Journal of Business & Industrial Marketing: Volume 16 Issue 7

A model for the distribution channels planning process

Marcos Fava Neves, Peter Zuurbier, Marcos Cortez Campomar

Research of existing literature reveals some models (sequence of steps) for companies that want to plan distribution channels. None of these models uses strong contributions from…

Incorporating shortage strategies in industrial marketing

William B. Wagner, Srinath Gopalakrishna

Industrial marketers must handle the problem of working in an environment characterized by supply shortages occurring on a regular basis. As customers continue to demand more…

Retaining business customers through adaptation and bonding: a case study of HDoX

Rizal Ahmad, Francis Buttle

Business markets are complex. Sellers have to deal with customised demand, both passive and active markets, multi‐person interactions and interconnected relationships. Reports the…

A firm’s competence development through its network of exchange relationships

Gabriel Baffour Awuah

In discussing what a firm’s competence is all about and how that is developed over time, the focus has been on how a firm develops its “core” or “distinctive” competence all by…

Variations in relationship strength and its impact on performance and satisfaction in business relationships

Angela Hausman

Develops a summary construct, relationship strength, composed of interfirm trust, relationship commitment, and relationalism and supports the role of relationship strength in…