Journal of Business & Industrial Marketing: Volume 27 Issue 4

Strategic account management programs: alignment of design elements and management practices

Kaj Storbacka

The paper aims at generating a better understanding of the design elements and related management practices of strategic account management programs, in order to assist firms…

Affective commitment in industrial customer‐supplier relations: a psychological contract approach

Mikael Lövblad, Akmal S. Hyder, Lars Lönnstedt

The purpose of this conceptual paper is to develop the construct of affective commitment in business‐to‐business relationships between customers and suppliers, as well as to…

Impact of business relationship functions on relationship quality and buyer's performance

Yongtao Song, Qin Su, Qiang Liu, Tieshan Wang

The paper aims to present how relationship value is created and how it influences the existing buyer‐supplier relationship and the buyer's performance. It seeks to introduce the…

Antecedents of relationship learning in supplier partnerships from the perspective of an industrial customer: the direct effects model

Marko Kohtamäki, Michael Bourlakis

This study aims to examine the antecedents of relationship learning in partnerships and develop a research model that explains relationship learning through three complementary…

The moderating effect of environmental uncertainty on the relationship between network structures and the innovative performance of a new venture

Ming‐Chao Wang, Shih‐Chieh Fang

Network structures are critical in the acquisition of resources; however, their impact on innovative performance remains unclear, especially in an uncertain environment. This…

Coordination in innovation‐generating business networks – the case of Finnish Mobile TV development

Paavo Ritala, Pia Hurmelinna‐Laukkanen, Satu Nätti

In this study the authors seek to discuss and empirically analyze coordination mechanisms in innovation‐generating business networks. Their aim is to explore how these…

Special on issue on Interfirm relationships in Russia: responding to new challenges