Journal of Business & Industrial Marketing: Volume 27 Issue 7

Peter Drucker's ontology: understanding business relationships and networks

The paper aims to consider the underlying premises of Peter Drucker's managerial writing and focuses on three main aspects: humans and relations, an evolutionary perspective and a…

The essential role of information sharing in relationship development

This paper aims to report on the role of information sharing in business relationships development.

Customer‐focused and service‐focused orientation in organizational structures

The paper aims to provide a better understanding of the interrelatedness of customer and service orientations in the organizational structures of capital goods manufacturing…

Visualizing the value of service‐based offerings: empirical findings from the manufacturing industry

The purpose of this paper is to explore strategies for visualizing the value of service‐based offerings in a B2B context. By taking a process perspective on the offering life…

A structural guide to in‐depth interviewing in business and industrial marketing research

The authors aim to present a structural guide for data collection in a participant‐oriented, B2B context.

The role of mobile technology in a buyer‐supplier relationship: a case study from the steel industry

The impacts of information technology on business relationships have been of interest to managers for decades, and this stream of research has also steadily gained recognition…

Helicopter view: an interpersonal relationship sales process framework

This paper aims to offer a two‐dimensional holistic framework for analyzing interpersonal relationships in the sales process in a business‐to‐business (B2B) context.

Multinational enterprise competition: grounding the eclectic paradigm of foreign production in resource‐advantage theory

This paper seeks to explicate a dynamic theory of competition, i.e. the resource‐advantage theory of competition, with the aim of developing a theoretical foundation for the…

Managerial action and resource‐advantage theory: conceptual frameworks emanating from a positive theory of competition

The purpose of this paper is to illustrate that conceptual frameworks developed from a general theory of competition, i.e. resource‐advantage (R‐A) theory, can facilitate…

Alliance market orientation, new product development, and resource advantage theory

This study aims to examine the role of market orientation as a relationship property. This property, labeled “alliance market orientation”, is at the inter‐firm level and is…

Guest editorial

Special issue on innovation in business-to-business networks

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

Special issue on entrepreneurship and service innovation