Journal of Business & Industrial Marketing: Volume 17 Issue 2/3

Customer perceived value: a substitute for satisfaction in business markets?

Andreas Eggert, Wolfgang Ulaga

In recent years, there has been a resurgence of interest in the value construct among both marketing researchers and practitioners. Despite a growing body of research, it is still…

Measuring network competence: some international evidence

Thomas Ritter, Ian F. Wilkinson, Wesley J. Johnston

Argues that the ability of a firm to develop and manage relations with key suppliers, customers and other organizations and to deal effectively with the interactions among these…

Supplier Web‐page design and organizational buyer preferences

Kenneth R. Lord, Alice Ford Collins

Gauges the accessibility of vendors to organizational customers and compares sellers’ approaches to online communication with the preferences expressed by buyers. A survey of…

Adoption of electronic commerce tools in business procurement: enhanced buying center structure and processes

Talai Osmonbekov, Daniel C. Bello, David I. Gilliland

Modern procurement is being shifted from paper‐based, people‐intensive buying systems toward electronic‐based purchase procedures that rely on Internet communications and…

Simulating buying center decision processes: propositions and methodology

Regina McNally

Organizational purchasing decisions can be thought of as rule‐discovery tasks in which members of the buying center develop proposals regarding the best choice of products and…

Stakeholder analysis for multi‐sector innovations

Michele D. Bunn, Grant T. Savage, Betsy B. Holloway

Business‐to‐business technology development firms face a unique set of challenges when participating in the opportunities made possible by emerging multi‐sector innovations. The…

Marketing’s role in the knowledge economy

Cynthia J. Bean, Leroy Robinson

A potential weakness of marketing in the strategy dialogue has been a tendency on the part of marketing scholars to stay with outmoded frameworks. As the economy is decreasingly…

Are we losing trust through technology?

Michael K. Rich

The field of marketing has had a history of individuals and organizations attempting short‐term gain through less than ethical means. The advent of the Web and other technological…