... of this article (for both commercial and non-commercial purposes), subject to full attribution to the original publication and authors. The full terms of this licence may be seen at Link to the terms of the CC BY 4.0 license. Industrial marketing Digital transformation IoT (Internet of Things) Business...

... Emerald Publishing Limited Licensed re-use rights only Distributor slackness Inter-organizational information-sharing Distributor opportunism Supplier encroachment Chain mediation model Distribution channels and markets Buyer-seller relationship Industrial marketing Channel relationships...

... Emerald Publishing Limited Licensed re-use rights only Sales technology Salesforce performance B2B Meta-analysis Industrial marketing Salesforce automation Customer relationship management Social selling technologies The expansion of digital technologies has significantly altered...

... for industrial marketing research. Design/methodology/approach A systematic literature review was conducted to analyse articles addressing REMAN in business fields. The interaction approach was used to systematise the articles and analyse the supplier-customer relationship. Findings The REMAN context...

...Olga Dziubaniuk; Leena Aarikka-Stenroos Purpose The purpose of this empirical study is to apply the industrial marketing and purchasing approach to explore ethical value co-creation and business ethics in the circular economy (CE) ecosystem (CEE) of the Finnish textile industry. A CEE involves...

... experience and customer interactive (Ricotta and Costabile, 2007). © Emerald Publishing Limited 2022 Emerald Publishing Limited Licensed re-use rights only COVID-19 Digital media Durable goods Industrial marketing White goods After the COVID-19 outbreak, many businesses were...

... such as heterogeneity and complexity which limit the growth of natural gas market development. The other challenges of less B2B buying in emerging markets like India are the kind of political and government regime and their influences on industrial markets, size of the market and primeval legal system (Lilien, 2016...

... SME Market segmentation Small enterprises Industrial marketing Organizational change Ann Højbjerg Clarke can be contacted at: ahc@sam.sdu.dk 27 01 2021 22 07 2021 31 12 2021 02 06 2022 © Emerald Publishing Limited 2022 Emerald Publishing Limited Licensed...

... the business network perspective of the Industrial Marketing and Purchasing (IMP) Group. In particular, this study aims to explore the post-failure phase of a new venture to investigate what happens to the new venture’s resources and relationships in the aftermath of its failure and the role...

...Philip Coombes Purpose The purpose of this paper is to present the findings of a bibliometric analysis of the evolution and structure of business model research in industrial marketing scholarship during the period between 2011 and 2020 and to discuss potential directions for future empirical...

... to the extant literature on information system (IS), project management, organizational innovation and industrial marketing. This research incorporated system factors, top management support and IT infrastructure to understand satisfaction and loyalty of IS users in the context of smart factory. The findings...

... situations Uncertainty Industrial marketing Since the advent of the pandemic, business-to-business (B2B) firms have faced a variety of challenges in a complex and fast-changing environment (Ritter and Pedersen, 2020). In addition to pandemic direct and indirect impacts, the fear of the unknown has...

... Emerald Publishing Limited 2021 Emerald Publishing Limited Licensed re-use rights only Manufacturing industry Organizational change Service marketing Industrial marketing Salesforce Industrial selling Service-sales ambidexterity Digital services Digital servitization Industrial services...

... © Emerald Publishing Limited 2020 Emerald Publishing Limited Licensed re-use rights only Research methods Industrial marketing Fuzzy set qualitative comparative analysis fsQCA B2B Business to business Literature review Marketing scholars have begun to point out the drawbacks...

... categories of actors, their role for MA and the content of the interaction, adopting an industrial marketing approach. Design/methodology/approach A qualitative interpretivist approach is adopted, with interviews as the primary data collection method: 36 interviews have been conducted with 16 key...

... manufacturing processes which remove material – for industrial marketing. Design/methodology/approach After presenting the literature on customer relationships and digital technologies in business-to-business, the study uses a “zoom-out” and “zoom-in” perspective to review the extant literature on AM...

... relationship reactivation processes. The designed model shows how reactivation can be understood as an interplay between structural properties and (re)building activities and contributes new knowledge on factors that affect this process. Industrial marketing Networks Buyer–seller relationships Business...

... the aforementioned issue. Industrial marketing New products Pricing Their findings revealed that skimming pricing is the preferred option in the case of innovative and high-quality service, entering uncompetitive markets with unknowledgeable and price-insensitive customers, which gives the company...

... advance the understanding of this important issue in marketing. The research presented in this paper, therefore, contributes to the industrial marketing literature by examining the complex relationship between market orientation and performance from multiple perspectives – that of managers, salespersons...

...-to-business co-marketing literature by presenting the business drivers, targeted benefits and perceived challenges related to SMEs cooperation through a joint commercial product portfolio. Cooperation Industrial marketing Small to medium-sized enterprises Business-to-Business marketing Horizontal...