Journal of Business & Industrial Marketing: Volume 26 Issue 4

Design innovation and marketing strategy in successful product competition

Yen Hsu

Taiwanese computer and electronic products possess advantages in design, innovation, rapid response, and global market flexibility. This study aims to examine Taiwanese computer…

In‐group preference as opportunism governance in a collectivist culture: evidence from Korean retail buyer‐supplier relationships

Jae‐Eun Chung, Byoungho Jin

The purpose of this paper is to examine whether preference toward in‐group members can serve as opportunism governance in channel relationships in a collectivist culture. This…

Suppliers' willingness of customization, effective communication, and trust: a study of switching cost antecedents

Yu‐Xiang Yen, Edward Shih‐Tse Wang, Der‐Juinn Horng

This study seeks to extend current research by testing a framework for understanding the impact of perceived suppliers' willingness for customization, effective communication, and…

Development of customer value in a supply chain: managerial thinking about strategic marketing

Bo Rundh

The purpose of this paper is to describe and analyse how the main driving forces are affecting companies in a supply chain. The focus is on what managers expect will influence…

Compensation and control sales policies, and sales performance: the field sales manager's points of view

Inés Küster, Pedro Canales

The purpose of this paper is to analyse the relationship among the compensation system (fixed or commission) applied to salespeople, the system by which they are controlled, and…

Complementor involvement in product development

Kristin B. Munksgaard, Per V. Freytag

The involvement of lead‐users in product development has been emphasised as a rewarding method for companies in various industries to strengthen their development efforts. The…