covid
Buscar en
Revista Española de Investigación de Marketing ESIC
Toda la web
Inicio Revista Española de Investigación de Marketing ESIC RESEARCH PRIORITIES FOR B2B MARKETING RESEARCHERS
Información de la revista
Compartir
Compartir
Descargar PDF
Más opciones de artículo
Open Access
RESEARCH PRIORITIES FOR B2B MARKETING RESEARCHERS
Visitas
2490
Peter J. LaPlaca1,
Autor para correspondencia
plaplaca@journalimm.com

Peter LaPlaca, Ph.D. Editor, Industrial Marketing Management. 24 Quarry Drive, Suite 201. Vernon, CT 06066-4917 USA. 860-875-8017
INDUSTRIAL MARKETING MANAGEMENT
Este artículo ha recibido

Under a Creative Commons license
Información del artículo
El Texto completo está disponible en PDF
REFERENCIAS
[Avlonitis and Panagopoulos, 2010]
G. Avlonitis, N. Panagopoulos.
“Selling and sales management: An introduction to the special section and recommendations on advancing the sales research agenda,”.
Industrial Marketing Management, 39 (2010), pp. 1045-1048
[Backhaus et al., 2011]
K. Backhaus, M. Steiner, K. Lügger.
“To invest, or not to invest, in brands? Drivers of brand relevance in B2B markets,”.
Industrial Marketing Management, 40 (2011), pp. 1082-1092
[Boehm and Hogan, 2013]
D.N. Boehm, T. Hogan.
“Science-to-Business collaborations: A science-to-business marketing perspective on scientific knowledge commercialization,”.
Industrial Marketing Management, 42 (2013), pp. 564-579
[Brown et al., 2012]
P.B. Brown, A.R. Zablah, D.N. Bellenger, N. Donthu.
“What factors influence buying center brand sensitivity?”.
Industrial Marketing Management, 41 (2012), pp. 508-520
[Cantù et al., 2013]
Cantù, C, et al (2013) “IMP studies: a bridge between tradition and innovation,” Industrial Marketing Management, in press.
[Chan et al., 2012]
R.Y.K. Chan, H. He, H.K. Chan, W.H.C. Wang.
“Environmental orientation and corporate performance: The mediation mechanism of green supply chain management and moderating effect of competitive intensity,”.
Industrial Marketing Management, 41 (2012), pp. 621-630
[Chang et al., 2012]
M-L. Chang, C-F. Cheng, W-Y. Wu.
“How Buyer-Seller Relationship Quality Influences Adaptation and Innovation by Foreign MNCs’ Subsidiaries,”.
Industrial Marketing Management, 41 (2012), pp. 1047-1057
[Connor, 1991]
K.R. Connor.
A Historical Comparison of Resource-based Theory and Five Schools of Thoughts Within Industrial Organization Economics.
Journal of Management, 17 (1991), pp. 121-154
[Corbett et al., 2013]
A. Corbett, J.G. Covin, J.C. O'Connor, C.L. Tucci.
“Corporate Entrepreneurship: State-of-the-Art Research and a Future Research Agenda,”.
Journal of Product Innovation Management, (2013), pp. 812-820
[Corsaro et al., 2012]
D. Corsaro, C. Cantù, A. Tunisini.
“Actors’ Heterogeneity in Innovation Networks,”.
Industrial Marketing Management, 41 (2012), pp. 780-789
[Davies et al., 2010]
I.A. Davies, L.J. Ryals, S. Holt.
“Relationship management: A sales role, or a state of mind?: An investigation of functions and attitudes across a business-to-business sales force,”.
Industrial Marketing Management, 39 (2010), pp. 1049-1062
[Elg et al., 2012]
U. Elg, S. Deligonul, P. Ghauri, W. Danis, V. Tarnovskaya.
“Market-driving strategy implementation through global supplier relationships,”.
Industrial Marketing Management, 41 (2012), pp. 919-928
[Ellis et al., 2012]
S.C. Ellis, J.W. Henke Jr, T.J. Kull.
“The effect of buyer behaviors on preferred customer status and access to supplier technological innovation: An empirical study of supplier perceptions,”.
Industrial Marketing Management, 41 (2012), pp. 1259-1269
[E-stats, 2011]
E-stats.
U.S. Census Bureau, E-Stats 2011.
[Giannakis et al., 2012]
M. Giannakis, D. Doran, S. Chen.
“The Chinese paradigm of global supplier relationships: Social control, formal interactions and the mediating role of culture,”.
Industrial Marketing Management, 41 (2012), pp. 831-840
[Guercini and Runfola, 2012]
S. Guercini, A. Runfola.
“Relational paths in business network dynamics: Evidence from the fashion industry,”.
Industrial Marketing Management, 41 (2012), pp. 807-815
[Guesalaga and Johnston, 2010]
R. Guesalaga, W. Johnston.
“What's next in key account management research? Building the bridge between the academic literature and the practitioners’ priorities,”.
Industrial Marketing Management, 39 (2010), pp. 1063-1068
[Hadjikhani and LaPlaca, 2013]
A. Hadjikhani, P. LaPlaca.
“Development of B2B marketing theory,”.
Industrial Marketing Management, 42 (2013), pp. 294-305
[Herbst and Merz, 2011]
U. Herbst, M.A. Merz.
“The industrial brand personality scale: Building strong business-to-business brands,”.
Industrial Marketing Management, 40 (2011), pp. 1072-1081
[Herbst et al., 2012]
U. Herbst, N. Schmidt, S. Ploder, V. Austen.
“What Do We Know About B2B Branding in Marketing Research? A Comprehensive Status Quo Analysis”, IMP Group, pp 1-25.
[Howard and Sheth, 1969]
J.A. Howard, J.N. Sheth.
The theory of buyer behavior, Wiley, (1969),
[Hunt, 2013]
S.D. Hunt.
“A general theory of business marketing: R-A theory, Alderson, the ISBM framework, and the IMP theoretical structure,”.
Industrial Marketing Management, 42 (2013), pp. 283-293
[Hunt, 2013]
S.D. Hunt.
“A general theory of business marketing: R-A theory, Alderson, the ISBM framework, and the IMP theoretical structure,”.
Industrial Marketing Management, 42 (2013), pp. 283-293
[Kauppila et al., 2010]
O-R. Kauppila, R. Rajala, A. Jyrämä.
“Antecedents of salespeople's reluctance to sell radically new products,”.
Industrial Marketing Management, 39 (2010), pp. 308-316
[Kietzmann et al., 2011]
J.H. Kietzmann, K. Hermkens, I.P. McCarthy, B.S. Silvestre.
“Social media? Get serious! Understanding the functional building blocks of social media,”.
Business Horizons, 54 (2011), pp. 241-251
[KohtamAki et al. 2013]
KohtamAki, M., Partanen, J., Parida, V. and Wincent, J. (2013), “Non-linear relationship between industrial service offering and sales growth: The moderating role of network capabilities,” Industrial Marketing Management, In Press
[Lai and Chen, 2013]
W-H. Lai, H-Y. Chen.
“Extreme internal–external industrial-service flexibilities and interfirm cooperative networks in high-technology machine manufacturing,”.
Journal of Business Research, 66 (2013), pp. 2234-2244
[LaPlaca and Katrichis, 2009]
P.J. LaPlaca, J.M. Katrichis.
Relative Presence of Business-to-Business Research in the Marketing Literature.
Journal of Business to Business Marketing, 16 (2009), pp. 1-22
[Lee and Lam, 2012]
C.K.M. Lee, J.S.L. Lam.
“Managing reverse logistics to enhance sustainability of industrial marketing,”.
Industrial Marketing Management, 41 (2012), pp. 589-598
[Leek and Christodoulides, 2012]
S. Leek, G. Christodoulides.
“A framework of brand value in B2B markets: The contributing role of functional and emotional components,”.
Industrial Marketing Management, 41 (2012), pp. 106-114
[Leek and Christodoulides, 2011]
S. Leek, G. Christodoulides.
“A literature review and future agenda for B2B branding: Challenges of branding in a B2B context,”.
Industrial Marketing Management, 40 (2011), pp. 830-837
[Levinthal, 2011]
D.A. Levinthal.
A behavioral approach to strategy—what's the alternative?.
Strategic Management Journal, 32 (2011), pp. 1517-1523
[Lisboa et al., 2011]
A. Lisboa, D. Skarmeas, C. Lages.
“Entrepreneurial orientation, exploitative and explorative capabilities, and performance outcomes in export markets: A resource-based approach,”.
Industrial Marketing Management, 40 (2011), pp. 1274-1284
[Lowe et al., 2012]
S. Lowe, S. Purchase, N. Ellis.
“The drama of interaction within business networks,”.
Industrial Marketing Management, 41 (2012), pp. 421-428
[Madhavaram and McDonald, 2010]
S. Madhavaram, R.E. McDonald.
“Knowledge-based sales management strategy and the grafting metaphor: Implications for theory and practice,”.
Industrial Marketing Management, 39 (2010), pp. 1078-1087
[Mariadoss et al., 2011]
B.J. Mariadoss, P.S. Tansuhaj, N. Mouri.
“Marketing capabilities and innovation-based strategies for environmental sustainability: An exploratory investigation of B2B firms,”.
Industrial Marketing Management, 40 (2011), pp. 1305-1318
[Matthyssens et al., 2013]
P. Matthyssens, K. Vandenbempt, W. Van Bockhaven.
“Structural antecedents of institutional entrepreneurship in industrial networks: A critical realist explanation,”.
Industrial Marketing Management, 42 (2013), pp. 405-420
[McGrath and O'Toole, 2013]
McGrath, H. and O'Toole, T. (2013), “Enablers and inhibitors of the development of network capability in entrepreneurial firms: A study of the Irish micro-brewing network,” Industrial Marketing Management, In Press
[Michaelidou et al., 2011]
N. Michaelidou, N.T. Siamagka, G. Christodoulides.
“Usage, barriers and measurement of social media marketing: An exploratory investigation of small and medium B2B brands,”.
Industrial Marketing Management, 40 (2011), pp. 1153-1159
[Möller, 2013]
K. Möller.
“Theory map of business marketing: Relationships and networks perspectives,”.
Industrial Marketing Management, 42 (2013), pp. 324-335
[MSI, 2012]
MSI.
2012-2014 Research Priorities.
[Munksgaard et al., 2012]
K.B. Munksgaard, A.H. Clarke, P. Storvang, P.G. Erichsen.
“Product development with multiple partners: Strategies and conflicts in networks,”.
Industrial Marketing Management, 41 (2012), pp. 438-447
[Neill et al., 2007]
S. Neill, D. McKee, G.M. Rose.
“Developing the organization's sensemaking capability: Precursor to an adaptive strategic marketing response,”.
Industrial Marketing Management, 36 (2007), pp. 731-744
[Nevins and Money, 2008]
J.L. Nevins, R.B. Money.
“Performance implications of distributor effectiveness, trust, and culture in import channels of distribution,”.
Industrial Marketing Management, 37 (2008), pp. 46-58
[Obal, 2013]
Obal, M. (2013), “Why do incumbents sometimes succeed? Investigating the role of interorganizational trust on the adoption of disruptive technology,” Industrial Marketing Management, In Press
[Obal and Lancioni, 2013]
M. Obal, R. Lancioni.
“Maximizing buyer–supplier relationships in the Digital Era: Concept and research agenda,”.
Industrial Marketing Management, (2013),
[O'Cass and Sok, 2013]
A. O'Cass, P. Sok.
“Exploring innovation driven value creation in B2B service firms: The roles of the manager, employees, and customers in value creation,”.
Journal of Business Research, 66 (2013), pp. 1074-1084
[Ojansivu et al., 2013]
Ojansivu, I., Alajoutsijärvi, K. and Salo, J. (2013), “The development of post-project buyer–seller interaction in service-intensive projects,” Industrial Marketing Management, In Press
[Olsson et al., 2013]
Olsson, R., Gadde, L-E. and Hulthén, K. (2013), “The changing role of middlemen — Strategic responses to distribution dynamics,” Industrial Marketing Management, In Press
[Palo and Tähtinen, 2013]
Palo, T. and Tähtinen, J. (2013), “Networked business model development for emerging technology-based services,” Industrial Marketing Management, In Press
[Peters et al., 2013]
L.D. Peters, A.D. Pressey, M. Vanharanta, W.J. Johnston.
“Constructivism and critical realism as alternative approaches to the study of business networks: Convergences and divergences in theory and in research practice,”.
Industrial Marketing Management, 42 (2013), pp. 336-346
[Rose et al., 2007]
G.M. Rose, A. Shoham, S. Neill, A. Ruvio.
“Manufacturer perceptions of the consequences of task and emotional conflict within domestic channels of distribution,”.
Journal of Business Research, 60 (2007), pp. 296-304
[Samiee, 2008]
S. Samiee.
“Global marketing effectiveness via alliances and electronic commerce in business-to-business markets,”.
Industrial Marketing Management, 37 (2008), pp. 3-8
[Sepulveda and Gabrielsson, 2013]
Sepulveda, F. and Gabrielsson, M. (2013), “Network development and firm growth: A resource-based study of B2B Born Globals,” Industrial Marketing Management, In Press
[Sharma and Iyer, 2012]
A. Sharma, G.R. Iyer.
“Resource-constrained product development: Implications for green marketing and green supply chains,”.
Industrial Marketing Management, 41 (2012), pp. 599-608
[Sheth et al., 1988]
J.N. Sheth, D.M. Gardner, D.E. Garrett.
Marketing Theory: Evolution and Evaluation, John Wiley & Sons, Inc., (1988),
[Simmons et al., 2013]
G. Simmons, M. Palmer, Y. Truong.
“Inscribing value on business model innovations: insights from industrial projects commercializing disruptive digital innovations,”.
Industrial Marketing Management, (2013),
[Singh and Koshy, 2011]
R. Singh, A. Koshy.
“Does salesperson's customer orientation create value in B2B relationships? Empirical evidence from India,”.
Industrial Marketing Management, 40 (2011), pp. 78-85
[Sisodiya et al., 2013]
S.R. Sisodiya, J.L. Johnson, Y. Grégoire.
“Inbound open innovation for enhanced performance: Enablers and opportunities,”.
Industrial Marketing Management, (2013),
[Skarmeas et al., 2008]
D. Skarmeas, C. Katsikeas, S. Spyropoulou, E. Salehi-Sangari.
“Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products,”.
Industrial Marketing Management, 37 (2008), pp. 23-36
[Spring and Araujo, 2013]
M. Spring, L. Araujo.
“Beyond the service factory: Service innovation in manufacturing supply networks,”.
Industrial Marketing Management, 42 (2013), pp. 59-70
[Terho et al., 2012]
H. Terho, A. Haas, A. Eggert, W. Ulaga.
“It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets,”.
Industrial Marketing Management, 41 (2012), pp. 174-185
[Thomas, 2013]
E. Thomas.
“Supplier integration in new product development: Computer mediated communication, knowledge exchange and buyer performance,”.
Industrial Marketing Management, (2013),
[Trainor et al., 2013]
K.J. Trainor, J. Andzulis, A. Rapp, R. Agnihotri.
“Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM,”.
Journal of Business Research, (2013),
[Vallaster and Lindgreen, 2011]
C. Vallaster, A. Lindgreen.
“Corporate brand strategy formation: Brand actors and the situational context for a business-to-business brand,”.
Industrial Marketing Management, 40 (2011), pp. 1133-1143
[Veloutsou and Taylor, 2012]
C. Veloutsou, C.S. Taylor.
“The role of the brand as a person in business to business brands,”.
Industrial Marketing Management, 41 (2012), pp. 898-907
[von Raesfeld et al., 2012]
A. von Raesfeld, P. Geurts, M. Jansen.
“When is a network a nexus for innovation? A study of public nanotechnology R&D projects in the Netherlands,”.
Industrial Marketing Management, 41 (2012), pp. 752-758
[Walters, 2008]
P.G.P. Walters.
“Adding value in global B2B supply chains: Strategic directions and the role of the Internet as a driver of competitive advantage,”.
Industrial Marketing Management, 37 (2008), pp. 59-68
[Wiersema, 2013]
F. Wiersema.
“The B2B Agenda: The current state of B2B marketing and a look ahead,”.
Industrial Marketing Management, 42 (2013), pp. 470-488
[Zaefarian et al., 2013]
G. Zaefarian, S. Henneberg, P. Naudé.
“Assessing the strategic fit between business strategies and business relationships in knowledge-intensive business services,”.
Industrial Marketing Management, 42 (2013), pp. 260-272

Peter LaPlaca, Ph.D., has been Editor in Chief of Industrial Marketing Management since 1994. He was the founding editor of the Journal of Business and Industrial Marketing (1985-93). He has taught at Rensselaer Polytechnic Institute, State University of New York at Albany, The University of Connecticut (emeritus), and the University of Hartford.

Copyright © 2013. ESIC and AEMARK
Opciones de artículo
Herramientas
es en pt

¿Es usted profesional sanitario apto para prescribir o dispensar medicamentos?

Are you a health professional able to prescribe or dispense drugs?

Você é um profissional de saúde habilitado a prescrever ou dispensar medicamentos