Journal of Business & Industrial Marketing最新文献

Purpose

Given the contradictory findings of standardization/adaptation of marketing strategy in explaining export performance in the extant research, this study aims to examine the contingent effects of managerial ties and born global orientation in the standardized advertising-export performance conceptualization.

Design/methodology/approach

The study used two-respondent method in the survey research by a sample of 155 exporting firms operating in the industrial marketing based in Australia and New Zealand and applied hierarchical regression analysis to test the hypotheses.

Findings

The findings demonstrate that standardized advertising has a significant effect on export performance and this relationship is positively moderated by business ties. Such effect is particularly enhanced for born global firms (than nonborn global firms). However, political ties negatively influence the impact of standardized advertising on performance and such effect is stronger for born global firms.

Research limitations/implications

A broader perspective of contingent variables should be included to examine the underlying relationship between standardized advertising and export performance in capturing the dynamism in international marketing contexts, such as institutional frameworks or sociocultural environments in host countries.

Practical implications

Standardized advertising is critical for born global firms’ export performance as it can increase efficiency and speed up internationalization processes. Such positive impact of standardized advertising on export performance is further enhanced if born global firms allocate resources to develop strong business ties with host country partners instead of building political ties with host country governments, because smooth business networking can facilitate standardized advertising on industrial marketing, yet justifiable political relations require intricate negotiations that often prolong internationalization progress.

Originality/value

This study incorporates managerial ties and born global orientation as contingent factors in fixing the theoretic interlock between standardization advertising strategy and export firm performance.

Purpose

Due to the constantly increasing competitiveness along with the complexity of knowledge, firms perceive collaboration as a key strategy that preserves firms' radical innovation performance. In this context, this paper aims to examine how firms’ partners’ diversity in open innovation activities influences the development of radical innovations, critical for social development. In particular, this study analyzes how the functional and geographical breadth of the firm’s collaboration portfolio affects its radical innovation performance. Furthermore, it also explores the role of firm size as a moderator in the relationships proposed.

Design/methodology/approach

This research employs panel data analysis, using a sample of 4,677 Spanish firms, with data sourced from the PITEC database.

Findings

The results of this study show that there is an inverted U-shaped relationship between the functional and the geographical breadth of collaborations and the firms’ radical innovation performance. Moreover, this study finds partial support for the moderating role of firm size, in the sense that small and medium-sized enterprises (SMEs) and large firms vary in their optimal number of diversity of partners.

Originality/value

This research provides a better understanding on how partners’ functional and geographical diversity, along with organizational characteristics such as firm size, affect how firms benefit from collaboration for innovation. This study shows that both SMEs and large firms experience diminishing returns when their collaboration networks become overly diverse in pursuit of radical innovation, due to increased costs. However, in SMEs, the turning point occurs at a later stage, consistent with the idea that small firms need broader functional networks to access complementary and novel resources they usually lack.

Purpose

Stringent environmental regulations and the need for a robust supply chain (SC) network have necessitated organizations to adopt circular economy (CE) practices. With proven impact of CE practices on SC activities, digital technologies are prompting organizations to digitalize SC networks. Yet, the correlation between SC digitalization and CE practices has been less examined. This study aims to identify and evaluate, the critical success factors (CSFs) necessitating SC digitalization and strategies helping in SC digitalization.

Design/methodology/approach

An extensive literature review was performed to identify CSFs and strategies for SC 4.0 (SC4.0), and for finalization, experts’ input was obtained with the Delphi approach. An integrated Fermatean fuzzy set – analytic hierarchy process – decision-making trial and evaluation laboratory – combined compromise solution technique was used to evaluate CSFs and strategies.

Findings

Smart work environment, performance monitoring and data reliability and relevance were identified as the top three important CSFs for SC digitalization. Enhancement of analytical capability, data-driven process optimization and development of an integrated digital platform were identified as potential SC4.0 transition strategies.

Practical implications

This study helps SC practitioners better understand the CSFs and strategies for the SC4.0 transition. Furthermore, this study explores the integration of CE principles within these digital strategies, emphasizing how sustainability practices can be embedded in the SC4.0 framework to foster a more resilient and environmentally conscious electronics SC in India.

Originality/value

To the best of the authors’ knowledge, this work is the first to analyze CSFs for SC4.0 in the Indian electronics industry.

Purpose

The purpose of this paper is to investigate the impact of demand information sharing on products’ greening levels with downstream competition. Specifically, this study examine two types of green products, “development-intensive” (DI) and “marginal-cost intensive” (MI), in a two-echelon supply chain where the manufacturer produces substitutable products, and competing retailers operate in a market with uncertain demand.

Design/methodology/approach

The authors adopt the manufacturer-led Stackelberg game-theoretic framework and consider a multistage game. This study consider how retailers receive private signals about uncertain demand and decide whether to share this information with the manufacturer, who then decides whether to acquire this information at a certain given cost. This paper considers backward induction and Bayesian Nash equilibrium to solve the model.

Findings

The authors find that in the absence of competition, information sharing is the only equilibrium and improves the greening level under DI, whereas no-information sharing is the only equilibrium and improves the greening level under MI, an increase in downstream competition drives higher investment in greening efforts by the manufacturer in both DI and MI and the manufacturer needs to offer a payment to the retailers to obtain demand information under both simultaneous and sequential contract schemes.

Originality/value

This paper contributes to the literature by examining how the nature of products (margin intensive green product or development intensive green product) influences green supply chain decisions under information asymmetry and downstream competition.

Purpose

This paper aims to address third actor introductions to interaction episodes aiming at fast-forwarding the continuous development of business relationships of new firms.

Design/methodology/approach

The study is qualitative, collecting data from 30 interviews from 28 informants associated with creation of new ventures and business network development in the context of a novel type of third actor called venture builder. Venture builders are privately owned organizations devoted to new firm creation in a factory-like mode, collaborating with individual entrepreneurs.

Findings

The findings suggest that interaction episodes, central to the development of new relationships, may be triggered by introductions managed by third actors using different types of involvement depending on the location and focus of the potential relationship. A framework is presented including four types of introductions to interaction episodes, aiming at saving time by removing the perceived distance between new firms and their counterparts in the initiation of business relationships. The framework describes four types of introductions of interaction episodes: Managed, Advised, Facilitated and Monitored.

Originality/value

Triggers and introductions of interaction episodes for new firms has previously been sparsely addressed. This paper presents how third actor involvement, by the introductions of interaction episodes with internal and external counterparts is managed with an aim of fast-forwarding relationship development.

Purpose

Drawing on resource orchestration theory, this paper aims to empirically investigate the relationships between digital transformation (DT), triple-A supply chain capabilities (i.e. agility, adaptability and alignment) and sustainable performance. The research focuses on the pharmaceutical industry, which best represents a business environment characterized by volatility, uncertainty, complexity and ambiguity.

Design/methodology/approach

Data were collected at different echelons of a globally oriented pharmaceutical supply chain, with the focal company located in the Netherlands. Empirical data were analyzed with partial least squares – structural equation modelling.

Findings

The findings reveal that DT enhances the triple-A supply chain capabilities. Nevertheless, not all three capabilities are necessary to improve overall sustainable performance. The results highlight that, among the three, only supply chain agility and adaptability significantly mediate the relationship between DT and sustainable performance.

Originality/value

This research supports the literature affirming that not all the triple-A supply chain capabilities equally affect sustainable performance. Moreover, it deepens the understanding of how orchestrating the triple-A capabilities at a firm level fosters overall sustainable performance, facing resource scarcity and investments in DT.

Purpose

The purpose of this study is to investigate the influence of collaborative culture on product and process innovation via mediating role of knowledge management and moderating role of information technology utilization.

Design/methodology/approach

This paper used structural equation modeling to examine the level of how collaborative culture and knowledge management practices (KMC) affect two types of innovation capabilities, namely, product innovation and process innovation, using data collected from 313 participants in 128 manufacturing and service firms.

Findings

The research findings highlight positive mediating role of KMC between collaborative culture and two specific forms of innovation. In addition, the paper first confirms the moderating role of information technology utilization in the relationships between KMC and process innovation capability. The results underline the necessity of building a collaborative culture to enhance KMC for promoting innovation capabilities in an organization.

Research limitations/implications

Future research should explore the influence of potential benefits and values of collaborative culture on other strategic or behavioral factor to produce better innovation competence for firms.

Practical implications

This paper offers CEOs/leaders a deeper understanding of the effects of key antecedents, mechanisms and processes to promote product and process innovation in their firms.

Originality/value

This paper is unique in the attempts to provide a prospective solution for firms to pursue and improve innovation by its meaningful insights on the mediating role of KMC and moderating effect of information technology utilization in the relationship between collaborative culture and specific dimensions of innovation capability.

Purpose

Emotions are widely acknowledged decision-making drivers, taking the front seat when managers lack objective information. Existing evidence indicates that negative emotions often lead to the decision to retrench. Contrary to these insights, our research aims to show that negative emotions can sometimes push top managers to withdraw from retrenching marketing activities. By drawing on the affect-as-information approach, this study aims to examine the direct and conditional effects of top managers’ negative emotions on small and medium-sized enteprises (SMEs’) intention to retrench marketing activities during the recent economic crisis caused by the COVID-19 pandemic.

Design/methodology/approach

This study uses a descriptive research design and surveys a sample of 155 chief executive officers from business-to-business (B2B) SMEs in Croatia. The authors empirically test the conceptual framework with hierarchical regression.

Findings

Based on the sample of 155 top managers of SMEs operating in B2B industries, negative emotions positively drive marketing retrenchment. However, additional insights reveal that this relationship is conditioned by crisis severity and SMEs' strategic orientations (exploration and exploitation). The relationship between negative emotions and marketing retrenchment weakens for SMEs severely hampered by the crisis and for SMEs following the exploitative orientation. In contrast, this relationship becomes stronger for SMEs whose business customers have been severely hampered and for SMEs following exploratory orientation.

Originality/value

This research advances the body of knowledge by demonstrating that, depending on the severity of the crisis and the strategic orientation of the SME, top managers may interpret negative emotions quite differently, which eventually has lasting consequences on marketing retrenchment during crises. Therefore, by focusing on emotional microfoundations and unique crisis- and firm-level contingencies, this study goes beyond existing theoretical discussions that contrast marketing retrenchment vs investment and offers a different understanding of why and when SMEs retrench their marketing activities during crises.

Purpose

While servitization has been recognised for its potential to augment organizational revenue and fortify competitive advantage, the exploration of alternative servitization trajectories to the classical servitization model has been little explored in literature. Recent literature introduces the “service paradox” and presents different trajectories to the classical model, but it does not explain why a company chooses one trajectory instead of another. Therefore, this study aims to provide a model that, based on the contextual factors present, recommends which servitization trajectory the company should choose.

Design/methodology/approach

This study uses a combination of design science research (DSR) and context, intervention, mechanisms and outcomes (CIMO) to propose the model. An initial contextual factors list was created based on the literature, refined by the company’s employees and evaluated in three selected initiatives in the focal company. Furthermore, based on the understanding of the CIMO logic elements, four design propositions were elaborated to summarize the main findings of the study.

Findings

The study has demonstrated that the choice of a servitisation trajectory is intricately tied to a multitude of contextual factors, prompting organisations to deviate from conventional models towards alternative paths. Furthermore, the research sheds light on the underlying mechanisms and contextual drivers that shape servitisation decisions within the context of a consumer goods manufacturer. The analysis underscores the pivotal role of market dynamics and strategic adaptability in shaping servitisation strategies, underscoring the importance of customized approaches that cater to the distinct circumstances of each organisations.

Originality/value

The research contributes to both theory and practice by offering profound insights into the complex nature of servitisation, advocating for continuous adaptation and strategic alignment with market demands. For practitioners and decision-makers, the study provides valuable guidance on enhancing service offerings and navigating the complexities of servitisation within specific sectors, fostering a culture of learning and adaptation to drive sustainable growth.

Purpose

This work conducts a comprehensive analysis of how to incorporate resilience and sustainability into capacity expansion strategies for business-to-business (B2B) chemical supply chains. This study aims to guide both researchers and managers on ensuring profitability in B2B chemical supply chains while minimizing environmental impacts, complying with regulations and mitigating disruptions and risks.

Design/methodology/approach

A systematic literature review is conducted to analyze the interplay between sustainability and resilience in chemical B2B supply chains, specify the quantitative and qualitative methods used to tackle this challenge and identify the drivers and barriers concerning capacity expansion. In addition, a comprehensive conceptual framework is suggested to outline a compelling research agenda.

Findings

The findings emphasize the increasing importance of modeling and resolving decision-making challenges related to sustainable and resilient supply chains, particularly in capital-intensive chemical industries. Yet, there is no standardized strategy for addressing these challenges. The predominant solution methods are heuristic and metaheuristic, and the selection of performance metrics tends to be empirical and tailored to specific cases. The main barriers to achieving sustainability and resilience arise from resource limitations within the supply chain. Conversely, the key drivers of performance focus on enhancing efficiency, competitiveness, cost effectiveness and risk management.

Practical implications

This work offers practitioners a conceptual framework that synthesizes the knowledge and tackles the challenges of designing sustainable and resilient supply chains as well as managing their operations in the context of B2B chemical supply chains. Results provide a practical guide for navigating the complex interplay of sustainability, resilience and chemical supply chain expansion.

Originality/value

The key concepts and dimensions associated with capacity expansion planning for a resilient and sustainable chemical supply chain are identified through structured and comprehensive analyses of existing literature. A conceptual framework is proposed for delineating the intersections among sustainability, resilience and chemical supply chain expansions. This mapping endeavor aims to facilitate a future characterized by the deployment of a nexus of resilience and sustainability in chemical supply chains. To this end, a promising future research agenda is accordingly outlined.