Journal of Business & Industrial Marketing: Volume 39 Issue 1

Stages of the international industrial sales process

Brian N. Rutherford, Ryan L. Matthews

The purpose of this study is to develop an understanding of how the “seven steps of selling” are used within the modern international business environment and the degree to which…

Reconceptualizing marketing: an assessment of the marketing system in an emerging economy

Jie Gao Fowler, Amy Watson, Sandipan Sen, Nilanjana Sinha

The purpose of this paper is to explore and expand the concept of a marketing system for developing a more dynamic and nuanced understanding of marketing. The purpose of the…

The role of grit, engagement and exhaustion in salesperson productive procrastination

Diane Edmondson, Lucy Matthews, Cheryl Ward

Due to the fact that most individuals tend to engage in some form of procrastination, it is important for organizations to investigate this phenomenon. The purpose of this study…

Ring the alarm: modifications to higher education negatively impacting full-time faculty

James Robert Blair, Lisa Jones, Marie Manning, Joanne McGlown, Curtis Streetman, Carolin Walz

Higher education has experienced some significant changes over the past few years including a highly competitive landscape, use of new technology, managing COVID protocols and…

B2C multi- to single-channel: the effect of removing a consumer channel preference on consumer retailer and channel choice

Cheryl-lyn Ngoh, Hillary N. Mellema

This paper aims to study how retailers moving from a multi- (in-store and online) to a single- (online) channel impacts consumers’ retailer and channel choices.

Factors influencing m-loyalty and customer reuse intention toward mobile instant messaging services

Mokhalles Mohammad Mehdi, Arshan Kler, Lubna Nafees

This study aims to empirically examine the factors that affect mobile loyalty (m-loyalty) and its influence on customer reuse intention towards mobile instant messaging services…

Theory and analysis of disruptive deception: SME responses to B2B supply chain opportunism

Ania Izabela Rynarzewska, Stephen LeMay, Dave McMahon

This study aims to examine small-firm shifts in behavior during major supply chain disruptions that change supply chains permanently. The study focuses on small to mid-sized…

Resonating with the consumer desires behind the screen – consumer-centric tourism advertising and new technology applications

Yu (Viviane) Chen

The purpose of this study is to conceptually integrate business to consumer (B2C) into business to business (B2B), with a holistic consumer-centric, technology-reinforced…