Purpose – The dramatic growth and international scope of knowledge‐intensive business services (KIBS) are evident in emerging markets such as China and India. Nations, like firms, seek to capitalize on their available resources and capabilities (e.g. people, technology, skills) in order to...

Purpose – Offshore outsourcing offers competitive advantages when goods and services are produced economically and with acceptable or superior quality by suppliers located outside a firm's home country. The purpose of this paper is to focus on India as a destination for offshore outsourcing of...

Purpose – The study aims to examine the effect of market orientation on the international performance of Indian SMEs in the business‐to‐business market; assess the potential moderating effect of environmental uncertainty, along with market orientation, on SMEs' performance; and discuss...

Purpose: This meta-analysis aims to explore the true effect sizes of major channel performance drivers from different theoretical perspectives and how these true effects are organized in a theoretically integrated structural analysis to predict performance. Design/methodology/approach: First,...

Purpose – The purpose of this paper is to develop an in‐depth understanding of the issues that organizations consider and experience when making the decision to adopt B2B technologies. Design/methodology/approach – The paper uses a qualitative approach to collect and analyze data....

Purpose – This paper aims to attempt to develop an integrative theoretical framework that approaches global industrial marketing from a managerial cognition perspective. Design/methodology/approach – Drawing from the managerial cognition research, business strategy research, and...

Purpose – The authors aim to present a structural guide for data collection in a participant‐oriented, B2B context. Design/methodology/approach – A three‐stage interview process following the work of Seidman is presented, along with key issues on how to plan, structure, and execute a B2B...

Purpose – The aim of this paper is to illustrate that the operant resource perspective of the service-dominant (S-D) logic can explicate how operant resources can influence relationship marketing (RM) strategy success. Design/methodology/approach – After a brief discussion of the operant...

Due to the increased domination of industrial sales channels by distributors, suppliers must develop strong relationships with industrial distributors in order to succeed in new markets. Initiating partnering relationships with distributors in new markets, however, entails significant risks and...