...Piyush Ranjan; Jogendra Kumar Nayak Purpose This study aims to present a conceptual framework for understanding the dual orientations of market-based organizational learning (MBOL), namely, market orientation (MO) and learning orientation (LO), in the development of pricing capability (PC...

... reliance and trust by focusing on capabilities and commitment. To the best of the authors’ knowledge, this is one of the few papers in B2B marketing which focuses on the antecedents of reliance and relative importance of trust and reliance. Reliance Trust Capability Commitment Brand image...

...Piyush Ranjan; Jogendra Kumar Nayak The purpose of this study is to highlight the need for developing pricing capability (PC) for business-to-business firms to effectively manage and execute the pricing activities in the organization and succeed in a competitive market. Using the firms...

...Yun Wang; Michel Rod; Qi Deng; Shaobo Ji Purpose Based on an organizational capability perspective, this paper aims to propose a development model for social media analytics (SMA) capability that can be applied to business-to-business (B2B) marketing, with the aim of facilitating the use...

...Aron O'Cass; Nima Heirati Purpose – This study aims to address the extent that the deployment of and complementarity between marketing mix and customer-focused (brand management, and customer relationship management) capabilities provide firms the capacity to transform their market knowledge...

...Dr Daniel Kindström, Dr Christian Kowalkowski; Chris Owen Raddats; Jamie Burton Purpose – The purpose of this paper is to investigate the resources and capabilities required by manufacturers to develop and deliver multi-vendor solutions. Design/methodology/approach – A multi-case design...