Journal of Business & Industrial Marketing: Volume 18 Issue 4/5

Middle‐range theory construction of the dynamics of organizational marketing‐buying behavior

Arch G. Woodside

Given that planned marketing strategies and observable behaviors often are contingent on buyer and third‐party (e.g. competitor) responses, deep understanding and descriptions of…

Creating a partnership‐oriented, knowledge creation culture in strategic sales alliances: a conceptual framework

Eli Jones, Lawrence B. Chonko, James A. Roberts

Learning is at the crux of strategic alliance success today. The notion that alliances produce synergy implicitly means that alliance partners and employees must learn from the…

The influence of adaptations, trust, and commitment on value‐creating functions of customer relationships

Achim Walter, Thomas Ritter

Suppliers do not only maintain relationships with customers for the customers’ benefits but also for their own sake. Various important value‐creating functions of business…

Antecedents of survey response bias in business‐to‐business services

Idil Sayrac Yaveroglu, Naveen Donthu, Adriana Garcia

Using a large‐scale database of a major business services company, self‐reported usage volume data were compared with actual usage volume. Several business‐related factors were…

Assessing the strategic value of business relationships: the role of uncertainty and flexibility

Jonathan D. Hibbard, John E. Hogan, Gerald R. Smith

The emerging focus on relationships as strategic assets has encouraged scholars to reexamine their potential for creating value for the firm and its shareholders. This article…

Using online databases for developing prioritized sales leads

R. Dale Wilson

The current availability of online direct marketing databases provides numerous opportunities for marketing professionals to improve their marketing strategies and tactics. This…

The effect of successful trade show attendance on future show interest: exploring Japanese attendee perspectives of domestic and offshore international events

Timothy M. Smith, Kazuyo Hama, Paul M. Smith

Examines the attendance objectives of Japanese visitors for both a domestic (Japanese) and offshore (US) trade show, and explores the relationship between a successful trade show…

Electronic mail appraisal: a buyer and seller survey

Cynthia J. Bean, James S. Boles, Cynthia Rodriguez Cano

The communication environment for buyer‐seller interfaces is being transformed by a variety of new communication choices. The use of electronic mail in business today is…

An exploratory investigation of the relationship between ethical conflict and salesperson performance

Charles H. Schwepker

This paper empirically examines the relationship between salespeople’s ethical conflict and their job performance. Results suggest that ethical conflict, resulting from an…

Requirements for successful marketing alliances

Michael K. Rich

With the increasing competitive environment confronting businesses on a global basis and the shrinking availability of investment capital, many organizations are looking to…

Point, Click and Wow! A Quick Guide to Brilliant Laptop Presentations

Ronny Richardson