Journal of Business & Industrial Marketing: Volume 26 Issue 3

The role of social capital and knowledge transfer in selling center performance

Jing Yang, Thomas G. Brashear Alejandro, James S. Boles

This paper aims to understand how organizational and interpersonal relationships influence selling centers, and how to form an effective selling center to establish cooperation…

The role of wholesale brands for buyer loyalty: a transaction cost perspective

Peter Kenning, Stephan Grzeskowiak, Christian Brock, Martin Ahlert

Marketing channels are changing dramatically as the world economy becomes networked. Buyers who are likely to only have limited insight into a wholesaler's sourcing decisions may…

Assessing competitive advantage of emerging markets in knowledge intensive business services

Rajshekhar (Raj) G. Javalgi, Andrew C. Gross, W. Benoy Joseph, Elad Granot

The dramatic growth and international scope of knowledge‐intensive business services (KIBS) are evident in emerging markets such as China and India. Nations, like firms, seek to…

Managing industrial service offerings in global business markets

Christian Kowalkowski, Daniel Kindström, Per‐Olof Brehmer

Despite the increased focus on industrial services in manufacturing companies, little research to date has focused on understanding the roles of local and central organizations in…

The role of channel orientation in B2B technology adoption

Anthony K. Asare, Thomas G. Brashear Alejandro, Elad Granot, Vishal Kashyap

The purpose of this paper is to develop an in‐depth understanding of the issues that organizations consider and experience when making the decision to adopt B2B technologies.

A model of product‐to‐service brand extension success factors in B2B buying contexts

Brian Brown, Christina Sichtmann, Michael Musante

Business‐to‐business (B2B) manufacturing firms increasingly integrate services into their product portfolios under the same brand umbrella. This article aims to develop a…

Bond audit, a method for evaluating business relationships

Robert Wendelin

The purpose of this paper is to create an audit method for analyzing and improving business relationships. This is accomplished by specifying bonds on a lower abstraction level…

Guest editorial