Journal of Business & Industrial Marketing: Volume 26 Issue 1

Reducing emotional exhaustion and increasing organizational support

G. Alexander Hamwi, Brian N. Rutherford, James S. Boles

The purpose of this study is to explore stressors that may influence salespersons' emotional exhaustion and their perception of organizational support.

The impact of market orientation on Chinese retailers' channel relationships

Jae‐Eun Chung, Ying Huang, Byoungho Jin, Brenda Sternquist

This study seeks to examine the influence of market orientation on Chinese buyer‐supplier relations. A model is proposed depicting relationships among retailer market orientation…

New industrial service pricing strategies and their antecedents: empirical evidence from two industrial sectors

Kostis Indounas, George Avlonitis

The purpose of this paper is to investigate the conditions that led to the adoption of the three new industrial service‐pricing strategies, namely skimming pricing (i.e. a high…

Pricing, purchasing and product performance factors associated with the relational exchanges of different sized customers

Robert C. Fink, William L. James, Kenneth J. Hatten

The purpose of this research is to understand what pricing, purchasing, product defect and late deliveries factors are associated with the decisions of small, medium and large…

An exploration of key connections within sales‐marketing interface

Avinash Malshe

The paucity of empirical research on the sales‐marketing interface necessitates a detailed exploration of linkages that can forge stronger connection between these two functions…

Competitive effects of co‐operation with suppliers and buyers in the sawmill industry

Ana Gueimonde‐Canto, Javier González‐Benito, José Manuel García‐Vázquez

The present paper proposes simultaneous research into the effects of co‐operation with buyers and suppliers on company performance, and how both types of co‐operation interact in…

A new company descriptor takes us into a new era

Rebecca Marsh