Journal of Business & Industrial Marketing: Volume 25 Issue 3

Undergraduate research centers: simply a source of student employment or a model for supplementing rural university finances?

Michael K. Rich, Darrell Bartholomew

This paper aims to discuss the inequities in the financial infrastructure of Division II rural universities located throughout the USA and much of the Western world while seeking…

Using clickstream data to enhance business‐to‐business web site performance

R. Dale Wilson

This paper is designed to illustrate how clickstream data, collected from a B2B web site and then analyzed using web analytics software, can be used to evaluate and improve B2B…

Response of buying‐center participants to B2B product placements

Kenneth R. Lord, Pola B. Gupta

The purpose of this paper is to review product‐placement research in the consumer‐marketing domain, examine the acceptability of the practice for buying‐center participants, and…

External performance barriers in business networks: uncertainty, ambiguity, and conflict

Jens Geersbro, Thomas Ritter

This paper aims to discuss the concepts of uncertainty, ambiguity, and conflict in business networks in relation to firm performance. The paper aims to argue that uncertainty…

How can economic sociology help business relationship management?

Tibor Mandják, Zoltán Szántó

By analyzing organizations as social actors and business relationships as social relationships, sociology can improve business relationship management. This paper aims to explore…

B2B relationship marketing analytical support with GBC modeling

Wojciech Peter Latusek

Discrete choice modeling has been discussed by both academics and practitioners as a means of analytical support for B2C relationship marketing. This paper aims to discuss…

A dynamic process of buyer‐seller technology adoption

Jongkuk Lee, William J. Qualls

The objective of this paper is to propose a process through which channel stakeholders interact with one another to adopt a buyer‐seller technology with the purpose of improving…

Executive summary and implications for managers and executives

Guest editorial

Michael K. Rich