Journal of Business & Industrial Marketing: Volume 27 Issue 1

Supplier relationship management in the construction industry: the effects of trust and dependence

Zhizhong Jiang, Stephan C. Henneberg, Peter Naudé

There is conflicting evidence of the extent to which business relationships in the UK construction industry are based on trust between closely collaborating parties or…

Relationship portfolios and guanxi in Chinese business strategy

Judy M. Zolkiewski, Junwei Feng

This paper aims to investigate relationship portfolio management in a Chinese context. It has an electronic component manufacturing company active in China's business‐to‐business…

A longitudinal examination of internet‐based customer service system usage in small companies

David W. Palmer, Alexander E. Ellinger, Arthur Allaway, Giles D'Souza

New internet technologies are not always readily accepted by target users – especially by small companies. More effective identification of target market characteristics and…

Towards pioneering through capabilities in dense and cohesive social networks

Gloria Parra‐Requena, María José Ruiz‐Ortega, Pedro Manuel García‐Villaverde

This paper seeks to examine how dense and cohesive social networks can lead to pioneering. In this sense, the specific aim of this study is to analyse the mediating role placed by…

Do country‐of‐manufacture and country‐of‐design matter to industrial brand equity?

Yi‐Min Chen, Yi‐Fan Su

This paper aims to investigate the effects of country‐of‐manufacture (COM) and country‐of‐design (COD) on industrial brand equity.

A chi‐square‐based heuristic statistical procedure for approximating bid price in a competitive marketplace: a case study

J. Ravichandran

The purpose of this paper is to propose a chi‐square‐based heuristic statistical procedure that considers the most recent bid prices of self and competitors in proposing an…