Journal of Business & Industrial Marketing: Volume 18 Issue 6/7

All research is interpretive!

Evert Gummesson

This article advocates recognition of interpretive elements in business research and the need for improvement of the researcher’s interpretive skills. The scientific tradition…

Case study research methods for theory building

Arch G. Woodside, Elizabeth J. Wilson

This article provides a new definition for case study research. Achieving deep understanding of processes and other concept variables (e.g. actors’ perceptions of their own…

Organizational analysis and information systems design: a road revisited

James M. Hulbert

Looks retrospectively at an article written by the author and his colleagues in 1975 and contributed to the Journal of Business Research. Concludes that the article is still…

A picture paints a thousand numbers: a critical look at b2b product development research

Wim G. Biemans

Research into new product development (NPD) has grown steadily over the last couple of decades. The current body of NPD research displays a distinct methodological bias and…

Mapping industrial marketing knowledge: a study of an IMP conference

Geoff Easton, Judy Zolkiewski, Shona Bettany

The paper describes exploratory research into the nature of the International/Industrial Marketing and Purchasing (IMP) conference papers with particular focus on content. A…

Cross‐border supply chain relationships: interpretive research of maquiladora realized strategies

Angela Hausman, Diana L. Haytko

Maquiladora plants are foreign‐owned plants operating in Mexico and represent a pre‐North American Trade Agreement (NAFTA) mechanism to reduce tariffs on the assembly of component…

Selecting a professional service provider from the short list

Ellen Day, Hiram C. Barksdale

Going from the short list to winning the contract is critical to a professional service provider, yet relatively few studies have investigated selection criteria used in this last…

Grounded theory in sales research: an investigation of salespeople’s client relationships

Susi Geiger, Darach Turley

In this paper, grounded theory as an inductive method of theory generation in business research is presented and critically evaluated. The historical and epistemological…

Cognition‐in‐context: reorienting research in business market strategy

Paul Matthyssens, Koen Vandenbempt

This paper highlights the usefulness of interpretive methodologies in theorizing over relatively unstructured, dynamic business market strategy issues. It is based on the tenet…

The importance of understanding the symbolic world of customers in asymmetric business‐to‐business relationships

Torsten Ringberg, Susan Forquer Gupta

Researchers within the business‐to‐business relationship literature have argued that the loyalty concept is only partially understood, and, consequently, call for an increased…