Journal of Business & Industrial Marketing: Volume 28 Issue 7

Improving salespeople's trust in the organization, moral judgment and performance through transformational leadership

Charles H. Schwepker, David J. Good

The purpose of this paper is to determine if transformational leadership has an effect on business‐to‐business salespeople's trust in the organization, whether trust in the…

Veneer supply and demand estimation using simultaneous equations model

Ajang Tajdini, Jafar Ghajebeigloo, Mehran Roohnia

Veneer is one of the most important products in the wood‐based panel industry, therefore, to provide needed information for the development of this industry, it is necessary to…

The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson's performance: exploring the moderating role of selling experience

Ramendra Singh, Gopal Das

The purpose of this paper is to investigate the moderating effects of selling experience on the relationship between job satisfaction and sales performance, customer orientation…

Environmental determinants of responsive and proactive market orientations

Yejing Wang, Deming Zeng, C. Anthony Di Benedetto, Michael Song

Recent studies have conceptualized market orientation into two distinct components, responsive and proactive market orientation. The purpose of this paper is to examine the…

Evaluating relative value of customers via data envelopment analysis

Abdollah Noorizadeh, Mahdi Mahdiloo, Reza Farzipoor Saen

The purpose of this paper is to propose a data envelopment analysis (DEA) method for customers' evaluation.

New product success: empirical evidence from SMEs in China

Stanley Kam Sing Wong, Canon Tong

The question of R&D and marketing cooperation (RMC) in new product development (NPD) is of increasing relevance. However, it is unclear whether RMC really leads to new product…