This study explores the dynamics of influencer marketing in the B2B sector by drawing on
employee advocacy, customer reference marketing and organisational endorsement …

Purpose This paper aims to refine conceptual treatment of the social facet in business
relationships and reinforce its significance in the industrial marketing and purchasing (IMP) …

In industrial business-to-business (B2B) markets, physical entities (such as products,
machines, materials, or other objects) are increasingly connected among each other. This …

This study explores resilience as an empirical phenomenon from the interactive perspective
of Industrial Marketing and Purchasing (IMP) in order to understand how firms build and …

Purpose Establishing thought leadership by disseminating relevant digital content through
social media has become one of the main priorities for marketers in business-to-business …

Purpose Drawing on Foa and Foa's elaboration of social exchange theory, the authors
propose that buyers reciprocate perceived commitment on the part of the salesperson and …

The industrial network literature contains underlying assumptions about the nature of
business relationships. We use change as a vehicle to unearth these assumptions and …

This paper contributes to the conceptualization of niche-regime interaction through a
retrospective study of the evolution of business relationships between new entrant solar …

The world experience of investment activity shows that economic growth is impossible
without an effective national stock market, which contributes to development of the shared …

Purpose The purpose of the paper is to explicate how connectedness of relationships results
in varying value potentials of triads. Design/methodology/approach First connectedness is re …