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The purpose of this paper is threefold: to extend the animosity model developed by Klein et al. (1998) by adding cultural and religious animosity constructs, to provide a tool with which to measure the cultural and religious constructs and to provide explanations, and thus an understanding, of how cultural and religious differences impact consumer intention to purchase.

Both qualitative and quantitative methods were used to test the model.

The cultural and religion animosity scale is created.

This fills a gap in the literature where there is not currently a scale to measure cultural or religious animosity.

The purpose of this study was to develop a better understanding of cooperation among members of network firms.

An extensive literature review of industrial cooperation/adaptation was conducted, especially research pertaining to industrial adoption of communication technology across partner firms. This review was combined with elements of population ecology, as it has been applied to business networks, and other sociological aspects of inter‐firm relationships to develop a set of propositions related to cooperative adoption.

This is a conceptual paper, so there were no quantifiable results. Instead, the paper contains a number of propositions related to the relational, structural, and influential aspects that affect adoption and sustained use of innovative products in a network context.

The lack of empirical support for hypothesized relationships is the major limitation. However, the study provides guidance toward empirical testing and suggests a number of managerial implications resulting from the understandings provided by the proposed relationship.

This study helps extend earlier models developed to understand intra‐organizational adoption to reflect the more common situation where adoption occurs within and affects a network of related firms.

The paper seeks to enrich current and future research on the topic of long‐term business relationships within organizational networks through expansion of the marriage metaphor.

The paper reviews the relationship marketing literature as well as incorporating sociological literature dealing with marriage and the family, specifically with respect to inter‐family working relationships. An extended family metaphor is proposed as a more appropriate metaphor for firms involved in network relationships. The paper is divided into three sections. The first contains a re‐conceptualization of the original stages developed by Dwyer et al. (1987). Next, non‐phase elements of these relationships are discussed. Finally, areas for future research building on this metaphor are suggested.

The extended family metaphor implies several interesting opportunities for future research, including investing the compensatory nature of relationships and specific factors that might impact relationship discussion.

This paper brings our conceptual thinking more in line with organizational reality, namely that organizations are more likely involved in dyadic relationships embedded in a network of inter‐relationships. Using an extended family metaphor highlights additional stressors on the relationships, suggesting areas that need attention in an effort to maintain the relationship. It also more clearly focuses on the dynamic of interactions outside the dyad and how these affect the dyadic relationship.

The marriage metaphor has been a catalyst for a wide variety of managerially significant research efforts. This extension of the metaphor to include the extended family may do the same.

Seeks to provide a historical case study of the founding and development of the Journal of Business & Industrial Marketing from the perspective of the two editors of the journal covering the first 20 years of publication.

The editors report on their experiences of establishing and nurturing the journal over a 20‐year period. Individual experiences are reported along with specific historical events and specific journal contents.

The paper provides information about the history of the journal and its founding, indicating the difficulties and managerial skills necessary to accomplish such a task. The paper also recognizes the 20‐year growth and contribution of the journal and those who contributed to it.

The viewpoints of the editors are anecdotal and recall events as far back as 20 years. They summarize the events of a 20‐year period in the article, relying on memory and information from archival files.

The paper provides one description of the founding and development of a leading journal in the field of business and industrial marketing. A list is presented summarizing Special Issues and significant milestones of the journal. The paper is a must‐read for anyone contemplating starting a new journal.

This article presents the only complete history of the Journal of Business & Industrial Marketing.

This study used both qualitative and quantitative data to test hypotheses related to consumers’ motivations to engage in impulse buying. A grounded theory approach was used to develop hypotheses from in‐depth interviews. These hypotheses were tested by the collection and analysis of survey data. Data support the theory that impulse buying is a common method of product selection, in part, because the shopping act and impulsive product selection provide hedonic rewards. Further information‐processing overload confounds product selection, reinforcing the rewards to be obtained from alternative section heuristics, like impulse buying.

Distinct difference between professional services and other types of service may increase customer reliance on social aspects of the relationship as a means to increase satisfaction with the service encounter. These services are characterized by one‐on‐one interactions involving repeated, frequent encounters with the same professional service provider and contain differences including: complexity, the intimate nature of exchange, and co‐production of service outcomes by both the client and the service provider. This study investigates the relative impact of technical and functional (social) aspects of professional service relationships on client satisfaction in four different professional services contexts. Findings support the positive impact of social aspects of the relationship on satisfaction in all four contexts, however, the strength of the association varies with context. The more classically professional occupations, like medicine, show a stronger relationship between social aspects of the relationship and satisfaction than less professional occupations, such as hairstyling. Social aspects also affect positive organizational outcomes, specifically positive word‐of‐mouth and re‐patronization intentions, in three of the four contexts.

To develop a preliminary framework for Australian agribusiness organisations seeking to select business‐to‐business (B2B) e‐business models.

A literature review was conducted on topics related to strategic decision making and B2B e‐business models. Particularly, factors influencing the strategic decision on the choice of e‐business models to be selected were examined. The review aims to provide an initial framework for the research study to be conducted. The research was conducted in two stages: depth interviews (stage one) and case studies (stage two).

Provides information on factors (both internal and external) influencing the choice of e‐business models and also insight into the current practices of Australian agribusiness in relation to the selection process of B2B e‐business models. A framework was developed to assist agribusiness organisations to make decisions on the selection of the most appropriate e‐business models.

This study is exploratory in nature and thus the findings cannot be generalised to the population at large. Further conclusive explanatory research is required for generalisation and the guidelines developed in this study could be replicated and tested in other agribusiness sectors or in other industries.

Managers are able to consider and examine the relevance of the guidelines and criteria developed, and determine the essential factors that require consideration during their selection process. The guidelines can also assist managers to determine the level of resources, technological infrastructure and knowledge and understanding of e‐business models required.

This paper brings together two disciplines – strategic decision making and development of e‐business models – that have not been combined prior to this study. The research findings have contributed to the development of existing theory in these two areas. The research also offers insights into the selection of e‐business models within the agribusiness industry that traditionally lagged behind in e‐business. The development of the framework and guidelines has assisted managers in their selection of e‐business models and given them an appreciation of what others in the industry are doing.

Business‐to‐business marketing has come of age in the last three decades and research in this area has been extensive and impressive. This paper examines the extant body of business‐to‐business marketing research and identifies surpluses and shortages with the goal of stimulating future research.

This paper focuses on two questions regarding future business‐to business marketing. First, what has been the focus of understanding in business‐to‐business marketing theory and what should be its future focus? Second, what has been the purpose or objective to study business‐to‐business marketing and what should be the future objective for research?

It is found that research in business‐to‐business marketing is fundamentally changing and will continue to change. The paper identifies areas of business‐to‐business marketing research that have received surplus attention and areas that require additional attention.

The paper provides guidelines for future exploration of the business‐to‐business research domain.

The paper is analogous to the widely cited paper by Sheth (1979) that reviewed the state of consumer behavior research and identified areas that had been unexplored or under‐explored, and in the process provided an impetus for new research in consumer behavor.