Journal of Business & Industrial Marketing: Volume 24 Issue 1

Customer advocacy and the impact of B2B loyalty programs

Russell Lacey, Robert M. Morgan

The purpose of this article is to explore linkages between committed customers and their willingness to serve as advocates and investigate the moderating influence of B2B loyalty…

Do different marketing practices require different leadership styles? An exploratory study

Adam Lindgreen, Roger Palmer, Martin Wetzels, Michael Antioco

The literature discusses the relationship between marketing practice and leadership style and suggests that these are dynamic and linked. Providing empirical data, this paper…

Boundary conditions to business relationships in China: the case of selling wine in China

Michael Beverland

This paper aims to examine the role and limitations of relationships between buyers and sellers of grape wine in China. Although networks are believed to be critical for market…

A comparison of European and Chinese supplier and customer functions and the impact of connected relations

Louise Young, James Wiley, Ian Wilkinson

This paper sets out to consider the scale and scope of the value relationship functions of trading partners and of their connected relationships created in a cross‐cultural…

How network competence and network location influence innovation performance

Yen Ting Helena Chiu

As developed countries experience a decline of manufacturing industries, national governments increasingly turn to innovation‐based cluster initiatives to secure the long‐term…

Value capturing as a balancing act

Paul Matthyssens, Koen Vandenbempt, Caroline Goubau

The purpose of this case study is to illustrate the difficulty of capturing value by an upstream supplier in a mature business market. The case shows how successful market…

Capturing and (re)interpreting complexity in multi‐firm disruptive product innovations

Hugh M. Pattinson, Arch G. Woodside

This case study research report aims to include collecting additional field interviews with the original and additional executives participating in the original case study (on the…