Industrial Marketing Management最新文献_第9页

Circular product development from a multi-level perspective: Adaptations in business networks 多层次视角下的循环产品开发：商业网络中的适应

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-06-19 DOI: 10.1016/j.indmarman.2025.03.011

Ann Vellesalu , Daniel Hjelmgren , Frida Lind

Product development based on circular economy principles can lead to environmental and economic benefits by addressing resource use in production–consumption systems. This inter-organisational process affects a business network's resources and can therefore entail challenges in the required collaboration and coordination. Based on the need to better understand how inter-organisational interaction enables business networks to address sustainability challenges, the aim of this paper is to investigate inter-organisational interaction in circular product development. The theoretical framework includes the Industrial Network Approach with a focus on resource interaction and adaptations. Moreover, the multi-level perspective for circular product development is explored, discerning micro, meso and macro levels applied in circular economy literature. The paper relies on a case study of circular product development with a focus on products' longevity and recyclability. Applying a multi-level framework of resource interaction highlighted adaptations in the business network and broader perspectives reflecting the systemic, complex nature of the business environment. The paper contributes to literature on industrial networks and circular economy by illustrating circular product development in business networks from a multi-level perspective. The findings demonstrate both minor and complex adaptations in the business network, and an understanding of the different roles of business and non-business actors.

基于循环经济原则的产品开发可以解决生产-消费系统中的资源利用问题，从而带来环境和经济效益。这种组织间的过程会影响业务网络的资源，因此可能在所需的协作和协调方面带来挑战。基于更好地理解组织间互动如何使商业网络能够应对可持续性挑战的需要，本文的目的是研究循环产品开发中的组织间互动。理论框架包括工业网络方法，重点关注资源的相互作用和适应。此外，本文还探讨了循环产品开发的多层次视角，区分了循环经济文献中应用的微观、中观和宏观层面。本文依赖于循环产品开发的案例研究，重点关注产品的寿命和可回收性。应用多层次的资源交互框架，突出了业务网络的适应性和反映业务环境的系统性和复杂性的更广泛的视角。本文从多层次的角度阐述了商业网络中的循环产品开发，为工业网络与循环经济的研究贡献了文献。研究结果显示了商业网络中细微和复杂的调整，以及对商业和非商业行为者不同角色的理解。

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引用次数: 0

Key adjustments to service offerings to accommodate product innovations: The Case of electric vehicles 服务提供的关键调整以适应产品创新：以电动汽车为例

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-06-05 DOI: 10.1016/j.indmarman.2025.05.001

Heiko Gebauer , Besma Glaa , Lars Witell , Helen Perks

This paper is positioned at the intersection of servitization and product innovation, addressing an important research gap regarding the key adjustments required in service offerings when introducing product innovations. We focus on electric vehicles as an eco-friendly product innovation often associated with high technological turbulence. Through a single case study of a truck manufacturer and eight confirmatory cases of other commercial vehicle manufacturers, this study examines how these companies adjusted their service offerings (e.g., financial services, parts and repair services, fleet management services, and connectivity services) in response to the launch of new product innovations. When introducing product innovations, these manufacturers adjust the scope and sophistication of their service offerings—for instance, by advancing financial services, parts and repair services, fleet management services, connectivity services, and by adding charging infrastructure services. Meanwhile, services for existing products also evolve in terms of scope and sophistication (e.g., adding product life extension and fuel optimization services). Surprisingly, these adjustments mostly occur within existing organizational structures. At the same time, they contribute to a potential increase in the share of service revenue, reflecting the growing share of electric vehicles in commercial vehicle sales. These insights offer important theoretical and managerial implications for integrating servitization with product innovation.

本文定位于服务化和产品创新的交叉点，解决了在引入产品创新时服务提供所需的关键调整方面的重要研究空白。我们专注于电动汽车作为一种环保的产品创新，通常与高技术湍流相关。通过对一家卡车制造商的单一案例研究和其他商用车制造商的八个验证性案例，本研究考察了这些公司如何调整其服务产品（例如，金融服务、零件和维修服务、车队管理服务和连接服务）以应对新产品创新的推出。在引入产品创新时，这些制造商会调整其服务的范围和复杂性，例如，通过推进金融服务、零件和维修服务、车队管理服务、连接服务，以及增加收费基础设施服务。同时，现有产品的服务也在范围和复杂程度上不断发展（例如，增加产品寿命延长和燃料优化服务）。令人惊讶的是，这些调整大多发生在现有的组织结构中。与此同时，它们有助于增加服务收入的份额，反映出电动汽车在商用车销售中的份额不断增长。这些见解为将服务化与产品创新相结合提供了重要的理论和管理意义。

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引用次数: 0

Customer education in business-to-business contexts 企业对企业环境中的客户教育

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-06-03 DOI: 10.1016/j.indmarman.2025.05.006

Dorian-Laurențiu Florea , Deva Rangarajan , María Elena Raquel Nieto-Saucedo , Mesay Sata Shanka , Christian Nedu Osakwe

Current trends in business-to-business (B2B) services are increasingly bringing customer education (CEd) to the spotlight. Despite the growing recognition of the benefits of CEd, understanding how it is deployed in B2B firms remains a gap in academic literature. Our study addresses this gap by following a qualitative, empirical approach to investigate how CEd is managed across 29 B2B firms. The findings from our research suggest that CEd is a complex set of activities involving multiple stakeholders from both the customers as well as the B2B firm. Our research identified CEd as a process comprising three stages: (a) prepare for CEd, (b) deploy CEd, and (c) measure CEd. Basing ourselves on the findings from our research, we propose a conceptual framework of CEd in B2B contexts. Our findings contribute to the literature by offering a process-based view of CEd, clarifying the intra-organizational coordination it requires, and demonstrating how CEd unfolds across the customer journey. This research advances theoretical understanding of CEd as a cross-functional capability in B2B settings. We provide managerial recommendations and suggest areas for future research.

当前企业对企业（B2B）服务的趋势日益将客户教育（CEd）带到聚光灯下。尽管越来越多的人认识到CEd的好处，但了解它如何在B2B公司中部署仍然是学术文献中的空白。我们的研究通过采用定性的、实证的方法来调查29家B2B公司如何管理CEd，从而解决了这一差距。我们的研究结果表明，CEd是一组复杂的活动，涉及来自客户和B2B公司的多个利益相关者。我们的研究发现，土木工程是一个由三个阶段组成的过程：(a)准备土木工程，(b)实施土木工程，以及(c)测量土木工程。基于我们的研究结果，我们提出了一个B2B背景下的企业绩效评估的概念框架。我们的发现对文献的贡献在于提供了基于过程的客户体验观，阐明了客户体验所需要的组织内部协调，并展示了客户体验如何在整个客户旅程中展开。本研究推进了对企业绩效管理作为B2B环境下跨职能能力的理论理解。我们提供管理建议，并提出未来研究的领域。

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引用次数: 0

Collaboration intensity in innovation: A reconceptualization and empirical validation 创新中的协作强度：重新定义与实证验证

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-06-03 DOI: 10.1016/j.indmarman.2025.05.004

Wim G. Biemans , Helen O'Keeffe , Thomas O'Toole

Over a period of decades, innovation has transformed into a collaborative endeavor. An extensive literature focuses on collaboration in general terms, for example on the number of collaboration partners (breadth of collaboration). However, the intensity (or depth) of collaboration may vary widely across partners and contexts. Unfortunately, empirical findings on collaboration intensity (CI) are fragmented, ambiguous and difficult to compare. We reconceptualize CI as a second order, six dimensional construct, develop a reflective CI scale and test this scale using a survey of 185 firms who practiced collaborative innovation. Our deconstruction of CI into six dimensions provides novel insights into the relative importance of dimensions and reveal that the commonly used dimensions ‘collaborative communication’ and ‘information sharing’ are actually less important than ‘joint learning’, ‘social bonding’, and ‘creativity’. In addition, our findings investigate the complete chain of effects, from antecedents to CI to collaborative innovation outcomes. For example, they strongly support the positive impact of CI on innovation performance and long-term orientation, for which the extant literature provides mixed empirical results. Our paper concludes with implications for management and promising suggestions for future research.

几十年来，创新已经转变为一种协作努力。广泛的文献关注一般意义上的合作，例如合作伙伴的数量（合作的广度）。然而，合作的强度（或深度）可能因合作伙伴和环境的不同而有很大差异。不幸的是，关于协作强度（CI）的实证研究结果是碎片化的、模糊的和难以比较的。我们将CI重新定义为二阶、六维结构，开发了一个反思CI量表，并通过对185家实施协作创新的公司的调查对该量表进行了测试。我们将CI分解为六个维度，为维度的相对重要性提供了新的见解，并揭示了常用的维度“协作沟通”和“信息共享”实际上不如“共同学习”、“社会纽带”和“创造力”重要。此外，我们的研究结果调查了从前因由到CI再到协同创新结果的完整效应链。例如，他们强烈支持CI对创新绩效和长期导向的积极影响，现有文献对此提供了混合的实证结果。本文总结了对管理的启示和对未来研究的有希望的建议。

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引用次数: 0

Corporate social responsibility as an insurance-like asset: The new evidence from firm-specific product market threats 企业社会责任是一种类似保险的资产：来自企业特定产品市场威胁的新证据

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-05-31 DOI: 10.1016/j.indmarman.2025.05.005

Zhihua Ding , Wenbin Sun

Corporate social responsibility (CSR) has long been recognized as an “insurance-like” asset that protects firms from external risks. In business relationships, CSR serves as a valuable asset that strengthens trust and fosters long-term partnerships with customers, suppliers, and stakeholders. However, there is still limited knowledge about how CSR impacts firm-specific product market threats that are tied to a firm's idiosyncratic competitive space. This type of threat is fundamentally different from the traditional concept of competition, which is typically based on aggregate industry classifications. Therefore, the link between CSR and product market threats genuinely demonstrates its safeguarding nature for firm success. We collect a large sample and employ a series of robust methods to investigate this relationship. Furthermore, we enrich our understanding by examining the moderating effects of firm business architecture variables, including related and unrelated diversification, vertical integration, organizational breadth, geographical diversification, and service intensity. The empirical results show that CSR plays a significant role in reducing product market threats, and this effect is stronger when firms lack protection from their business architectures.

长期以来，企业社会责任（CSR）一直被认为是一种“类似保险”的资产，可以保护企业免受外部风险的影响。在商业关系中，企业社会责任是一种宝贵的资产，可以加强信任，促进与客户、供应商和利益相关者的长期合作关系。然而，关于企业社会责任如何影响与企业特殊竞争空间相关的企业特定产品市场威胁的知识仍然有限。这种类型的威胁与传统的竞争概念根本不同，传统的竞争概念通常基于总体行业分类。因此，企业社会责任与产品市场威胁之间的联系真正证明了它对企业成功的保障性质。我们收集了大量样本，并采用了一系列可靠的方法来调查这种关系。此外，我们通过检验公司业务架构变量的调节作用来丰富我们的理解，这些变量包括相关和不相关的多样化、垂直整合、组织广度、地理多样化和服务强度。实证结果表明，企业社会责任在降低产品市场威胁方面具有显著作用，当企业缺乏业务架构的保护时，这种作用更强。

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引用次数: 0

Leveraging generative AI capabilities for competitive advantage: A moderated mediation analysis of environmental dynamism and service innovation 利用生成式人工智能能力获得竞争优势：环境动态性和服务创新的中介分析

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-05-31 DOI: 10.1016/j.indmarman.2025.05.007

Lixu Li , Chenli Xu , Qianjun Zhang , Yaoqi Liu , Qiang Li

As generative AI increasingly transforms industrial markets, B2B firms face the imperative to strategically leverage it to sustain competitive advantage. Grounded in dynamic capabilities theory, this study establishes a novel framework to examine the interconnections among generative AI capabilities, service innovation, and competitive advantage under varying levels of environmental dynamism. Analyzing data from 260 Chinese firms, this study reveals that the three dimensions of service innovation—service concept, service process, and customer experience—serve as key mediators between generative AI capabilities and competitive advantage. Furthermore, a counterintuitive discovery is that environmental dynamism negatively moderates the mediation effects of service concept innovation and customer experience innovation on the relationship between generative AI capabilities and competitive advantage. These findings contribute to the literature on AI integration in B2B contexts by elucidating the conditions under which generative AI capabilities translate into competitive advantage, offering practical insights for firms navigating dynamic industrial landscapes.

随着生成式人工智能日益改变工业市场，B2B公司必须战略性地利用它来保持竞争优势。本研究以动态能力理论为基础，建立了一个新的框架来考察不同环境动态性水平下生成式人工智能能力、服务创新和竞争优势之间的相互关系。本研究分析了260家中国企业的数据，发现服务创新的三个维度——服务理念、服务流程和客户体验——是生成式人工智能能力与竞争优势之间的关键中介。此外，一个反直觉的发现是，环境动态性负向调节服务概念创新和客户体验创新对生成人工智能能力与竞争优势关系的中介作用。这些发现通过阐明生成人工智能能力转化为竞争优势的条件，为企业导航动态产业格局提供了实际见解，从而为B2B背景下的人工智能集成文献做出了贡献。

{"title":"Leveraging generative AI capabilities for competitive advantage: A moderated mediation analysis of environmental dynamism and service innovation","authors":"Lixu Li , Chenli Xu , Qianjun Zhang , Yaoqi Liu , Qiang Li","doi":"10.1016/j.indmarman.2025.05.007","DOIUrl":"10.1016/j.indmarman.2025.05.007","url":null,"abstract":"<div><div>As generative AI increasingly transforms industrial markets, B2B firms face the imperative to strategically leverage it to sustain competitive advantage. Grounded in dynamic capabilities theory, this study establishes a novel framework to examine the interconnections among generative AI capabilities, service innovation, and competitive advantage under varying levels of environmental dynamism. Analyzing data from 260 Chinese firms, this study reveals that the three dimensions of service innovation—service concept, service process, and customer experience—serve as key mediators between generative AI capabilities and competitive advantage. Furthermore, a counterintuitive discovery is that environmental dynamism negatively moderates the mediation effects of service concept innovation and customer experience innovation on the relationship between generative AI capabilities and competitive advantage. These findings contribute to the literature on AI integration in B2B contexts by elucidating the conditions under which generative AI capabilities translate into competitive advantage, offering practical insights for firms navigating dynamic industrial landscapes.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"128 ","pages":"Pages 10-20"},"PeriodicalIF":7.8,"publicationDate":"2025-05-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144184870","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

PLS-SEM and reflective constructs: A response to recent criticism and a constructive path forward PLS-SEM和反思结构：对最近批评的回应和建设性的前进道路

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-05-19 DOI: 10.1016/j.indmarman.2025.05.003

Peter Guenther , Miriam Guenther , Christian M. Ringle , Ghasem Zaefarian , Severina Cartwright

This article addresses criticisms asserting that reflective construct measurement and its associated evaluation criteria are unsuitable for partial least squares structural equation modeling (PLS-SEM). More specifically, critics contend that reflective measurement models correspond exclusively to common factor models, a premise that is both inaccurate and misleading. Reflective measurement models represent theoretically grounded and conceptualized constructs. Statistical methods such as common factor model estimation, composite model estimation, and sum score regression enable researchers to estimate method-specific proxies that serve as approximations for theoretically established conceptual constructs in empirical research. These proxies vary depending on the statistical models and assumptions inherent to each method. In this context, it is important to highlight that the use of reflective evaluation criteria is not restricted to common factor models. When applied to composite model estimation, it does not compromise the validity of the results. Moreover, this article advocates for embracing the complementary strengths of diverse SEM methods within a multimethod approach, rather than positioning one method in opposition to another. We believe that this contribution provides critical insights and guidance, fostering advancements in SEM methodology, and its practical applications.

本文提出了一些批评，认为反射结构测量及其相关的评估标准不适合偏最小二乘结构方程建模（PLS-SEM）。更具体地说，批评者认为反射测量模型只对应于共同因素模型，这是一个既不准确又具有误导性的前提。反射测量模型代表了理论基础和概念化的结构。统计方法，如共因子模型估计、复合模型估计和总和得分回归，使研究人员能够估计方法特定的代理，作为实证研究中理论建立的概念结构的近似值。这些代理根据每种方法固有的统计模型和假设而有所不同。在这种情况下，重要的是要强调，反思性评价标准的使用并不局限于共同因素模型。当应用于复合模型估计时，它不会影响结果的有效性。此外，本文提倡在多方法方法中拥抱不同SEM方法的互补优势，而不是将一种方法定位为另一种方法的对立面。我们相信这一贡献提供了重要的见解和指导，促进了SEM方法及其实际应用的进步。

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引用次数: 0

Editorial: Outstanding Article Awards and Best Reviewer Awards 2024 社论：2024年杰出文章奖和最佳评论家奖

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-05-01 DOI: 10.1016/j.indmarman.2025.03.001

Adam Lindgreen , C. Anthony Di Benedetto

引用次数: 0

A contingency perspective on global service development in manufacturing firms. 制造业企业全球服务发展的权变视角。

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-05-01 DOI: 10.1016/j.indmarman.2025.04.004

Giulia Capanni , Mario Rapaccini , Momeni Beheshte , Knapp Timon , Poeppelbuss Jens

This paper explores the contingencies that affect the integration of operating models of large manufacturing firms and their downstream actors, such as dealers and service partners, when developing global services. A qualitative in-depth case study is employed as the research methodology. The research follows a theory adaptation approach in which global service development in the context of manufacturing firms (i.e. servitization across international borders) is the domain theory, while contingency theory is the lens used to observe, identify, and discuss the influence of specific factors on the integration of the operating models of downstream actors. We identify four key contingencies impacting this integration: market heterogeneity, downstream network configuration, end customers' orientation, and service partners' resistances. These contingencies significantly influence the balance between global and local adaptation of the operating models of downstream actors, highlighting the complexity of developing global services in fragmented networks. This study contributes to the existing literature by proposing a novel empirical model that explains how the interrelations between the identified contingencies affect the integration of operating models of downstream actors. Using this model, the paper shows three scenarios that unfold from these interrelations, each having positive and negative outcomes that managers should consider.

本文探讨了大型制造企业及其下游参与者（如经销商和服务合作伙伴）在发展全球服务时影响运营模式整合的偶然性。采用定性深入案例研究作为研究方法。本研究采用理论适应方法，以制造业背景下的全球服务发展（即跨国界服务化）为领域理论，以权变理论为视角，观察、识别和讨论特定因素对下游行动者经营模式整合的影响。我们确定了影响这种整合的四个关键偶然性：市场异质性、下游网络配置、最终客户导向和服务合作伙伴的阻力。这些突发事件极大地影响了下游行动者在全球和地方适应经营模式之间的平衡，突出了在分散的网络中发展全球服务的复杂性。本研究提出了一个新的实证模型，解释了识别的或有事件之间的相互关系如何影响下游行动者的经营模式整合，从而对现有文献做出了贡献。使用该模型，本文展示了从这些相互关系中展开的三种情景，每种情景都有管理者应该考虑的积极和消极结果。

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引用次数: 0

Training clients in digital marketing: The key to a feel-good B2B relationship with SMEs 培训客户数字营销：与中小企业建立良好B2B关系的关键

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-05-01 DOI: 10.1016/j.indmarman.2025.05.002

Karen Sutherland, Rory Mulcahy, Jacqueline Burgess, Meredith Lawley

This paper examines the relationship between small and medium enterprises (SMEs) and their outsourced Digital Marketing Service Providers. It aims to: (1) investigate whether training SME clients enhances the quality of their relationship with Digital Marketing Service Providers; (2) determine if the effect of training varies across relational and transactional relationship types; and (3) explore the mediating roles of positive emotions and trust. Two studies were conducted: a quasi-experimental design involving surveys of Australian SMEs (n = 413), followed by a qualitative design involving interviews with Australian Digital Marketing Service Providers (n = 14) and Australian SMEs (n = 13), guided by agency theory. Both studies tested and explored the roles of training, relationship types, positive emotions, and trust in improving relationship quality. The findings indicate that training significantly enhances relationship quality, with the strongest effects observed in transactional relationships. Additionally, positive emotions and trust act as key mediators in this association. This research is the first to examine how training can foster positive relations in digital marketing outsourcing, demonstrating its potential to improve relationship quality.

本文考察了中小企业与其外包数字营销服务提供商之间的关系。其目的是：(1)调查培训中小企业客户是否能提高他们与数字营销服务提供商的关系质量；(2)确定训练的效果在关系关系和交易关系类型之间是否存在差异；(3)探索积极情绪对信任的中介作用。我们进行了两项研究：一项是准实验设计，涉及对澳大利亚中小企业的调查（n = 413），其次是定性设计，涉及对澳大利亚数字营销服务提供商（n = 14）和澳大利亚中小企业（n = 13）的访谈，以代理理论为指导。两项研究都测试并探讨了训练、关系类型、积极情绪和信任在改善关系质量中的作用。研究结果表明，训练显著提高了关系质量，在交易关系中观察到的效果最强。此外，积极情绪和信任在这种关联中起着关键的中介作用。这项研究首次考察了培训如何在数字营销外包中培养积极的关系，展示了培训提高关系质量的潜力。

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引用次数: 0