Journal of Business & Industrial Marketing: Volume 33 Issue 1

Guest editorial

Aberdeen Leila Borders, Elyria A. Kemp

What drives a salesperson’s goal achievement? An empirical examination

V. Kumar, Ashley Goreczny, Todd Maurer

The purpose of this study is to understand how a salesperson’s preset goals, customer satisfaction levels and past performance affect the extent of goal achievement, as well as…

The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers

Elyria A. Kemp, Aberdeen Leila Borders, Nwamaka A. Anaza, Wesley J. Johnston

Organizational buying behavior has often been treated as a rational activity, even though humans are involved in the decision-making. Human decision-making often includes a…

Empathy and affect in B2B salesperson performance

Nwamaka A. Anaza, Aniefre Eddie Inyang, Jose L. Saavedra

The purpose of this study is to explore salesperson empathy and the moderating impact of positive/negative affect on a salesperson’s listening and adaptive selling behaviors. It…

Triggering and tempering brand advocacy by frontline employees: vendor and customer-related influences

Vishag Badrinarayanan, Jeremy J. Sierra

Lawler (2001) posits that social exchanges create a sense of shared responsibility for outcome success. The purpose of this study is to apply this framework to the…

Faking it: salesperson emotional intelligence’s influence on emotional labor strategies and customer outcomes

Duleep Delpechitre, Lisa Beeler

The purpose of this paper is to investigate how salesperson’s emotional intelligence (EI) influences salesperson behaviors (i.e. emotional labor strategies) and the influence…

The behavioural response of the professional buyer on social cues from the vendor and how to measure it

Eveline van Zeeland, Jörg Henseler

Vendors’ social cues – physical or behavioural hints – have an impact on the professional buyer. However, little is known about that impact. The purpose of this paper is to place…

Contrasting effects of salespeople’s emotion appraisal ability in a transaction-oriented environment

Elten Briggs, Ashish Kalra, Raj Agnihotri

Although the role of emotions in buyer–seller exchanges is important, it remains understudied, especially in the business-to-business selling context. This paper aims to provide…

Trust, guanxi, and cooperation: a study on partner opportunism in Chinese joint-venture manufacturing

Jinjie Xue, Shaokai Lu, Benshan Shi, Haiping Zheng

The purpose of this paper is to provide a conceptual model for examining the effects of trust (competence trust, goodwill trust) and cooperation on partner opportunism and for…

Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work

Edward Nowlin, Doug Walker, Dawn R. Deeter-Schmelz, Alexander Haas

The purpose of this paper is to investigate whether and under what condition does affective orientation (AO) drive salesperson performance (SP) and whether there is a tradeoff…

The soft side of branding: leveraging emotional intelligence

Jennifer Hutchins, Darlene Xiomara Rodriguez

The purpose of this paper is to support the need for further research and theory building on emotions in business-to-business (B2B) industries. Specifically, this research…

Emotional intelligence and organizational learning at trade shows

Harriette Bettis-Outland, Monica D. Guillory

This paper aims to illustrate the interface between emotional intelligence (EI), trust and organizational learning in the context of a trade show environment.

Trust and duration of buyer-seller relationship in emerging markets

Kofi Q. Dadzie, Charlene A. Dadzie, Alvin J. Williams

This study aims to examine how various components of interpersonal trust (affective and cognitive) influence the duration of buyer-seller relationships in the emerging market (EM…

A customer engagement framework for a B2B context

Youmna Mohamed Abdelghany Youssef, Wesley J. Johnston, Talaat Asaad AbdelHamid, Mona Ibrahim Dakrory, Mohamed Galal Soliman Seddick

The purpose of this study is to investigate conceptually the relationship between the customer’s engagement and equity and to determine whether customer engagement could be…