Journal of Business & Industrial Marketing: Volume 25 Issue 2

Marketing strategy selection, marketing metrics, and firm performance

Debra Zahay, Abbie Griffin

This research aims to investigate the relationship between customer‐based performance measures (marketing measures of firm success) and business growth performance (strategy…

Managerial trust and NPD team performance: team commitment and longevity as mediators

Mumin Dayan

The purpose of this paper is to examine the mediating effects of team commitment and longevity between managerial trust and team performance (e.g. team learning and product…

The determinants of long‐term relationship on inter‐organizational systems performance

Hsin Hsin Chang, Hsin‐Wei Wang, Ta Wei Kao

This study aims to explore the relations among inter‐organizational, organizational, technical factors, inter‐organizational systems (IOS) use, IOS performance and long‐term…

RELQUAL's impact on satisfaction in Norwegian business relationships

Tore Mysen, Göran Svensson

The purpose of this paper is to develop a RELQUAL‐construct and to test its impact on satisfaction in Norwegian business relationships.

Business management software in high‐tech firms: the case of the IT services sector

Blanca Hernandez, Julio Jimenez, M. José Martin

The aim of the paper is to analyse the acceptance of business management software by focusing on high‐tech firms dedicated to information technologies and belonging to the service…

Enhancement of product development capabilities of OEM suppliers: inter‐ and intra‐organisational learning

Yen‐Tsung Huang, Wenyi Chu

Faced with increased global competition, suppliers must continually update their technology and capabilities to effectively respond to the rapid changes in customer requirements…

Revising marketing strategies for supplier selection criteria: small firm approach from the information and communications industry

Jussi Hätönen, Mika Ruokonen

Mainly due to their size, SMEs in the ICT industry are often at a disadvantage in supplier evaluation and therefore in the MNC supplier selection process. This paper aims to…