Journal of Business & Industrial Marketing: Volume 28 Issue 4

Cooperate “and” compete: coopetition strategy in retailer‐supplier relationships

Stephen Kim, Namwoon Kim, Jae H. Pae, Leslie Yip

This study aims to examine the strategic implications and managerial outcomes of the concurrent use of cooperation and competition in vertical channel relationships.

How does supplier's asset specificity affect product development performance? A relational exchange perspective

Yu‐Xiang Yen, Shiu‐Wan Hung

Although previous studies have examined the influence of asset specificity on firm performance, the literature has not focused on the influence of supplier asset specificity on…

Big Brother or big bother? E‐monitoring the salesforce

Susan K. DelVecchio, Dawn R. Deeter‐Schmelz, Kenneth Anselmi

The purpose of this study is to investigate the effects of salespersons' attributions about managerial e‐monitoring on salespersons' customer orientation.

Relationship configurations in the apparel supply chain

Ivy S.N. Chen, Patrick K.O. Fung

This study aims to identify the types of relationships that intermediaries form with their suppliers and customers in the apparel supply chain and their implications for…

Branding vs contract manufacturing: capability, strategy, and performance

Yung‐Chang Hsiao, Chung‐Jen Chen

This study attempts to investigate the relationships among organizational capabilities, strategic choice, and firm performance and examine three questions: What are the…

Effects of customer equity drivers on customer loyalty in B2B context

B. Ramaseshan, Fazlul K. Rabbanee, Laine Tan Hsin Hui

This paper aims to investigate the effects of customer equity drivers on customer loyalty via customer trust in a B2B context.

The impact of trust in manager on unethical intention and customer‐oriented selling

Charles H. Schwepker, Roberta J. Schultz

The purpose of this paper is to examine how customer‐oriented selling is linked to two important antecedents – unethical intention and the trust of salespeople in their manager.

Marketing practices in wine clusters: insights from Chile

Christian Felzensztein, Kenneth R. Deans

This research aims to investigate cooperative strategies within the Chilean wine cluster, in particular the factors that influence the development of inter‐firm marketing…