Journal of Business & Industrial Marketing: Volume 22 Issue 4

Scanning for market threats

Lindsay Meredith

This paper seeks to focus more attention on market threat variables, their role in contributing to market risk and how to anticipate them.

The role of information technology adoption in the globalization of business buying behavior: a conceptual model and research propositions

Subroto Roy, K. Sivakumar

Advances in information technology (IT) and the globalization of business are both realities and opportunities of the twenty‐first century. This article aims to examine the role…

Forecasting sales for a B2B product category: case of auto component product

Conway L. Lackman

The purpose of this paper is to improve the capability of managers to forecast revenues and develop marketing plans for B2B component products.

Importance of company size in long‐term orientation of supply function: an empirical research

Yolanda Polo Redondo, Jesús J. Cambra Fierro

The study of the relationships established between firms and their suppliers is of great interest at the present time, not only among academics but also among practitioners in…

Exploring the dynamics of customer value in cross‐cultural business relationships

Christopher P. Blocker, Daniel J. Flint

A recent development in customer value research is building theory that can help the field go beyond understanding what customers currently value to exploring how customers'…

The protection of the trustor through the use of control mechanisms and its performance implications

Sertan Kabadayi, Sungmin Ryu

The article seeks to explain the impact of the adoption of control mechanisms by a manufacturer as a safeguard against the betrayal of trust, which could consequently have…

Development of performance‐based service strategies for the oil and gas industry: a case study

Rajesh Kumar, Tore Markeset

The main purpose of the paper is to present a framework for the development of performance‐based service strategies for the oil and gas industry in Norway. The framework considers…