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Channel: Emerald Group Publishing Limited: Journal of Business & Industrial Marketing: Table of Contents
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The effect of customer relationship management adoption in...

AbstractPurpose – The purpose of this study is to investigate the effects of customer relationship management (CRM) practices on customer satisfaction and firm performance in business-to-business (B2B)...

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Network partner knowledge and internal relationships influencing customer...

AbstractPurpose – Marketing is the area of coexistence of various research traditions with regard to relational phenomena. This study aims to contribute to limiting the gap between these traditions by...

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Antecedents of knowledge generation competence and its impact on innovativeness

AbstractPurpose – This study aims to present the conceptualization and measurement of knowledge generation competence (KGC) as the fundament for firm's internal knowledge generation. Furthermore, it...

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Guanxi as a gateway in Chinese-Western business relationships

AbstractPurpose – This article aims to identify critical aspects of Chinese-Western intercultural guanxi relationships that have largely been ignored as a domain for study in international business and...

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The common ground of relationships and exchange: towards a contractual...

AbstractPurpose – The aim of this paper is to argue for an explicit foundation of market exchange on person-to-person relationships as an alternative to the foundation on person-to-goods relationship...

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Managing in a time of crisis: marketing, HRM and innovation

AbstractPurpose – The purpose of this paper is to explore the link between selected market orientation dimensions, HRM, and innovation, and their impact on organizational performance before and during...

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Brand equity in B2B services and consequences for the trade show industry

AbstractPurpose – This paper's aim is to provide a conceptual framework explaining drivers of service brand equity. It refers to the trade show industry as an example for an international, highly...

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Intertwining Relationship Marketing with Supply Chain Management through...

AbstractPurpose - Develop an understanding of how responsiveness in a supply network may be approached from a combined RM (relationship marketing) and SCM (supply chain management) view in a complete...

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The Training of Sales Managers: Current Practices

AbstractPurpose - The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well as their perceived effectiveness, frequency, and assessment)....

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Leveraging Relationship Orientation and Its Impact on Relationship Outcomes

AbstractPurpose - This study was designed to (1) empirically measure relationship orientation along a continuum from operation to strategic, (2) evaluate the impact of relationship orientation on the...

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Attributes of Overall Satisfaction of Agricultural Machinery Dealers using a...

AbstractPurpose - This paper investigates the satisfaction of dealers with their suppliers in the agricultural machinery sector. Design/methodology/approach - A dummy approach of the three-factor model...

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The Differential Impact of Brand Equity on B2B Co-branding

AbstractPurpose - Co-branding strategies are now seen increasingly in business-to-business (B2B) settings, however, there has been little research in this area. This study investigates the benefits of...

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Tangible and intangible resource inequity in customer-supplier relationships

AbstractPurpose - Purpose – The study aims to investigate the effects of perceived tangible and intangible resource inequity and the moderating effect of long-term orientation on future...

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Choice of Subcontractor in Markets with Asymmetric Information: Reputation...

AbstractPurpose - Buyers assessing bids from suppliers of experience services face both an adverse selection and a potential moral hazard problem. The purpose of this study is to examine (1) the...

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Active Empathetic Listening as an Antecedant to Relationship Quality and...

AbstractPurpose - -In this study Active Empathetic Listening is purposed as being an antecedent to a salesperson’s ability to maintain quality relationships and build trust. Relationship quality and...

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Antecedents and Consequences of Sales Representatives’ Relationship...

AbstractPurpose - Most firms have a number of unprofitable customer relationships which drain the firms’ resources. Despite this, firms in general and sales representatives in particular hesitate to...

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Buyer-supplier integration in project-based industries

AbstractPurpose - The purpose of the study is to propose and test a buyer-supplier integration model, based on clients’ collaborative purchasing practices, in a project-based...

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Improving Trade Promotions Through Virtual Forward Buying

AbstractPurpose - Propose a virtual forward-buying model that allows for forward buying but reduces the channel cost with no major behavioral change on the part of the manufacturers and...

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The impact of customer participation on NPD performance: the mediating role...

AbstractPurpose - Customer participation has been recognized as a critical factor in successful new product development (NPD). However, there is scant empirical evidence on how customer participation...

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