Journal of Business & Industrial Marketing: Volume 36 Issue 7

Size effect and merger dominance in salesforce integration

Joon-Hee Oh

This study aims to test the authors’ theory that in an integrated sales team, the larger team (either from the acquiring or acquired firm) dominates the smaller team, even though…

ERIP: service quality model of management consulting projects

Zoltan Veres, Katalin Varga-Toldi

There is still no generally accepted quality model of consulting services. This is particularly the case for management consulting projects, where scope is often indefinite. The…

Perspective-taking and cooperation in customer–supplier relationships

Albert Caruana, Saviour Chircop, Jirka Konietzny

Perspective-taking is an overlooked relational competence that matters to interaction, problem-solving and cooperation in inter-organizational buyer–seller relationships. This…

Solution business fitness: measuring and managing across business logics

Michael Kleinaltenkamp, Suvi Nenonen, Sascha Raithel, Kaj Storbacka

Firms transforming from a product supplier into a solution provider need to develop entirely new organizational capabilities or re-configure existing ones. This paper aims to…

The role of brand representatives in predicting trust in early buyer–supplier relationships

Zahra Seyedghorban, Dayna Simpson, Margaret Jekanyika Matanda

The purpose of this study is to explore the dynamics of trust creation in an early buyer–supplier relationship phase at the interpersonal level. The authors use a brand-based…

The dark side of effectuation in a key account management relationship

Phillip McGowan, Chris Simms, David Pickernell, Konstantios Zisakis

The purpose of this paper is to consider the impact of effectuation when used by small suppliers within key account management (KAM) relationships.

Beyond first or late mover advantages: timed mover advantage

Frank Tian Xie, Naveen Donthu, Wesley J. Johnston

This paper aims to present a new framework that describes the relationship among market entry order and timing, the advantages accruing to first-movers and late-movers, entry…

Incorporating data quality into a multi-product procurement planning under risk

Fereshte Shabani-Naeeni, R. Ghasemy Yaghin

In the data-driven era, the quality of the data exchanged between suppliers and buyer can enhance the buyer’s ability to appropriately cope with the risks and uncertainties…

Brand outcomes in sales channel relationships: a guanxi theory perspective

Weidong Rong, Mark J. Arnold, Brad D. Carlson

Guanxi is the foundation of business success in Chinese and other Eastern cultures, but little is known about the extent to which guanxi influences brand outcomes in channel…

Linking supplier selection and management strategies with mass customization capability

Inayat Ullah, Rakesh Narain

Owing to the paucity of literature, in the specific context of mass customization (MC), that explains what factors need to be considered while selecting suppliers and what…

Digitalization of the buyer–seller relationship in the steel industry

Jari Salo, Teck Ming Tan, Hannu Makkonen

The purpose of this paper is to cast light on the nature of the digitalization process that occurs when digital technologies are adopted in buyer–seller relationships.

Development of dyadic relationships between competitors within multi-actor alliances

Jose Novais Santos, Cristina Sales Baptista

Several studies have focused on the development of relationships between buyers and sellers; however, we still have a limited understanding of the interaction processes of the…