Industrial Marketing Management最新文献

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Past, present, and future of sales control systems: A multi-method bibliometric analysis 销售控制系统的过去、现在和未来：多方法文献计量学分析

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-09-22 DOI: 10.1016/j.indmarman.2025.09.004

Dong Liu , Yi Zheng , Fred Miao , Guocai Wang

Sales control systems are one of the most important research topics in the sales literature. Research on sales control systems has grown significantly in the past two decades. This study analyzed 248 articles on sales control systems using qualitative and quantitative bibliometric methods, such as performance analysis, co-citation analysis, and co-word analysis. In particular, performance analysis identifies influential articles, authors, and theories in the sales control literature. Co-citation analysis depicts the thematic evolution in the sales control literature across two periods (i.e., 1980–2012 and 2013–2024). Co-word analysis reveals the most popular keywords, which represent mainstream research themes. Moreover, social network analysis was performed to show the disconnections among the keywords, thereby identifying eight topics for future research opportunities in the sales control literature. This study crystalizes the current state of knowledge about the sales control systems, deepens our understanding of the evolution of the sales control literature, and uncovers important gaps for future research inquiries.

销售控制系统是销售文献中最重要的研究课题之一。在过去的二十年里，对销售控制系统的研究有了显著的发展。本研究采用定性和定量的文献计量学方法，如绩效分析、共引分析和共词分析，分析了248篇关于销售控制系统的文章。具体来说，绩效分析可以识别销售控制文献中有影响力的文章、作者和理论。共引分析描述了两个时期（1980-2012年和2013-2024年）销售控制文献的主题演变。共词分析揭示了最流行的关键词，这些关键词代表了主流的研究主题。此外，进行了社会网络分析，以显示关键字之间的脱节，从而确定了销售控制文献中未来研究机会的八个主题。本研究明确了目前关于销售控制系统的知识状况，加深了我们对销售控制文献演变的理解，并为未来的研究询问揭示了重要的空白。

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引用次数: 0

When does interfirm adaptation pay off? A configurational assessment in the B2B context 公司间的适应什么时候会有回报？B2B上下文中的配置评估

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-09-11 DOI: 10.1016/j.indmarman.2025.08.008

Gábor Nagy , Matti Jaakkola , Nikolina Koporcic

While interfirm adaptation helps B2B firms gain access to complementary resources, empirical evidence suggests that adaptation of interfirm resources has an equivocal impact on firm performance. The mixed findings imply that factors like causal ambiguity may hinder the effective use of these resources. To investigate this phenomenon, the current study adopts a configurational approach to examine how the complex interplay between interfirm adaptation, interfirm causal ambiguity, and organizational facilitating factors is associated with financial performance. Based on a sample of 219 B2B firms, configurations involving four types of interfirm adaptation and interfirm causal ambiguity are found to be linked to either high or not-high financial performance. Drawing from this, the study proposes a typology of interfirm adaptation for B2B firms, providing guidance on effective adaptation. Four types of B2B actors are identified based on their adaptation-related behaviors: effective adapters, relationship-specific adapters, ineffective adapters, and over-designed adapters. The findings also highlight that organizational learning and innovativeness are crucial in enhancing the effectiveness of interfirm adaptation.

虽然企业间适应有助于B2B企业获得互补资源，但经验证据表明，企业间资源的适应对企业绩效的影响是模糊的。这些混杂的发现表明，诸如因果模糊之类的因素可能会阻碍这些资源的有效利用。为了研究这一现象，本研究采用配置方法来考察企业间适应、企业间因果模糊性和组织促进因素之间复杂的相互作用如何与财务绩效相关联。基于219家B2B公司的样本，我们发现，涉及四种类型的企业间适应和企业间因果模糊的配置与高或不高的财务绩效有关。在此基础上，本研究提出了B2B企业间适应的类型，为企业间的有效适应提供指导。根据与适应相关的行为确定了四种类型的B2B参与者：有效适配器、特定于关系的适配器、无效适配器和过度设计的适配器。研究结果还强调，组织学习和创新对于提高企业间适应的有效性至关重要。

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引用次数: 0

Selling radical innovations 销售突破性创新

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-09-11 DOI: 10.1016/j.indmarman.2025.09.002

Bianca Schmitz , Julian Schmalstieg , Olaf Plötner , Andreas Eggert , Johannes Habel

Salespeople often resist selling radical innovations. This study identifies a key barrier: salespeople's fear of losing face in customer interactions. Based on a theories-in-use study with 69 experts and two surveys of 190 and 204 industrial salespeople, we show that this fear stems from anticipated consultation failures—such as giving incorrect information, lacking answers, or breaking promises—that may harm their professional image. The fear is most pronounced among those with high self-expectations, low change readiness, and limited experience. Our findings encourage managers to strengthen consultation resources, select or train for change readiness and experience, and realign role expectations to reduce face-related fears and support the successful commercialization of radical innovations.

销售人员通常不愿推销激进的创新产品。这项研究发现了一个关键的障碍：销售人员害怕在与客户的互动中丢脸。我们对69位专家进行了一项理论应用研究，并对190名和204名行业销售人员进行了两次调查，结果表明，这种恐惧源于预期的咨询失败——比如提供不正确的信息、缺乏答案或违背承诺——这可能会损害他们的职业形象。这种恐惧在那些自我期望高、改变准备低、经验有限的人身上表现得最为明显。我们的研究结果鼓励管理者加强咨询资源，选择或培训变革准备和经验，并重新调整角色期望，以减少与面孔相关的恐惧，并支持激进创新的成功商业化。

引用次数: 0

B2B digital platform capability and sustainable positioning: Do knowledge depth, knowledge breadth, and agility matter? B2B数字平台能力和可持续定位：知识深度、知识广度和敏捷性重要吗？

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-09-10 DOI: 10.1016/j.indmarman.2025.08.005

Adeel Khalid , Muhammad Usman , Huda Khan , Muhammad Waheed Akhtar

Given the growing importance of B2B digital platform capabilities for competitive advantage, research on its antecedents and outcomes in the business-to-business context remains scarce. To address this gap, we built on dynamic capability theory to examine how B2B organizations' digital platform capabilities contribute to sustainable positioning. Specifically, we examined the direct and indirect associations (via organizational knowledge depth, breadth, and agility) between digital platform capabilities and sustainable positioning. Additionally, we explored the moderating role of leader boundary-spanning behaviors in the relationship between digital platform capabilities and organizational knowledge depth and breadth. Our study based on two-source survey data from top management in Chinese manufacturing firms. The findings fully support all our proposed hypotheses. Digital platform capabilities significantly enhance sustainable positioning, both directly and through improved organizational knowledge depth, breadth, and agility. Furthermore, leader boundary-spanning behaviors strengthen the impact of digital platform capabilities on both knowledge depth and breadth. These insights offer practical implications for B2B firms seeking to leverage digital platform capabilities to enhance knowledge depth, breadth, agility, and sustainable market positioning.

鉴于B2B数字平台能力对竞争优势的重要性日益增加，对其在企业对企业背景下的前因后果的研究仍然很少。为了解决这一差距，我们基于动态能力理论来研究B2B组织的数字平台能力如何有助于可持续定位。具体来说，我们考察了数字平台能力和可持续定位之间的直接和间接关联（通过组织知识的深度、广度和敏捷性）。此外，我们还探讨了领导者跨界行为在数字平台能力与组织知识深度和广度关系中的调节作用。我们的研究基于中国制造企业高层管理人员的双源调查数据。这些发现完全支持了我们提出的所有假设。数字平台的能力可以直接或通过提高组织知识的深度、广度和敏捷性来显著增强可持续定位。此外，领导者跨界行为强化了数字平台能力对知识深度和广度的影响。这些见解为寻求利用数字平台能力来提高知识深度、广度、敏捷性和可持续市场定位的B2B公司提供了实际意义。

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引用次数: 0

Artificial intelligence-driven digital servitization: The importance of platform characteristics and firm-level factors 人工智能驱动的数字化服务化：平台特征和企业层面因素的重要性

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-09-03 DOI: 10.1016/j.indmarman.2025.08.007

Minna Saunila, Tero Rantala, Juhani Ukko

This study explores the connection between artificial intelligence (AI) platform characteristics and digital servitization. The study further investigates how firm-related factors influence this connection. The AI platforms that firms utilize are industrial digital platforms that employ AI-based tools to support their operations. Digital servitization has become a common transformation in several industries collaborating with platforms and seeking ways to establish ecosystems. AI provides substantial opportunities for digital servitization to create revenue streams and improve performance by reducing costs and enhancing customer outcomes. However, the underlying characteristics of the AI platforms that support firms' digital servitization have seldom been explored among small and medium-sized enterprises (SMEs). Based on survey data collected from 179 SMEs, this study conceptualizes five characteristics as drivers of AI platform utilization and investigates their impact on digital servitization using multiple regression analyses. First, this study develops an AI platform characteristic construct. Second, the study builds a theoretical framework showing which AI platform characteristics leverage digital servitization. Ultimately, this research contributes to the understanding of the connections between AI platform characteristics and digital servitization.

本研究探讨人工智能（AI）平台特征与数字化服务化之间的关系。该研究进一步探讨了企业相关因素如何影响这种联系。企业使用的人工智能平台是采用基于人工智能的工具来支持其运营的工业数字平台。数字化服务化已经成为许多行业与平台合作并寻求建立生态系统的共同转型。人工智能为数字服务化提供了大量机会，通过降低成本和提高客户成果来创造收入流和提高绩效。然而，支持企业数字化服务化的人工智能平台的潜在特征很少在中小企业中进行探索。基于179家中小企业的调查数据，本研究定义了人工智能平台利用的五个驱动因素，并使用多元回归分析调查了它们对数字化服务化的影响。首先，本研究开发了人工智能平台特征构建。其次，构建了一个理论框架，展示了哪些人工智能平台特征利用了数字服务化。最终，本研究有助于理解人工智能平台特征与数字化服务化之间的联系。

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引用次数: 0

Contract completeness and relationship outcomes: The mediating role of contract utilization” 契约完备性与关系结果：契约运用的中介作用

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-09-01 DOI: 10.1016/j.indmarman.2025.08.006

Pui Ying Tong , Jody L. Crosno , Robert Dahlstrom

This study incorporates logic from transaction cost economics and information overload research to investigate (1) the nonlinear effects of contract completeness on contract utilization and (2) the mediating role of contract utilization on the relationships between contract completeness and two key outcomes—performance and opportunism. The findings suggest that contract completeness increases utilization at a decreasing rate. Contract utilization mediates the influence of contract completeness on opportunism and performance. This research extends transaction cost logic by acknowledging one's cognitive limitations during ex post contract utilization, rather than solely focusing on cognitive limitations during ex ante contract drafting. Theoretical and managerial implications for contract drafting and utilization are discussed.

本研究结合交易成本经济学和信息过载研究的逻辑，探讨(1)契约完备性对契约利用的非线性影响，(2)契约利用对契约完备性与绩效和机会主义两个关键结果之间关系的中介作用。研究结果表明，契约完备性以递减的速率提高了利用率。契约利用在契约完备性对机会主义和绩效的影响中起中介作用。本研究通过承认一个人在事后合同使用过程中的认知局限性，而不是仅仅关注事前合同起草过程中的认知局限性，扩展了交易成本逻辑。讨论了合同起草和使用的理论和管理意义。

引用次数: 0

Enhancing value co-creation and innovation performance through plural governance mechanisms: The impact of virtual governance 通过多元治理机制提升价值共创和创新绩效：虚拟治理的影响

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-09-01 DOI: 10.1016/j.indmarman.2025.08.004

Yin Zhou , Zeze Song, Wei Yang , Yongjing Li, Lulu Cheng

Virtual governance, a new governance mechanism for managing inter-organisational exchange relationships, has gained increasing importance with the rise of the digital economy and advancements in information technology. However, the research on this topic is limited. This study examines the impact of virtual governance on value co-creation and innovation performance in buyer–supplier relationships. Additionally, using a contingency approach, we explore how virtual governance interacts with traditional governance mechanisms (i.e. relational and contractual governance) to influence the above relationships. A quantitative research method is used to collect data from 170 buyer–supplier matched questionnaires. The empirical analysis shows that virtual governance is positively associated with value co-creation and innovation performance in buyer–supplier relationships. Additionally, traditional governance mechanisms have heterogeneous contingency effects on these relationships. Specifically, relational governance positively moderates the effects of virtual governance on value co-creation and innovation performance, while contractual governance negatively moderates these effects. These findings constitute new contributions to the literature on value co-creation and provide guidance on emerging governance mechanisms in the digital economy and pluralistic governance for managing exchange relationships.

虚拟治理作为一种管理组织间交流关系的新型治理机制，随着数字经济的兴起和信息技术的进步，其重要性日益凸显。然而，关于这一主题的研究是有限的。本研究考察了虚拟治理对采购-供应商关系中价值共同创造和创新绩效的影响。此外，使用权变方法，我们探索虚拟治理如何与传统治理机制（即关系治理和契约治理）相互作用以影响上述关系。采用定量研究方法，对170份买方-供应商匹配问卷进行数据收集。实证分析表明，虚拟治理与价值共同创造和创新绩效呈正相关。此外，传统的治理机制对这些关系具有异质的偶然性影响。具体而言，关系治理正向调节虚拟治理对价值共同创造和创新绩效的影响，而契约治理负向调节这些影响。这些发现为价值共同创造的文献做出了新的贡献，并为数字经济中新兴的治理机制和管理交换关系的多元化治理提供了指导。

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引用次数: 0

Managing coopetition in multipartner alliances of micro firms 微型企业多伙伴联盟中的合作管理

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-08-18 DOI: 10.1016/j.indmarman.2025.08.002

Jose Novais Santos

This research explores how micro firms cope with coopetition tensions in a multipartner alliance over time. Micro firms are significantly pressured to cooperate and compete simultaneously. Coopetition and its management in micro firms are underinvestigated, particularly in alliances with multiple partners. Despite their popularity, multipartner arrangements generate more tensions and are more complex to manage. A longitudinal qualitative case study research focusing on micro firms from the ecotourism sector is employed to understand the mechanisms employed to manage these tensions. Results show that tensions are frequently diffused over more than two partners and tensions' management is conditioned by the liability of smallness and the number of firms affected. The firms' experience in the alliance allows for tailoring the mechanisms to manage tensions over time. Also, contrasting the extant view on faultlines, this study shows that establishing faultlines is a management mechanism promoting value creation and the alliance's longevity but can have a cyclical effect by generating other tensions.

本研究探讨了微型企业在多伙伴联盟中如何应对长期的竞争紧张关系。微型企业同时面临着合作和竞争的巨大压力。微型企业的合作及其管理尚未得到充分调查，特别是在与多个合作伙伴结盟的情况下。尽管多方合作伙伴的安排很受欢迎，但会产生更多的紧张关系，管理起来也更复杂。采用纵向定性案例研究，重点关注生态旅游部门的微型企业，以了解管理这些紧张关系的机制。结果表明，紧张关系经常扩散到两个以上的合伙人，紧张关系的管理是由小的责任和受影响的公司数量决定的。这些公司在联盟中的经验允许调整机制来管理随着时间的推移的紧张关系。此外，对比现有的断层线观点，本研究表明，建立断层线是一种促进价值创造和联盟寿命的管理机制，但可能通过产生其他紧张关系而产生周期性效应。

引用次数: 0

Digital transformation in the B2B context: A review, theorisation and future perspectives B2B背景下的数字化转型：回顾、理论和未来展望

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-08-01 DOI: 10.1016/j.indmarman.2025.05.008

Yuliia Kyrdoda , Giacomo Marzi , Donata Vianelli

Digital transformation reshapes business models and enhances value delivery, significantly impacting business-to-business (B2B) ecosystems. This study examines this transformation through a network perspective, using the Actor-Resource-Activity (A-R-A) model to explore its implications for B2B environments. Through a Bibliometric-Systematic Literature Review, it synthesizes existing knowledge, identifies key research themes, analyzes their theoretical foundations, and highlights significant findings. The study also introduces a revised A-R-A model to reflect the role of digitalisation in B2B networks. It concludes with future research directions and discusses the theoretical and practical implications.

数字化转型重塑了商业模式，增强了价值交付，对企业对企业（B2B）生态系统产生了重大影响。本研究通过网络视角考察了这种转变，使用参与者-资源-活动（a - r- a）模型来探索其对B2B环境的影响。通过文献计量学-系统文献综述，它综合了现有的知识，确定了关键的研究主题，分析了它们的理论基础，并突出了重要的发现。该研究还引入了一个修订后的a - r - a模型，以反映数字化在B2B网络中的作用。最后对未来的研究方向进行了总结，并讨论了理论和实践意义。

引用次数: 0

The future of B2B trade shows: Drivers of transformation from a process view B2B贸易展览的未来：从过程的角度看转型的驱动因素

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-08-01 DOI: 10.1016/j.indmarman.2025.07.010

Roberto Mora Cortez , Ann Højbjerg Clarke , Per Vagn Freytag

What is the future of trade shows (TSs)? and are TSs becoming more or less important as the business landscape changes? The present study addresses these questions, drawing on 35 in-depth interviews (including attendees', exhibitors', and organizers' managers) and ethnographic observations (e.g., videos, photos, notes) during the 2012–2024 period for a selected TS in the mining industry. From a process view, we observe the role of the different actors and the TS's changing nature. What motivates the participation/action of organizers, exhibitors, and attendees is divergent. For example, organizers perceive a TS as a business generating economic results by orchestrating the connection among multiple actors (e.g., government, universities). At the same time, attendees and exhibitors are specifically interested in socio-technical interaction and market presence to develop or potentially sustain a commercial relationship. On the other hand, we identify three forces driving the transformation of the selected TS: (1) cultural, (2) commercial, and (3) digital. Also, the future of TSs seems uncertain and depends on the degree of involvement of all actors and the implementation of knowledge-generation tasks.

贸易展（TSs）的未来是什么？随着商业环境的变化，TSs是变得更重要了还是更不重要了？本研究解决了这些问题，在2012-2024年期间，对采矿业选定的TS进行了35次深度访谈（包括与会者、参展商和组织者的经理）和人种学观察（如视频、照片、笔记）。从过程的角度来看，我们观察到不同参与者的角色和TS不断变化的性质。组织者、参展商和参会者的参与动机是不同的。例如，组织者将技术服务视为通过协调多个参与者（例如，政府、大学）之间的联系而产生经济结果的业务。同时，与会者和参展商对社会技术互动和市场存在感兴趣，以发展或潜在地维持商业关系。另一方面，我们确定了驱动所选TS转型的三种力量：(1)文化，(2)商业和(3)数字。此外，技术支助系统的未来似乎不确定，取决于所有行动者的参与程度和知识产生任务的执行情况。

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