Journal of Business & Industrial Marketing: Volume 20 Issue 4/5

Capitalizing on the internet opportunity

George S. Day, Katrina J. Bens

To investigate how business‐to‐business (B2B) firms view the opportunities and threats of the internet and determine which firms are most likely to gain from the internet.

The role of information technology in supply‐chain relationships: does partner criticality matter?

Daekwan Kim, S. Tamer Cavusgil, Roger J. Calantone

There have been contradictory findings in the literature regarding the impact of information technology (IT) on firm productivity. While the debate known as the “IT paradox” still…

Collaborative supply‐chain partnerships built upon trust and electronically mediated exchange

Niklas Myhr, Robert E. Spekman

To investigate how supply‐chain partners can achieve collaboration under varying circumstances (transactional types) by developing trust‐based social foundations and by utilizing…

Critical factors affecting intermediary web site adoption: understanding how to extend e‐participation

Tina Harrison, Kathryn Waite

To provide an investigation of e‐commerce development via an examination of the forces shaping web site development among intermediaries in an extended supply chain.

Cooperative adoption of complex systems: a comprehensive model within and across networks

Angela Hausman, Wesley J. Johnston, Adesegun Oyedele

The purpose of this study was to develop a better understanding of cooperation among members of network firms.

Inter‐organisational collaboration for the digital economy

Elizabeth Houldsworth, Gillian Alexander

This paper was intended to explore the concept of learning in networks using recent literature from this emerging field. In order to do so, it takes as a case study a pan‐European…

An empirical framework developed for selecting B2B e‐business models: the case of Australian agribusiness firms

Eric Ng

To develop a preliminary framework for Australian agribusiness organisations seeking to select business‐to‐business (B2B) e‐business models.

A decision‐support system for business‐to‐business marketing

Behrooz Noori, Mohammad Hossein Salimi

The main purpose of this paper is to review the related literature and propose a new decision‐support‐system (DSS) framework for marketing in the business‐to‐business (B2B) arena…

Why doesn't marketing use the corporate data warehouse? The role of trust and quality in adoption of data‐warehousing technology for CRM applications

Fay Cobb Payton, Debra Zahay

This paper aims to investigate organizational factors to explain why a corporate data warehouse (CDW) was not used by marketing to the extent that it was expected to be used for…

Creating digital value: at the heart of the I‐E‐I framework

Tim Foster

The purpose of this study is to provide a better understanding on the use of web sites for creating value in industrial buyer‐seller relationships.