Journal of Business & Industrial Marketing: Volume 23 Issue 7

Market orientation for small manufacturing suppliers: the importance of product‐related factors

Stephen C. Jones, Tami L. Knotts, Gerald G. Udell

The purpose of this paper is to investigate the role of market orientation for small manufacturers vying to be suppliers in the mass retail marketplace. It examines the mediating…

Understanding customer level profitability implications of satisfaction programs

Rakesh Niraj, George Foster, Mahendra R. Gupta, Chakravarthi Narasimhan

Achieving high level of customer satisfaction (CS) involves spending marketing resources in terms of money, managerial time, and focus. Consistent with the return on quality…

Achieving market segmentation from B2B sectorisation

Lyndon Simkin

The creation of a target market strategy is integral to developing an effective business strategy. The concept of market segmentation is often cited as pivotal to establishing a…

The moderating role of industrial experience in the job satisfaction, intention to leave relationship: an empirical study among salesmen in India

Keyoor Purani, Sunil Sahadev

The purpose of the paper is to explore the moderating role of industrial experience in the relationship between different facets of a sales person's satisfaction with the job and…

Salesforce automation tool selectivity: an agency theory perspective

Michael L. Mallin, Susan K. DelVecchio

A strong and repeating theme in sales force automation (SFA) tool research is perceived usefulness. When salespeople perceived high levels of SFA tool usefulness, they report…

Intentionally developed business network for mobile marketing: a case study from Finland

Jari Salo, Jaakko Sinisalo, Heikki Karjaluoto

The purpose of the paper is to investigate an intentionally developed business network (IDBN) for mobile marketing (m‐marketing).

Warranty planning and development framework: a case study of a high‐tech multinational firm

A. Ben Oumlil

The purpose of this paper is to address what a sound warranty policy entails by identifying the key variables involved in the development of a warranty program.