Industrial Marketing Management最新文献_第7页

Ecosystem development as a strategy for defensive nonmarket shaping 生态系统发展作为防御性非市场塑造的策略

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-07-29 DOI: 10.1016/j.indmarman.2025.07.007

Sergei Mozheiko , Kristian J. Sund , Johannes Kabderian Dreyer

We contribute to the literature on defensive market shaping, nonmarket strategy, and ecosystem orchestration, by exploring the case of an incumbent multinational corporation in the building industry that has successfully influenced regulations to safeguard its market position. We show that business ecosystems can be developed as a result of lead firms' nonmarket concerns rather than by immediate market objectives, something which has not previously been documented. We inductively develop a series of propositions to illustrate how lead firms govern such ecosystems, what motivates ecosystem membership, how value is created and appropriated in the ecosystem, and what perceived challenges are faced by members. We show that the scale and diversity of ecosystem actors empower firms to successfully lobby policymakers and influence industry standards. We also find that while open standards are associated with higher dissemination and market-oriented value creation in the ecosystem, they make value appropriation more difficult for individual members. Furthermore, greater diversity leads to greater differentiation of goals and activities within the ecosystem. Perceived ecosystem value therefore also depends on efficient integration and the provision of shared resources and the salience of nonmarket issues. This creates a need for efficient ecosystem governance and orchestration, but a democratized central ecosystem governance may lead to bottlenecks and slower decision-making.

我们通过探讨建筑行业中一家成功影响法规以维护其市场地位的现有跨国公司的案例，为防御性市场塑造、非市场战略和生态系统协调方面的文献做出贡献。我们表明，商业生态系统可以作为主导企业非市场关注的结果而不是直接市场目标的结果而发展，这一点以前没有记录过。我们归纳地提出了一系列命题，以说明领导公司如何管理这样的生态系统，是什么激励生态系统成员，生态系统中价值是如何创造和占有的，以及成员面临的感知挑战。我们表明，生态系统参与者的规模和多样性使公司能够成功地游说政策制定者并影响行业标准。我们还发现，虽然开放标准与生态系统中更高的传播和以市场为导向的价值创造有关，但它们使个体成员的价值挪用更加困难。此外，更大的多样性导致生态系统内目标和活动的更大差异。因此，感知到的生态系统价值也取决于有效的整合和共享资源的提供以及非市场问题的突出性。这就产生了对高效生态系统治理和协调的需求，但民主化的中央生态系统治理可能会导致瓶颈和更慢的决策。

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引用次数: 0

Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers 数字环境的挑战：技术和信息系统对B2B大客户经理财务绩效影响的调查

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-07-29 DOI: 10.1016/j.indmarman.2025.07.008

Pedro Mendonça Silva

Digital transformation redefines the role of Key Account Managers, necessitating swift adaptation to the requirements of data management and information analysis, alongside traditional sales skills. This study aims to clarify some challenges required by digitalization based on survey data from 248 Key Account Managers responses in a B2B context. The findings reveal that the adoption of sales technology and the use of information systems in Key Account Managers functions are positively correlated with better financial performance. Information systems play a mediating role in this relationship. Modern Key Account Managers must extend beyond the exclusive utilization of sales technology. The current context implies an evolution of the Key Account Manager B2B job, incorporating “customer data management” as a new function, and making the use of information systems an essential and integrated activity for the success of the Key Account Managers. This study proposes the Informational Advantage Theory, showing how integrating sales technology with information systems boosts KAM performance by turning data into insights, highlighting their capacity as data-driven strategists.

In addition, this study provides a discussion on the control variables (gender, age, experience, education, company size and export level) on Key Account Managers performance, as well as suggestions for future research.

数字化转型重新定义了大客户经理的角色，需要快速适应数据管理和信息分析的要求，以及传统的销售技能。本研究旨在根据B2B背景下248位大客户经理的调查数据，阐明数字化所需要的一些挑战。研究结果表明，在大客户经理职能中采用销售技术和使用信息系统与更好的财务绩效呈正相关。信息系统在这种关系中起着中介作用。现代大客户经理必须超越对销售技术的独家利用。当前的环境意味着大客户经理B2B工作的演变，将“客户数据管理”作为一项新功能纳入其中，并使信息系统的使用成为大客户经理成功的基本和集成活动。本研究提出了信息优势理论，展示了将销售技术与信息系统相结合如何通过将数据转化为洞察力来提高KAM的绩效，突出了他们作为数据驱动型战略家的能力。此外，本研究还讨论了影响大客户经理绩效的控制变量（性别、年龄、经验、教育程度、公司规模和出口水平），以及对未来研究的建议。

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引用次数: 0

Interorganizational preparedness in business-to-business relationships 企业对企业关系中的组织间准备

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-07-28 DOI: 10.1016/j.indmarman.2025.07.006

Michael Kleinaltenkamp , Carsten Lund Pedersen , Thomas Ritter

In recent years, business-to-business firms have experienced increasing uncertainty, disruptive events, and major crises that have challenged their businesses. While these developments have triggered a focus on firms' preparedness to handle uncertainty, surprisingly little has been said about preparedness in an interorganizational context. This oversight is noteworthy, as interorganizational contexts are not only the dominant settings within business markets but also key drivers of the development of resilience and responsiveness. This conceptual paper outlines the concept of preparedness in business-to-business relationships and suggests a research agenda for interorganizational preparedness—an important concept in a fast-changing and uncertain business environment.

近年来，b2b公司经历了越来越多的不确定性、破坏性事件和重大危机，这些都对他们的业务构成了挑战。虽然这些发展引发了人们对企业应对不确定性的准备的关注，但令人惊讶的是，关于组织间准备的讨论却很少。这种疏忽是值得注意的，因为组织间环境不仅是商业市场中的主导环境，也是弹性和响应性发展的关键驱动因素。这篇概念性论文概述了企业对企业关系中的准备概念，并提出了组织间准备的研究议程——这是快速变化和不确定的商业环境中的一个重要概念。

引用次数: 0

Risky business or strategic advantage? The varying effects of vertical coopetition on firm risk 风险生意还是战略优势？垂直竞争对企业风险的不同影响

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-07-24 DOI: 10.1016/j.indmarman.2025.07.002

Wenbin Sun , Rahul Govind , Mahabubur Rahman

This study explores the under-researched area of vertical coopetition in business-to-business markets. Drawing on the resource-based view of the firm and signaling theory, we develop a conceptual model linking vertical coopetition to a supplier firm's systematic risk (SR) and idiosyncratic risk (IR) profile and incorporating coopetition-specific attributes as the boundary conditions. Using a dataset of over 20,000 observations from more than 4000 firms spanning 29 years, employing a novel measure of vertical coopetition and a robust analytical method, we document that vertical coopetition with customers reduces a firm's SR. Additionally, we uncover an inverted U-shaped relationship between vertical coopetition and IR, suggesting that moderate levels of coopetition heighten firm-specific risks due to competitive tensions, while higher levels mitigate risk through improved resource coordination. We also identify that the length of the coopetitive relationship amplifies the risk-reducing effects on SR. In contrast, competition intensity within the relationship increases SR but has a non-monotonic effect on IR. The support for the results is further validated with several additional measures of the key variables, ensuring the robustness of our results. These insights contribute to the theoretical understanding of vertical coopetition and offer practical implications for B2B managers in strategic risk management, emphasizing the importance of balancing cooperation and competition to achieve long-term stability and competitive advantage.

本研究探讨了企业对企业市场中垂直竞争的研究不足的领域。利用企业资源基础观点和信号理论，我们建立了一个概念模型，将垂直合作与供应商企业的系统风险（SR）和特质风险（IR）概况联系起来，并将合作特定属性作为边界条件。利用来自4000多家公司的超过20,000个观察数据集，跨越29年，我们采用了一种新的垂直合作测量方法和一种强大的分析方法，我们证明了与客户的垂直合作降低了公司的sr。此外，我们发现垂直合作与IR之间存在倒u型关系，这表明由于竞争紧张，适度的合作水平会增加公司的特定风险。而更高的级别通过改进资源协调来减轻风险。我们还发现，竞争关系的长度放大了风险降低对SR的影响。相反，关系内的竞争强度增加了SR，但对IR具有非单调效应。对结果的支持进一步验证了几个额外的关键变量的测量，确保我们的结果的稳健性。这些见解有助于对垂直合作的理论理解，并为B2B管理者在战略风险管理中提供实践启示，强调平衡合作与竞争对于实现长期稳定和竞争优势的重要性。

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引用次数: 0

Assessing value-in-use management from the customers' perspective 从客户的角度评估使用价值管理

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-07-24 DOI: 10.1016/j.indmarman.2025.07.003

Katharina Prohl-Schwenke, Michael Kleinaltenkamp, Andreas Eggert

Suppliers of complex market offerings increasingly establish value-in-use management (VIUM) structures and processes to monitor and enhance the experienced value in use of their customers throughout the entire lifecycle of their offerings. Based on an exploration and a validation sample, this research develops and validates a measurement model for assessing VIUM implementation in B2B customer–supplier relationships. The exploration study focuses on the conceptual development, operationalization, and initial testing of a VIUM implementation index that captures the extent of suppliers' VIUM activities as perceived by their customers. The validation study assesses the index's criterion validity by analyzing its correlations with adjacent constructs, such as relationship value, relationship quality, and customers' intention to expand business with the supplier. The findings from both studies suggest an important role of VIUM in strengthening customer–supplier relationships. The newly developed VIUM implementation index serves as a valuable benchmarking tool for suppliers and offers actionable insights for customer segmentation and resource allocation, ultimately helping suppliers to improve their VIUM effectiveness.

复杂市场产品的供应商越来越多地建立使用价值管理（VIUM）结构和流程，以监控和提高客户在其产品的整个生命周期中的使用经验价值。基于探索和验证样本，本研究开发并验证了用于评估B2B客户-供应商关系中VIUM实施的测量模型。探索性研究的重点是VIUM实施指数的概念开发、操作化和初步测试，该指数捕捉了供应商客户所感知的VIUM活动的程度。验证研究通过分析其与相邻结构（如关系价值、关系质量和客户与供应商扩大业务的意图）的相关性来评估该指数的标准效度。两项研究的结果都表明，VIUM在加强客户-供应商关系方面发挥了重要作用。新开发的VIUM实施指数为供应商提供了有价值的基准工具，并为客户细分和资源分配提供了可操作的见解，最终帮助供应商提高VIUM的有效性。

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引用次数: 0

Brand affiliations toward business relationships, communication, and performance in B2B food SCM settings: Conceptualization and validation B2B食品供应链环境中品牌与商业关系、沟通和绩效的关系：概念化和验证

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-07-24 DOI: 10.1016/j.indmarman.2025.07.005

Riad Shams , K.Mohamed Jasim , Mustafeed Zaman , Rajibul Hasan , Jean-François Lemoine , Raouf Ahmad Rather

The food supply chain is a process that entails planning, managing, and optimizing the flow of food products from their origins to customers. This study examined the relationship between brand affiliations and business performance, mediated through business-to-business (B2B) relationships and communication in B2B food supply chain management (SCM) settings. A sample of 421 respondents was analyzed using the covariance-based structural equation modeling (CB-SEM) approach. The findings revealed that B2B relationships, particularly those such as buyer–supplier engagement and buyer–supplier commitment, serve as significant mediators between brand affiliations (specifically, brand affordability, brand parity, and brand loyalty) and buyer–supplier communication, as well as between brand affiliations and business performance, except for brand affect. This research contributes to the branding literature by introducing the concept of brand affiliation within the context of B2B small and medium-sized enterprises (SMEs). It also offers practical insights for B2B food supply chain firms, highlighting strategies to enhance business performance by fostering a strong brand affiliation in conjunction with a robust buyer–supplier relationship.

食品供应链是一个过程，需要规划、管理和优化食品从原产地到客户的流动。本研究通过B2B食品供应链管理（SCM）环境下的企业对企业（B2B）关系和沟通，考察了品牌隶属关系与企业绩效之间的关系。采用基于协方差的结构方程模型（CB-SEM）方法分析了421名受访者的样本。研究结果显示，除了品牌影响外，B2B关系，特别是买方-供应商参与和买方-供应商承诺等关系，在品牌隶属关系（特别是品牌负担能力、品牌平价和品牌忠诚度）和买方-供应商沟通之间，以及品牌隶属关系和经营绩效之间起着重要的中介作用。本研究通过在B2B中小企业（SMEs）的背景下引入品牌隶属关系的概念，为品牌文献做出了贡献。它还为B2B食品供应链公司提供了实用的见解，突出了通过培养强大的品牌关系以及强大的买方-供应商关系来提高业务绩效的策略。

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引用次数: 0

Resilience and fragility in creative industry clusters: Exploring the Birmingham Jewellery Quarter 创意产业集群的弹性和脆弱性：探索伯明翰珠宝区

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-07-24 DOI: 10.1016/j.indmarman.2025.07.004

Pınar Cankurtaran , Beverley Nielsen , Steven McCabe

There is widespread agreement that regional clusters are a critical means of competing among industries, the creative sector included. Research examines resilience, or the ability of the regional cluster to adapt to change and innovate. However, not all clusters are alike, with emerging research identifying the unique nature of creative clusters, particularly those with a craft heritage at their core. Despite claims that clusters are defined by human social actions, there has been limited research examining the within-cluster practices that give rise to and reinforce resilience. Drawing on social practice theory, we examine how actors shape resilience within the Birmingham Jewellery Quarter (BJQ), one of the UK's oldest continuing regional clusters. Our qualitative findings identify for cluster level practices that give rise to resilience: bonding, identity, exploiting, and exploring. These consist of 11 individual sub-practices. Collectively, our findings make three contributions: identifying the role of micro-level practices in giving rise to resilience in creative industry clusters, identifying the relationship between practices and their connections with resilience/fragility, and expanding cluster research into urban regional craft luxury sectors.

人们普遍认为，区域集群是包括创意部门在内的行业之间竞争的关键手段。研究考察了弹性，即区域集群适应变化和创新的能力。然而，并不是所有的集群都是一样的，新兴的研究发现了创意集群的独特性，特别是那些以工艺遗产为核心的集群。尽管声称集群是由人类的社会行为定义的，但对集群内产生和加强弹性的实践的研究有限。借鉴社会实践理论，我们研究了演员如何在伯明翰珠宝区（BJQ）塑造韧性，这是英国最古老的持续区域集群之一。我们的定性发现确定了产生弹性的集群级实践：结合、认同、开发和探索。它们由11个独立的子实践组成。总体而言，我们的研究结果做出了三个贡献：确定微观层面的实践在创意产业集群中产生弹性的作用，确定实践及其与弹性/脆弱性之间的关系，并将集群研究扩展到城市区域工艺奢侈品行业。

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引用次数: 0

Social media: Fueling small talks in B2B sales conversations for performance gains 社交媒体：促进B2B销售对话中的小谈话，提高业绩

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-07-21 DOI: 10.1016/j.indmarman.2025.07.001

Anu Mary Chacko , Vaibhav Chawla , Raj Agnihotri

The use of social media to collect non-business information and facilitate small talk and its significance has gone largely unnoticed in sales literature. Using the Similarity-Attraction theory, we examined a model in which a B2B salesperson's social media usage impacts salesperson performance indirectly through small talk. We conducted two empirical studies to utilize multiple sources to examine our model. The first study constituted a structured survey with data gathered from 276 B2B sales professionals, and the second used vignette-based structured surveys with data collected from 92 sales leaders and 99 B2B buyers across India. Our research provides evidence that salespersons' social media usage helps them strike small talk, leading to securing customer-based salesperson competitive intelligence, which thereby impacts creative and sales performance. We also found these results true for salespeople selling services or a combination of services and products, but not for those selling only products. This research is truly one of a kind in B2B sales, providing evidence of how technology usage enables ‘personal connect’ leading to performance outcomes.

在销售文献中，使用社交媒体收集非商业信息，促进闲聊及其意义在很大程度上被忽视了。利用相似性-吸引力理论，我们研究了一个B2B销售人员使用社交媒体通过闲聊间接影响销售人员绩效的模型。我们进行了两项实证研究，利用多个来源来检验我们的模型。第一项研究采用结构化调查，收集了276名B2B专业销售人员的数据；第二项研究采用基于小插图的结构化调查，收集了印度92名销售主管和99名B2B买家的数据。我们的研究提供了证据，证明销售人员使用社交媒体有助于他们进行闲聊，从而确保以客户为基础的销售人员的竞争情报，从而影响创意和销售业绩。我们还发现，这些结果适用于销售服务或服务与产品结合的销售人员，而不适用于只销售产品的销售人员。这项研究在B2B销售中确实是独一无二的，它提供了技术使用如何使“个人联系”产生绩效结果的证据。

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引用次数: 0

What drives firm power across multiple levels of B2B analysis? Structured systematic literature review 是什么推动了企业在多层次B2B分析中的力量？结构化系统文献综述

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-07-18 DOI: 10.1016/j.indmarman.2025.06.003

Maciej Mitręga , Douglas Wegner , Kadigia Faccin , Hannu Makkonen , Dariusz Siemieniako

Firm power is a foundational concept in business-to-business (B2B) marketing, as it influences how resources and benefits are distributed across relationships. While the effects of power are well documented, the knowledge about power antecedents is less developed. Existing research often focuses on close cooperation between firms and resource dependency, overlooking the broader forces that increasingly influence power dynamics—such as geopolitical instability, agendas of NGOs, global health crises, sustainability pressures, or shifts in consumer expectations. This paper aims to broaden our understanding of what shapes firm power by systematically reviewing 110 empirical studies. Through a structured literature review, the findings are organized across five levels of analysis: Organizational, Inter-firm, Multi-tier, Ecosystem, and Macro. The review highlights a strong emphasis in existing research on firm-specific and dyadic factors, while broader, system-level influences remain underexplored—despite their growing relevance in today's volatile business environment. To help bridge this gap, the paper outlines key directions for future research. These include embracing multi-level and cross-disciplinary perspectives, paying more attention to non-traditional actors within business ecosystems, and using varied research methods like historical secondary data. By moving beyond narrow views of antecedents to power, this study encourages an approach that better reflects the complex realities firms face and offers useful analytical framework for both scholars and practitioners.

企业权力是企业对企业（B2B）营销中的一个基本概念，因为它影响着资源和利益如何在关系中分配。虽然权力的影响有充分的文献记载，但关于权力前因的知识却不太发达。现有的研究往往侧重于企业之间的密切合作和资源依赖，而忽视了日益影响权力动态的更广泛的力量，如地缘政治不稳定、非政府组织的议程、全球健康危机、可持续性压力或消费者期望的转变。本文旨在通过系统地回顾110项实证研究，拓宽我们对企业权力形成因素的理解。通过结构化的文献回顾，研究结果分为五个层次：组织、公司间、多层、生态系统和宏观。该综述强调了对企业特定因素和二元因素的现有研究的强烈强调，而更广泛的系统层面的影响仍未得到充分探讨——尽管它们在当今动荡的商业环境中日益相关。为了弥补这一差距，本文概述了未来研究的关键方向。这些措施包括采用多层次和跨学科的视角，更多地关注商业生态系统中的非传统参与者，以及使用历史二手数据等多种研究方法。通过超越对权力的狭隘看法，本研究鼓励了一种更好地反映公司面临的复杂现实的方法，并为学者和从业者提供了有用的分析框架。

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引用次数: 0

Organisational agility for new industrial marketing management models in turbulent times 在动荡时期，新的工业营销管理模式的组织敏捷性

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-07-01 DOI: 10.1016/j.indmarman.2025.06.001

Nisreen Ameen , Shlomo Tarba

In an era of systemic disruption and rapid technological change, organisational agility is a strategic imperative for business-to-business (B2B) firms. This special issue brings together ten studies that examine how agility is conceptualised, enacted, and sustained across diverse B2B settings. Agility thus emerges as a multidimensional capability encompassing strategic sensing, digital transformation, inclusive leadership, and inter-organisational collaboration. The articles also explore how generative and agentic artificial intelligence (AI) reshape agility by enabling adaptive decision-making, ecosystem orchestration, and new forms of human–AI collaboration. From AI-driven ecosystems in Australasia to agile supply chains in Africa and leadership responses in Europe, the articles reflect the global diversity of agile practices. This editorial synthesises key insights and outlines seven directions for future research: (1) agility-sustainability integration, (2) digital transformation and agility, (3) leadership agility and capability development, (4) ecosystem-level agility using agentic AI, (5) human-cantered agility in the age of generative and agentic AI, (6) the temporal evolution of agility in AI-augmented organisations, and (7) responsible and context-aware agility in the age of generative and agentic AI. Together, these contributions reposition agility as a proactive, ethically grounded enabler of innovation, resilience, and inclusive growth in industrial marketing.

在一个系统破坏和快速技术变革的时代，组织敏捷性是企业对企业（B2B）公司的战略要求。本期专题汇集了十项研究，探讨了敏捷是如何在不同的B2B环境中概念化、实施和维持的。因此，敏捷性作为一种多维能力出现，包括战略感知、数字化转型、包容性领导和组织间协作。文章还探讨了生成和代理人工智能（AI）如何通过实现自适应决策、生态系统编排和新形式的人类-人工智能协作来重塑敏捷性。从大洋洲的人工智能驱动生态系统到非洲的敏捷供应链，再到欧洲的领导力响应，这些文章反映了敏捷实践的全球多样性。这篇社论综合了关键见解并概述了未来研究的七个方向：(1)敏捷性-可持续性集成，(2)数字化转型和敏捷性，(3)领导力敏捷性和能力发展，(4)使用人工智能的生态系统级敏捷性，(5)生成和代理人工智能时代以人为中心的敏捷性，(6)人工智能增强组织中敏捷性的时间演变，以及(7)生成和代理人工智能时代负责任和上下文感知的敏捷性。总之，这些贡献将敏捷性重新定位为工业营销中创新、弹性和包容性增长的积极的、基于道德的推动者。

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引用次数: 0