Industrial Marketing Management
Papers 3924
1 page of 393 pages (3,924 results)
#1Richard P. Bagozzi (UM: University of Michigan)H-Index: 88
#2Willem Verbeke (EUR: Erasmus University Rotterdam)H-Index: 29
Abstract We investigate the effects of genetic polymorphisms of salespeople on their motivation and job satisfaction. We hypothesize that psychological attachment styles (anxious, avoidance, and secure) and role conflict interact with variants of three genes (dopamine DRD4, COMT and OXTR) to influence motivation and satisfaction. Our approach follows the spirit of the emerging subfield of organizational neuroscience and biological foundations of social behavior recently introduced into the liter...
#1Chutikarn Suppatvech (Warw.: University of Warwick)H-Index: 1
#2Janet Godsell (Warw.: University of Warwick)H-Index: 12
Last.Steven J. Day (Warw.: University of Warwick)H-Index: 1
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Abstract The internet of things (IoT) is gaining attention from both scholars and practitioners regarding its potential as a key enabler of servitized business models; academic research on this emerging concept is increasing but overall underexplored, however. This paper comprehensively analyses and consolidates the relevant literature on the emerging concept of IoT and servitized business models through conducting a systematic literature review. Based on an analysis of 74 articles, four archety...
3 CitationsSource
#1Joona Keränen (RMIT: RMIT University)
#2Stephan M. Liozu (Case Western Reserve University)H-Index: 11
Abstract Customer value management has become a key priority in business markets, but many firms struggle to implement it. While the prior literature has considered this primarily as sales responsibility, emerging research suggests that best practice firms employ dedicated value champions to implement customer value management. However, at present, we know little about the characteristics, and the tradeoffs between different value championing approaches in business markets. Based on a discovery-...
#2Adam Lindgreen (University of Pretoria)H-Index: 37
Last.Ann Højbjerg Clarke (University of Southern Denmark)H-Index: 8
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Abstract We offer a meta-perspective on the collaboration between university academics and business practitioners. While academics often intuitively and implicitly take an inside perspective, namely a university perspective, in discussing collaborative research and the why, how, and what in collaborating with practitioners, we bring to the fore an outside perspective, namely a business perspective, on the same collaboration, which then typically is termed collaborative innovation. Doing this giv...
#1Ilir Hajdini (University of Vienna)H-Index: 1
#2Josef Windsperger (University of Vienna)H-Index: 17
Abstract Contractual control in franchising is exercised by using the following clauses: exclusive dealing, exclusive territory, tying arrangement, resale price maintenance, real option, lease control, alienation and non-competition covenants. Previous research has not explained the performance consequences of these contractual restraints in franchise contracting. This study examines - from a franchisor perspective - the impact of individual (disaggregated) and bundled (aggregated) contractual r...
#1Jing Jing Zhang (CAS: Chinese Academy of Sciences)H-Index: 1
#2Jian cheng Guan (CAS: Chinese Academy of Sciences)H-Index: 1
Abstract Technological competition plays an important role in technological development and innovation. However, technological competition networks have long been ignored in research. Based on the social network theory, we proposed that the innovation of an organization is greatly affected by the technological competition networks that it is embedded in. We introduced International Patent Classifications (IPCs) information to construct technological competition networks of organizations, and exp...
1 CitationsSource
#1Kangning Zheng (NUAA: Nanjing University of Aeronautics and Astronautics)
#2Zuopeng Zhang (UNF: University of North Florida)
Last.Bin Song (Beijing City University)
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Abstract This paper analyzes the existing distribution modes adopted by China's e-commerce enterprises. Based on the empirical analysis of the electronic mall at (Jing-Dong), this paper compares and investigates the different logistics distribution modes faced by e-commerce enterprises embracing the new features, new challenges, and new advantages of big data. The Analytic Hierarchy Process (AHP) method and entropy value are applied to investigate the e-commerce enterprise distribution ch...
#1Bipul Kumar (Indian Institute of Management Indore)H-Index: 2
#2Arun Sharma (UM: University of Miami)H-Index: 35
Last.Prashant Kumar (Institute of Management Technology, Dubai)
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Abstract Digital mediation in business-to-business marketing is becoming increasingly important to firms, due to customer needs and evolving technological environments. The extensive research in this area for the past twenty years has created a need to synthesize extant research. This paper examines the literature in the domain, to create a classification scheme for subdomains and to explore future research directions. This study reviews 119 relevant articles published in 29 journals between Jan...
#1Liwen Wang (SZU: Shenzhen University)H-Index: 2
#2Jason Lu Jin (Tongji University)H-Index: 3
Last.Kevin Zheng Zhou (HKU: University of Hong Kong)H-Index: 35
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Abstract Despite the growing research interest in customer participation, few studies explore how institutional forces affect a firm's decision to engage customers in their new product development (NPD). Building on the Yin-Yang perspective, we investigate how distinct institutional characteristics of emerging markets, namely legal inadequacy and dysfunctional competition, as perceived by managers, have differential relationships with customer participation in firms' NPD process, which in turn r...
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