Journal of Business & Industrial Marketing: Volume 14 Issue 3

Business Market Management: : Understanding, Creating, and Delivering Value

Michael K. Rich

Cooperation and competition in relationships between competitors in business networks

Maria Bengtsson, Sören Kock

Traditionally the relationships between competitors in the industrial market have been based on competition. The network approach and literature about strategic alliances have…

A study of team orientation in global purchasing

G. Tomas M. Hult, Ernest L. Nichols

Develops and tests a model of team orientation in the global purchasing process of a Fortune 500 multinational services organization. Based on a sample of 179 domestic and 167…

Impacts of services trade barriers: a study of the insurance industry

Alan Zimmerman

Barriers, especially non‐tariff barriers (NTBs), have been shown to have an important impact upon international trade in services. Foreign direct investment and market entry…

Brand managers’ relations with industrial service providers in pharmaceutical and other companies

George G. Panigyrakis, Cleopatra Veloutsou

Focuses on the relations that product managers, as industrial buyers, develop with industrial service providers (advertising, promotional and marketing research agencies, lawyers…