Journal of Business & Industrial Marketing: Volume 26 Issue 6

Post‐satisfaction factors affecting the long‐term orientation of supply relationships

Jesús J. Cambra‐Fierro, Yolanda Polo‐Redondo

This article seeks to analyze the concept of the long‐term orientation of relationships in the supply chain (SC). This research aims to study interactions between satisfaction and…

An analysis of franchisor failure risk: evidence from Spain

Victoria Bordonaba‐Juste, Laura Lucia‐Palacios, Yolanda Polo‐Redondo

Research on franchise system survival has focused on analyzing organizational failure. However, there are two types of market exit: organizational failure and franchise…

Inter‐firm relations in SME clusters and the link to marketing performance

Chrysoula Lamprinopoulou, Angela Tregear

Networks are increasingly recognised as being important to successful marketing amongst small and medium‐sized enterprises (SMEs). The purpose of this study is to investigate the…

Resource commitment behaviour of industrial exhibitors: an exploratory study

Po‐Chien Li, Kenneth R. Evans, Yen‐Chun Chen, Charles M. Wood

The purpose of this study is to assist practitioners in improving the benefits they receive from trade shows. This study seeks to investigate the behaviour of resource commitment…

How salespeople deal with intergenerational relationship selling

Ellen Bolman Pullins, Michael L. Mallin, Richard E. Buehrer, Deirdre E. Jones

The Millennial generation (born after 1981) of salespeople is projected to become the apparent heir to replace top‐end Baby Boomers expected to retire at an alarming rate over the…

Relationship transparency for partnership enhancement: an intellectual capital perspective

Hwan‐Yann Su, Shih‐Chieh Fang, Chaur‐Shiuh Young

The purpose of this article is to explore and illustrate how intellectual capital transparency through intellectual capital reporting can enable relationship transparency and…