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Journal of Business & Industrial Marketing

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Articles

Articles

Article No:	Article Information:
1811371	Role identity and attributions of high-performing salespeople Michelle D. Steward, Michael D. Hutt, Beth A. Walker, Ajith Kumar (pp. 463-473) Keywords: Sales force, Sales management, Sales performance, Work identity ArticleType: Research paper View HTML | View PDF (133 KB) | Reprints & Permissions
1811372	Understanding the role of information communication in the buyer-seller exchange process: antecedents and outcomes Raj Agnihotri, Adam Rapp, Kevin Trainor (pp. 474-486) Keywords: Communication, Customer satisfaction, Sales automation, Sales force, Sales strategies ArticleType: Research paper View HTML | View PDF (211 KB) | Reprints & Permissions
1811373	Managerial uncertainty as a feature of organizational form: a sociological perspective R. Saylor Breckenridge, Ian M. Taplin (pp. 487-495) Keywords: Careers, Management roles, Organizational structures, Sociology of work, United States of America ArticleType: Conceptual paper View HTML | View PDF (113 KB) | Reprints & Permissions
1811374	The impact of supply chain integration on brand equity Daekwan Kim, Erin Cavusgil (pp. 496-505) Keywords: Brand equity, Intangible assets, Supply chain management ArticleType: Research paper View HTML | View PDF (156 KB) | Reprints & Permissions
1811375	Causes of conflict in intercompetitor cooperation Annika Tidström (pp. 506-518) Keywords: Competitors, Conflict management, Corporate strategy, Finland, Organizational conflict ArticleType: Research paper View HTML | View PDF (297 KB) | Reprints & Permissions
1811376	Multiplicity of norms in inter-company cooperation Eiren Tuusjärvi, Kristian Möller (pp. 519-528) Keywords: Corporate strategy, Management strategy, Networking, Organizational behaviour, Small to medium-sized enterprises ArticleType: Case study View HTML | View PDF (121 KB) | Reprints & Permissions

Call for papers

Special issue on Business-to-business (B2B) marketing practices in India

Item No:	Item Information
1811377	Special issue on Business-to-business (B2B) marketing practices in India Vol : 24 Issue: 7 View HTML

Book reviews

Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

Item No:	Item Information
1811378	Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach Vol : 24 Issue: 7 Author(s): Karl Hellman View HTML

Selling Value: Maximize Growth by Helping Customers Succeed

Item No:	Item Information
1811379	Selling Value: Maximize Growth by Helping Customers Succeed Vol : 24 Issue: 7 Author(s): Karl Hellman View HTML