Journal of Business & Industrial Marketing: Volume 22 Issue 3

Writer's block: failures of the neurological network and comparisons with business networks

Malcolm T. Cunningham

The purpose of this paper is to introduce neurological networks as a new metaphor for industrial networks. It also discusses a dysfunction of neurological networks, called…

Buyer‐seller relationship development episodes: theories and methods

Paul H. Schurr

For the benefit of those who want to address gaps in our understanding of business relationships, this paper seeks to conceptually frame investigation into critical interaction…

Net social capital processes

James L. Bowey, Geoff Easton

The paper seeks to use the concept of net social capital to help explain the behaviour of a business constellation, a group of entrepreneurial firms in different businesses that…

Supply network initiatives – a means to reorganise the supply base?

Elsebeth Holmen, Ann‐Charlott Pedersen, Nikolai Jansen

While numerous articles have stressed the importance of developing and maintaining supply networks, there is still a dearth of studies that address how supply networks arise and…

Sourcing from outside – six managerial challenges

Per V. Freytag, Ole S. Mikkelsen

As companies become more aware of their role in the business network and their own value contribution hereto, the question of the companies’ sourcing strategy and use of suppliers…

A framework for analyzing relationship governance

Thomas Ritter

The paper suggests a framework for analyzing business relationships using the hierarchy‐markets‐network framework. Instead of treating these three interaction modes as mutually…

Executive summary and implications for managers and executives

Guest editorial

Per Vagn Freytag, Thomas Ritter