Leaders in industrial marketing research: 25 years of analysis

2019 ◽  
Vol 35 (3) ◽  
pp. 586-601
Author(s):  
Leslier M. Valenzuela-Fernández ◽  
José M. Merigó ◽  
Carolina Nicolas ◽  
Michael Kleinaltenkamp
Keyword(s):  
Marketing Research ◽  
Marketing Management ◽  
H Index ◽  
Content Type ◽  
B2b Marketing ◽  
Industrial Marketing ◽  
Graphical Visualization ◽  
Trust Business ◽  
Business To Business ◽  
Practical Implications

Purpose This paper aims to present a bibliometric overview of the leading trends of the journals in industrial marketing during for 25 years. Thus, the purpose is to carry out an analysis about contributions that industrial marketing or business to business (B2B) marketing discipline has done for scientific investigation, presenting a ranking of the 30 most influential journals and their global evolution by five-year periods from 1992 to 2016. Moreover, this study presents the amount of citations, who quotes who from the top 15 ranking and self-citations. Design/methodology/approach This study analyzes 3,587 documents classified as articles, letters, notes and reviews from Clarivate Analytics’ Web of Science for the period 1992- 2016, by bibliometric indicators such as H-index, total citations (TC), total papers (TP), TC/TP. Furthermore, this paper develops a graphical visualization of the bibliographic material by using the visualization of similarities viewer software for constructing and visualizing bibliometric networks in leading journals, publications and keywords with bibliographic coupling and co-citation analysis. Findings Industrial Marketing Management is the leader of the ranking, representing 34 per cent of the total manuscripts considered in this study. The most influential journals were classified by periods of five years and the top five for the period 2012-2016 were in ascending order: Industrial Marketing Management, Journal of Business & Industrial Marketing, Journal of Business-to-Business Marketing, Journal of Business Research and Journal of Marketing. Therefore, in this last period, the considered specialized journals of industrial marketing have increased the quantity (TP) and quality (better H-index) of marketing contributions. The main node on the keywords was of “business-to-business marketing.” The most frequent keywords were “industrial marketing,” “trust,” “business-to-business,” “B2B,” “relationship marketing” and finally “electronic commerce”. Practical implications The information presented in this paper is useful to academics, publishers, academic institutions and other interested groups in industrial marketing because it makes available a global and current picture of this discipline that could be used to make decisions about publishing strategies and journal position. Originality/value This study aims to analyze the progress of industrial marketing discipline, reviewing the contribution of several scientific journals for 25 years. In fact, to the authors’ knowledge, this is the first quantitative study focused on the only purpose of ranking the most influential journals and keywords analysis using bibliometric techniques and networks theories.

scholarly journals Reconciling contracts and relational governance through strategic contracting

2018 ◽  
Vol 33 (3) ◽  
pp. 265-276 ◽  
Author(s):  
Bent Petersen ◽  
Kim Østergaard
Keyword(s):  
Design Methodology ◽  
Law And Economics ◽  
Analytical Framework ◽  
Marketing Management ◽  
Relational Governance ◽  
Content Type ◽  
Industrial Marketing ◽  
Rent Theory ◽  
Practical Implications ◽  
Contingency Approach

Purpose In an industrial marketing context of manufacturer–distributor collaboration, this law and economics paper aims to contrast two approaches to contracting: conventional and strategic. Design/methodology/approach Based on relational rent theory, this paper provides an analytical framework for juxtaposing conventional and strategic contracting. A contingency approach is applied to formulate propositions as to when conventional versus strategic contracting is preferable. Findings The distinction between conventional and strategic contracting has implications as to whether relational governance substitutes or complements formal contracts (the substitution versus complements perspectives). Strategic contracting results in complementarity (rather than substitutability) between formal contracts and relational governance. Research limitations/implications This paper argues that a more nuanced view on contract types, such as strategic versus conventional, may reconcile the enduring research controversy between the substitution and complements perspectives. Practical implications Today, formal contracts with foreign distributors tend to resemble “prenuptial agreements”. The opportunity for relational rent (e.g. manifested in higher export revenues) grows if conventional contracts are superseded by contracts following strategic contracting principles. Originality/value This study is interdisciplinary, not only by its combination of marketing, management and contractual economics but also through its law and economics amalgamation.

Examining the use of fsQCA in B2B marketing research: benefits, current state and agenda for future research

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
David Marius Gligor ◽  
Ismail Golgeci ◽  
Carla Rego ◽  
Ivan Russo ◽  
Sıddık Bozkurt ◽  
...  
Keyword(s):  
Qualitative Comparative Analysis ◽  
Marketing Research ◽  
Future Research ◽  
New Developments ◽  
Content Type ◽  
B2b Marketing ◽  
Future Research Agenda ◽  
Current State ◽  
B2b Relationships ◽  
Business To Business

Purpose The purpose of this paper is to build on recent efforts occurring within business-to-business (B2B) marketing research to advance methodological developments. As phenomena within B2B relationships have become increasingly complex, marketing scholars have begun to point out the limitations associated with correlation-based methodological approaches and highlight the need for new developments in this area. One such development is the fuzzy set qualitative comparative analysis (fsQCA). Design/methodology/approach This study uses a literature review to examine the use of fsQCA in B2B marketing research. Findings First, the current manuscript presents the benefits that the application of fsQCA can offer to market researchers investigating B2B phenomena. Second, the paper presents the current state of fsQCA use within B2B marketing. Third, it suggests possible marketing B2B research topics that can be explored using fsQCA. Originality/value The study highlights the benefits of fsQCA, presents the current state of fsQCA use within B2B marketing and offers a rich future research agenda for B2B marketing scholars. This agenda can also help spur additional method developments in the discipline.

Has research on the internationalization of firms from an IMP perspective resulted in a theory of internationalization?

IMP Journal ◽  
2015 ◽  
Vol 9 (2) ◽  
pp. 208-226 ◽  
Author(s):  
Sabine Gebert Persson ◽  
Lars-Gunnar Mattsson ◽  
Christina Öberg
Keyword(s):  
Design Methodology ◽  
Theory Development ◽  
Research Development ◽  
Content Type ◽  
B2b Marketing ◽  
Industrial Marketing ◽  
Business To Business

Purpose – Recently, increased interest has been devoted to discuss theory development in relation to business-to-business (B2B) marketing. The purpose of this paper is to explore these thoughts through describing and analyzing research on the internationalization of firms from an Industrial Marketing and Purchasing (IMP) perspective. The authors ask: to what extent have these studies resulted in a theory of internationalization? Design/methodology/approach – The paper is conceptual and frames research on the internationalization of firms by means of definitions, domains, relations of variables and predictions. It looks into research on internationalization based on an IMP-inspired network perspective to see to what extent research has resulted in theories of internationalization. Findings – While there have been substantial efforts on theorizing related to IMP-based internationalization studies, the research has not yet resulted in theory. Research limitations/implications – In this paper one phenomenon was selected that has already been addressed in IMP research, namely, the internationalization of firms. Had the authors chosen another phenomenon previously studied in IMP the findings might had turned out differently. Originality/value – The paper makes a contribution to understanding how ideas are developed, used and referenced in long-term research development for the specific phenomenon of internationalization. The paper contributes to the debate on theories within B2B research.

B2B marketing renaissance in business schools

2019 ◽  
Vol 34 (8) ◽  
pp. 1839-1849
Author(s):  
Roberto Mora Cortez
Keyword(s):  
Delphi Method ◽  
Business School ◽  
Design Methodology ◽  
School Level ◽  
Content Type ◽  
B2b Marketing ◽  
Industrial Marketing ◽  
The Usa ◽  
The Impact ◽  
Business To Business

Purpose The purpose of this paper is to contribute to the elevation of the business-to-business (B2B) marketing field at the business school level. Design/methodology/approach The study follows a Delphi method. The authors conducted two rounds of discovery to answer: why do you think universities do not highly appreciate publications in Industrial Marketing Management, Journal of Business and Industrial Marketing or Journal of Business-to-Business Marketing? What would you suggest for improving the impact of such journals not only in the USA but around the world? Findings Through the analysis of the coding transcript, four categories were found to elevate the B2B marketing field at the business school level: B2B as uncommon ground, B2B researcher practices, marketing science underpinnings and B2B marketing journals management. Originality/value The value of current research is based on its explorative nature and application of grounded theory to provide a framework to analyze how to elevate the B2B marketing field at the business school level.

Managerial implications in solution business studies: analysis of type of relevance addressed

2014 ◽  
Vol 29 (7/8) ◽  
pp. 562-573 ◽  
Author(s):  
Risto Tapio Salminen ◽  
Minna Oinonen ◽  
Juha Haimala
Keyword(s):  
Journal Articles ◽  
Content Type ◽  
B2b Marketing ◽  
Industrial Marketing ◽  
Business Studies ◽  
Managerial Implications ◽  
Managerial Knowledge ◽  
Business To Business ◽  
A Company ◽  
Selection Of

Purpose – The purpose of this paper is to gain knowledge on the character of managerial implications within business-to-business (B2B) marketing, in terms of type of relevance addressed in research articles on solution business and integrated solutions. Design/methodology/approach – Use of Jaworski’s framework on role-relevance to classify the type of relevance addressed in 29 journal articles. A systematic literature review on solution business preceded the selection of articles and a concern to include different journal categories. Findings – Managerial implications in the studied articles within solution business do not seem to emphasize role-relevance particularly; they rather address applicability of findings on a company level and for B2B marketing in a more general sense. The majority of implications for practice are framed to have an impact on “present actions”. Managerial knowledge needs are dominantly addressed by “empirical findings” or “frameworks”. The dominating managerial core tasks addressed are “transformer of marketing” and “marketing strategy”. Research limitations/implications – There do not seem to be studies with managerial implications addressing future actions and thinking; providing instruments, methods or models that are role- relevant; focusing on the challenges of a “coordinator”, “strategist” or “performance controller”. The focus on solution business limits the generalizability of findings. Practical implications – Results suggest that implications for practice potentially would benefit from being written in the form of explicit recommendations; targeted to a particular managerial role; and increasingly developed when it comes to proposed frameworks for them to be useful for managers in industrial marketing. Originality/value – This is one of the first studies to systematically examine the character of managerial implications by categorizing results in accordance with a framework specifically addressing role-relevance.

Ecosystem network health and SMEs’credit quality

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Hua Song ◽  
Sijie Chen ◽  
Kangkang Yu
Keyword(s):  
Structural Equation ◽  
Marketing Research ◽  
Structural Equations ◽  
Equation Modeling ◽  
Content Type ◽  
B2b Marketing ◽  
Credit Quality ◽  
Positive Effects ◽  
Effect Model ◽  
Business To Business

Purpose In industrial and business-to-business (B2B) marketing research, a business network ecosystem is an important antecedent of small- and medium-sized enterprises’ (SMEs’) performance. The purpose of this study is to clarify the direct and indirect effects of ecosystem network health on SMEs’ credit quality. Design/methodology/approach The data is collected from a survey of operations managers and financial managers of 282 SMEs in China. Structural equation modeling is used to test the hypotheses, and latent moderated structural equations are used to estimate the moderating effect model. Findings This research indicates that ecosystem network health can directly affect SMEs’ credit quality and have an indirect impact on credit quality through value co-creation capability. In addition, better informal institutional arrangements in the ecosystem can amplify the positive effects of network health and value co-creation capability on SMEs’ credit quality. Originality/value From an ecosystem perspective, it is necessary to bring the ecosystem characteristics into business scenario and explore their impacts on SMEs’ financing behaviors. This study contributes to B2B marketing research in terms of investigating the role played by ecosystem characteristics and value co-creation capability.

scholarly journals Process validation: coping with three dilemmas in process-based single-case research

2018 ◽  
Vol 33 (4) ◽  
pp. 539-549 ◽  
Author(s):  
Poul Houman Andersen ◽  
Anna Dubois ◽  
Frida Lind
Keyword(s):  
Case Studies ◽  
Single Case ◽  
Research Quality ◽  
Process Validation ◽  
Content Type ◽  
B2b Marketing ◽  
Case Research ◽  
Single Case Research ◽  
Business To Business ◽  
Practical Implications

Purpose Recent research suggests that the interest in process-based single-case studies is increasing in business-to-business (B2B) marketing. This paper aims to discuss research validity issues and dilemmas encountered by process-based single-case researchers in B2B marketing. Design/methodology/approach This is a methodology paper that builds on an integration of experiences, ideas and literature. Findings In the paper, three dilemmas are suggested that researchers need to deal with in process-based single-case research. These relate to the casing process: crafting the case, communicating the case and describing the process of the study. Furthermore, process validation is suggested as a research quality concept concerned with how these dilemmas are handled. Research limitations implications Based on the notion of process validation, the authors provide suggestions for how casing, as a process-based single-case approach, can be conveyed and advanced in its own right. Practical implications This study can be used to convey insights that can help new and experienced researchers in conducting single-case studies in B2B. Originality/value Coping with issues of research quality in B2B marketing is of relevance to researchers dealing with process-based single-case research and process validation issues, as well as to journal reviewers evaluating the qualities of process-based single-case research.

Thirty years of the Journal of Business & Industrial Marketing: a bibliometric analysis

2017 ◽  
Vol 32 (1) ◽  
pp. 1-17 ◽  
Author(s):  
Leslier Maureen Valenzuela ◽  
José M. Merigó ◽  
Wesley J. Johnston ◽  
Carolina Nicolas ◽  
Jorge Fernando Jaramillo
Keyword(s):  
Publishing Industry ◽  
Scientific Research ◽  
Marketing Research ◽  
Content Type ◽  
Industrial Marketing ◽  
The Usa ◽  
Objective View ◽  
Number Of Publications ◽  
Practical Implications

Purpose The aim of this study is to reveal the contribution that Journal of Business & Industrial Marketing has to scientific research and its most influential thematic work in B-to-B since its beginning in 1986 until 2015, in commemoration of the 30th anniversary. Design/methodology/approach The paper begins with a qualitative introduction: the emergence of the magazine, its origins, editorial and positioning. Subsequently, it is based on bibliometric methodologies to develop quantitative analysis. The distribution of annual publications is analyzed, the most cited papers, the keywords that are mostly used, the influence on the publishing industry and authors, universities and the countries that have the most publications. Findings The predominant role of the USA at all levels is highlighted. It also highlights the presence (given its size and population) of the countries of Northern Europe. There is great interest in appreciating the evolution of the number of publications that are always increasing which demonstrates the growing and sustained interest in these types of articles, with certain times of retreat (often coincide with economic crisis). Research limitations/implications The Scopus database gives one unit to each author, university or country involved in the paper, without distinguishing whether it was one or more authors in the study. Therefore, this may bring some deviations in the analysis. However, the study considers some figures with fractional counting to partially solve these limitations. Practical implications After observing the different perspectives of the journal’s production, it allows to give an objective view of the evolution that the Journal of Business & Industrial Marketing has had in the past 30 years. Originality/value It is part of the trend that several journals (Journal of Marketing, Journal of Public Policy & Marketing, Journal of Marketing Research, Journal of Business Research) made special sections to show progress and contribution of these journals to scientific research.

Marketing role in B2B settings: evidence from advanced, emerging and developing markets

2019 ◽  
Vol 34 (3) ◽  
pp. 605-617 ◽  
Author(s):  
Roberto Mora Cortez ◽  
Wesley J. Johnston
Keyword(s):  
Developing Economies ◽  
Marketing Capabilities ◽  
Advanced Economy ◽  
Content Type ◽  
B2b Marketing ◽  
Industrial Companies ◽  
Business To Business ◽  
Practical Implications ◽  
Different Levels

Purpose The purpose of this study is to examine predicted business-to-business (B2B) marketing capabilities for the next three to five years by companies in advanced, emerging and developing economies. Findings The authors identify the prevalent marketing capabilities in industrial companies operating in an advanced economy (USA), two emerging economies (Chile and Peru) and one developing economy (Bolivia), consolidating the themes in firms’ orientations. The study offers a taxonomy of the marketing role in different stages as per country development. Design/methodology/approach Qualitative approach based on grounded theory. Originality/value This manuscript contributes to the understanding of B2B marketing across different levels of market development. The authors offer theoretical and practical implications regarding the paradigms reigning the role of marketing. The coding scheme emerging from the data illustrates how companies and markets evolve in a two-way interaction.

scholarly journals Islamic marketing as macromarketing

2014 ◽  
Vol 5 (1) ◽  
pp. 2-19 ◽  
Author(s):  
Djavlonbek Kadirov
Keyword(s):  
Design Methodology ◽  
Marketing Research ◽  
Future Research ◽  
Content Type ◽  
Present Discussion ◽  
Domain Specific ◽  
Means And Ends ◽  
Practical Implications ◽  
Separate Discipline ◽  
Field Of Inquiry

Purpose – The purpose of the article is to propose and develop a distinct perspective in Islamic marketing research through fusing the Islamic paradigm and the macromarketing theory. Design/methodology/approach – This is a conceptual article that is based on intellectualising and reflecting on differences in understanding what marketing is and what role it plays in society. Findings – The article reveals some commonality of purpose between the macromarketing discipline and Islamic macromarketing, while the latter field of inquiry offers a unique outlook to a number of domain-specific issues. Research limitations/implications – The characterisation of Islamic macromarketing will open new avenues for future research and will make researchers more theoretically sensitive to ontological and epistemological assumptions that underlie marketing investigations. The limitation of the present discussion is that Islamic macromarketing may not have yet emerged as a separate discipline. Additionally, research on genuinely macromarketing issues in Islamic contexts is very sparse. Practical implications – Muslim practitioners and managers are to realise that the means and ends of marketing are better understood if viewed from a broader perspective of marketing's impact and consequences on society. By adopting the Islamic macromarketing perspective, public, societal institutions, business stakeholders, and managers will find a better platform to cooperate on maximising the realisation of hasanah (excellence) for all. Originality/value – This article contributes to the discipline by introducing and characterising a potentially new field of marketing inquiry.

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