Journal of Business & Industrial Marketing: Volume 15 Issue 2/3

Bridging the gap between suppliers and customers through relationship promoters: theoretical considerations and empirical results

Achim Walter, Hans Georg Gemünden

Despite the pivotal importance of marketing‐oriented boundary spanners for successful relationship development, only a few studies have investigated the influence of these…

Erratum

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/08858629910290210. When citing the…

Customer‐perceived value in industrial contexts

Jozée Lapierre

Although customer‐perceived value is discussed widely in the literature, few empirical studies have been conducted due to an absence of operational measures. Reports on the…

Relationship selling behaviors: antecedents and relationship with performance

James Boles, Thomas Brashear, Danny Bellenger, Hiram Barksdale

Examines the effect of relationship selling activities on salesperson performance. It further explores the link between demographic selection criteria and the propensity of a…

Partnering with distributors to stimulate sales: a case study

John A. Weber

Business to business marketers tend to view distribution as the weakest link in the marketing chain. Furthermore, strategies to improve distribution tend to be under‐emphasized in…

The PISCESSM Process: guiding clients to creative positioning strategies

Harry Vardis, Sandra Vasa‐Sideris

Creativity is essential to the development of positioning strategies. However, for these creative solutions to be implemented, the client must be willing to accept them. Built on…

The direction of marketing relationships

Michael K. Rich

The evolution from transaction marketing to relationship marketing in recent years has resulted in research indicating the need for more rigorous databases and greater utilization…