Journal of Business & Industrial Marketing: Volume 19 Issue 1

The normative imperatives of business and marketing strategy: grounding strategy in resource‐advantage theory

Shelby D. Hunt, Caroline Derozier

Determining the strategic thrust of the firm, it may be argued, is the principal task of top management. This task is aided by recent theories of business and marketing strategy…

Diffusion process models and strategic performance theory for new B2B electronic ventures

Arch Woodside, Samir Gupta, Jack Cadeaux

The Internet and its commercial applications in electronic commerce, particularly new ventures like B2B e‐markets, are experiencing a volatile introduction to the business…

Understanding sales quotas: an exploratory investigation of consequences of failure

Charles H. Schwepker, David J. Good

Sales quotas typically “drive” sales organizations. As such, the ability of the sales organization, both individually (the salesperson) and the group (the total collection of the…

Does customer portfolio analysis relate to customer performance? An empirical analysis of alternative strategic perspective

Teck‐Yong Eng

An important managerial task in business‐to‐business marketing is the strategic management of supplier‐customer relationships, which is concerned with a portfolio of…

Toward the creation of an eco‐oriented corporate culture: a proposed model of internal and external antecedents leading to industrial firm eco‐orientation

George Stone, Mathew Joseph, Jeffrey Blodgett

Corporate recognition of the interdependence between ecological considerations and the need for sustained economic growth has enforced the need for a paradigm in which…