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Industrial Marketing Management
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3.68
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Papers 3703
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Published on Jan 1, 2019in Industrial Marketing Management 3.68
Weng Marc Lim8
Estimated H-index: 8
(Swinburne University of Technology),
Pervaiz K. Ahmed22
Estimated H-index: 22
(Monash University),
M. Yunus Ali8
Estimated H-index: 8
(Monash University)
Abstract Data management is an integral part of knowledge engineering in business-to-business (B2B) marketing experiments. This article introduces the concept of data partitioning as a fresh and useful form of data management in the process of knowledge engineering in B2B marketing experiments; articulates the method for partitioning data in B2B marketing experiments; and discusses the implications of data partitioning in the form of data and resource maximization for B2B marketing experiments. ...
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Published on Jan 1, 2019in Industrial Marketing Management 3.68
Graham R. Massey7
Estimated H-index: 7
(University of Technology, Sydney),
Paul Wang10
Estimated H-index: 10
(University of Technology, Sydney),
Andrew Kyngdon3
Estimated H-index: 3
(University of Western Australia)
Abstract The importance of interpersonal trust in exchange relationships is well-established, and trust is known to have two important and distinct underlying forms, one cognitive, the other affective. Despite this, trust studies often model only the cognitive task-related form and omit the affective form. This article achieves two main objectives. First it demonstrates that interpersonal trust is best considered a bidimensional construct consisting of both cognitive and affective components, an...
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Published on Jan 1, 2019in Industrial Marketing Management 3.68
Raisa Yakimova (University of Huddersfield), Martin Owens (Sheffield Hallam University), Jörg Sydow14
Estimated H-index: 14
(Free University of Berlin)
Abstract Although management scholars recognize that intention of formalization influences the manner in which formal controls are applied within organizations, this issue has been largely overlooked in research on strategic alliances including franchise networks. We investigate formalization intent (the way in which controls are initiated and executed) by asking: How do franchisor formal controls promote trust and brand-supportive behavior among franchisees? On the basis of case study research ...
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Published on Jan 1, 2019in Industrial Marketing Management 3.68
Sandeep Salunke4
Estimated H-index: 4
(Queensland University of Technology),
Jay Weerawardena21
Estimated H-index: 21
(University of Queensland),
Janet R. McColl-Kennedy33
Estimated H-index: 33
(University of Queensland)
Abstract This study examines how B2B service firms organize and manage knowledge in order to deliver new value adding solutions and in turn competitive advantage, addressing calls for research into this important, yet neglected area. Specifically, this study: (1) examines the role of the antecedents of knowledge integration capability (KIC) in service innovation-led competitive advantage in project-oriented B2B service firms; and (2) models and empirically tests the links between KIC and service...
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Published on Jan 1, 2019in Industrial Marketing Management 3.68
Jing Jing Zhang (Chinese Academy of Sciences), Jian cheng Guan (Chinese Academy of Sciences)
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...
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Published on Jan 1, 2019in Industrial Marketing Management 3.68
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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Published on Feb 1, 2019in Industrial Marketing Management 3.68
Abstract Drawing on upper echelon theory, this study examines the linkage of top management team (TMT) conflict to exploratory innovation and the mediating impact of market orientation (MO) on the linkage. It finds that cognitive conflict in TMTs positively affects exploratory innovation, while affective conflict has a negative effect. Moreover, MO is a critical conduit through which TMT conflict plays its role in exploratory innovation. These findings advance our knowledge on the antecedents of...
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Published on Jan 1, 2019in Industrial Marketing Management 3.68
Scott B. Friend9
Estimated H-index: 9
(Miami University),
Kumar Rakesh Ranjan (University of Queensland), Jeff S. Johnson8
Estimated H-index: 8
(University of Missouri–Kansas City)
Abstract Sales is a profession that faces an inordinate amount of failure. When salespeople fail and face rejection from customers, the consequences are widespread and lasting. Perhaps, rather than aiming to prevent inevitable failures, salespeople should instead anticipate and control the timing of when failure occurs in the sales cycle. Across three progressive studies, this research explicates the phenomenon of failing fast within a business-to-business sales context. The authors theoreticall...
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