Journal of Business & Industrial Marketing: Volume 26 Issue 7

Global approaches to the service business in manufacturing companies

Gunther Kucza, Heiko Gebauer

The article aims to investigate how product manufacturing firms can configure their global service approach.

The service function as a holistic management concept

Christian Kowalkowski

This article aims to introduce the service function concept, as well as why and how it can be a useful concept for addressing service management challenges in industrial firms.

Bridging the theory to application gap in value‐based selling

Pekka Töytäri, Thomas Brashear Alejandro, Petri Parvinen, Ilmari Ollila, Nora Rosendahl

Increasing pressure to reduce costs and skepticism of promised value‐added are forcing suppliers to produce tangible proof of the monetary value they create for customers. The…

Mapping B2B value exchange in marketing relationships: a systematic approach

Amir Albadvi, Monireh Hosseini

This paper's main purpose is to provide a systematic approach for mapping the value exchange in B2B relationship marketing. This approach affords a preliminary analysis in order…

Networking and developing collaborative relationships: evidence of the auto‐part industry of Brazil

Danny Pimentel Claro, Priscila Borin de Oliveira Claro

This study aims to assess the moderating effect of the business network on the effects of between relational behavior and the effects of transaction‐specific investments on joint…

Relationship marketing in supply chain: an empirical analysis in the Brazilian service sector

Valter Afonso Vieira, Plinio R.R. Monteiro, Ricardo Teixeira Veiga

The purpose of this paper is to extend the scope of relationship marketing research in a service and developing market context. This is achieved through the development and…

Approaching global industrial marketing from a managerial cognition perspective: a theoretical framework

Sreedhar Madhavaram, Vishag Badrinarayanan, Elad Granot

This paper aims to attempt to develop an integrative theoretical framework that approaches global industrial marketing from a managerial cognition perspective.

The internationalization of Indian SMEs in B‐to‐B markets

Rajshekhar (Raj) G. Javalgi, Patricia Todd, Elad Granot

The study aims to examine the effect of market orientation on the international performance of Indian SMEs in the business‐to‐business market; assess the potential moderating…

Special issue on Interfirm relationships in Russia: responding to new challenges

Guest editorial

Thomas Brashear Alejandro

Service innovation in business-to-business firms