Industrial Marketing Management最新文献

Franchisee well-being: The roles of entrepreneurial identity, autonomy perceptions, and franchisor management practices 特许经营者的福祉：创业认同、自主感知和特许经营者管理实践的作用

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.11.001

Anna Watson , Christof Backhaus , Assâad El Akremi , Karim Mignonac , Rozenn Perrigot

Using two-level data drawn from franchisors and their franchisees, this paper explores how individual and work characteristics influence franchisee well-being. Franchising is an interesting context in which to examine well-being, given the boundary spanning nature of the franchisee role, both within the organization and across the employee-entrepreneur divide. Drawing on the Job-Demands Resource Model, we examine how a key tension in franchise systems – the desire for autonomy by franchisees and the need for standardization by franchisors – impacts franchisees' emotional exhaustion. We find that franchisees who self-identify as entrepreneurs and who are granted greater autonomy suffer less emotional exhaustion. Interestingly, our results also show that franchisees who are members of systems with strong operating routines (which should counteract autonomy perceptions) experience less emotional exhaustion, suggesting that routines can be important in reducing job demands. Our findings have a number of practical implications for franchisors. In particular, franchisors should favor franchisees with prior industry experience, which we found to be positively associated with franchisee mental well-being, and should not avoid entrepreneurial franchisees – as often suggested.

本文利用来自特许经营商及其加盟商的两级数据，探讨了个人和工作特征如何影响加盟商的幸福感。特许经营是研究幸福感的一个有趣背景，因为特许经营者的角色跨越了组织内部和雇员与企业家之间的界限。借鉴工作需求资源模型，我们研究了特许经营体系中的一个关键矛盾--特许经营者对自主权的渴望和特许经营者对标准化的需求--如何影响特许经营者的情感衰竭。我们发现，那些自我认同为企业家并获得更大自主权的特许经营者所遭受的情感衰竭程度较低。有趣的是，我们的研究结果还显示，加盟商所在的系统具有较强的运营常规（这应与自主感知相抵消），他们的情感衰竭程度较低，这表明常规对于降低工作要求非常重要。我们的研究结果对特许经营者有许多实际意义。特别是，特许经营者应青睐有行业经验的特许经营者，我们发现这与特许经营者的心理健康正相关，而不应像通常所说的那样回避创业型特许经营者。

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引用次数: 0

The value of congruence in social exchanges: A dyadic trust perspective on servitization 社会交换中一致性的价值：服务化的二元信任视角

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.10.011

Mingjie Fang , Po-Lin Lai , Xinchen Wang

Although scholars have repeatedly emphasized trust as a key driver of manufacturers' servitization, the literature still lacks clarity regarding how dyadic trust (congruence vs. incongruence) and its types (high–high vs. low-low) may shape servitization. To fill the gaps, we propose a theoretical model based on the social exchange theory (SET) and examine it based on a sample of Chinese manufacturing firms. Employing polynomial regression with response surface analysis, we find the dark side of unilateral trust and the bright side of a trust-less relationship in servitization. Specifically, rather than unilateral trust from the manufacturer or its customers, congruent trust, regardless of trust levels, proves more predictive of successful product-oriented and customer-oriented servitization. Furthermore, concerning congruence types, we found that congruence at higher levels of trust (high-high) fosters customer-oriented servitization more effectively than low-low trust congruence. However, such a difference is not significant for product-oriented servitization. Additionally, the results indicate that the link between trust congruence and servitization is positively moderated by cultural congruence. Overall, we contribute to the SET and servitization literature by emphasizing the value of congruent trust in facilitating repeated social interactions between manufacturers and buyers in servitization. In addition, the findings provide valuable managerial insights for facilitating servitization.

尽管学者们一再强调信任是推动制造商服务化的关键因素，但文献仍然没有明确说明双向信任（一致与不一致）及其类型（高-高与低-低）是如何影响服务化的。为了填补这一空白，我们提出了一个基于社会交换理论（SET）的理论模型，并以中国制造业企业为样本进行了研究。通过多项式回归和响应面分析，我们发现了服务化中单边信任的阴暗面和无信任关系的光明面。具体而言，与来自制造商或其客户的单边信任相比，无论信任程度如何，一致信任更能预测以产品为导向和以客户为导向的服务化是否成功。此外，关于一致性类型，我们发现较高信任度的一致性（高-高）比低-低信任度的一致性更有效地促进了以客户为导向的服务化。然而，这种差异在以产品为导向的服务化方面并不显著。此外，研究结果表明，信任一致性与服务化之间的联系受到文化一致性的积极调节。总之，我们强调了一致信任在促进服务化过程中制造商和买家之间重复社会互动方面的价值，从而为 SET 和服务化文献做出了贡献。此外，研究结果还为促进服务化提供了宝贵的管理见解。

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引用次数: 0

The role of innovation capabilities upgradation and digitalization in value co-creation and PSS innovation performance 创新能力升级和数字化在价值共创和 PSS 创新绩效中的作用

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.11.003

Wenna Feng , Ruyue Liu

Transitioning from a goods-dominant to service-dominant logic, manufacturing enterprises are increasingly shifting from offering standalone products to delivering integrated product-service portfolios. These enterprises often leverage ecosystems to co-create and deliver these new combinations to ease the strain on resources and capabilities during this transition. The study explores how value co-creation enabling product-service systems (PSS) innovation within manufacturing firms. Drawing on data from 398 manufacturing companies, the study empirically demonstrates that enhancing product and service innovation capabilities, driven by value co-creation, is crucial for achieving high PSS innovation performance. Moreover, it finds that enterprises tend to achieve superior PSS innovation outcomes in the deep application of digital technology. The study reveals that the primary factors differentiating PSS innovation performance are the improved innovation capabilities resulting from co-creation rather than the mere acquisition of resources, information, and experience. This research broadens the application of the dynamic resource-based view, advancing a novel perspective on the enabling mechanisms of PSS innovation within manufacturing firms. It demonstrates that the PSS innovation embedded in ecosystems is a complex co-creative process that effectively integrates resource selection and capacity building and is significantly enhanced by the deployment of digital technologies.

制造企业正从商品主导型逻辑向服务主导型逻辑过渡，越来越多地从提供独立产品转向提供集成产品服务组合。这些企业通常利用生态系统来共同创造和提供这些新的组合，以缓解转型期间的资源和能力压力。本研究探讨了价值共创如何促进制造企业的产品服务系统（PSS）创新。研究利用来自 398 家制造企业的数据，通过实证研究证明，在价值共创的推动下，提高产品和服务创新能力对于实现较高的 PSS 创新绩效至关重要。此外，研究还发现，在深度应用数字技术方面，企业往往能取得卓越的 PSS 创新成果。研究揭示，区分 PSS 创新绩效的主要因素是共同创造所带来的创新能力的提高，而不仅仅是资源、信息和经验的获取。这项研究拓宽了基于动态资源的观点的应用范围，为制造业企业的 PSS 创新赋能机制提供了一个新的视角。研究表明，生态系统中的 PSS 创新是一个复杂的共同创造过程，它有效地整合了资源选择和能力建设，并通过数字技术的部署得到显著增强。

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引用次数: 0

Collaborative problemistic search capability and digital innovation: The moderating effects of IT capability and legal development 协作式问题搜索能力与数字化创新：信息技术能力和法律发展的调节作用

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.11.002

Hua Liu , Shaobo Wei , Yongchuan Bao

Representing a new mode of collaboration in the digital economy, collaborative problemistic search capability (CPS) refers to a firm's digital collaboration with its customers or suppliers to filter and interpret market-facing information in its search for new products or services (Karhade & Dong, 2021). Drawing on the organizational search theory, this study unpacks CPS into CPS with customers (CPS-C) and CPS with suppliers (CPS-S) and examines the effects of CPS-C and CPS-S on digital innovation and their interactions with IT capability and legal development in the context of China. Specifically, we argue that both CPS-C and CPS-S exert a positive effect on digital innovation, and IT capability demonstrates a complementary effect by enhancing the effect of CPS-C and a substitutive effect by reducing the effect of CPS-S, whereas legal development magnifies both the complementary effect and the substitutive effect of IT capability. A survey among multiple managers of a sample of firms in China supports the hypotheses. The research results make important contributions that advance existing research streams on collaboration with customers and suppliers towards innovation.

协作式问题搜索能力（CPS）是数字经济中的一种新型协作模式，是指企业在搜索新产品或服务的过程中，与其客户或供应商进行数字协作，以过滤和解释面向市场的信息（Karhade & Dong, 2021）。本研究以组织搜索理论为基础，将 CPS 分解为与客户的 CPS（CPS-C）和与供应商的 CPS（CPS-S），并以中国为背景，研究 CPS-C 和 CPS-S 对数字化创新的影响及其与 IT 能力和法律发展的相互作用。具体而言，我们认为 CPS-C 和 CPS-S 都对数字化创新产生了积极影响，IT 能力通过增强 CPS-C 的影响产生了互补效应，通过降低 CPS-S 的影响产生了替代效应，而法律发展则放大了 IT 能力的互补效应和替代效应。对中国样本企业多位管理者的调查支持了上述假设。这些研究成果对推动现有关于与客户和供应商合作实现创新的研究流派做出了重要贡献。

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引用次数: 0

Sustainable entrepreneurship: How do contextual factors play a role? 可持续创业：环境因素如何发挥作用？

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.10.010

Antonella La Rocca , Silvia Dal Molin

Entrepreneurship has been looked upon to address and solve important environmental and societal issues. Sustainable entrepreneurship has emerged as sub-field of entrepreneurship that seeks to combine the pursuit of social, ecological and economic value. While sustainable entrepreneurship is deemed to play a crucial role in sustainable development, we have a limited understanding of factors that are perceived to hinder or facilitate the early development of sustainable start-ups. This study focuses on uncovering difficulties and facilitating factors as perceived by different actors - the start-up's team, shareholders, venture capitalists and other stakeholders- involved in the early stage of development of a sustainable start-up in a region of Switzerland. Insights from this study contribute to the emerging research on sustainable entrepreneurship, and to the Industrial Marketing and Purchasing (IMP) stream of research on entrepreneurship that has so far dealt with new venturing processes and with sustainability in business network, without focusing yet on the development of sustainable start-ups. The findings have important implications for sustainable entrepreneurs, and policymakers and open up new lines of research.

人们一直希望通过创业来处理和解决重要的环境和社会问题。可持续创业已成为创业的一个分支领域，旨在将社会、生态和经济价值的追求结合起来。虽然可持续创业被认为在可持续发展中发挥着至关重要的作用，但我们对阻碍或促进可持续初创企业早期发展的因素了解有限。本研究的重点是揭示瑞士某地区可持续初创企业早期发展阶段所涉及的不同参与者（初创企业团队、股东、风险资本家和其他利益相关者）认为的困难和促进因素。迄今为止，有关创业的工业营销与采购（IMP）研究主要涉及新的创业过程和商业网络的可持续性，但尚未关注可持续初创企业的发展。研究结果对可持续创业者和政策制定者具有重要意义，并开辟了新的研究方向。

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引用次数: 0

Cross-cultural determinants of global account management: Findings from B2B services 全球客户管理的跨文化决定因素：来自 B2B 服务业的研究结果

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.10.009

Christian Lautenschlager , Nektarios Tzempelikos , Kaouther Kooli , Giampaolo Viglia

The present study investigates the role of cross-culture differences on the under-researched area of global account management (GAM). Based on a review of key account management, GAM, and related research areas, we identify cultural factors influencing GAM implementation at the organizational and individual levels. Then, we report on empirical data from 432 global account managers in business-to-business (B2B) services firms in different cultural contexts. The findings show that sales organizations experience cross-cultural challenges in their GAM programmes. The variances in the respective cultural dimensions between sales organizations and strategic (global) accounts require a ‘learning organization’ to ensure that cross-cultural challenges within the GAM process are timely identified and adequately managed. In addition, the institutionalization of GAM programmes can reduce the cross-culture variance that exists between sales organizations and global accounts due to intangibility, especially in B2B services; GAM institutionalization also ensures effective relationships with global accounts. The study contributes to B2B research by providing a configurational framework of cross-cultural GAM that considers psychic and cultural distance as crucial elements in a learning organization to serve their strategic customers across different cultural contexts.

本研究探讨了跨文化差异对研究不足的全球客户管理（GAM）领域的作用。在回顾关键客户管理、全球客户管理及相关研究领域的基础上，我们确定了在组织和个人层面上影响全球客户管理实施的文化因素。然后，我们报告了来自不同文化背景下企业对企业（B2B）服务公司的 432 位全球客户经理的经验数据。研究结果表明，销售组织在实施 GAM 计划时会遇到跨文化挑战。销售组织和战略（全球）客户之间各自文化维度的差异需要一个 "学习型组织"，以确保及时发现并充分管理 GAM 流程中的跨文化挑战。此外，GAM 计划的制度化可以减少销售组织与全球客户之间因无形性而存在的跨文化差异，尤其是在 B2B 服务领域；GAM 制度化还可以确保与全球客户建立有效的关系。本研究提供了跨文化 GAM 的配置框架，将心理距离和文化距离视为学习型组织在不同文化背景下服务战略客户的关键要素，从而为 B2B 研究做出了贡献。

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引用次数: 0

Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation 买方真的是王者吗？销售谈判中买方优势的元分析

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.11.004

Ingmar Geiger , Andreas Salmen , Alfred Zerres

This meta-analysis investigates the existence of a potential buyer advantage in economic outcomes of sales negotiations, i.e., greater mean buyer profit than seller profit. Role theory predicts such an advantage due to different role characteristics and behavioral prescriptions between buyers and sellers. Related research on heuristic decision-making comes to the same conclusions based on different loss- and gain framing due to role. This main effect, i.e., the buyer advantage, is expected to be context-dependent. Therefore, role context-related and negotiation advantage-related moderators are analyzed, which are expected to amplify or attenuate the main effect. Using a hierarchical linear modeling approach to meta-analysis, this study includes k = 669 effect sizes from 196 primary studies or data sources, amounting to N = 24,757 negotiation dyads. Per our prediction, buyers fare slightly better than sellers in sales negotiations, albeit this buyer advantage qualifies as rather small. The effect is attenuated when male sellers negotiate with female buyers, when negotiators are experienced professionals or MBA students, and when the negotiation setting is B2B. Well-known negotiation advantage variables (information, power, goal, first offer advantage) largely amplify or reverse the effect, depending on which side holds the negotiation advantage.

本荟萃分析调查了在销售谈判的经济结果中是否存在潜在的买方优势，即买方的平均利润大于卖方的利润。由于买卖双方的角色特点和行为规定不同，角色理论预测了这种优势。有关启发式决策的相关研究也得出了同样的结论，即由于角色不同，损失和收益框架也不同。这种主要效应，即买方优势，预计是与情境相关的。因此，我们分析了与角色背景相关的调节因素和与谈判优势相关的调节因素，预计它们会放大或减弱主效应。本研究采用分层线性建模方法进行荟萃分析，包括来自 196 项主要研究或数据源的 k = 669 个效应大小，共计 N = 24,757 个谈判二人组。根据我们的预测，买方在销售谈判中的表现略好于卖方，尽管买方的优势很小。当男性卖方与女性买方谈判时，当谈判者是经验丰富的专业人士或 MBA 学生时，当谈判环境是 B2B 时，这种效应就会减弱。众所周知的谈判优势变量（信息、权力、目标、首次报价优势）在很大程度上放大或逆转了这种效应，这取决于哪一方拥有谈判优势。

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引用次数: 0

How marketing and sales use digital tools for innovation ideation 营销和销售如何利用数字工具进行创新构思

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2024-11-01 DOI: 10.1016/j.indmarman.2024.10.012

Wim Biemans , Avinash Malshe

With the widespread practice of using digital tools to work from home (WFH), it is not clear how this impacts innovation. While some scholars argue that digital tools limit the spontaneous conversations that are essential for innovation, others consider them the solution for innovation in a hybrid work environment. We suggest that the current confusion about the impact of digital tools on innovation is due to researchers (a) treating innovation as a homogeneous activity, rather than focusing on specific innovation activities, and (b) ignoring the nature of specific jobs of employees participating in this process. This study explores how marketing and sales professionals use digital tools during innovation ideation. The findings show that various digital tools are used for idea generation, assessment, and development. During each of these stages, marketing and sales personnel use a different mix of digital tools – serving different purposes – and face different challenges. Study findings contribute to our understanding of how digital tools impact innovation and help managers to improve innovation ideation in hybrid work environments.

使用数字工具在家工作（WFH）的做法很普遍，但这对创新有何影响尚不清楚。一些学者认为数字工具限制了对创新至关重要的自发对话，而另一些学者则认为数字工具是混合工作环境下创新的解决方案。我们认为，目前关于数字工具对创新影响的困惑是由于研究人员（a）将创新视为一种同质活动，而不是关注具体的创新活动，以及（b）忽视了参与这一过程的员工的具体工作性质。本研究探讨了市场营销和销售专业人员在创新构思过程中如何使用数字工具。研究结果表明，各种数字工具被用于创意的产生、评估和开发。在每个阶段，市场营销和销售人员都会使用不同的数字工具组合--服务于不同的目的--并面临不同的挑战。研究结果有助于我们了解数字工具如何影响创新，并帮助管理者改进混合工作环境中的创新构思。

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引用次数: 0

Foreign divestment of B2B service firms: Institutional unpredictability and digitalization institutions B2B 服务公司的外国撤资：制度不可预测性与数字化机构

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2024-10-28 DOI: 10.1016/j.indmarman.2024.10.008

Ryan W. Tang , Hussain G. Rammal , S. Tamer Cavusgil

Despite the significance of institutions for the business-to-business (B2B) service sector in both the conventional and digital marketplaces, the impacts of ever-changing conventional institutions and newly emerged digitalization institutions on B2B service firms remain underexplored. Drawing on a dynamic view of institutional change, we hypothesize that B2B service firms' exposure to institutional unpredictability in the conventional marketplace drives their foreign divestment, a relationship further strengthened by digitalization institutions, including regulatory support for digitalization, favorable environments for digital business, and affordable digital infrastructure. Analyzing a sample of 261 B2B service firms from 56 home countries and their divestment activities in 132 foreign (host) countries between 2013 and 2016, we find supportive evidence for these hypotheses. Therefore, our study contributes novel findings about the impact of unpredictable institutions on B2B service firms' de-internationalization at the interface between conventional and digital regimes.

尽管传统市场和数字化市场中的制度对企业对企业（B2B）服务行业都很重要，但不断变化的传统制度和新出现的数字化制度对 B2B 服务公司的影响仍未得到充分探讨。根据制度变革的动态观点，我们假设 B2B 服务企业在传统市场中面临制度不可预测性的风险会促使其对外撤资，而数字化制度（包括对数字化的监管支持、有利于数字化业务的环境以及可负担的数字化基础设施）会进一步加强这种关系。通过分析来自 56 个母国的 261 家 B2B 服务公司样本，以及它们在 2013 年至 2016 年期间在 132 个外国（东道国）的撤资活动，我们发现了支持这些假设的证据。因此，我们的研究提供了关于不可预测的制度对B2B服务公司在传统制度与数字制度交接处去国际化的影响的新发现。

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引用次数: 0

Buyers' trust and performance assessments of long-standing suppliers: Applying complexity causation and abductive modeling of multiple trust-forms and interfirm relationship-performance outcomes 买家对长期供应商的信任和绩效评估：应用复杂性因果关系和多种信任形式的归纳建模以及公司间关系绩效结果

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2024-10-24 DOI: 10.1016/j.indmarman.2024.10.006

Houcine Akrout , Arch G. Woodside

The study here applies complexity causation tenets and uses abductive case-based modeling methods to refine prior theoretical advances in assessing the impacts of alternative configurations of trust-forms (i.e., calculative, cognitive trust, and affective trust (on behavioral trust and buyer firm's assessments of mature-relationship strategy and financial performances as relationship outcomes with a principal supplier. This study supports and deepens Akrout's (2015) configuration that the building of high affective trust drives high interfirm relationship-performance outcomes in the maintenance phase among business buyers and their principal suppliers. The empirical method includes the use of robust measurement scales, assessing the scales psychometric properties, collection of survey data in industrial firms and-to-business firms mostly among senior buyers and additional executives in 140 firms, and analyzing the data in the main study using case-based, asymmetric, complex configurations of antecedent conditions and outcomes. This study contributes useful advances in modeling how trust-forms configurations impact behavioral trust and how customer firms can achieve high strategy/financial relationship performances with long-standing suppliers.

本研究应用复杂性因果关系原理，采用基于案例的归纳建模方法，在评估信任形式的替代配置（即计算信任、认知信任和情感信任）对行为信任的影响以及买方企业对成熟关系战略和财务绩效作为与主要供应商关系结果的评估方面，完善了之前的理论进展。本研究支持并深化了 Akrout（2015 年）的观点，即在企业买方与其主要供应商之间的关系维持阶段，高情感信任的建立会推动高企业间关系绩效结果。实证方法包括使用稳健的测量量表，评估量表的心理测量学特性，在工业企业和对商业企业（主要是 140 家企业中的高级买家和其他高管）中收集调查数据，并在主要研究中使用基于案例的、非对称的、复杂的前因条件和结果配置来分析数据。这项研究在模拟信任形式配置如何影响行为信任，以及客户企业如何与长期供应商实现高战略/财务关系绩效方面取得了有益的进展。

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引用次数: 0