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Industrial Marketing Management
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Abstract In this paper, we apply a design science approach to help a business-to-business product-solution provider find solutions to the sales lead black hole. Our proposed solution emerges by leveraging insights from decision-making literature and operations management literature. The proposed design rules help marketing representatives assign leads more effectively to sales representatives, thereby fostering follow-up of marketing generated leads. In addition to our efforts to solve the sales...
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#1George S. Day (UPenn: University of Pennsylvania)H-Index: 51
Abstract An outside-in approach to making a marketing strategy starts with the leadership team stepping outside the boundaries and constraints of the organization as it is, and looking first to the market for guidance: How and why are the needs and behaviors of current and prospective customers changing? What can we do to solve their problems and help them succeed? What new competitors are poised to meet these needs? What moves by others in the ecosystem could help or hurt us? Conversely, inside...
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Abstract While most studies of firm innovation with a social network perspective have focused on the focal firm's network structure, we explore the value of second-order social capital by examining partners' network structure to better understand firm innovation. Specifically, we examine how centrality diversity of the focal firm's network partners affects its innovation performance. A longitudinal study of Chinese publicly listed manufacturing firms from 2000 to 2016 indicates that partners' ce...
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#1Fue ZengH-Index: 7
Last. Zhiqiang LiuH-Index: 1
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Abstract To overcome the negative outcomes of dependence, disadvantaged parties in exchange relationships characterized by dependence asymmetry seek effective strategies to rebalance their dependence. Obtaining legitimacy in the eyes of the advantaged party through legitimizing actions is a novel way to influence the advantaged party's exchange and conflict management approaches toward the disadvantaged party. However, a disadvantaged party's preference between external and internal legitimizing...
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Abstract Industrial corporations increasingly undertake customer ethnography studies to expose and understand their customers' and end users' latent needs better. However, the benefit of this practice is ambiguous and evidence for it is largely based on anecdotes and qualitative case studies. The aim of this study is to shed light on the relationship between customer ethnography and new product development (NPD) success. We explore internal and external factors that attenuate or strengthen this ...
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#1Arun K. SharmaH-Index: 18
#1Arun Sharma (UM: University of Miami)H-Index: 35
Abstract Corporate interest in the topic of sustainability has increased in prominence. Most of the research on sustainability has a business-to-consumer focus, with limited research emphasizing sustainability in the context of business-to-business marketing. The paper examines research on sustainability, published in the journal Industrial Marketing Management, where thirty-eight articles have appeared in the past twenty-seven years, the majority on supply-chain research. Research on sustainabi...
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#1Yongge Niu (Sichuan University)H-Index: 3
#2Fumin Deng (Sichuan University)
Last. Andy Wei Hao (UHart: University of Hartford)H-Index: 3
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Abstract This study investigates the influence of entrepreneurial orientation (EO) and swift Guanxi (three dimensions: mutual understanding, reciprocal favor and relationship harmony) on perceived value of suppliers and market performance of e-commerce enterprises, and the moderating effect of collectivistic orientation on the relationship between EO and swift Guanxi. The results obtained from a sample of 153 Chinese e-commerce enterprises using SEM-PLS analysis show that market performance of t...
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Abstract The economic impact of the lock down and social distancing policy of the governments has been devastating on business. Should business look out for its own interest or deploy its resources and capabilities to fight the coronavirus even at the expense of short-term losses? This paper suggests that business and society are two peas in a pod and are mutually interdependent. One cannot survive without the other. The purpose of business is more than business. It is to nurture all of its stak...
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