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- Baraldi, Enrico, Professor, 1970-, et al.
(författare)
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Connecting IMP and entrepreneurship research : Directions for future research
- 2020
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Ingår i: Industrial Marketing Management. - : Elsevier BV. - 0019-8501 .- 1873-2062. ; 91, s. 495-509
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Tidskriftsartikel (refereegranskat)abstract
- As a research field, entrepreneurship emerged from an increasing interest in fostering new business ventures. Over the past decade, interest in entrepreneurial phenomena also triggered several studies in the IMP research stream. We examine connections between these two research streams in terms of the phenomena in focus, key concepts, and approaches to identify research areas fruitful for advancing our understanding of entrepreneurial phenomena. In pursuit of this aim, we analyzed 48 IMP-based entrepreneurship studies and the abstracts of the 227 most cited papers in eight main entrepreneurship journals; among the latter, we conducted an in-depth analysis of 30 articles, in which we found connections with IMP studies. Based on our analysis, we identify four directions for future research, where confronting and bridging the key concepts has the potential to contribute to conceptualizing entrepreneurial phenomena and related theory development. The four areas are: variety in the context of new ventures; multiplicity of networks embedding new ventures; connecting the new venture to its context; and the new venture's learning and management.
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- Baraldi, Enrico, et al.
(författare)
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Good for science, but which implications for business? : An analysis of the managerial implications in high-impact B2B marketing articles published between 2003 and 2012
- 2014
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Ingår i: Journal of business & industrial marketing. - 0885-8624 .- 2052-1189. ; 29:7-8, s. 574-592
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Tidskriftsartikel (refereegranskat)abstract
- Purpose - The purpose of the article is to identify and analyze the challenges of B2B research relevance from the point of view of top executives.Design/methodology/approach - Ten in-depth interviews with top executives from different B2B industries were conducted and analyzed by using Arndt’s (1985) elements of a healthy discipline, i.e. Knowledge, Problems, and Instruments.Findings - The findings reveal 12 challenges that characterize contemporary B2B research relevance from a top executive perspective.Research limitations/implications - The research offers genuine top executive insight. More research from different perspectives is needed to broaden the understanding of B2B research relevance.Originality/value - Reflecting B2B research with the identified challenges can contribute to better research designs, narrowing the gap between B2B scholars and practitioners. Altogether, it contributes to the health of the B2B discipline. The study also introduces a new approach to analysing research relevance by using the elements of scientific balance.
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- La Rocca, Antonella, et al.
(författare)
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Customer involvement in new product development in B2B : The role of sales
- 2016
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Ingår i: Industrial Marketing Management. - : Elsevier BV. - 0019-8501 .- 1873-2062. ; 58, s. 45-57
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Tidskriftsartikel (refereegranskat)abstract
- Developing new products, and customer involvement in the process, have been frequent topics in the management literature. Focusing on the benefits and risks of customer involvement, prior research mostly black boxed the process through which customers are involved. Little has been reported on the activities and timing related to customer involvement in new product development (NPD), and the literature provides limited guidance for how to orchestrate customers' involvement. Building on a longitudinal case study of the development of a new product over five years, we offer a comprehensive model of customer involvement in the NPD process, and elaborate on the role of sales in customer involvement. The contribution of this paper is threefold: first, we develop the concept of customer involvement as a pattern of interactions at the interface of the customer and supplier organizations. Second, we posit that NPD in a B2B context is an iterative process consisting of various parallel sub-processes. Third, we demonstrate that in a B2B context, sales function plays a central part in interfacing the supplier and customer organizations. Based on our findings we identify organizational capabilities critical for developing an effective customer-supplier interface.
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