Journal of Business & Industrial Marketing: Volume 25 Issue 5

The need for adaptive processes of benchmarking in small business‐to‐business services

Anne Broderick, Tony Garry, Mark Beasley

This paper aims to explore current management attitudes towards benchmarking and its implementation within small business‐to‐business service firms in order to enhance a deeper…

The impact of service encounter quality in service evaluation: evidence from a business‐to‐business context

Chanaka Jayawardhena

This paper aims to examine the impact of service encounter quality within a service evaluation model. The conceptual model seeks to incorporate the following constructs: service…

Evolution of strategic sales organizations in business‐to‐business marketing

Nigel F. Piercy

This paper aims to focus on changes in the way in which business‐to‐business companies are responding to customer and market pressures for higher service and relational…

Complaint resolution management expectations in an asymmetric business‐to‐business context

Thorsten Gruber, Stephan C. Henneberg, Bahar Ashnai, Peter Naudé, Alexander Reppel

The purpose of this paper is to gain a deeper understanding of the attributes of effective complaint management in business‐to‐business relationships, and to reveal the underlying…

Business implications in the subcontracting alliance life cycle: case examples from the Tunisian clothing and textile industries

Kaouther Kooli, Len Tiu Wright, Adrian Wright

Dependence on access to European markets through subcontracting relationships with European firms has exposed subcontracting clothing and textile producers in less developed…

A brief review of marketing accountability, and a research agenda

Malcolm McDonald

This paper aims to review previous work in the domain of marketing accountability, an issue which has become of increasing concern to chief executive and financial officers. It…

Transfer of brand knowledge in business‐to‐business markets: a qualitative study

Suraksha Gupta, T.C. Melewar, Michael Bourlakis

This paper presents the approach of a one‐to‐one relationship for branding in business‐to‐business markets. With qualitative evidence, the paper seeks to clarify the links between…

Business-to-business marketing in the 21st century

Tony Garry, T.C. Melewar, Len Tiu Wright