Purpose The purpose of this paper is to investigate the effects of self-efficacy, process feedback and task complexity on decisions by managers to continue or discontinue a new product after receiving negative performance feedback. Design/methodology/approach This paper uses a classroom...

Purpose – This paper aims to incorporate material derived from four case study analyses of industrial business-to-business relationships. Although there is a substantial amount of literature on the concept of power, there is little academic research studying the “perception” of power –...

Purpose – The purpose of this study is to examine the relationship between ethical climate and facets of job satisfaction among organizational buyers. Design/methodology/approach – This research is an empirical study. Data are collected from the industrial buyers using online panel. The...

Purpose The purpose of this paper is to examine the formation of strategic networks between second-tier actors in the context of a construction megaproject. The research question addressed is: How do second-tier strategic networks form in high uncertainty projects? Design/methodology/approach...

Purpose – The purposes of this study were to formulate a hierarchical table of factors that influence adoption of an inter-organization system (IOS) by enterprises and to apply multi-criteria decision-making (MCDM) tools to find the weights of these factors and to objectively identify the...

Purpose – The purpose of this study is to clarify business-to-business (B2B) customers’ behavior regarding their social media use for B2B purposes and the antecedents of this behavior in the industrial marketing setting. It explores the influence of corporate culture, colleagues’ support...

Purpose – This paper aims to set up a natural experiment as action research and to develop a framework of cognitive distance of informants to improve the initiation of service encounter-based innovation. Design/methodology/approach – Natural experiment as action research in one Scandinavian...

Purpose – The present study aims to examine how business-to-business (B2B) marketers can influence content creation in social media. Social media tools are becoming an interesting component of B2B marketing because of the roles of personal relationships and interactions in these markets....

Purpose This paper aims to propose an approach for exploring industrial marketing network environments through a social semiotic lens. Design/methodology/approach This conceptual paper introduces social semiotic perspectives to the study of business/industrial network interaction. Findings This...

Purpose This study aims to explore the dynamics enabling strategic account management (SAM) to function as a value co-creation selling model in the pharmaceutical industry. Design/methodology/approach Using an inductive qualitative research design, data are collected within 11 industry customers...