Journal of Business & Industrial Marketing: Volume 26 Issue 2

Dealing with downstream customers: an exploratory study

Bas Hillebrand, Wim G. Biemans

In B2B markets, the demand for a supplier's products is derived from demand further down the supply chain. This complexity poses several challenges for B2B firms, especially when…

Demand chain collaboration and operational performance: role of IT analytic capability and environmental uncertainty

Karthik N.S. Iyer

The purpose of this research is to enhance the extant understanding of the IT‐collaboration relationship. The study aims to test the robustness of the relationships among the…

A cross‐cultural study of interfirm power structure and commitment: the effect of collectivism

Sungmin Ryu, Eun‐Ju Lee, Won Jun Lee

This study seeks to introduce the concept of collectivism, and to assess its impact on interfirm commitment in both high and low collectivist countries.

Dimensions and outcomes of B2B relational exchange: a meta‐analysis

Rajasree K. Rajamma, Mohammad Ali Zolfagharian, Lou E. Pelton

The primary purpose of the present paper is to critically evaluate the extant literature on relational exchange, a fundamental driver of buyer‐seller relationship management in…

EU deregulation and dealer‐supplier relations in automotive distribution

Allard C.R. van Riel, Veronica Liljander, Janjaap Semeijn, Pia Polsa

The automotive industry in the European Union (EU) faces a sharply reduced regulatory environment, with Block Exemption (1400/2002). Economists have predicted fundamental changes…

Multidimensional perspective of perceived value in industrial clusters

Luis J. Callarisa Fiol, Miguel A. Moliner Tena, Javier Sánchez García

This paper aims to demonstrate that aspects of a rational or functional character and aspects of an emotional and social nature condition the perceived value of the exchange…