Journal of Business & Industrial Marketing: Volume 39 Issue 5

Exploring new product development team problem-solving creativity in the base of the pyramid B2B firms

Hailu Getnet, Aron O’Cass, Vida Siahtiri, Hormoz Ahmadi

This study aims to investigate the role of team problem-solving creativity in new product development (NPD) in the bottom-of-the-pyramid (BoP) in business-to-business firms. This…

Segmenting the customers of system delivery projects based on data heterogeneity

Matti Haverila, Kai Christian Haverila, Caitlin McLaughlin

This paper aims to examine project management segments based on customer satisfaction drivers and loyalty rather than traditional demographic or behavioural variables.

How much customer collaboration is too much? Implications for user entrepreneurship and product performance

Saurabh Srivastava, Pramod Iyer, Arezoo Davari, Wallace A. Williams Jr., Perry L. Parke

Research in the business-to-business (B2B) and user entrepreneurship literature agrees that “user-driven” perspectives allow entrepreneurs to develop innovative products superior…

Commitment, trust, relative dependence, and customer loyalty in the B2B setting: the role of customer satisfaction

Emmanuel Arthur, George Cudjoe Agbemabiese, George Kofi Amoako, Patrick Amfo Anim

This study aims to explore the role customer satisfaction play in mediating the nexus between commitment, trust, relative dependence and customer loyalty from an emerging market…

Customer equity drivers and repurchase intent among B2B customers: the moderating role of perceived switching cost

Vibhava Srivastava, Deva Rangarajan, Vishag Badrinarayanan

This study aims to investigate the role of three customer equity drivers on customer repurchase intent in business-to-business (B2B) markets. It also explores the interconnected…

The interplay between sales and marketing expenditures: an econometric approach in the B2B market

Mehir Baidya, Bipasha Maity

Managers engage in marketing efforts to boost sales and in setting marketing budgets based on current or historical sales. Past studies have overlooked the reciprocal relationship…

The impact of boundary conditions on the relationship between value creation and value appropriation in buyer-supplier relationships

Ming-Chang Huang, Ting-Chuan Lin, Ping-Hsin Lin, Ya-Ping Chiu, Chi-Hung Chung

This study aims to investigate whether higher value creation leads to higher value appropriation and to identify the boundary conditions in a buyer–supplier relationship that can…

Buying centers and emerging developments: the SME perspective

Silvio Cardinali, Piyush Sharma, Elena Cedrola, Marta Giovannetti, Kishore Gopalakrishna Pillai

This paper aims to explore the challenges and opportunities faced by buying centers in small and medium enterprises (SME) manufacturing companies in view of recent technological…

Exploring collaborative innovation evolution of China’s energy conservation and environmental protection industry: a social network analysis based on patents

Weiwei Liu, Yuqi Guo, Kexin Bi

Energy conservation and environmental protection industry (ECEPI) is a strategic choice to promote energy conservation and emission reduction, develop green economy and circular…

Towards a theoretical framework of co-development in supply chains: role of platform affordances and supply chain relationship capital

Ying Chen, Hing Kai Chan, Zhao Cai

Using perspectives from the technology affordance and social capital theories, this study aims to unpack the process through which platform-enabled co-development unfolds in…

Prioritizing the antecedents of employer branding using fuzzy AHP: an extent analysis approach

Avinash Chopra, Gokulananda Patel, Chandan Kumar Sahoo

One of the most decisive objectives of human resource management (HRM), essential for business performance, is to attract, maintain and engage a qualified workforce. This study…

Information sharing format preferences under different supply chain power structures

Haining Sun, Jianhu Cai

This paper aims to study the preferences of the supply chain (SC) members on various power structures under demand information asymmetry considering competing retailers.

Culture uncovered: B2B salesforce job reviews as windows into corporate values

Joey Lam, Michael S. Mulvey, Karen Robson, Leyland Pitt

This study aims to help uncover corporate culture and values to attract and retain talent by understanding job reviews written by business-to-business (B2B) salespeople.

Transparency and trust in cargo claims: microenterprises selling internationally on a peer-to-peer platform

Ferhat Caliskan, Yavuz Idug, David M. Gligor, Hasan Uvet, Saban Adana, Hasan Celik, Sedat Cevikparmak

The purpose of this study is to determine the factors that impact the trust of microenterprises in online selling platforms and cargo carriers and examine the consequences of a…