Journal of Business & Industrial Marketing: Volume 2 Issue 2

INSIGHTS INTO ORGANIZATIONAL BUYING

Ronald P. LeBlanc

This research project suggests that the decision‐making process in organizational buying may not be as much of a group process as is presently suggested by the literature. The job…

Erratum

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008174. When citing the article, please…

Erratum

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008177. When citing the article, please…

Erratum

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008105. When citing the article, please…

EXPLOITING YOUR COMPETITIVE EDGE

Dick Alberding

Exploiting a company's competitive advantage is a subject all marketing managers wrestle with daily, both strategically and tactically. Hewlett‐Packard will be used as a case…

STRATEGIC MARKETING THINKING: A GAME PERSPECTIVE

Roger A. Kerin, Michael G. Harvey

The term “strategic thinking” is a relatively recent addition to the lexicon of marketing concepts. Its popularity arises from increasing discontent with highly formalized…

THE INDUSTRIAL DISTRIBUTOR IS ALSO HUMAN

Seymour H. Fine

The long‐standing belief that industrial marketing is based primarily on price and technical specifications is becoming outmoded. Even product quality and supplier reputation are…

Erratum

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008102. When citing the article, please…

SHARPENING THE CORPORATE IMAGE FOR A SERVICE COMPANY

Thomas J. Vos

For a company the size of GTE, the name itself carries an image that evokes fundamental promises to customer. It is important that this image be as clear and as positive as…