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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
Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
Lugano University, Institute of Marketing and Communication Management.
Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
2014 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 29, no 7-8, 574-592 p.Article in journal (Refereed) Published
Abstract [en]

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.

Place, publisher, year, edition, pages
2014. Vol. 29, no 7-8, 574-592 p.
National Category
Business Administration Engineering and Technology
Research subject
Engineering Science with specialization in industrial engineering and management
Identifiers
URN: urn:nbn:se:uu:diva-228728DOI: 10.1108/JBIM-09-2013-0200ISI: 000343398500003OAI: oai:DiVA.org:uu-228728DiVA: diva2:734730
Available from: 2014-07-21 Created: 2014-07-21 Last updated: 2017-12-05Bibliographically approved

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Baraldi, EnricoPerna, Andrea

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