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Exploring the roles of marketing and selling capabilities in delivering critical customer centric performance and brand performance outcomes for B2B firms

Abstract Superiority in both marketing and selling (or sales) is argued to be essential for achieving specific business outcomes. While the interface between marketing and...

New insights into the climate–attitudes–outcome framework

Abstract Drawing on the climate–attitudes–outcome framework, this article examines the mediating effect of job satisfaction on the relationship between psychological climate perceptions (i.e., service climate,...

Diagnosing the supplementary services model

Abstract Since the publication of Levitt’s (1980) ‘total product concept’, there has been an increasing recognition that additional supplementary elements, beyond the core product, can...

Innovation and business success: The mediating role of customer participation

Article history: Received November 2012 Accepted April 2013 Available online 30 March 2012 Keywords: Innovation Customer participation Service quality Firm performance Abstract: Innovation and the customer participation are central issues in research focusing on...

Achieving alliance innovation via alliance learning: An empirical study

Abstract Firms increasingly enter into business alliances in an effort to manage the innovation process and with a view to achieving better outcomes. The process...

The contingent value of marketing and social networking capabilities in firm performance

Abstract Recent research shows a continued interest by scholars in understanding the extent that firms develop and deploy marketing capability in an effort to enhance...

Examining market entry mode strategies

Abstract This research has two major purposes. The first is to develop and test a framework for market entry mode choice drawing on the resource-based...

Examining drivers of collaborative inbound open innovation

Abstract Knowledge-based competition is leading to collaboration with partners and even competitors as firms pursue appropriate knowledge for innovation which has become a strategic imperative....

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