Journal of Business & Industrial Marketing: Volume 12 Issue 2

Involvement of technical consultants in high technology business markets

Philip L. Dawes, Paul G. Patterson, David F. Midgley

Using data collected from 302 firms spanning a wide range of industry sectors, tests a model designed to explain the decision of whether to use or not to use an outside technical…

Process improvement through marketing variance analysis

Mary Margaret Weber, James L. Dodd, Robert E. Wood, Harry I. Wolk

In the 1970s and early 1980s several studies recommended using a framework based on a 1977 Hulbert and Toy model for analyzing marketing variances. Proposes adaptation of the…

Hybrid governance: the role of transaction costs, production costs and strategic considerations

Daniel C. Bello, Shirish P. Dant, Ritu Lohtia

Practitioners often are confused by theories that offer ambiguous prescriptions for designing the institutional forms or governance structures in which business activities are…

Power as a predictor of industrial complaining styles in a buyer/seller relationship: the buyer’s perspective

Scott W. Hansen

With continued growth in the industrial market being an important issue, firms need to maintain and expand their existing customer base. Careful consideration and evaluation of…

Some issues in developing expert marketing systems

Yanqing Duan, Phillip Burrell

Formal planning can yield many benefits for all types of companies but many companies are experiencing difficulties with marketing planning. It has been recognized that expert…