Journal of Business & Industrial Marketing: Volume 17 Issue 1

Barriers impeding effective implementation of marketing plans – a training agenda

Lyndon Simkin

The literature has for more than two decades warned of operational, organizational, dysfunctional, market and managerial barriers hindering the actioning of marketing plans and…

Customer satisfaction in industrial markets: opening up the concept

Henrikki Tikkanen, Kimmo Alajoutsijärvi

The purpose of this paper is to “open up” the concept of customer satisfaction in industrial markets through arguing for a broader, contextually sensitive perspective to the…

Exploring the sales manager’s feedback to a failed sales effort

Harry A. Harmon, Gene Brown, Robert E. Widing, Kevin L. Hammond

Observes that previous research on the value and effect of supervisory feedback has focused on the recipient of the feedback (the salesperson). The research reported in this…

The measurement and evaluation of mutual dependence in specific dyadic business relationships

Göran Svensson

While the research of dyadic business relationships is often dedicated to measuring and evaluating the dependence between actors as a unidirectional phenomenon, it is sometimes…

Technical and social bonds within business‐to‐business relationships

Chad Perry, Angele Cavaye, Len Coote

Most research about relationships and networks concentrates on social bonds such as trust and commitment. Little research considers technical bonds and how they interact with…

Customer Winback

Michael K. Rich