Journal of Business & Industrial Marketing: Volume 23 Issue 5

Manufacturer price reduction pressure and supplier relations

John W. Henke, Ravi Parameswaran, R. Mohan Pisharodi

Manufacturer price reduction pressure on suppliers is an important contributor to helping a manufacturer maintain a strong competitive position by keeping costs low. The benefits…

Key‐account‐management in business markets: an empirical test of common assumptions

Björn Sven Ivens, Catherine Pardo

The concept of key account management (KAM) has received considerable attention from practitioners and scholars for well over 20 years now. However, numerous articles build on a…

Exploring the components of success for the Korean chaebols

Du Sig Choi, Paul Michell, Dayananda Palihawadana

This paper aims to discuss the profiles of Korean chaebols involved in global electronics

Towards an integrated framework of key account management

Dirk Zupancic

The purpose of the paper is to identify the elements of professional key account management programs, to understand the success factors and to create an integrated framework.

A relationship model between key problems of international purchasing and the post‐purchase behavior of industrial firms

Carrete Lucero

This paper aims to analyze the key problems related to the international purchasing operations and their interrelationship with the post‐purchase industrial behavior: repeated…

Adoption of strategic networks: evidence from the Hong Kong clothing industry

Mei‐mei Lau, Karen Ka‐leung Moon

Recent management literature demonstrates a growing interest in strategic networking. The aim of this paper is to explore the adoption of strategic networks using Hong Kong…

Survey of BPR experiences in Iran: reasons for success and failure

Mohammad Jafar Tarokh, Esmail Sharifi, Eslam Nazemi

This paper aims at studying the success and failure of BPR projects executed throughout Iran. For this purpose, effective indices and also factors of success and failure are to be…