Journal of Business & Industrial Marketing: Volume 30 Issue 1

A contextual analysis of the impact of strategic sourcing and E-procurement on performance

Minkyun Kim, Nallan C Suresh, Canan Kocabasoglu-Hillmer

The aim of this study is to investigate the relationships among strategic sourcing, e-procurement and firm performance, along with the moderating effects of business…

An application of European Customer Satisfaction Index (ECSI) in business to business (B2B) context

Mohammad Hossein Askariazad, Nazila Babakhani

– This paper aims to examine the most important antecedents of customer loyalty in business-to-business (B2B) context using European Customer Satisfaction Index (ECSI) model.

Top management commitment and involvement and their link to key account management effectiveness

Nektarios Tzempelikos

The purpose of the study is to examine the role of top management in effective key account management (KAM) relationships, making a distinction between top management commitment…

The nature and role of different types of commitment in inter-firm relationship cooperation

Neeru Sharma, Louise C Young, Ian Wilkinson

This paper aims to consider the nature and role of commitment in delivering value in customer–supplier relationships by developing and testing a model of relationship…

Mastering the complementarity between marketing mix and customer-focused capabilities to enhance new product performance

Aron O'Cass, Nima Heirati

This study aims to address the extent that the deployment of and complementarity between marketing mix and customer-focused (brand management, and customer relationship…

Account manager turnover and the influence of context: an exploratory study

Mario Vafeas

The purpose of this study is to investigate the contextual factors that influence the impact of account manager turnover on the client–agency relationship, an under-researched…

Influence of internationalization orientation on export performance: in the perspective of Malaysian manufacturing firms

Mina Behyan, Osman Mohamad, Azizah Omar

The purpose of this paper is to investigate several concepts of inward and outward internationalization and their impact on export performance in the context of Malaysian…

Motivations of small firms to develop relationships with banks

Daniele Scarpi, Marco Visentin

This paper aims to investigate what drives the decision of small non-food store retailers to develop a relationship with the bank financing them. The analysis addresses the…

Science mapping in industrial marketing

Francisco Vieira, Carlos Brito

– This study aims to map scientific knowledge in industrial marketing.