Journal of Business & Industrial Marketing: Volume 30 Issue 8

Triadic analysis of business relationship’s ending: a case study of a dyad and a third actor

Anniina Schreiner

This paper aims to improve the knowledge of the way business relationships end by using a triadic analysis. Triadic analysis is used as a tool, permitting the examination of a…

A sales process framework to regain B2B customers

Annie Liu, Mark Leach, Richa Chugh

The purpose of this study is to develop a sales process framework to facilitate business-to-business (B2B) customer reacquisition. A comprehensive CRM process needs to include…

Dynamics in a distribution triad – a case study

Catherine Pardo, Sophie Michel

The purpose of this paper is to deal with business-to-business distribution, with a strong focus on the relationships developed by a distributor with its customers and its…

Information technology utilization for industrial marketing activities: the IT–marketing gap

Peter Ekman, Cecilia Erixon, Peter Thilenius

This study aims to investigates the possible gap between the logic of these information technology (IT) systems and industrial firms’ marketing practices. Industrial firms rely…

Relational development of a service concept: dialogue meets efficiency

Juho Ylimäki, Jukka Vesalainen

The purpose of this study is to build a generic model for relational development of a value proposition for a service concept. The study seeks to answer two questions: First, what…

The role of knowledge intermediaries in co-managed innovations

Chiara Cantù, Juho Ylimäki, Charlotta Agneta Sirén, David Nickell

The purpose of this paper is to investigate how technological hubs (THs), defined as knowledge intermediaries, can assist companies in creating successful partnerships to develop…

Ethical climate and job satisfaction among organizational buyers: an empirical study

Nwamaka A. Anaza, Brian Rutherford, Minna Rollins, David Nickell

– The purpose of this study is to examine the relationship between ethical climate and facets of job satisfaction among organizational buyers.

Development, production and use in policy initiated innovation

Jens Ola Eklinder-Frick

The purpose of this paper is to explore and describe the forces which promote or obstruct a policy-initiated innovation process in the context of a regional strategic network…

Guest editorial

Minna Rollins, Brian Rutherford