Industrial Marketing Management最新文献_第4页

Manufacturing geographic diversification: A supply chain risk management strategy 制造业地域多元化：供应链风险管理策略

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-11-01 DOI: 10.1016/j.indmarman.2025.09.003

Teresa M. McCarthy Byrne , Suman Niranjan , Michael J. Gravier

Using the framework of resource-advantage theory, this paper informs our understanding of factors that mitigate supply chain risk. The research creates a manufacturing geographic diversification (MGD) model as a hedging risk management strategy and empirically measures the antecedents and outcomes of MGD. Using survey research, this will be the first study to employ organizational operant resources such as supply chain disruption orientation (SCDO) and risk management infrastructure (RMI) to create a sustainable competitive advantage through MGD, thereby producing improved customer-oriented performance and firm performance. The results reveal that MGD significantly mediates the relationships between our antecedent and outcome variables. Post hoc analysis reveals a nonlinear effect of RMI on MGD, suggesting exponentially higher pursuit of MGD with higher levels of RMI. These findings underscore the critical role of SCDO and RMI in supporting MGD as a strategic approach to enhance performance in the apparel, footwear, and accessories (AFA) industry. By aligning operational strategies with organizational goals, firms can achieve superior performance outcomes and deliver customer value, creating a sustainable competitive advantage.

本文运用资源优势理论的框架，对降低供应链风险的因素进行了认识。本研究建立制造业地理多元化模型作为对冲风险管理策略，并实证测量制造业地理多元化的前因和结果。通过调查研究，这将是第一个利用组织运营资源（如供应链中断导向（SCDO）和风险管理基础设施（RMI））通过MGD创造可持续竞争优势的研究，从而提高以客户为导向的绩效和公司绩效。结果表明，MGD显著调节了我们的前因变量和结果变量之间的关系。事后分析揭示了RMI对MGD的非线性影响，表明RMI水平越高，MGD的追求指数越高。这些发现强调了SCDO和RMI在支持MGD作为提高服装、鞋类和配饰（AFA）行业绩效的战略方法方面的关键作用。通过将运营战略与组织目标相结合，公司可以实现卓越的绩效结果并为客户提供价值，从而创造可持续的竞争优势。

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引用次数: 0

How do business-to-business actors experience circular solutions? Uncovering the interplay between experience, interaction, and adaptation in the case of concrete element reuse 企业对企业参与者如何体验循环解决方案？在具体元素重用的情况下，揭示经验、交互和适应之间的相互作用

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-11-01 DOI: 10.1016/j.indmarman.2025.10.012

Lauri Alkki , Leena Aarikka-Stenroos , Elina Jaakkola , Eeva-Leena Pohls

The circular economy (CE) is a systemic effort requiring business-to-business (B2B) actors to adopt circular principles to enable loop-closing through collaboration. A crucial, yet unstudied, perspective is the individual B2B actors' experiences of circular solutions in interorganizational collaborations aiming to promote the CE. Therefore, this study examines diverse B2B actors' multidimensional experiences of circular solutions and how such experiences shape actors' interactions and adaptations. We leverage research on customer experience, CE business, and interactions and adaptations in business relationships and conduct a qualitative case study in the construction industry where diverse B2B actors from a value chain collaborate to increase circularity by reusing concrete elements. As our contribution, we 1) uncover B2B actors' multidimensional experiences of circular solutions manifested along cognitive, affective, behavioral, social, and sensory dimensions and identify their triggers; and 2) show how B2B actors' experiences of circular solutions shape their interactions and lead to four adaptation forms at different levels. The findings are synthesized into a conceptual model that displays the interplay between B2B actors' experiences, interactions, and adaptations in interorganizational settings. Our findings highlight the importance of B2B actors' experiences in catalyzing the adoption of CE principles by companies in interorganizational collaborations.

循环经济（CE）是一项系统性的努力，要求企业对企业（B2B）参与者采用循环原则，通过合作实现闭环。一个关键的，但尚未研究的观点是个体B2B参与者在旨在促进CE的组织间协作中的循环解决方案的经验。因此，本研究考察了不同B2B参与者对循环解决方案的多维体验，以及这些体验如何影响参与者的互动和适应。我们利用对客户体验、CE业务以及业务关系中的交互和适应的研究，并在建筑行业进行定性案例研究，其中来自价值链的不同B2B参与者合作，通过重用具体元素来增加循环性。作为我们的贡献，我们1)揭示B2B参与者在认知、情感、行为、社会和感官维度上对循环解决方案的多维体验，并确定其触发因素；2)展示B2B参与者对循环解决方案的体验如何塑造他们的互动，并在不同层次上形成四种适应形式。这些发现被综合到一个概念模型中，该模型显示了B2B参与者在组织间环境中的经验、交互和适应之间的相互作用。我们的研究结果强调了B2B参与者的经验在促进公司在组织间合作中采用CE原则方面的重要性。

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引用次数: 0

Editorial: The 7th Industrial Marketing Management Summit: Advancing Frontiers in B2B Marketing Research 第七届工业营销管理峰会：B2B营销研究的前沿

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-11-01 DOI: 10.1016/j.indmarman.2025.10.009

Ghasem Zaefarian , Zhaleh Najafi Tavani , Adam Lindgreen , C. Anthony Di Benedetto

引用次数: 0

Unlocking innovation in SMEs with a contingent approach: How does leadership ambidexterity promote organizational ambidexterity and innovation performance? 用偶然方法解锁中小企业创新：领导双元性如何促进组织双元性和创新绩效？

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-11-01 DOI: 10.1016/j.indmarman.2025.11.003

Kawai Chung , Tracy Junfeng Zhang , Wei-Ping Wu

With the burgeoning concepts of organizational ambidexterity and ambidextrous leadership, this research intends to understand how entrepreneurial firms like small and medium-sized enterprises (SMEs) with resource constraints leverage leadership ambidexterity to achieve organizational ambidexterity, the simultaneous pursuit of exploration and exploitation, and improve product innovation performance. Using a contingency approach, this research draws upon the opportunity-based entrepreneurship theory and proposes that individual-level entrepreneur's leadership ambidexterity, a simultaneous engagement of transformational and transactional leadership, can serve as a viable micro-foundation driver for SMEs to achieve firm-level organizational ambidexterity and subsequent innovation performance. Nevertheless, the effect of leadership ambidexterity on organizational ambidexterity depends upon the firm's entrepreneurial resource allocation strategies, such as resource orientation and reward philosophy. By adopting a two-informant survey approach, the data from a sample of 151 SMEs from manufacturing industries in China was collected. Results confirmed the positive links between leadership ambidexterity, organizational ambidexterity and product innovation performance. The positive effect of leadership ambidexterity on organizational ambidexterity remained consistent across different levels of resource orientation, but the positive impact diminished with an increased emphasis on value-based reward philosophy.

随着组织双元性和双元领导概念的兴起，本研究旨在了解资源受限的创业型中小企业如何利用领导双元性实现组织双元性，同时追求探索和开发，提高产品创新绩效。本研究运用权变方法，借鉴基于机会的创业理论，提出个体企业家的领导双元性，即变革型领导和交易型领导的同时参与，可以作为中小企业实现公司级组织双元性和后续创新绩效的可行微基础驱动因素。然而，领导双元性对组织双元性的影响取决于企业的资源配置策略，如资源导向和奖励理念。采用双被调查者调查法，对151家中国制造业中小企业的数据进行了收集。结果证实了领导双元性、组织双元性与产品创新绩效之间的正相关关系。在不同的资源导向水平上，领导双元性对组织双元性的积极影响是一致的，但随着对基于价值的奖励理念的重视程度的增加，这种积极影响逐渐减弱。

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引用次数: 0

How and when bridging and buffering strategies drive financial performance: Evidence from companies using key account management 桥接和缓冲策略如何以及何时推动财务绩效：来自使用大客户管理的公司的证据

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-10-24 DOI: 10.1016/j.indmarman.2025.10.008

Oluwaseun Eniola Olabode , Athanasia D. Nalmpanti , Dominic Essuman , Constantinos N. Leonidou , Magnus Hultman , Nathaniel Boso

The key account management (KAM) literature has increasingly adopted a supply chain perspective to understand how firms manage supplier and customer networks to drive business success. Within this context, bridging and buffering strategies have emerged as critical tools for managing interorganizational relationships and resource flows. Yet little is known about how these strategies generate performance gains and under what conditions they are most effective. This paper addresses these gaps by uncovering the supply chain responsiveness capability mechanism that links bridging and buffering strategies to performance outcomes under varying supply chain disruption conditions. Using primary data from 205 business-to-business firms that rely on KAM programs, we find that while buffering directly benefits financial performance, responsiveness capability positively mediates the effect of both bridging and buffering strategies on financial performance. Moreover, buffering and responsiveness capability have stronger effects in covariate than in idiosyncratic disruptions. Interestingly, the direct effect of bridging strategy on performance remains consistent, regardless of the type of supply chain disruption conditions. The findings help clarify the economic value of bridging and buffering strategies and provide actionable insights to guide companies using KAM programs on how and under which supply chain conditions each strategy could be deployed optimally.

关键客户管理（KAM）文献越来越多地采用供应链视角来理解企业如何管理供应商和客户网络以推动业务成功。在此背景下，桥接和缓冲策略已成为管理组织间关系和资源流动的关键工具。然而，对于这些策略是如何产生性能提升的，以及在什么条件下它们是最有效的，人们知之甚少。本文通过揭示供应链响应能力机制来解决这些差距，该机制将桥接和缓冲策略与不同供应链中断条件下的绩效结果联系起来。利用205家依赖于KAM计划的b2b公司的原始数据，我们发现缓冲直接有利于财务绩效，而响应能力正调节桥接和缓冲策略对财务绩效的影响。此外，缓冲和响应能力对协变量干扰的影响比对特质干扰的影响更强。有趣的是，无论供应链中断的类型如何，桥接策略对绩效的直接影响都是一致的。研究结果有助于阐明桥接和缓冲策略的经济价值，并提供可操作的见解，以指导公司使用KAM计划，了解如何以及在何种供应链条件下最佳地部署每种策略。

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引用次数: 0

Finding the right partner for vertical coopetition between developers and publishers: An empirical study in the context of the digital video game industry 为开发商和发行商之间的垂直合作寻找合适的合作伙伴：数字电子游戏行业背景下的实证研究

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-10-21 DOI: 10.1016/j.indmarman.2025.10.002

Hoon S. Choi , Emmanuel W. Ayaburi

Vertical coopetition has become popular in various business domains, such as electronics, logistics, vehicles, and information technologies. However, scholarly inquiry into the determinants of vertical coopetition success remains scarce, highlighting the need for further academic investigation. Adopting the resource-based view, this study examines the determinants from two perspectives: the corporate resources and product portfolios of developers and publishers participating in vertical coopetition. Using empirical data from the digital video game market, one of the largest cultural and creative industries (CCIs), the study reveals that different aspects of developers and publishers influence vertical coopetition success. Specifically, a developer's corporate resources—measured by financial resource, operational efficiency, and accumulated experience—significantly impact the success of digital video games, while the corporate resources of publishers have a negligible effect. In contrast, a publisher's product portfolio attributes—such as product diversity, product similarity, and risk aversion—significantly influence the success, but these attributes of a developer do not affect it. The findings suggest that developers should pay closer attention to publishers' product portfolios, while publishers should consider developers' corporate resources to find the right partners for vertical coopetition.

垂直合作在电子、物流、车辆和信息技术等各个商业领域都很流行。然而，对垂直竞争成功的决定因素的学术研究仍然很少，这表明需要进一步的学术研究。本研究采用资源基础的观点，从企业资源和参与垂直合作的开发商和发行商的产品组合两个角度考察了垂直合作的决定因素。通过使用来自数字电子游戏市场（游戏邦注：这是最大的文化创意产业之一）的经验数据，该研究揭示了开发商和发行商的不同方面对垂直合作成功的影响。具体来说，开发商的企业资源（以财务资源、运营效率和经验积累来衡量）对数字电子游戏的成功有着重大影响，而发行商的企业资源的影响微不足道。相比之下，发行商的产品组合属性（如产品多样性、产品相似性和风险规避）会显著影响成功，但开发者的这些属性不会影响成功。研究结果表明，开发者应该更加关注发行商的产品组合，而发行商则应该考虑开发商的企业资源，以寻找合适的垂直合作伙伴。

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引用次数: 0

Underestimating institutional stance persistence in geothermal market stagnation and market-making 低估机构立场在地热市场停滞和做市中的持久性

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-10-18 DOI: 10.1016/j.indmarman.2025.09.006

Joseph Fitzpatrick Ireland , Mark Palmer , Nicola Barron , Ulrich Ofterdinger , Jean-Christophe Comte

Markets can create solutions to some of the world's most challenging issues. Grand challenges such as land-system change, pollution, biogeochemical cycles and climate change have been on political and policy agendas for decades. Yet, despite considerable awareness of the problems humanity faces, some sustainable implementable technology-led market solutions remain persistently stagnant. In this study, we explore this stagnant market problem, addressing the geothermal energy transition from the viewpoint of an internal institutional cognitive approach. Drawing upon the experiences of market actors, our findings identify two interacting and reinforcing institutional stances: (i) a problem-preserving stance and (ii) a problem persistence stance and relatedly, how these contribute to market stagnation. In the face of market stagnation, we further show how market stenting efforts occur via the three mechanisms of tempering, catalyzing and boot-clustering. To countenance the interactive institutional stances, the Shirky effect upholds and preserves the ‘institutional link’ and thus the market stagnant problem. Finally, we outline areas for future market studies and suggest both managerial and policy implications.

市场可以为世界上一些最具挑战性的问题创造解决方案。几十年来，诸如土地系统变化、污染、生物地球化学循环和气候变化等重大挑战一直被列入政治和政策议程。然而，尽管人们对人类面临的问题有了相当的认识，但一些可持续的、可实施的、以技术为主导的市场解决方案仍然持续停滞不前。在本研究中，我们探讨了这个停滞的市场问题，从内部制度认知方法的角度解决地热能源转型。根据市场参与者的经验，我们的研究结果确定了两种相互作用并不断加强的制度立场：(i)问题保留立场和（ii）问题持续立场，以及它们如何导致市场停滞。面对市场停滞，我们进一步展示了市场支架努力是如何通过调节、催化和引导集群三种机制发生的。为了支持相互作用的制度立场，舍基效应支持并保留了“制度联系”，从而解决了市场停滞问题。最后，我们概述了未来市场研究的领域，并提出了管理和政策方面的建议。

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引用次数: 0

Bridging buyer-supplier dynamics in servitization: A multilevel analysis of performance, governance, and innovation in B2B ecosystems 在服务化中架起买方-供应商动态的桥梁：B2B生态系统中绩效、治理和创新的多层次分析

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-10-17 DOI: 10.1016/j.indmarman.2025.10.006

Dijoy Johny , Sreejesh S. , Nurjahan E.I.

The study examines how buyers' adoption of servitized offerings shapes performance and innovation in business-to-business ecosystems, using dyadic survey data from sixty suppliers and six hundred buyers in India and a multilevel structural equation modeling approach. At the buyer level, servitization improves operational performance and relational performance as parallel mechanisms that independently enhance firm outcomes. At the supplier portfolio level, servitization strengthens operational capabilities yet can dampen buyers' near-term firm performance (a servitization paradox), whereas stronger buyer-supplier relational performance markedly lifts supplier financial results and triggers an innovation-catalyst effect; a serial pathway from operational performance to relational performance to financial performance also emerges. Governance effects are mechanism-specific: contractual governance significantly amplifies the operational benefits of servitization, while relational governance does not meaningfully moderate servitization's relational gains. The study recenters buyer agency, introduces a dyadic multilevel mechanism linking buyer outcomes to supplier innovation, and reframes the paradox as a portfolio allocation problem. Managerially, the results call for dual-track programs with contracted service targets and process performance measures, modular service bundles to balance efficiency and flexibility, and portfolio-level monitoring of buyer impact to guide supplier innovation.

该研究使用来自印度60家供应商和600家买家的二元调查数据和多层次结构方程建模方法，研究了买家对服务化产品的采用如何影响企业对企业生态系统的绩效和创新。在买方层面，服务化提高了运营绩效和关系绩效，作为独立提高公司成果的并行机制。在供应商组合层面，服务化增强了运营能力，但也会抑制买家近期的公司绩效（服务化悖论），而更强的买家-供应商关系绩效显著提升了供应商的财务业绩，并引发了创新催化剂效应；从经营绩效到关系绩效再到财务绩效的一系列路径也出现了。治理效果是特定于机制的：契约治理显著地放大了服务化的运营效益，而关系治理没有意义地调节服务化的关系收益。本文以买方代理为中心，引入了将买方成果与供应商创新联系起来的二元多层机制，并将这一悖论重新定义为一个投资组合分配问题。在管理方面，结果要求采用合同服务目标和流程绩效指标的双轨计划，模块化服务包以平衡效率和灵活性，以及投资组合级别的买方影响监控以指导供应商创新。

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引用次数: 0

Entrepreneurial implications of export market orientation: Unveiling proactive and responsive market orientation's differential role in exporting firms 出口市场导向的企业家意涵：揭示主动和反应型市场导向在出口企业中的差异作用

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-10-17 DOI: 10.1016/j.indmarman.2025.10.004

Anisur R. Faroque , Arafat Rahman , Emmanuel Kusi Appiah , Jashim Uddin Ahmed

This study delves into the critical role of export market orientation (EMO) in business-to-business (B2B) industrial marketing, with a particular focus on B2B exporting firms. While previous research emphasizes the positive impact of EMO on firm performance, this research examines its entrepreneurial implications, highlighting the overlooked dimensions of opportunity recognition and exploitation in an international business context. By differentiating between proactive and responsive EMOs, this study elucidates how each dimension uniquely contributes to opportunity recognition and exploitation. Although moderating effects of environmental dynamism were hypothesized, no significant moderation was found. Importantly, only opportunity exploitation translates into international performance, whereas opportunity recognition does not- thereby refining current understandings of EMO's role in international entrepreneurship.

本研究深入探讨出口市场导向（EMO）在企业对企业（B2B）工业营销中的关键作用，并特别关注B2B出口公司。以往的研究强调了EMO对企业绩效的积极影响，而本研究考察了其创业含义，强调了在国际商业背景下被忽视的机会识别和利用的维度。通过区分主动型和响应型emo，本研究阐明了每个维度如何独特地促进机会识别和利用。虽然假设了环境动力的调节作用，但没有发现显著的调节作用。重要的是，只有机会利用才能转化为国际绩效，而机会识别则不能——从而改进了目前对EMO在国际创业中作用的理解。

引用次数: 0

Conceptualizing the Industrial Metaverse: From Technological Layers to Business Value 概念化工业元世界：从技术层到业务价值

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-10-16 DOI: 10.1016/j.indmarman.2025.10.003

Dominik A. Henkel, Björn S. Ivens

The ongoing digitalization of industrial processes has given rise to new concepts, with the Industrial Metaverse (IM) emerging as a promising development. The IM represents an immersive, data-driven ecosystem that integrates technologies such as augmented reality, digital twins, and artificial intelligence to interconnect physical and digital environments. Despite increasing relevance, research on the IM remains scarce, particularly regarding its conceptual structure, application areas, and value contribution. This study addresses this gap by applying a qualitative research design based on 25 expert interviews across multiple industries. Taking an inductive approach, we propose an IM Canvas of seven interdependent layers in a hierarchical structure and identify 16 use cases across six application areas. We then link these areas to four dimensions of business value: creation, capture, enhancement, and protection. The findings advance theory by positioning the IM as both a continuation of digitalization and a disruptive shift that redefines ecosystems. By integrating the actors–resources–activities perspective, the IM Canvas extends existing frameworks of digital transformation and highlights the dual role of the IM as a technological enabler and an organizational transformer. This article provides a conceptual foundation for future IM research and guidance for firms to leverage the potential of this digital ecosystem.

工业过程的持续数字化产生了新的概念，工业元宇宙（IM）成为一个有前途的发展。IM代表了一个沉浸式的、数据驱动的生态系统，它集成了增强现实、数字孪生和人工智能等技术，以互连物理和数字环境。尽管相关性越来越大，但对IM的研究仍然很少，特别是关于其概念结构，应用领域和价值贡献。本研究通过采用基于多个行业的25位专家访谈的定性研究设计来解决这一差距。采用归纳的方法，我们提出了一个由层次结构中的七个相互依赖层组成的IM画布，并在六个应用领域中确定了16个用例。然后，我们将这些领域与业务价值的四个维度联系起来：创建、获取、增强和保护。这些发现通过将IM定位为数字化的延续和重新定义生态系统的颠覆性转变，从而推进了理论。通过集成参与者-资源-活动的视角，IM画布扩展了现有的数字转换框架，并突出了IM作为技术推动者和组织转换器的双重角色。本文为未来的IM研究提供了概念基础，并为企业利用这一数字生态系统的潜力提供了指导。

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引用次数: 0