review of the literature on customers’ perceptions of salesperson appearance
—Stephanie M. Mangus, Veronica L. Thomas, Dora E. Bock [Google Scholar]

Bilateral indirect influence in coopetition triads: A conceptual framework
—Sara Galehbakhtiari, Tatbeeq Raza-Ullah []

Futures of Interaction, Relationships and Networks; Evolving Interdependencies. Edited by: Luis Araujo and Judy Zolkiewski

Conceptualising natural resources in industrial systems
—Debbie Harrison, Frans Prenkert []

Technology sourcing: How and why Bang & Olufsen’s capability, identity, and supplier interface change
—P.H. Andersen, L.N. Laursen, M.M. Møller []

A casing approach to analyse connected changes in business networks
—Sandra Brüel Grönberg, Anna Dubois, Kajsa Hulthén, Ann-Charlott Pedersen []

Regional Industrial Marketing Management Summit: Hobart. Edited by: Anthony Di Benedetto, Adam Lindgreen, Sudha Mani, Daniel Schepis and Sharon Purchase

How to nudge industrial customers to accept free-to-fee service price switches?
—Joona Keränen, Anna Salonen, Harri Terho, Juha Munnukka []

8th IMM Summit. Edited by: Adam Lindgreen, Selma Kadić-Maglajlić,Maja Arslanagic-Kaladzic and Anthony Di Benedetto

Untangling the double-edged role of emotional demands in resilience and presenteeism in B2B salespeople: The analysis of ingredients and recipes
—Rıfgı BuÄŸra BaÄŸcı, Ä°smail Gölgeci, Ömer Gizlier, Mahmut Demirkıran []

How B2B branding research measures up: A systematic review of key themes, theories, and methods
—Christian Kowalkowski, Joona Keränen, Edwin J. Nijssen []

Power in business relationships: a systems thinking perspective. Edited by: Dariusz Siemieniako, Hannu Makkonen and Maciej Mitręga

Exploring the Nexus of industry 4.0 on structural power and B2B marketing: A comprehensive approach to sustainability and competitive advantage
—Hannan Amoozad Mahdiraji, Hojatallah Sharifpour Arabi, Demetris Vrontis, Gu Pang []

Advancing and Integrating Value-Based Selling Research in Industrial Marketing: New Theories, Methods, and Perspectives. Edited by: Joona Keränen, Harri Terho, Edwin Nijssen and Michel van der Borgh

Enhancing sales performance of product-service systems: The role of value-based selling, price bundling, and value tools
—Edwin J. Nijssen, Harri Terho, Joona Keränen, Michel van der Borgh []

Regenerating Business in Networks for a Better World. Edited by: Tuula Lehtimäki, Pauliina Ulkuniemi, Jaana Tähtinen and Morten Abrahamsen

Engagement for sustainability transformation: Generating collective engagement for institutional change through synchronization
—Katrin Uude, Carolin Plewa, Jodie Conduit []