Journal of Business & Industrial Marketing: Volume 16 Issue 6

Reputation, trust and supplier commitment: the case of shipping company/seaport relations

Roger Bennett, Helen Gabriel

Relationships between a supplier’s corporate reputation, trust in the supplier, co‐operation, buyer commitment, and willingness to undertake relationship‐specific investments…

The industrial purchasing research framework: a comparison of theoretical perspectives from micro economics, marketing and organization science

Arnt Buvik

Industrial purchasing is a growing discipline with a broad scope of research issues. Research contributions vary greatly with respect to problem issues, the level of analysis…

The Internet in industrial channels: its use in (and effects on) exchange relationships

Brett A. Boyle

The effects of the Internet on the long‐term viability of buyer/seller exchange relationships is examined within the US plastics industry. The author poses two possible scenarios…

Relationships among TPL providers and members of supply chains – a strategic perspective

Anu H. Bask

Outsourcing of logistics services has increased rapidly during the last few years. Accordingly, third‐party logistics and supply chain management as a research phenomenon has…

Success factors of a reference visit – a single case study

Risto T. Salminen

Reference visits to the plants of suppliers’ present customers are an important practice in industrial marketing. Yet, studies regarding how to conduct reference visits do not…