Journal of Business & Industrial Marketing: Volume 20 Issue 3

Developing a new understanding of markets: reinterpreting the 4Ps

Håkan Håkansson, Alexandra Waluszewski

Arising from systematic empirical observations' aims to fulfil the need to review and refine existing market models and tools.

Marketing policies of companies in a cyclical sector: an empirical study of the construction industry in the United Kingdom

Roger Bennett

To establish the best approaches that companies operating within a cyclical economic environment should adopt when marketing their products.

Creating value for channel partners: the Cervena case

Michael Beverland

Aims to report on the approach used by the New Zealand Game Industry Board (NZGIB) to create a competitive advantage with channel buyers in the USA. This examination is in…

The impact of horizontal and vertical connections on relationships' commitment and trust

Amjad Hadjikhani, Peter Thilenius

While an ever‐increasing body of research on business networks has commented on vertically connected relationships, this study embeds the horizontally connected relationships…

Customer size and customer profitability in non‐contractual relationships

Sander van Triest

The profitability of individual customers can show substantial variation, both in money amounts and in margins (percentages). The literature suggests that larger customers have a…