Journal of Business & Industrial Marketing: Volume 31 Issue 2

A case study for predicting the success possibility of supply chain practices implementation using AHP approach

Shrikant Gorane, Ravi Kant

The purpose of this paper is to predict the success possibility of supply chain practices (SCPs) implementation based on ten selected SCPs using the analytic hierarchy process…

Types of embedded ties in buyer-supplier relationships and their combined effects on innovation performance

Jon Charterina, Imanol Basterretxea, Jon Landeta

This paper aims to analyze the impact of three types of embedded ties, namely, specialized complementary resources, idiosyncratic investments and knowledge sharing, on the…

Using external knowledge to improve organizational innovativeness: understanding the knowledge leveraging process

Xinchun Wang, Dennis B Arnett, Limin Hou

The purpose of this paper is to develop a better understanding of the process used by organizations to leverage external knowledge. A model of the knowledge leveraging process is…

Returns on key accounts: do the results justify the expenditures?

Arun Sharma, Heiner Evanschitzky

The use of key accounts has become a mature trend and most industrial firms use this concept in some form. Selling firms establish key account teams to attend to important…

Favour and opportunity: renqing in Chinese business relationships

AMNA KHAN, Judith Zolkiewski, John Murphy

The purpose of this paper is to explore the impact and effect of renqing in Chinese business relationships. The research focused on a multinational organisation that is based in…

Determinants of brand relevance in a B2B service purchasing context

Mariana Gomes, Teresa Fernandes, Amélia Brandão

Brands have traditionally been regarded as a key asset and a source of competitive advantage in purchasing decisions, as customers are expected to prefer stronger brands to…

Inbound open innovation for pharmaceutical markets: a case study of an anti-diabetic drug in-licensing decision

Allan Ya-Huan Wu, Victoria Janine Little, Brian Low

This paper aims to increase understanding of how firms can more effectively identify valuable and profitable innovations in the pharmaceutical industry and to identify the issues…

Exploring the relationship among servant leadership, intrinsic motivation and performance in an industrial sales setting

Belén Bande, Pilar Fernández-Ferrín, Concepción Varela-Neira, Carmen Otero-Neira

Although servant leadership (SL) improves the overall effectiveness of individuals and teams, it remains understudied. The aim of this paper is to provide insight into the…

Improving customer knowledge transfer in industrial firms: how does previous work experience influence the effect of reward systems?

Silja Korhonen-Sande, Jon Bingen Sande

This paper aims to improve customer knowledge management practices in industrial firms by examining the role of knowledge integration mechanisms (KIMs) and customer-oriented…

Sport event-sponsor fit and its effects on sponsor purchase intentions: a non-consumer perspective among athletes, volunteers and spectators

Dimitra Papadimitriou, Kyriaki Kiki Kaplanidou, Nikolaos Papacharalampous

The purpose of this study is to explore how event volunteers, athletes and onsite spectators perceive the impact of sport event sponsorship on future purchase intentions of the…

Affective trust in buyer-seller relationships: a two-dimensional scale

Houcine Akrout, Mbaye Fall Diallo, Wafa Akrout, Jean-Louis Chandon

This paper aims to develop and validate a scale measurement of trust in long-term relations, specifically in the maintenance phase, between buyers and sellers. Relying on a…

The impact of creative competence and project management on longevity of the client-advertising agency relationship

Elizabeth Levin, Paramaporn Thaichon, Thu Nguyen Quach

– The study aims to consider the overall impact of the service encounters and projects undertaken on the long-term relationship between the agency and its clients.

Framing stakeholder considerations and business sustainability efforts: a construct, its dimensions and items

Goran Svensson, Nils M. Høgevold, Danie Petzer, Carmen Padin, Carlos Ferro, HB Klopper, Juan Carlos Sosa Varela, Beverly Wagner

The purpose of this paper is twofold: to determine the extent to which companies’™ efforts of sustainable business practices consider stakeholders within their organisations…

The co-ordinative practices of temporary organisations

Linda D Peters, Andrew D Pressey

– This paper aims to explore the necessary mechanisms for coordination in complex industrial networks which are temporary in nature, known as temporary organisations (TOs).

The effect of green purchasing on purchasing performance: the moderating role played by long-term relationships and strategic integration

Javier González-Benito, Gustavo Lannelongue, Luis Miguel Ferreira, Carmen Gonzalez-Zapatero

The purpose of this paper is to analyse the relationship between the environmental management of purchases and firm performance. The authors examine the moderating role played by…