Journal of Business & Industrial Marketing: Volume 13 Issue 6

Managing interdependency: a taxonomy for business‐to‐business relationships

Pratibha A. Dabholkar, Sabrina M. Neeley

Market leaders are constantly being forced to evaluate and modify their relationships and interactions with suppliers, buyers, and even competitors, in order to remain…

Buy‐phase and buy‐class effects on organisational risk perception and reduction in purchasing professional services

V.‐W. Mitchell

Despite the importance of professional services to organisations, relatively little is known about the way they are purchased. This study details the risks perceived and…

Users’ role in the purchase: their influence, satisfaction and desire to participate in the next purchase

John F. Tanner

Buying center literature assumes that users are part of the purchase process. This study examines that assumption by exploring the role of the user in the purchase. Because…

Dancing to success: export groups as dance parties and the implications for network development

Ian Wilkinson, Louise C. Young, Denice Welch, Lawrence Welch

Export grouping schemes are a commonly used vehicle for promoting international competitiveness, but their success rate is patchy. A perennial problem is the value of continuing…

A model for governance in international strategic alliances

Dharma Deo Sharma

In the previous decade several studies have appeared that touch upon the subject of inter‐organisational strategic alliances (SA). Our knowledge on international SAs and the…