Journal of Business & Industrial Marketing: Volume 29 Issue 5

The impact of organisational context on the failure of key and strategic account management programmes

Kevin Wilson, Diana Woodburn

This paper aims to explore some of the contextual reasons for the failure of key or strategic account management (K/SAM) programmes. It will discuss how organisational context…

Does the hierarchical position of the buyer make a difference? The influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context

Sergio Román, Pedro Juan Martín

The first purpose of this research is to analyze the influence of adaptive selling, as perceived by customers, on customer satisfaction – both with the salesperson and the company…

Determinants of subsidiary’s technological capability – examining the roles of subsidiary–local supplier linkage

Cher-Hung Tseng, Liang-Tu Chen

This study aims to explore the effects of subsidiary–local supplier linkage characteristics in a supply chain and the moderating effects of a multinational corporation’s (MNC’s…

Operational impact of collaboration and resource specificity: the moderating role of technology context

Karthik N.S. Iyer

The purpose of this research is to enhance understanding of the sources of relational rents in supply chains and the nature of their relationships with performance. Using the…

The critical success factors affecting the adoption of inter-organization systems by SMEs

Hsin-Pin Fu, Tien-Hsiang Chang, Cheng-Yuan Ku, Tsung-Sheng Chang, Cheng-Hsin Huang

The purposes of this study were to formulate a hierarchical table of factors that influence adoption of an inter-organization system (IOS) by enterprises and to apply…

Procurement performance and manufacturer-supplier relationships: a multivariate analysis in Kuwaiti manufacturing companies

M. Tawfik Mady, Tarek T. Mady, Sarah T. Mady

The purpose of this study is to report and contrast manufacturer–supplier relationships, supplier selection and procurement performance of two manufacturing sectors in Kuwait. The…

Increasing business-to-business buyer word-of-mouth and share-of-purchase

Nwamaka A. Anaza, Brian Rutherford

This study aims to examine the satisfaction-loyalty framework on word-of-mouth communications (WOMC) and share-of-purchases in situations where business-to-business (b-t-b) buyers…

Executive summary of “Determinants of subsidiary’s technological capability - examining the roles of subsidiary-local supplier linkage”

Executive summary of “The impact of organizational context on the failure of key and strategic account management programmes”

Executive summary of “The critical success factors affecting the adoption of inter-organization systems by SMEs”

Executive summary of “Increasing business-to-business buyer word-of-mouth and share-of-purchase”

Executive summary of “Does the hierarchical position of the buyer make a difference? The influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context”

Executive summary of “Operational impact of collaboration and resource specificity: the moderating role of technology context”

Executive summary of “Procurement performance and manufacturer-supplier relationships: a multivariate analysis in Kuwaiti manufacturing companies”