Journal of Business & Industrial Marketing: Volume 30 Issue 7

Delivering sports events: the arena concept in sports from a network perspective

Bo Rundh, Patrik Gottfridsson

The purpose of this paper is to investigate how the arena concept is used in sports marketing. The prevailing situation and the development of the arena concept require a…

Towards an exchange view of trade fairs

Wondwesen Tafesse, Kåre Skallerud

The purpose of this study is to integrate divergent discussions located within the marketing, economic geography and economic sociology literature about trade fairs and their…

Performance outcomes of behavioral attributes in buyer-supplier relationships

Sandra Simas Graca, James M. Barry, Patricia M. Doney

The purpose of this paper is to explain the impact of relationship capital (trust and commitment) and the exchange climate (communication, conflict resolution and cooperation) on…

When do salespeople pursue and win deals? a two-stage model of sales opportunity outcomes

Rodrigo Guesalaga, Dimitri Kapelianis

The purpose of this study is to develop and test a two-stage model of sales opportunity outcomes, and thus identify the factors that influence the likelihood of a salesperson…

Relational bonding strategies in the franchise industry: the moderating role of duration of the relationship

Yong-ki Lee, Sally Kim, Min-Seong Kim, Jae-Han Lee, Ki-Taek Lim

This paper aims to examine the effect of different relational bonding strategies on franchisees’ perceptions of benefits. The duration of the relationship is framed as a moderator…

Resource complementarity, transformative capacity, and inbound open innovation

Hao-Chen Huang, Mei-Chi Lai, Wei-Wei Huang

This study aims to examine the potential impact of external complementary resources on inbound open innovation and whether transformative capacity acts as a mediator in the…

Toward the development of new product ideas: asymmetric effects of team cohesion on new product ideation

Tanawat Hirunyawipada, Audhesh K. Paswan, Charles Blankson

– The purpose of this paper is to investigate asymmetric effects of team cohesion and team members’ relational qualification on the creativity of new product ideas.

Building long-term partnerships by certificate implementation: a social exchange theory perspective

Hsin Hsin Chang, Yao-Chuan Tsai, Shu-Hui Chen, Guei-Hua Huang, Ya Hui Tseng

This purpose of this study is to apply social exchange theory (SET) to explain how social exchange behaviors, such as the exchange of knowledge, information and respect between…

Initiating service encounter-based innovation by word-of-business

Jan Mattsson

This paper aims to set up a natural experiment as action research and to develop a framework of cognitive distance of informants to improve the initiation of service…