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Journal of Business & Industrial Marketing

Volume 18 Issue 4

Published: 2003 | Start Page: 309


Special Issue: Building the business case for marketing
Guest Editor(s): Professor Michael K. Rich
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Articles

Articles
Article No: Article Information:
856871 Middle-range theory construction of the dynamics of organizational marketing-buying behavior
Arch G. Woodside (pp. 309-335)
Keywords: Buying, Dynamics, Marketing, Organizational behaviour
ArticleType: Conceptual Paper
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856872 Creating a partnership-oriented, knowledge creation culture in strategic sales alliances: a conceptual framework
Eli Jones, Lawrence B. Chonko, James A. Roberts (pp. 336-352)
Keywords: Alliances, Management, Partnering, Sales, Sales information
ArticleType: Literature review
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856873 The influence of adaptations, trust, and commitment on value-creating functions of customer relationships
Achim Walter, Thomas Ritter (pp. 353-365)
Keywords: Customers, Supplier relations, Trust, Value
ArticleType: Research Paper
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856874 Antecedents of survey response bias in business-to-business services
Idil Sayrac Yaveroglu, Naveen Donthu, Adriana Garcia (pp. 366-375)
Keywords: Business-to-business marketing, Services, Surveys
ArticleType: Research paper
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856875 Assessing the strategic value of business relationships: the role of uncertainty and flexibility
Jonathan D. Hibbard, John E. Hogan, Gerald R. Smith (pp. 376-387)
Keywords: Business, Flexibility, Relationship marketing, Strategic evaluation, Uncertainty
ArticleType: General review
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856876 Using online databases for developing prioritized sales leads
R. Dale Wilson (pp. 388-402)
Keywords: Business-to-business marketing, Databases, Management, Online computing, Salesforce
ArticleType: Research Paper
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856877 The effect of successful trade show attendance on future show interest: exploring Japanese attendee perspectives of domestic and offshore international events
Timothy M. Smith, Kazuyo Hama, Paul M. Smith (pp. 403-418)
Keywords: Business-to-business marketing, International marketing, Japan, Trade fairs
ArticleType: Research paper
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856878 Electronic mail appraisal: a buyer and seller survey
Cynthia J. Bean, James S. Boles, Cynthia Rodriguez Cano (pp. 419-434)
Keywords: Business-to-business marketing, Buyers, Communications, Electronic mail, Organizations, Sales
ArticleType: Research paper
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856879 An exploratory investigation of the relationship between ethical conflict and salesperson performance
Charles H. Schwepker Jr (pp. 435-446)
Keywords: Conflict, Ethics, Job evaluation, Performance, Salesforce
ArticleType: Research paper
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856880 Requirements for successful marketing alliances
Michael K. Rich (pp. 447-456)
Keywords: Alliances, Effectiveness, Marketing
ArticleType: General review
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Book Review

Point, Click and Wow! A Quick Guide to Brilliant Laptop Presentations
Item No: Item Information
1493950 Point, Click and Wow! A Quick Guide to Brilliant Laptop Presentations
Journal: Journal of Business & Industrial Marketing
Vol : 18 Issue: 4
Special Issue: Building the business case for marketing
Author(s): Ronny Richardson
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