Industrial Marketing Management
Papers 3990
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#1Jaakko AsparaH-Index: 23
#2David B. GrantH-Index: 28
Last. Maria HolmlundH-Index: 20
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#1Wenting Zhu (SWUFE: Southwestern University of Finance and Economics)
#2Zhigang Shou (WHU: Wuhan University)H-Index: 5
Last. Qinying Xia (CityU: City University of Hong Kong)
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Abstract Although gift giving, a catalyst of guanxi, plays an important role in doing business in China, few studies have examined how to give a proper gift within business-to-business guanxi. Drawing on guanxi and gift-giving literature, this study investigates gift acceptability in the light of gift type and guanxi in two dimensions (relational closeness and relative status) in a hierarchical Chinese business circle. We classify gifts into monetary and nonmonetary gifts. The findings from two ...
#1Mark D. Groza (NIU: Northern Illinois University)H-Index: 9
#2Louis J. Zmich (La. Tech: Louisiana Tech University)
Last. Reza Rajabi (NIU: Northern Illinois University)H-Index: 1
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Abstract null null Salespeople interact with individual customers to drive revenues by identifying and finding solutions for customer needs. The external knowledge salespeople acquire in conjunction with the network position they hold in their firm suggests that the sales force has great value in facilitating organizational innovativeness. Sales managers set the tone for sales operations, and an intellectually stimulating sales manager can create ripple effects of innovative thinking across the ...
#1Aveed Raha (University of Vienna)H-Index: 1
#2Ilir Hajdini (University of Vienna)H-Index: 3
Last. Josef Windsperger (University of Vienna)H-Index: 20
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Abstract null null The stakeholder identification and salience framework of Mitchell, Agle, and Wood (MAW) has become one of the most important models of its type in the management and organizational literature. However, its underlying theory and associated empirical methodology have not incorporated previous research results concerning value creation stakeholder theory, which has gained increasing attention in recent years. In this paper, we introduce a modified multilateral stakeholder salienc...
#1Gaurav Raghubanshi (TISS: Tata Institute of Social Sciences)
#2Srinivas Venugopal (UVM: University of Vermont)H-Index: 10
Last. Gordhan K. Saini (TISS: Tata Institute of Social Sciences)H-Index: 8
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Abstract null null Social enterprises can play an instrumental role in addressing major societal challenges in subsistence marketplaces through the creation of shared value. However, there are many social barriers in subsistence contexts that exclude vulnerable groups from participating in, and benefiting from, the shared value creation process. These social barriers are contextual in nature and arise from sources such as gender-based discrimination or caste-based discrimination. The exclusion o...
#1Belén BandeH-Index: 9
#2Takuma KimuraH-Index: 7
Last. Fernando Jaramillo (UTA: University of Texas at Arlington)H-Index: 36
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Abstract Although agent perceived risk is an important element in agency theory, it has received very little research attention. This paper explores two situational factors, specifically environmental uncertainty and agent dependence, that affect agents' risk evaluations and preferences towards types of control. We hypothesize that control mechanisms combined with situational factors affect agent compliance behaviors. Our results suggest that environmental uncertainty heightens the positive effe...
#1Tuan Trong Luu (Swinburne University of Technology)H-Index: 1
Abstract Business-to-business (B2B) sales sector is among the business sectors severely affected by the COVID-19 outbreak. It is critical to understand how to help the workforce in the B2B sales sector grow resilient through such a crisis. The main aim of this study is to examine the role of employer event communication in fostering B2B salesperson resilience. The data were collected from 447 sales employees from manufacturing firms in an Asian emerging market during the pandemic crisis. The res...
Abstract null null Value is a widely researched and much debated topic, but one still characterised by conceptual deficiencies. While multiple competing value perspectives exists in the current literature, they provide limited insights in terms of temporal impacts and implications for organisational value creation. To address this gap, this conceptual article develops the notion of value as capital-in-use, which complements extant value literature by providing a capital-oriented perspective and ...
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