Suchergebnisse

Purpose
The purpose of this paper is to investigate the current industrial marketing and purchasing (IMP) research that has a vague positioning of the bounded rationality of an actor. By borrowing insights from other disciplines, this study aims to develop the IMP approach further by acknowledging the importance of individuals who act and make decisions on behalf of their companies.


Design/methodology/approach
This study is conceptual. By examining the IMP studies in combination with decision-making literature from behavioral economics and psychology, this paper provides a new understanding of the phenomenon in question.


Findings
This study demonstrates that individual decision-making is not as rational as has previously been thought, thus indicating the bounded rationality of the actor. After examining the most common negative emotions that influence the decision-making process, the paper presents a research agenda. It provides a series of research topics and methodological choices for future IMP research endeavors.


Research limitations/implications
As this paper is conceptual, empirical research is needed to examine the role of negative emotions in dynamic decision-making processes.


Practical implications
Managerial implications of this paper are focused on providing instructions for managers on how to deal with negative emotions in dynamic decision-making processes.


Originality/value
To the best of the authors' knowledge, this paper is one of the first papers that attempts to connect the IMP studies with the dynamics of decision-making by examining negative emotions in the business world.

This article is concerned with gaining greater insight into the interplay between agency and structure in industrial marketing (IM) scholarship. The article's intent is to embed Midgley's notion of critical pluralism within this endeavour. The article commends the movement towards increased deployment of critical realism, but cautions against the dangers of creating further atomism in marketing theory by generating another paradigm of thought with strongly defended boundaries, impervious to outside influence. The article advances a case for critical pluralism within IM scholarship and offers a three-dimensional (theoretical, methodological and methodical) framework to aid this. The discussion demonstrates how critical pluralism can be deployed to gain insights into agency and structure using a number of 'integrative' theoretical perspectives.

AbstractCorporate social responsibility (CSR) has the potential to yield economic and social value in the Middle East (ME), especially given the current high environmental flux in the region. Although much scholarly attention has been paid to CSR issues, a key question remains about how to operate responsibly in the ME, particularly since institutional environments and stakeholders' needs vary across ME states. The purpose of this paper is to provide a systematic review of the current state of CSR in the ME. We identify 38 papers that are most pertinent to CSR in the ME and examine the main theoretical frameworks, methodologies, trajectories for further conceptual development, gaps where new research pathways need to be created, and also future research questions. From this systematic review, we reveal how attention to CSR in the ME is slowly gaining traction. A snapshot of the gaps identified include collaboration between business and non‐governmental organisations (NGOs), the impact of stakeholders and institutions on CSR, the impact of political and economic crisis on CSR, and the influence of individualistic characteristics shaping managers' CSR behaviour. In addition to such gaps, we present an agenda for future research. Copyright © 2017 John Wiley & Sons, Ltd and ERP Environment