Industrial Marketing Management

Research outputs

  1. 2019
  2. E-pub ahead of print

    Industrial internet of things business models in the machine-to-machine context

    Leminen, S., Rajahonka, M., Wendelin, R. & Westerlund, M., 21 Aug 2019, In : Industrial Marketing Management. 14 p.

    Research output: Contribution to journalArticleScientificpeer-review

  3. Published

    Stakeholder management in complex product systems: Practices and rationales for engagement and disengagement

    Lehtinen, J., Aaltonen, K. & Rajala, R., May 2019, In : Industrial Marketing Management. 79, p. 58-70 13 p.

    Research output: Contribution to journalArticleScientificpeer-review

  4. Published

    Special issue on critical issues in industrial and business-to-business services

    O'Cass, A. & Wetzels, M., 1 Apr 2019, In : Industrial Marketing Management. 78, p. 1-5 5 p.

    Research output: Contribution to journalEditorialScientific

  5. Published

    The darker side of sustainability: Tensions from sustainable business practices in business networks

    Tura, N., Keränen, J. & Patala, S., Feb 2019, In : Industrial Marketing Management. 77, p. 221-231 11 p.

    Research output: Contribution to journalArticleScientificpeer-review

  6. E-pub ahead of print

    Change processes in open innovation networks – Exploring living labs

    Leminen, S., Nyström, A. G. & Westerlund, M., 1 Jan 2019, In : Industrial Marketing Management.

    Research output: Contribution to journalArticleScientificpeer-review

  7. E-pub ahead of print

    Making room to manoeuvre: How firms increase their influence with others in business networks

    Ahola, T., Aaltonen, K., Artto, K. & Lehtinen, J., 1 Jan 2019, In : Industrial Marketing Management. 15 p.

    Research output: Contribution to journalArticleScientificpeer-review

  8. Published

    A transition from goods-dominant to service-dominant exchange logic in a B2B relationship: A relationship positioning perspective

    Makkonen, H., Saarikorpi, M. & Rajala, R., 2019, In : Industrial Marketing Management. 81, August 2019, p. 65-77

    Research output: Contribution to journalArticleScientificpeer-review

  9. 2018
  10. Published

    IMP thinking and IMM: Co-creating value for business marketing

    Möller, K. & Halinen, A., 1 Feb 2018, In : Industrial Marketing Management. 69, p. 18-31 13 p.

    Research output: Contribution to journalArticleScientificpeer-review

  11. Published

    Alliance capabilities: A systematic review and future research directions

    Möller, K., Kohtamäki, M. & Rabetino, R., 2018, In : Industrial Marketing Management. 68, p. 188-201

    Research output: Contribution to journalReview ArticleScientificpeer-review

  12. E-pub ahead of print

    Building absorptive capacity through firm openness in the context of a less-open country

    Aliasghar, O., Rose, E. L. & Chetty, S., 2018, In : Industrial Marketing Management.

    Research output: Contribution to journalArticleScientificpeer-review

  13. Published

    Leveraging the benefits of modularity in the provision of integrated solutions: A strategic learning perspective

    Salonen, A., Rajala, R. & Virtanen, A., 2018, In : Industrial Marketing Management. 68, p. 13-24 12 p.

    Research output: Contribution to journalArticleScientificpeer-review

  14. Published

    Network management in emergent high-tech business contexts: Critical capabilities and activities

    Nordin, F., Ravald, A., Möller, K. & Mohr, J. J., 2018, In : Industrial Marketing Management. 74, p. 89-101

    Research output: Contribution to journalArticleScientificpeer-review

  15. 2017
  16. Published

    Managing business and innovation networks - From strategic nets to business fields and ecosystems

    Möller, K. & Halinen-Kaila, A., Nov 2017, In : Industrial Marketing Management. 67, p. 5-22 18 p.

    Research output: Contribution to journalArticleScientificpeer-review

  17. Published

    Entrepreneurial marketing of international high-tech business-to-business new ventures: A decision-making process perspective

    Yang, M. & Gabrielsson, P., 1 Jul 2017, In : Industrial Marketing Management. 64, p. 147-160 14 p.

    Research output: Contribution to journalArticleScientificpeer-review

  18. Published

    Cognitive barriers to collaborative innovation generation in supply chain relationships

    Skippari, M., Laukkanen, M. & Salo, J., 1 Apr 2017, In : Industrial Marketing Management. 62, p. 108-117 10 p.

    Research output: Contribution to journalArticleScientificpeer-review

  19. Published

    Managing integration in outsourcing relationships - The influence of cost and quality priorities

    Kaipia, R. & Turkulainen, V., Feb 2017, In : Industrial Marketing Management. 61, p. 114-129 16 p.

    Research output: Contribution to journalArticleScientificpeer-review

  20. Published

    Meta-model of servitization: The integrative profiling approach

    Brax, S. A. & Visintin, F., 1 Jan 2017, In : Industrial Marketing Management. 60, p. 17-32 16 p.

    Research output: Contribution to journalArticleScientificpeer-review

  21. Published

    Critical meta-analysis of servitization research: Constructing a model-narrative to reveal paradigmatic assumptions

    Luoto, S., Brax, S. & Kohtamäki, M., Jan 2017, In : Industrial Marketing Management. 60, p. 89-100

    Research output: Contribution to journalArticleScientificpeer-review

  22. Published

    New value creation in business networks: The role of collective action in constructing system-level goals

    Matinheikki, J., Pesonen, T., Artto, K. & Peltokorpi, A., 2017, In : Industrial Marketing Management. 67, p. 122-133

    Research output: Contribution to journalArticleScientificpeer-review

  23. Published

    Understanding the sales-marketing interface dysfunction experience in business-to-business firms: A matter of perspective

    Malshe, A., Johnson, J. S. & Viio, P., 2017, In : Industrial Marketing Management. 63, p. 145–157

    Research output: Contribution to journalArticleScientificpeer-review

  24. 2016
  25. Published

    Sustainable value propositions: Framework and implications for technology suppliers

    Patala, S., Jalkala, A., Keränen, J., Väisänen, S., Tuominen, V. & Soukka, R., 1 Nov 2016, In : Industrial Marketing Management. 59, p. 144-156 13 p.

    Research output: Contribution to journalArticleScientificpeer-review

  26. Published

    Theory and practice of value co-creation in B2B systems

    Kohtamäki, M. & Rajala, R., Jul 2016, In : Industrial Marketing Management. 56, p. 4-13

    Research output: Contribution to journalArticleScientificpeer-review

  27. Published

    Platforms in service-driven manufacturing: Leveraging complexity by connecting, sharing, and integrating

    Eloranta, V. & Turunen, T., 1 May 2016, In : Industrial Marketing Management. 55, p. 178-186 9 p.

    Research output: Contribution to journalArticleScientificpeer-review

  28. Published

    Buyer attractiveness as a catalyst for buyer-supplier relationship development

    Makkonen, H., Vuori, M. & Puranen, M., May 2016, In : Industrial Marketing Management. 55, p. 156-168 13 p.

    Research output: Contribution to journalArticleScientificpeer-review

  29. Published

    Realizing a hybrid competitive strategy and achieving superior financial performance while internationalizing in the high-technology market

    Gabrielsson, M., Seppälä, T. & Gabrielsson, P., Apr 2016, In : Industrial Marketing Management. 54, p. 141-153 13 p.

    Research output: Contribution to journalArticleScientificpeer-review

  30. Published

    Effective forms of market orientation across the business cycle: A longitudinal analysis of business-to-business firms

    Frösén, J., Jaakkola, M., Churakova, I. & Tikkanen, H., 1 Jan 2016, In : Industrial Marketing Management. 52, p. 91-99 9 p.

    Research output: Contribution to journalArticleScientificpeer-review

  31. Published

    How buyer-seller relationship orientation affects adaptation of sales processes to the buying process

    Viio, P. & Grönroos, C., Jan 2016, In : Industrial Marketing Management. 52, p. 37-46 10 p.

    Research output: Contribution to journalArticleScientificpeer-review

  32. 2015
  33. Published
  34. Published

    Buyer and supplier attractiveness in a strategic relationship — A dyadic multiple-case study.

    Tanskanen, K. & Aminoff, A., 2015, In : Industrial Marketing Management. 50, October, p. 128141

    Research output: Contribution to journalArticleScientificpeer-review

  35. Published

    Complexity of sales situation and sales lead performance: An empirical study in business-to-business company

    Virtanen, T., Parvinen, P. & Rollins, M., 2015, In : Industrial Marketing Management. 45, February, p. 49-58

    Research output: Contribution to journalArticleScientificpeer-review

  36. Published

    Developing the concept of life-cycle service offering

    Rabetino, R., Kohtamäki, M., Lehtonen, H. & Kostama, H., 2015, In : Industrial Marketing Management. 49, August, p. 5366

    Research output: Contribution to journalArticleScientificpeer-review

  37. Published

    Effective implementation of relationship orientation in new product launches

    Matikainen, M., Terho, H., Matikainen, E., Parvinen, P. & Juppo, A., 2015, In : Industrial Marketing Management. 45, February, p. 35-46

    Research output: Contribution to journalArticleScientificpeer-review

  38. Published

    Examining the application of behavioral price research in business-to-business markets

    Monroe, K. B., Rikala, V-M. & Somervuori, O., 2015, In : Industrial Marketing Management. 47, p. 17-25

    Research output: Contribution to journalArticleScientificpeer-review

  39. Published

    Initiation of buyerseller relationships: The impact of intangibility, trust and mitigation strategies

    Valtakoski, A., 2015, In : Industrial Marketing Management. 44, January, p. 107-118

    Research output: Contribution to journalArticleScientificpeer-review

  40. Published

    Organizational and institutional barriers to value-based pricing in industrial relationships

    Töytäri, P., Rajala, R. & Brashear Alejandro, T., 2015, In : Industrial Marketing Management. 47, May, p. 53-64

    Research output: Contribution to journalArticleScientificpeer-review

  41. Published

    Organizing for solutions: How project-based firms integrate project and service businesses

    Artto, K., Valtakoski, A. & Kärki, H., 2015, In : Industrial Marketing Management. 45, February, p. 70-83

    Research output: Contribution to journalArticleScientificpeer-review

  42. Published
  43. Published

    Value-based selling: An organizational capability perspective

    Töytäri, P. & Rajala, R., 2015, In : Industrial Marketing Management. 45, February, p. 101112

    Research output: Contribution to journalArticleScientificpeer-review

  44. Published

    Various forms of value-based selling capability - Commentary on "Value-based selling: an organizational capability perspective"

    Jaakkola, M., Frösén, J. & Tikkanen, H., 2015, In : Industrial Marketing Management. 45, p. 113-114

    Research output: Contribution to journalArticleScientific

  45. 2014
  46. Published

    Value-based sales process adaptation in business relationships

    Viio, P. & Grönroos, C., Sep 2014, In : Industrial Marketing Management. 43, 6, p. 1085-1095 11 p.

    Research output: Contribution to journalArticleScientificpeer-review

  47. Published

    Actor roles and role patterns influencing innovation in living labs

    Nyström, A-G., Leminen, S., Westerlund, M. & Kortelainen, M., 2014, In : Industrial Marketing Management. 43, 3, p. 483-495

    Research output: Contribution to journalArticleScientificpeer-review

  48. Published

    A network perspective on idea and innovation crowdsourcing in industrial firms

    Simula, H. & Ahola, T., 2014, In : Industrial Marketing Management. 43, 3, p. 400-408

    Research output: Contribution to journalArticleScientificpeer-review

  49. Published

    The role of information technology in strategic buyer-supplier relationships

    Makkonen, H. & Vuori, M., 2014, In : Industrial Marketing Management. 43, 6, p. 1053-1062

    Research output: Contribution to journalArticleScientificpeer-review

  50. 2013
  51. Published

    A dynamic model of growth phases and survival in international business-to-business new ventures: The moderating effect of decision-making logic

    Gabrielsson, P. & Gabrielsson, M., Nov 2013, In : Industrial Marketing Management. 42, 8, p. 1357-1373 17 p.

    Research output: Contribution to journalArticleScientificpeer-review

  52. Published

    The development of post-project buyer-seller interaction in service-intensive projects

    Ojansivu, I., Alajoutsijärvi, K. & Salo, J., Nov 2013, In : Industrial Marketing Management. 42, 8, p. 1318-1327 10 p.

    Research output: Contribution to journalArticleScientificpeer-review

  53. Published

    Making a profit with R&D services - The critical role of relational capital

    Kohtamäki, M., Partanen, J. & Möller, K., 2013, In : Industrial Marketing Management. 42, 1, p. 71-81

    Research output: Contribution to journalArticleScientificpeer-review

  54. Published

    Network development and firm growth: A resource-based study of B2B Born Globals

    Sepulveda, F. & Gabrielsson, M., 2013, In : Industrial Marketing Management. 42, 5, p. 792-804

    Research output: Contribution to journalArticleScientificpeer-review

  55. Published

    Non-linear relationship between industrial service offering and sales growth: The moderating role of network capabilities

    Kohtamäki, M., Partanen, J., Parida, V. & Wincent, J., 2013, In : Industrial Marketing Management. 42, 8, p. 1374-1385

    Research output: Contribution to journalArticleScientificpeer-review

  56. Published

    Organizing in the Context of Global Project-based Firm The Case of Sales-Operations Interface

    Turkulainen, V., Kujala, J., Artto, K. & Levitt, R. E., 2013, In : Industrial Marketing Management. 42, 2, p. 223-233

    Research output: Contribution to journalArticleScientificpeer-review

  57. Published

    Solution business models: Transformation along four continua

    Storbacka, K., Windahl, C., Nenonen, S. & Salonen, A., 2013, In : Industrial Marketing Management. 42, 5, p. 705-716

    Research output: Contribution to journalArticleScientificpeer-review

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