Journal of Business & Industrial Marketing: Volume 21 Issue 1
Table of contents
The nature, role and impact of connected relations: a comparison of European and Chinese suppliers' perspectives
James Wiley, Ian Wilkinson, Louise YoungThe objective is to review theories of the impact of network relations and present empirical evidence on their nature and impacts. Among the questions addressed are: Who initiates…
Business relationships facing the end: why restore them?
Jaana Tähtinen, Terje I. VaalandThis paper aims to discuss business relationships drawing to an end, and the reasons why company managers should attempt to restore the relationship instead of terminating it.
Advancing systems thinking and building microworlds in business and industrial marketing
Arch G. WoodsideThis article sets out to describe the benefits of systems thinking in overcoming short‐sighted decision making in business and industrial marketing.
Customer value and switching costs in business services: developing exit barriers through strategic value management
Annie H. LiuThe purpose of this study is to examine the concept of customer value and its role in building switching costs perceptions. The current research develops scales and empirically…
Planned and spontaneous orders in the emerging network society
Henrikki Tikkanen, Petri M.T. ParvinenThe purpose of this paper is to investigate the impact of the emergence of the network society from the perspective of planned and spontaneous order.
Negotiation: the Chinese style
Tony FangTo examine the nature of Chinese business negotiating style in Sino‐Western business negotiations in business‐to‐business markets involving large industrial projects from a social…
ISSN:
0885-8624e-ISSN:
2052-1189ISSN-L:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Michael Ehret
- Antonella La Rocca
- Roberto Mora Cortez