Industrial Marketing Management最新文献

英文中文

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

Retraction notice to “Value creation, appropriation and destruction in coopetitive relationships among micro-firms” [IMM 104 (2022) 366–375] 对“微型企业之间合作关系中的价值创造、挪用和破坏”的撤回通知[IMM 104 (2022) 366-375]

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-07-01 DOI: 10.1016/j.indmarman.2025.06.008

Anne Albert-Cromarias , Alexandre Asselineau , Grégory Blanchard

引用次数: 0

Why researchers should be cautious about using PLS-SEM 为什么研究人员应该谨慎使用PLS-SEM

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-07-01 DOI: 10.1016/j.indmarman.2024.01.017

Jörg Henseler , Florian Schuberth , Nick Lee , Ildikó Kemény

A recent contribution to Industrial Marketing Management by Guenther, Guenther, Ringle, Zaefarian, and Cartwright (2023) aims at “[i]mproving PLS-SEM use.” It assumes that the use of PLS-SEM could be improved by more strictly following existing PLS-SEM guidelines and using advanced techniques. Unfortunately, such “improved” use of PLS-SEM does not necessarily translate into more rigorous scientific analyses. In this commentary, we show that the PLS-SEM guidelines themselves are problematic and that using PLS-SEM can lead to erroneous conclusions. It is, therefore, not so much the use of PLS-SEM that needs improvement, but the literature on PLS-SEM itself, particularly its guidelines. The commentary concludes with recommendations for analysts and questions for PLS-SEM proponents to stimulate further research on PLS-SEM.

Guenther, Guenther, Ringle， Zaefarian和Cartwright（2023）最近对工业营销管理的贡献旨在“改善PLS-SEM的使用”。假设PLS-SEM的使用可以通过更严格地遵循现有的PLS-SEM指南和使用先进的技术来改进。不幸的是，这种“改进”的PLS-SEM使用并不一定转化为更严格的科学分析。在这篇评论中，我们表明PLS-SEM指南本身是有问题的，使用PLS-SEM可能导致错误的结论。因此，需要改进的不是PLS-SEM的使用，而是关于PLS-SEM本身的文献，特别是其指南。评论总结了对分析师的建议和对PLS-SEM支持者的问题，以促进PLS-SEM的进一步研究。

引用次数: 0

Relationship insecurity and dark-side behaviours in business-to-business relationships 企业关系中的关系不安全感和黑暗面行为

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-06-26 DOI: 10.1016/j.indmarman.2025.06.005

Gert Human, Nina Laubscher

Despite the growing body of research on the dark side of business-to-business relationships over the past two decades, many gaps remain. The extant literature reveals a dearth of work on feelings of insecurity in business relations, which emanate from cognitions associated with suspicion, vulnerability and uncertainty. Drawing on theories from both psychology and management, this study contributes to filling the existing gap by considering the effect of relationship insecurity on coercive power, dysfunctional conflict, and opportunistic behaviour. We also include trust as a relational mechanism, examining its moderating effect on the association between relationship insecurity and dark-side behaviours. Using a self-administered questionnaire, our study collected data from 212 key account managers across various industries. The results indicate that relationship insecurity enhances opportunistic behaviour, dysfunctional conflict and coercive power in business-to-business relationships. As a theoretical contribution, this study conceptualises and empirically validates relationship insecurity as a higher-order construct associated with the underlying cognitions of suspicion, vulnerability and uncertainty. The findings also provide evidence supporting the role of relationship insecurity in the emergence of dark-side behaviours. Moreover, this study emphasises the importance of managerial efforts to understand what constitutes relationship insecurity and why addressing underlying anxieties is crucial for managing and mitigating potentially detrimental behaviours.

尽管在过去的二十年里，越来越多的研究表明了企业对企业关系的阴暗面，但仍然存在许多差距。现存的文献表明，缺乏对商业关系中不安全感的研究，这种不安全感源于与怀疑、脆弱和不确定性相关的认知。利用心理学和管理学的理论，本研究通过考虑关系不安全感对强制性权力、功能失调冲突和机会主义行为的影响，有助于填补现有的空白。我们还将信任作为一种关系机制，考察其在关系不安全感与黑暗面行为之间的调节作用。我们的研究使用一份自我管理的问卷，收集了来自不同行业的212名关键客户经理的数据。结果表明，关系不安全感会增加企业对企业关系中的机会主义行为、功能失调冲突和强制性权力。作为一项理论贡献，本研究将关系不安全感概念化并实证验证为与怀疑、脆弱性和不确定性等潜在认知相关的高阶结构。研究结果还提供了证据，支持关系不安全感在黑暗面行为出现中的作用。此外，这项研究强调了管理努力的重要性，以了解构成关系不安全感的因素，以及为什么解决潜在的焦虑对于管理和减轻潜在的有害行为至关重要。

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引用次数: 0

Advancing the service-specific and solution-centric model of creativity: The roles of salesperson intuition, emotional intelligence, and cognitive laziness 推进以服务为导向、以解决方案为中心的创造力模式：销售人员直觉、情商和认知懒惰的作用

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-06-26 DOI: 10.1016/j.indmarman.2025.06.004

David A. Locander , Barry J. Babin , John M. Galvan

This research draws on the Service-Specific and Solution-Centric Model of Creativity. Specifically, the research examines how salespeople's reliance on intuition, cognitive laziness, and objective ability-based EI come together to shape salesperson creative selling, a known driver of sales performance. Results from 173 B2B salespeople reveal that intuition and cognitive laziness are distinct and have unique influences on creative selling, and subsequently, sales performance. In particular, reliance on intuition positively influences creative selling, whereas cognitive laziness effect is negative. Additionally, in contrast to past findings that utilize subjective EI scaling, this study deploys an objective EI assessment, to test the effect of EI on creative selling. Furthermore, creative selling positively influences both behavioral and outcome sales performance, facilitating the indirect effects of reliance on intuition and cognitive laziness on sales performance.

本研究借鉴了特定服务和以解决方案为中心的创造力模型。具体来说，该研究考察了销售人员对直觉、认知懒惰和基于客观能力的情商的依赖如何共同塑造了销售人员的创造性销售，这是一个众所周知的销售业绩驱动因素。173名B2B销售人员的研究结果表明，直觉和认知懒惰是截然不同的，它们对创造性销售产生独特的影响，进而影响销售业绩。特别是，依赖直觉对创造性销售有积极影响，而认知懒惰对创造性销售有消极影响。此外，与以往使用主观情商量表的研究结果不同，本研究采用客观的情商评估来测试情商对创意销售的影响。此外，创造性销售对行为销售绩效和结果销售绩效都有积极影响，促进了直觉依赖和认知懒惰对销售绩效的间接影响。

引用次数: 0

Adapting to sustainability: Reorchestrating collective eco-innovation in project-based shipbuilding networks 适应可持续性：在基于项目的造船网络中重新协调集体生态创新

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-06-25 DOI: 10.1016/j.indmarman.2025.06.006

Eini Haaja , Natasha Evers

Adapting a business network to mitigate climate change builds on the collective creation of eco-innovations. This qualitative case study explores the reorchestration of an established supplier network toward an eco-innovation net in the project-based shipbuilding industry. Focusing on the network's orchestration adaptation needs and challenges, we identify reorchestration mechanisms and their respective orientation dimensions, and unveil the multifaceted challenges confronted by a network actor attempting to reorchestrate its surrounding network for collective eco-innovation. This study contributes to the literature on network orchestration by revealing the complexity of steering an existing project-based business network to collectively advance its environmental sustainability. It also offers empirical insights into the generation of strategic nets for collective innovation. Moreover, it identifies avenues for future research on reorchestrating eco-innovation in project-based industry networks and offers managerial recommendations for actors attempting to adapt their interactions and others' for sustainability advancement.

调整商业网络以减缓气候变化建立在生态创新的集体创造之上。这个定性的案例研究探讨了在基于项目的造船业中，建立一个面向生态创新网络的供应商网络的重组。着眼于网络的编排适应需求和挑战，我们确定了编排机制及其各自的方向维度，并揭示了网络参与者试图重新编排其周围网络以进行集体生态创新所面临的多方面挑战。本研究通过揭示指导现有基于项目的业务网络以共同推进其环境可持续性的复杂性，为网络编排的文献做出了贡献。它还为集体创新战略网络的形成提供了实证见解。此外，它还为未来在基于项目的行业网络中重新编排生态创新的研究指明了途径，并为试图调整其相互作用和其他相互作用以促进可持续发展的行动者提供了管理建议。

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引用次数: 0

Signalling trust: supplier communication, buyer risk propensity, and e-marketplace engagement among B2B SMEs 信号信任：B2B中小企业中的供应商沟通、买方风险倾向和电子市场参与

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-06-23 DOI: 10.1016/j.indmarman.2025.06.007

Kedwadee Sombultawee , Chanchai Tangpong , Woraphon Wattanatorn , Jin Li , Sakun Boon-itt

In this study, we investigate how signal consistency and credibility of e-marketplace suppliers' communication content influence small and medium-sized enterprises' (SMEs) buyers to form trust in the suppliers and continue to engage with them on the e-marketplace platform. Grounded in the signalling theory, we hypothesize that signal consistency and signal credibility in an e-marketplace supplier's communication positively influence a prospective SME buyer's trust in the supplier, which in turn enhances the prospective buyer's engagement with the e-marketplace supplier. We also hypothesize the substitution effect (i.e., negative interaction effect) of the supplier's signal consistency and signal credibility, as well as the moderating roles of the buyer's risk propensity, in the complex relationships among these constructs. Using a vignette-based experiment with 302 SME decision-makers in Thailand, this study reveals the direct effect and the indirect effect, through buyer trust, of the supplier's signal consistency (i.e., consistent vs. inconsistent signals) and signal credibility (i.e., presence vs. absence of credibility in the supplier's signals) on the buyer's engagement with the supplier. The experimental results also support the hypothesized substitution effect of signal consistency and signal credibility and the moderating effects of buyer risk propensity. The theoretical and managerial implications of this study are also discussed.

在本研究中，我们研究了电子市场供应商沟通内容的信号一致性和可信度如何影响中小企业买家对供应商形成信任并继续在电子市场平台上与供应商互动。基于信号理论，我们假设电子市场供应商沟通中的信号一致性和信号可信度会积极影响中小企业潜在买家对供应商的信任，进而提高潜在买家与电子市场供应商的参与度。在这些构式之间的复杂关系中，我们还假设了供应商的信号一致性和信号可信度的替代效应（即负交互效应），以及买方的风险倾向的调节作用。通过对泰国302名中小企业决策者进行的基于图像的实验，本研究揭示了通过买方信任，供应商的信号一致性（即一致与不一致的信号）和信号可信度（即供应商信号中存在与不存在可信度）对买方与供应商的接触的直接影响和间接影响。实验结果也支持了信号一致性和信号可信度的替代效应以及买方风险倾向的调节效应。本文还讨论了本研究的理论和管理意义。

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引用次数: 0

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