TY - JOUR
T1 - Approaching global industrial marketing from a managerial cognition perspective
T2 - A theoretical framework
AU - Madhavaram, Sreedhar
AU - Badrinarayanan, Vishag
AU - Granot, Elad
PY - 2011/8
Y1 - 2011/8
N2 - Purpose: This paper aims to attempt to develop an integrative theoretical framework that approaches global industrial marketing from a managerial cognition perspective. Design/methodology/approach: Drawing from the managerial cognition research, business strategy research, and international business research, this paper develops a theoretical framework that is relevant to global industrial marketing. Findings: Global industrial marketing research has much to gain from the managerial cognition literature. The framework developed in this article presents relevant managerial cognition variables, their individual and firm level antecedents, and desirable outcomes. Research limitations/implications: The framework presented in this paper provides strong theoretical foundation for further theory development in global industrial marketing research and managerial cognition research. However, given the conceptual nature of our research, empirical scrutiny and further conceptual and empirical research are required. Originality/value: Given the growing importance of global industrial marketing, the authors hope that this article provides a theoretical foundation for future research. For practitioners, the framework provides a useful starting point for evaluating managerial cognition in their firms and effective usage of the managerial cognition concept.
AB - Purpose: This paper aims to attempt to develop an integrative theoretical framework that approaches global industrial marketing from a managerial cognition perspective. Design/methodology/approach: Drawing from the managerial cognition research, business strategy research, and international business research, this paper develops a theoretical framework that is relevant to global industrial marketing. Findings: Global industrial marketing research has much to gain from the managerial cognition literature. The framework developed in this article presents relevant managerial cognition variables, their individual and firm level antecedents, and desirable outcomes. Research limitations/implications: The framework presented in this paper provides strong theoretical foundation for further theory development in global industrial marketing research and managerial cognition research. However, given the conceptual nature of our research, empirical scrutiny and further conceptual and empirical research are required. Originality/value: Given the growing importance of global industrial marketing, the authors hope that this article provides a theoretical foundation for future research. For practitioners, the framework provides a useful starting point for evaluating managerial cognition in their firms and effective usage of the managerial cognition concept.
KW - Cognition
KW - Global industrial marketing
KW - Industrial marketing
KW - Managerial cognition
KW - Theoretical framework
UR - http://www.scopus.com/inward/record.url?scp=80052582041&partnerID=8YFLogxK
U2 - 10.1108/08858621111162334
DO - 10.1108/08858621111162334
M3 - Article
AN - SCOPUS:80052582041
SN - 0885-8624
VL - 26
SP - 532
EP - 541
JO - Journal of Business and Industrial Marketing
JF - Journal of Business and Industrial Marketing
IS - 7
ER -