Journal of Business & Industrial Marketing: Volume 18 Issue 2

The potential influence of organizational and personal variables on customer‐oriented selling

Recent research investigating customer‐oriented selling has indicated that greater attention needs to be focused on organizational or personal antecedents influencing…

Facing the threats to electronic commerce

Presidential Decision Directive 63 concerning critical infrastructure protection, was signed on May 22, 1998. This order created a Presidential Commission charged with formulating…

Measuring the effect of environmental uncertainty on process activities, project team characteristics, and new product success

This empirical study examines the influence of environmental uncertainty on industrial product innovation. Addresses a perceived shortcoming in the new product development…

Joint effects of factors affecting exchanges between exporters and their foreign intermediaries: an exploratory study

How do exporting manufacturers exchange with their foreign intermediaries? This inductive study of 18 British manufacturers in China led to propositions exploring that question…

Customer satisfaction measurement in a business‐to‐business context: a conceptual framework

In practice, firms measure customer satisfaction using models and theory developed for evaluating the perceptions of individual consumers rather than entire organizations. This…

The Customer Learning Curve: Creating Profits from Marketing Chaos