Journal of Business & Industrial Marketing: Volume 22 Issue 1

Clustering product launches by price and launch strategy

Roger J. Calantone, C. Anthony Di Benedetto

The purpose of this paper is to examine the interaction of pricing strategies with other aspects of launch, in particular, timing, logistics/inventory strategy, and coordination…

Are drivers of customer satisfaction different for buyers/users from different functional areas?

Goutam Chakraborty, Prashant Srivastava, Fred Marshall

The aim of this study is to identify the drivers that influence customer satisfaction in a business‐to‐business context.

Supplier performance improvements in relational exchanges

Robert C. Fink, Linda F. Edelman, Kenneth J. Hatten

This study aims to test both customer and supplier performance benefits associated with closer relational exchanges in light of both resource and technological environmental…

Relative effects of dependence and trust on flexibility, information exchange, and solidarity in marketing channels

Bulent Sezen, Cengiz Yilmaz

The extent of relational behaviors displayed by independent partners in channels of distribution is a critical determinant of the efficiency and effectiveness of distribution…

The extent of technology usage and salespeople: an exploratory investigation

Sylvain Senecal, Ellen Bolman Pullins, Richard E. Buehrer

Increasingly, salespeople adopt, or are being asked to adopt, and use a variety of technologies to increase their selling productivity and efficiency. Given this trend, many…

Network mobilizer

Stefanos Mouzas, Pete Naudé

The aim of this paper is to identify how companies mobilize other companies in their surrounding network to work within the plans they develop.

Towards a multi‐dimensional approach to supply management: a comparative case study

Carlos Brito, Catarina Roseira

The article aims at contributing to a better understanding of the interdependence between supply management and the strategic position of the buying firm.

Emerald at 40

Rebecca Marsh