Journal of Business & Industrial Marketing: Volume 24 Issue 7

Role identity and attributions of high‐performing salespeople

Michelle D. Steward, Michael D. Hutt, Beth A. Walker, Ajith Kumar

This paper aims to propose and test an exploratory model, illustrating performance differences based on underlying role identities and attributions of salespeople in business…

Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes

Raj Agnihotri, Adam Rapp, Kevin Trainor

This study seeks to address the issue of managing buyer‐seller relationships. Specifically, a framework incorporating the constructs of information communication, sales…

Managerial uncertainty as a feature of organizational form: a sociological perspective

R. Saylor Breckenridge, Ian M. Taplin

This paper sets out to review the sociological perspective on the changing role of managers in US corporations following the demise of Fordist hierarchies.

The impact of supply chain integration on brand equity

Daekwan Kim, Erin Cavusgil

As measuring returns on intangible assets has become more and more crucial in the contemporary business environment, this study seeks to explore the impact of a firm's…

Causes of conflict in intercompetitor cooperation

Annika Tidström

The purpose of this study is to increase understanding about the causes of conflict in intercompetitor cooperation.

Multiplicity of norms in inter‐company cooperation

Eiren Tuusjärvi, Kristian Möller

This paper aims to examine the multiplicity of norms in inter‐company cooperation in the context of an SME export group. It will show that the strategic interests of the parties…

Selling Value: Maximize Growth by Helping Customers Succeed

Karl Hellman

Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

Karl Hellman

Special issue on Business-to-business (B2B) marketing practices in India