Journal of Business & Industrial Marketing: Volume 20 Issue 6

Organizational configuration as an antecedent to buying centers' size and structure

John “Andy” Wood

Recent research suggests that organizations cycle through a small set of possible configurations. Each buying center as an informal organization within one of these four viable…

Market orientation: relation to structure and performance

Kenneth W. Green, R. Anthony Inman, Gene Brown, T. Hillman Willis

Organizational structure dimensions have been theorized as antecedents to and organizational performance as a consequence of market orientation. Multiple studies have investigated…

Racial diversity in professional selling: an empirical investigation of the differences in the perceptions and performance of African‐American and Caucasian salespeople

Craig A. Martin

Although a significant number of employment fields and categories have followed the trend of increasing the number of minority employees in their profession, professional selling…

Salesforce control system in high‐tech contexts: do environment and industry matter?

Jozée Lapierre, Jimmy Skelling

Aims to examine the influence exerted by two key actors – sales person and sales manager – on the salesforce control system used by high‐tech industries. First, since these…

Analysis of customer portfolio and relationship management models: bridging managerial dimensions

Rajagopal, Romulo Sanchez

The customer portfolio and relationship management have been of contemporary interest to the academics and practitioners. This paper aims to systematically analyze the review and…

Have small businesses adopted the market orientation concept? The case of small businesses in Michigan

Charles Blankson, Julian Ming‐Sung Cheng

Sets out to nvestigate the adoption of and application of the market orientation concept within the small business sector using Michigan, USA, as a study setting.