Journal of Business & Industrial Marketing: Volume 30 Issue 2

Understanding B2B customer loyalty in the mobile telecommunication industry: a look at dedication and constraint

Shuiqing Yang

This paper attempts to investigate the simultaneous effects of dedication and constraint factors on business-to-business (B2B) customer loyalty in the context of transforming the…

Managing strategic supplier relationships: antecedents and outcomes

Eric P. Jack, Thomas L. Powers

The purpose of this paper was to examine the antecedents of strategic supplier relationships in conjunction with outcomes of product and service quality and financial performance…

Location determinants of market expansion in China’s second-tier cities: a case study of the biotechnology industry

Kung-Jeng Wang, Yuliani Dwi Lestari, Tsau-Tang Yang

– This study aims to examine the location determinants of market expansion of the biotechnology industry to China’s second-tier cities.

A review of buyer-supplier relationship typologies: progress, problems, and future directions

Chanchai Tangpong, Michael D. Michalisin, Rodney D Traub, Arlyn J. Melcher

The purpose of this study is to review the existing typologies of buyer-supplier relationships (BSRs) in the literature, to critically assess their dimensions and underlying…

The value creation scale of supplier-distributor relationship in international markets

Chi-Shiun Lai, Delphine Ya-Chu Chan, Chin-Fang Yang, Wei-Chun Hsu

The purpose of this study is to develop a value-creation measurement which is applicable to the supplier–overseas distributor relationship. As cross-border cooperation is…

How manufacturer market orientation influences B2B customer satisfaction and retention: empirical investigation of the three market orientation components

Chiquan Guo, Yong Wang

This paper aims to examine how the three market orientation components (customer orientation, competitor orientation and interfunctional coordination) influence industrial…

Marketing resource-capability complementarity and firm performance in B2B firms

Aron O'Cass, Liem Viet Ngo, Vida Siahtiri

This study aims to examine how market orientation (MO), marketing resources and marketing resource deployment are related and impact business-to-business (B2B) firm- and…

The enterprise system revisited: how well does it capture the company’s business network?

Peter Ekman

This paper aims to analyse how well enterprise systems capture the business network in which an industrial company is involved. Enterprise systems have been presented as a “dream…

How salespeople see organizational citizenship behaviors: an exploratory study using the laddering technique

Paolo Guenzi, Federico Panzeri

The purpose of this paper is to more thoroughly investigate the role of organizational citizenship behaviors (OCBs) in sales force settings and the reason why salespeople should…

Are salespeople born or made? Biology, personality, and the career satisfaction of salespeople

James M Loveland, John W Lounsbury, Soo-Hee Park, Donald W Jackson

The purpose of this paper is to investigate the relationship between personality traits and both job and career satisfaction among salespeople. The authors also wished to examine…