Journal of Business & Industrial Marketing: Volume 13 Issue 1

Strategic segmentation of industrial markets

D. Sudharshan, Frederick Winter

Suggests that the strategic segmentation of industrial markets begins with an understanding of customers’ strategies. Reviews the existing literature on industrial marketing…

Cooperation in international value chains: comparing an exporter’s supplier versus customer relationships

Alexandra J. Campbell

To cope with the rising pressure for global competitiveness, exporters are increasingly cooperating with their suppliers and customers. This research empirically examines the…

Relationships between SERVQUAL dimensions and organizational performance in the case of a business‐to‐business service

Subhash C. Mehta, Srinivas Durvasula

A growing recognition of the critical differences between industrial and consumer services requires additional research emphasis on marketing of services in business‐to‐business…

An exploratory examination of environmentally responsible straight rebuy purchases in large Australian organizations

Michael Jay Polonsky, Harry Brooks, Philip Henry, Craig Schweizer

This paper is an exploratory examination into the purchase of recycled paper within large Australian organizations. In‐depth interviews were held with 11 purchasing agents (PAs)…

Intrafirm technical knowledge and competitive advantage: a framework for superior market driven performance

Morry Ghingold, Bruce Johnson

The ability of business marketers to monitor, strategically adopt and manage new technologies is an important predictor of long‐term competitiveness. Expanding on recent work this…

Marketing Engineering: : Computer‐Assisted Marketing Analysis and Planning

Michael K. Rich