Introduction to the special issue on the nature of industrial marketing work

Peter Drucker once remarked that everything degenerates into work, and if it does not degenerate into work, nothing gets done. This special issue presents our vision for generating more analytical attention to the nature of industrial marketing work and to explore ways in which future research can contribute to this nascent research area. In this introductory article we seek to scope out an agenda for taking some of the themes of industrial marketing work further. In particular, the review points to the opportunities within industrial marketing, drawing on the intersections of Margaret Archer's morphogenetic agency approach with the neoinstitutional and Computer Supported Cooperative Work (CSCW) fields of study. It then highlights the useful contributions of the papers in this special issue. Our contribution lies in advancing new avenues for researching and, in so doing, ensuring something gets done to research this nascent area.     

Understanding and managing customer value propositions: Introduction to the special issue

Customer value propositions have experienced a growing interest among marketing scholars and managers in recent years. Despite its frequent mention in the business and academic press, the value proposition concept remains poorly understood and executed. This article introduces the reader to the special issue of Industrial Marketing Management on understanding and managing customer value propositions. The special issue combines five original research articles with four commentaries by though‑leading scholars and practitioners that together shed light on the origins and current use of the value proposition concept and also identify future research directions for improving our conceptual understanding and practical use of this pivotal concept in business markets.     

Sustainable food systems for healthy diets in Europe and Central Asia: Introduction to the special issue

This Special Issue highlights various good practices and food policy discussion in relation to the transformation of current food systems toward their social, environmental and economical sustainability. The papers describe policies, programmes and initiatives in developing and advanced economies of Europe and Central Asia that refer to the core elements of food systems, such as food supply, food environments, and consumers. The shared opinions, analyses, studies and approaches, experiences and insights contribute to a better understanding of regional specificities and support the efforts to guide the complex food systems’ transformation for their improved capacity to deliver healthy diets.     

Introduction to the IMM special issue on ‘Project marketing and the marketing of solutions’ A comprehensive approach to project marketing and the marketing of solutions

This introduction to the special issue on ‘Project Marketing and the Marketing of Solutions’ starts by highlighting the major contributions made in the field of project marketing during the last decade. Then it points out the emergence of integrated solutions and details the major challenges facing the marketing of solutions. It concludes on the possible synergies between the marketing of solutions and project marketing.     

Food counts. Measuring food consumption and expenditures in household consumption and expenditure surveys (HCES). Introduction to the special issue

This introductory paper presents the results of an international multi-disciplinary research project on the measurement of food consumption in national household surveys. Food consumption data from household surveys are possibly the single most important source of information on poverty, food security, and nutrition outcomes at national, sub-national and household level, and contribute building blocks to global efforts to monitor progress towards the major international development goals.The paper synthesizes case studies from a diverse set of developing and OECD countries, looking at some of the main outstanding research issues as identified by a recent international assessment of 100 existing national household surveys (Smith et al., 2014). The project mobilized expertise from different disciplines (statistics, economics, food security, nutrition) to work towards enhancing our understanding of how to improve the quality and availability of food consumption and expenditure data, while making them more valuable for a diverse set of users. The individual studies summarized in this paper analyze, both theoretically and empirically, how different surveys design options affect the quality of the data being collected and, in turn, the implications for statistical inference and policy analysis.The conclusions and recommendations derived from this collection of studies will be instrumental in advancing the methodological agenda for the collection of household level food data, and will provide national statistical offices and survey practitioners worldwide with practical insights for survey design, while providing poverty, food and nutrition policymakers with greater understanding of these issues, as well as improved tools for and better guidance in policy formulation.     

New product development in Asia: An introduction to the special issue

Given the increasing importance of Asia, the purpose of this special issue is to broaden the scope of our understanding of New Product Development (NPD) by going beyond the traditional Western research settings and looking at how new products are developed in Asia. This paper introduces the special issue on NPD in Asia and identifies key patterns of similarities and differences between Asian and Western NPD practices. The paper highlights key similarities and differences in the areas of organizational/top management support; technological proficiency; customer/market orientation; information sharing; cross-functional interface; entrepreneurship orientation; NPD strategies; innovation orientation; contingencies of innovation orientation; innovative marketing strategies; NPD process; appointment of project managers; rewarding team members; success rate; and cycle time.