Journal of Business & Industrial Marketing: Volume 15 Issue 7

Individual differences in intrinsic motivation and the use of cooperative negotiation tactics

Ellen Bolman Pullins, Curtis P. Haugtvedt, Peter R. Dickson, Leslie M. Fine, Roy J. Lewicki

Considers cooperative negotiation tactic use in early stages of business‐to‐business buyer‐seller relationships. Specifically, it addresses a serious gap in the study of…

Country‐of‐origin effects on purchasing agents’ product perceptions: an international perspective

Pascale G. Quester, Sam Dzever, Sylvie Chetty

In a study involving a mail survey of Australian and New Zealand purchasing agents, a number of hypotheses relating to the potential influence of country‐of‐origin information…

Classifying relationship structures: relationship strength in industrial markets

Bill Donaldson, Tom O’ Toole

Although many authors examine relationships, few attempt to classify alternative structures. In this research a relationship strength construct is developed to distinguish among…

The perceived importance of sales managers’ rewards: a career stage perspective

Rajiv Mehta, Rolph E. Anderson, Alan J. Dubinsky

The primary intent of this research was to determine whether the perceived importance of various rewards is influenced by the career stage of sales managers. This study found that…

Getting Better at Sensemaking

Michael K. Rich