Journal of Business & Industrial Marketing: Volume 27 Issue 8

Tangible and intangible resource inequity in customer‐supplier relationships

Linda Silver Coley, Eckhard Lindemann, Stephan M. Wagner

This study aims to investigate the effects of perceived tangible and intangible resource inequity and the moderating effect of long‐term orientation on future collaboration.

The differential impact of brand equity on B2B co‐branding

Stavros P. Kalafatis, Natalia Remizova, Debra Riley, Jaywant Singh

Co‐branding strategies are now seen increasingly in business‐to‐business (B2B) settings, however, there has been little research in this area. This study aims to investigate the…

Attributes of overall satisfaction of agricultural machinery dealers using a three‐factor model

Alexander Staus, Tilman Becker

This paper aims to investigate the satisfaction of dealers with their suppliers in the agricultural machinery sector.

Leveraging relationship orientation and its impact on relationship outcomes

Geoffrey T. Stewart, Zach G. Zacharia, Andrew B. Artis

This study seeks to: empirically measure relationship orientation along a continuum from operation to strategic; evaluate the impact of relationship orientation on the actual…

The training of sales managers: current practices

Geoffrey L. Gordon, C. David Shepherd, Brian Lambert, Rick E. Ridnour, Dan C. Weilbaker

The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well as their perceived effectiveness, frequency, and assessment).

Intertwining relationship marketing with supply chain management through Alderson's transvection

Per Engelseth, Christian Felzensztein

This paper's aim is to develop an understanding of how responsiveness in a supply network may be approached from a combined relationship marketing (RM) and supply chain management…

Special issue on innovation in business-to-business networks