Scholars Portals Journals » Journals of Business-to-Business Marketing
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Scholars Portals Journals » Journals of Business-to-Business Marketing
2M ago
Purpose This study aims to explore how personal ties and organizational ties between a distributor and its manufacturer influence the altruistic extra-role behavior of the focal distributor and the mediating effect of organizational learning, as well as the moderating effect of environmental dynamism, on the relationship between interfirm ..read more
Scholars Portals Journals » Journals of Business-to-Business Marketing
2M ago
Purpose Due to increasing competition, creating and enhancing franchisee patronage behaviors are critical elements in the food franchise industry. Franchise brand-related characteristics are known to influence franchisees’ evaluations. Thus, this paper examines the antecedents of franchisees’ perceived value, which leads to positive behaviors in the ..read more
Scholars Portals Journals » Journals of Business-to-Business Marketing
2M ago
Purpose The abundance of research in the field of sustainable marketing management necessitates a comprehensively integrated knowledge about the topic. This study aims to map all scientific publications related to sustainability marketing from a firm perspective as collected from the Web of Science database (1900–2021), and subsequently ..read more
Scholars Portals Journals » Journals of Business-to-Business Marketing
2M ago
Purpose The objective of this research is to analyze the motivation of a distributor belonging to an official marketing channel to participate in the gray market. We explore this motivation not as an opportunistic behavior but as a strategic decision aligned with the reference group to which it belongs ..read more
Scholars Portals Journals » Journals of Business-to-Business Marketing
2M ago
Purpose Although the important role of cross-border e-commerce platforms in supporting small and medium-sized enterprises (SMEs) has continuously attracted scholarly attention, existing research overlooks the perspective of value chain processes, which have become more crucial when facing a dual shock from resurgent protectionist policies and ..read more
Scholars Portals Journals » Journals of Business-to-Business Marketing
2M ago
Purpose Omnichannel is a trend also reaching events and their participants. So naturally, the trade fairs will be confronted with this reality of digital transformation. Given that exhibitors generally have the primacy of deciding to participate or not in a trade fair, this study aims to take this ..read more
Scholars Portals Journals » Journals of Business-to-Business Marketing
3M ago
Purpose The purpose of this paper is to understand how salesperson motivations can affect negative states such as envy and emotional exhaustion in the workplace. The study uses Social Comparison Theory and Self-Determination Theory to explain how motivation influences the development of envy and emotional exhaustion, resulting in ..read more
Scholars Portals Journals » Journals of Business-to-Business Marketing
3M ago
Purpose Pressure to achieve or exceed performance goals accompanies many sales positions in business-to-business (B2B) organizations. Sales supervisors experience pressure from executives to hit sales targets, exceed quotas, and increase market share. Such pressures may result in supervisor adoption of a bottom-line mentality ..read more
Scholars Portals Journals » Journals of Business-to-Business Marketing
3M ago
Purpose The purpose of this study is to examine the impact of job demands and resources on international salesperson burnout. While general salesperson job demands are known, the current study seeks to identify role demands which are predominantly faced by international sales executives. Methodology/approach Job Demands-Resource ..read more
Scholars Portals Journals » Journals of Business-to-Business Marketing
3M ago
Purpose Two characteristics – Grit and Political Skill – appear to offer meaningful value to industrial marketers through improving customer relationship quality. The premise of this study is to investigate the role of these characteristics of business-to-business salespeople as they influence selling approaches and ultimately long-term ..read more