Journal of Business & Industrial Marketing: Volume 27 Issue 3

My years with B2B marketing in India: reflections and learnings from a journey of 40 years

Sharad Sarin

This paper aims to review the author's association with the discipline of business‐to‐business (B2B) marketing for nearly 40 years. Of these, 34 were spent teaching in a…

Developing India‐centric B2B sales theory: an inductive approach using sales job ads

Murali Mantrala, Shrihari Sridhar, Xiaodan (Dani) Dong

Given India's rapid industrial growth and burgeoning numbers of sales and marketing employees, there is an urgent need to develop India‐centric B2B sales management knowledge…

Organized retailing in India: upstream channel structure and management

Chitra Srivastava Dabas, Brenda Sternquist, Humaira Mahi

This paper's aim is to identify structural and relational factors influencing the upstream channel management of organized retailers in India.

Open book practices in buyer‐supplier relationships in India

Rajeev Kumra, Henrik Agndal, Ulf Nilsson

This paper seeks to explore how Indian buying firms practise an open book (OB) policy in supplier relationships in three industries, i.e. the vehicle industry, the construction…

Understanding the mechanism linking interpersonal traits to pro‐social behaviors among salespeople: lessons from India

Raj Agnihotri, Michael Krush, Rakesh K. Singh

Factors such as globalization and market size have made India a major consideration for multinational firms and their salespeople. Despite the appeal of the market, the majority…

New service development in India's business‐to‐business financial services sector

Intekhab (Ian) Alam

Few research studies have been done to investigate the issue of new service development (NSD) in an emerging market. To address this gap in the literature the aim of this paper is…

Competitive intelligence and firm's performance in emerging markets: an exploratory study in India

Phani Tej Adidam, Madhumita Banerjee, Paurav Shukla

This paper aims to explore the impact of competitive intelligence (CI) practices on the firm's performance in the emerging market context of India. The paper seeks to answer the…

Tiger, tiger, burning bright! Will India’s tiger economy stimulate its business marketing space?

Ramendra Singh, D.V.R. Seshadri