Journal of Business & Industrial Marketing: Volume 12 Issue 6

A multi‐dimensional perspective on salesperson commitment

Brett A. Boyle

Although the study of organizational commitment (OC) is prevalent in the sales literature, multiple commitments have yet to be considered with respect to their impact on OC and…

Differences between trade show exhibitors and non‐exhibitors

Paul Herbig, Brad O’Hara, Fred Palumbo

Trade shows can be crucial components of a firm’s marketing mix. This modern day version of the central market is often poorly understood and overlooked by many corporate design…

Technological substitution in mobile communications

William C. Johnson, Keith Bhatia

Asserts that innovation, which plays a key role in product and process improvement in many companies, is the very lifeblood of high technology firms. Considers that because…

What makes firms more innovative? A look at organizational and environmental factors

Aysegul Özsomer, Roger J. Calantone, Anthony Di Bonetto

Innovative firms are generally more successful in both industrial and consumer markets. However, factors that make firms innovative are often elusive and complex. Looks at how…

Buyer‐supplier partnerships: flip sides of the same coin?

Alexandra Campbell

Increasingly managers speak in terms of partnerships when they refer to their buyer‐supplier relationships. While both suppliers and customers can achieve better performance in…