Journal of Business & Industrial Marketing: Volume 25 Issue 7

Examining network factors: commitment, trust, coordination and harmony

Giselle Rampersad, Pascale Quester, Indrit Troshani

In recent decades, R&D networks have proliferated amongst members of universities, businesses, research organisations and government. Despite increases in the complexity and…

The effect of market orientation on innovation speed and new product performance

Pilar Carbonell, Ana I. Rodríguez Escudero

It has been argued that innovation speed has been inappropriately absent in models of market orientation. The present study seeks to provide new insights into whether and how…

The influence of organizational culture and conflict on market orientation

Rex E. McClure

This study aims to review three recognized culture types: bureaucracy, supportive, and innovative, then to develop a model describing how intra‐organizational conflict mediates…

How does concurrent sourcing affect performance?

Niels Peter Mols

“Concurrent sourcing” is a term used by Parmigiani to describe the phenomenon where a firm simultaneously buys and makes the same good or service. The purpose of this paper is to…

Determinants of B2B salespersons' performance and effectiveness: a review and synthesis of literature

Ramendra Singh, Abraham Koshy

Review articles on B2B salespersons' performance in the recent past have been limited. This paper seeks to provide a review, focusing on the conceptualizations of the…

Systematic sales channel redesign for the US market

Dirk Zupancic, Sonja Neckermann, Alexander Schagen

The purpose of this teaching case study is to analyze, conceptualize and redesign sales approaches with the example of a German wire company selling in the US market.

Problems of distribution and market orientation in the fishery sector in Greece

Nikolaos Papavassiliou

This paper seeks to identify and assess the problems of distribution and logistics that arise in the fishery sector in Greece and to examine the impact of market orientation with…