Journal of Business & Industrial Marketing: Volume 27 Issue 5

Return on relationships: conceptual understanding and measurement of mutual gains from relational business engagements

Christian Grönroos, Pekka Helle

Relationship is based on the idea of creating a win‐win situation for parties involved in a business engagement. The purpose of the article is to develop a model of mutual value…

Key account management: the inside selling job

James I.F. Speakman, Lynette Ryals

Salespeople are frequently required to manage a wide range of complex internal relationships. This paper seeks to explore one aspect of the key account manager's internal selling…

Customer intimacy

Jürgen Kai‐Uwe Brock, Josephine Yu Zhou

The term customer intimacy has been used both in academia and business, albeit lacking clear definition and empirical validation. The authors in this paper aim to develop a…

Using trade show information to enhance company success: an empirical investigation

Harriette Bettis‐Outland, Wesley J. Johnston, R. Dale Wilson

This paper seeks to provide an exploratory empirical study of the variables that are part of the return on trade show information (RTSI) concept, which is based on the use and…

Clusters or un‐clustered industries? Where inter‐firm marketing cooperation matters

Christian Felzensztein, Eli Gimmon, Claudio Aqueveque

This paper aims to focus on the perceived role of clusters in inter‐firm cooperation and social networks.

A multistage behavioural and temporal analysis of CPV in RM

Sriram Dorai, Sanjeev Varshney

Interactions and on‐going relationships are crucial for organizations to create satisfactory value propositions for customers and meet their evolving needs. Understanding the…

The antecedents of salespeople's relational behaviors

Lei Guo, Irene C.L. Ng

This paper aims to examine the driving factors of salespeople's relational behaviors in the business to business marketing context.

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

Special issue on entrepreneurship and service innovation

Guest editorial

Dr Harriette Bettis-Outland

Special issue on innovation in business-to-business networks