Journal of Business & Industrial Marketing: Volume 21 Issue 7

A history of the Journal of Business & Industrial Marketing

Seeks to provide a historical case study of the founding and development of the Journal of Business & Industrial Marketing from the perspective of the two editors of the journal…

We are all business marketers now

This paper seeks to argue that a business‐marketing outlook is a lucid perspective for enhancing the value of business school faculty services provision and administration. Given…

The surpluses and shortages in business‐to‐business marketing theory and research

Business‐to‐business marketing has come of age in the last three decades and research in this area has been extensive and impressive. This paper examines the extant body of…

The changing landscape of supply chain management, marketing channels of distribution, logistics and purchasing

The paper seeks to examine the changing landscape of supply chain management, marketing channels of distribution, logistics and purchasing.

Trust: looking forward and back

This paper considers ways forward in the study of trust in business relationships and networks.

Expanding the marriage metaphor in understanding long‐term business relationships

The paper seeks to enrich current and future research on the topic of long‐term business relationships within organizational networks through expansion of the marriage metaphor.

The role of social and self‐conscious emotions in the regulation of business‐to‐business relationships in salesperson‐customer interactions

The aim of this paper is to go beyond the received view, which is solely rational and economic minded, and to introduce the concept of self‐regulation of behavior by salespersons…

The evolution of an evolutionary perspective on B2B business

The paper seeks to review recent developments in theory and research regarding the nature and role of relations and networks in business markets and to argue for a more dynamic…

A network perspective of account manager performance

The paper seeks to provide a conceptual model of the account management process that isolates the social connections of more versus less effective account managers.

Blurring the lines: is there a need to rethink industrial marketing?

Given the dramatic changes in the business environment, the purpose of the paper is to stimulate readers to challenge their mental models of business and industrial marketing, and…

20th Anniversary Special Issue

2006 Awards for Excellence