Purpose: Recent research suggests that the interest in process-based single-case studies is increasing in business-to-business (B2B) marketing. This paper aims to discuss research validity issues and dilemmas encountered by process-based single-case researchers in B2B marketing....

Purpose: This paper aims to explore value creation configurations pursued by suppliers in high-cost countries. The proposed value creation configuration approaches are seen as means for supplier firms to strengthen their competitiveness when faced with increasing global sourcing....

Purpose The purpose of the paper is to contribute to further advancing of IMP as a research field by setting up and starting a theoretical conversation between system theory and the IMP. Design/methodology/approach The approach is based on a narrative literature study and conceptual research....

Purpose The purpose of this paper is to understand the strategic intent and consequent organisation of innovation summits. Innovation summits have recently appeared in practice as a new approach by which firms strategically market and further their open innovation agendas both internally and...

Purpose This paper aims to identify antecedents for, and consequences of, low-intensity inter-unit conflict in multinational corporations (MNCs). Inter-unit conflict in MNCs is an important and well-researched theme. However, while most studies have focused on open conflict acknowledged by both...

Purpose – External inputs are critical for organisational creativity. In order to bridge different thought worlds and cross-organisational barriers, managers must initiate and motivate boundary spanning processes. The purpose of this paper is to explore how boundary spanners manage creativity...

Develops a model which integrates the development of marketing relationships with marketing communication practice. Especially within the realm of relationship marketing thinking, communication may be understood as an act of persuasion. Using three classical rhetorical elements, we may see this...

Purpose – To construct a theoretical framework for understanding the impact of the digitalisation of transactions on the organisation of export intermediation. Design/methodology/approach – This is a conceptual/research paper with a number of illustrative examples – primarily from SMEs....

Purpose – The purpose of this paper is to develop a framework for understanding how problem formulation, information search and division of work in new product development (NPD) activities is shaped by mind sets vested in organizations with diverging positions in the value chain and...