Journal of Business & Industrial Marketing: Volume 15 Issue 6

Does successful work experience mitigate weight‐ and gender‐based employment discrimination in face‐to‐face industrial selling?

Joseph A. Bellizzi, Ronald W. Hasty

An experiment was carried out to evaluate whether or not relevant and successful work experience would mitigate employment discrimination in cases involving women and overweight…

Factors discriminating functional and dysfunctional salesforce turnover

Julie T. Johnson, Rodger W. Griffeth, Mitch Griffin

Examines turnover functionality (high‐ and low‐performing quitters and stayers) in a business‐to‐business sales setting. Prior research indicates that antecedents of turnover…

Positioning strategies in business markets

Stavros P. Kalafatis, Markos H. Tsogas, Charles Blankson

Tests the relevance of positioning within the domain of business marketing through the application of a new typology of positioning strategies. The proposed typology is tested in…

Extranets: impacts on business practices and relationships

Richard P. Vlosky, Renée Fontenot, Lydia Blalock

Extranets are extended intranets connecting organizations, which may include personnel, customers, suppliers and strategic partners. An extranet is one way in which a firm can…

Emotional Value: Creating Strong Bonds with Your Customers

Michael K. Rich