Journal of Business & Industrial Marketing: Volume 31 Issue 3

Business, industrial marketing and uncertainty

José M. Merigó, Anna M. Gil-Lafuente, Jaime Gil-Lafuente

This special issue of the Journal of Business & Industrial Marketing, entitled “Business, Industrial Marketing and Uncertainty”, presents selected extended studies that were…

A design strategy for improving adaptive conjoint analysis

Ruben Huertas-Garcia, Juan Carlos Gázquez-Abad, Santiago Forgas-Coll

Adaptive conjoint analysis (ACA) is a market research methodology for measuring utility in business-to-business and customer studies. Based on partial profiles, ACA tailors an…

The use of customer-centric philosophy in hotels to improve customer loyalty

Daniel Palacios-Marques, Maria Guijarro, Agustin Carrilero

The purpose of this paper is to study the impact the quality of online and multi-channel offers have on perceived value. It is also analyzed whether customer-centric management…

The central role of the reputation of country-of-origin firms in developing markets

Nadia Jiménez, Sonia San-Martin

This study aims to test the central role of the perceived reputation of country-of-origin (COO) firms between cultural and socio-psychological variables and management and…

Market intelligence effect on perceived psychic distance, strategic behaviours and export performance in industrial SMEs

Antonio Navarro-García, Marta Peris-Oritz, Ramón Barrera-Barrera

This paper has two objectives in the area of industrialised small- and medium-sized industrial company (SME) export activity. First, it responds to the gap in the literature on…

Impact of B2C e-commerce codes of conduct on sales volume: lessons from the Spanish perspective

M. Dolores Gallego, Salvador Bueno, David López-Jiménez

The purpose of this paper is to carry out empirical testing of the relationship between corporate image and corporate satisfaction among business-to-consumer (B2C) e-commerce…

How does word of mouth affect customer satisfaction?

Wenhua Shi, Lingshu Tang, Xiaohang Zhang, Yu Gao, Yameng Zhu

Although word of mouth (WOM) affects customers’ purchasing intentions to a large extent, prior research has neglected the role of WOM as a driver of customer satisfaction.

The effects of the crisis on marketing innovation: an application for Spain

Natalia Medrano, Cristina Olarte-Pascual

This study aims to identify the structural features of companies that have implemented marketing innovations at two different points, 2008 and 2010 (before and during the crisis).

Improving new product development performance by risk management

Mehran Salavati, Milad Tuyserkani, Seyyede Anahita Mousavi, Nafiseh Falahi, Farshid Abdi

The principal aim of this study is to investigate the relationship between technological, marketing, organizational and commercialization risk management on new product…

The incidence of incentives for t-commerce acceptance: improving television as a distribution channel

Francisco-Javier Arroyo-Cañada, Jaime Gil-Lafuente

This paper aims to explore the impact of incentives on the behavioral intention to use electronic commerce through interactive television to enhance a deeper understanding of how…