Connect, engage, transform: how B2B researchers can engage in impactful industry collaboration

Erik Mooi, Sudha Mani, Michael Kleinaltenkamp, Gary Lilien, Ian Wilkinson

Research output: Contribution to journalReview articlepeer-review


Purpose: This paper aims to argue that engagement with industry in research, while costly in terms of time and effort, can provide benefits in terms of measurable research impact, particularly in the business-to-business (B2B) domain. Design/methodology/approach: This study draws joint experiences about how best to connect with an industry organization, how to engage with that organization and how to provide and document impact by transforming some aspect of that organization. Findings: The findings of this study provide practical and implementable suggestions on how to engage in impactful B2B research. Originality/value: This study discusses the special nature of the B2B domain and why engagement with industry is especially important and beneficial. Though such research may not be appropriate for all academics, this study argues that its high rewards more than compensate for its high costs.

Original languageEnglish (US)
Pages (from-to)1305-1310
Number of pages6
JournalJournal of Business and Industrial Marketing
Issue number8
StatePublished - Dec 14 2020

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Marketing


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