Journal of Business & Industrial Marketing: Volume 23 Issue 3

Understanding the salespeople's “feedback‐satisfaction” linkage: what role does job perceptions play?

Rajesh Srivastava, Deva Rangarajan

This paper aims to highlight the important role played by supervisory feedback on the job satisfaction experienced by salespeople. In order to address this issue, it seeks to…

The relationship between pricing and ethics in two industrial service industries

Kostis Indounas

The purpose of this paper is to investigate the relationship between pricing and ethics in two industrial service contexts. In particular the pricing practices that lead to…

Segmenting business‐to‐business markets: a micro‐macro linking methodology

Thomas L. Powers, Jay U. Sterling

This paper aims to report a research methodology that is used to identify business buyer segments by relating demographic indicators to the needs of various market segments.

A typology of interfirm relationships: the role of information technology and reciprocity

Pingsheng Tong, Jean L. Johnson, U.N. Umesh, Ruby P. Lee

This paper aims to advance interfirm relationship (IR) research by applying a theoretically based typology in IR settings and empirically investigating the association of…

Executives' perspectives of the changing role of the sales profession: views from France, the United States, and Mexico

John F. Tanner, Christophe Fournier, Jorge A. Wise, Sandrine Hollet, Juliet Poujol

This paper aims to present perceptions of sales executives from three countries regarding expectations for the future of the sales profession and sales position.

Fading configurations in inter‐organizational relationships: a case study in the context of cultural sponsorship

Rami Olkkonen, Pekka Tuominen

The purpose of this study is to describe, analyze, and understand the fading configurations in inter‐organizational relationships in the context of cultural sponsorship.

Loose coupling as an inhibitor of internal customer knowledge transfer: findings from an empirical study in B‐to‐B professional services

Satu Nätti, Jukka Ojasalo

The knowledge of inhibitors of internal customer knowledge transfer in b‐to‐b professional service organizations is still in its infancy. Previous literature on professional…