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Industrial Marketing Management
IF
4.78
Papers
3883
Papers 3819
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Published on Jul 1, 2019in Industrial Marketing Management 4.78
Shu-Hui Chuang (Asia University (Japan))
Abstract Although promising links have been established between social information processing capability (internal capability), customer co-creation (external capability), and social media agility, empirical studies have not offered sufficiently convincing evidence on the benefits of using social media. This study adopted the dynamic capability view that assesses the development of internal capability by combining information acquisition, communication, and responsiveness and examines the effect...
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Published on Jul 1, 2019in Industrial Marketing Management 4.78
Hannu Makkonen9
Estimated H-index: 9
(University of Vaasa),
Mervi Saarikorpi (Aalto University), Risto Rajala17
Estimated H-index: 17
(Aalto University)
Abstract The study complements the dominant interpretations of positioning in marketing management research by introducing a relational perspective on positioning in the industrial markets. Instead of focusing on products, brand, or company image only, the study focuses on the exchange logic of the relationship. The study suggests that exchange logic of the relationship i.e. relationship logic comprises a fundamental unit of positioning in the industrial markets. Accordingly, the study defines t...
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Published on Jun 1, 2019in Industrial Marketing Management 4.78
Riza Casidy Mulyanegara10
Estimated H-index: 10
(Macquarie University),
Munyaradzi W. Nyadzayo6
Estimated H-index: 6
(University of Wollongong in Dubai),
Mayoor Mohan5
Estimated H-index: 5
(VCU: Virginia Commonwealth University)
Abstract Service innovation is essential, particularly for companies operating in highly competitive environments, as it can lead to innovation adoption behaviors, which in turn influence overall business performance. Drawing upon the innovation adoption and relationship marketing literature, and grounded within the structure-conduct-performance paradigm and social exchange theory, this study examines the reputational and relational mechanisms through which service innovation influences the inno...
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Published on Jun 1, 2019in Industrial Marketing Management 4.78
Sarah R. Magnotta (TU: Towson University), Catherine M. Johnson2
Estimated H-index: 2
(UT: University of Toledo)
Abstract Sales teams are often structured into groups by territories, product categories, or hierarchical levels of salespeople which provide support to one another while counter-intuitively competing for individual resources, rewards, and promotions. We posit that the impact of conflict within the sales team (sales team intragroup conflict) on critical individual-level job outcomes (job satisfaction and intent to turnover) is contingent upon two loci of influences: individually-influenced goal ...
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