Journal of Business & Industrial Marketing: Volume 31 Issue 4

Prototyping, customer involvement, and speed of information dissemination in new product success

Siohong Tih, Kok-Kee Wong, Gary S. Lynn, Richard R. Reilly

Rapid prototyping can potentially accelerate the entire process of new product development (NPD), enabling a high level of customer involvement and hence new product success…

Developing competitive advantage using the triple bottom line: a conceptual framework

Steven A. Schulz, Rod L. Flanigan

The purpose of this paper is to develop a framework for a sustainability model to be used by industrial companies for establishing a competitive advantage.

Contractual control, the propensity to trust, active trust development: construction industry

Shao Kai Lu, Hong Yan

The purpose of this paper is to examine the assumptions concerning how the processes that foster trust are influenced by contractual control and managers’ propensity to trust…

Does brand orientation help B2B SMEs in gaining business growth?

Saku Hirvonen, Tommi Laukkanen, Jari Salo

The purpose of this study is to examine the relationship between brand orientation and business growth in business-to-business (B2B) small- and medium-sized enterprises (SMEs)…

Conceptualizing a framework for customer integration during new product development of chemical companies

David Elvers, Chie Hoon Song

The purpose of this paper is to gain knowledge on the impact of customer integration on the new product development of chemical companies in growing markets. The literature…

Workplace spirituality governance: impact on customer orientation and salesperson performance

Vaibhav Chawla

Many sales organizations use traditional control systems such as agency theory, which entails motivating salespeople using rewards and punishments, as if they are mechanical…

Innovation from emerging market firms: what happens when market ambitions meet technology challenges?

Arun Sharma, Subhash Jha

Western business-to-business firms are under increasing competition from firms in emerging nations. As examples, Mindray in medical devices, LiuGong in earth moving equipment…

Multiple marketing plans: an analytical template

Lindsay Meredith

The purpose of this paper is to introduce a template to guide practitioners in the creation of multiple marketing plans that are intended to target different groups of…

Understanding structures and practices of meaning-making in industrial networks

Sid Lowe, Michel Rod, Ki-Soon Hwang

This paper aims to propose an approach for exploring industrial marketing network environments through a social semiotic lens.

Can the negative binomial distribution predict industrial purchases?

John W. Wilkinson, Giang Trinh, Richard Lee, Neil Brown

This paper aims to extend the known boundary conditions of the negative binomial distribution (NBD) model, and to test the applicability of conditional trend analysis (CTA) – a…

The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspective

Paolo Guenzi, Luigi M. De Luca, Rosann Spiro

This paper aims to examine the impact of customer perceptions about a salesperson’s combined use of adaptive selling (AS) and selling orientation (SO) on customer trust in the…