Journal of Business & Industrial Marketing: Volume 32 Issue 2

Editorial

Martin Hingley

Business streamlining – an integrated model of service sourcing

Jonas Molin, Lars-Johan Åge

The purchasing of services is a significantly under-researched area. The purpose of this study is to suggest a conceptual model of service sourcing relationships, including the…

A little help from my friends: how purchasing gains influence in complex business-to-business services: the case of legal

Wendy L. Tate, Lisa M. Ellram, Ulrich Schmelzle

The purpose of this research is to develop an understanding of how purchasing can become meaningfully involved in complex business-to-business service purchases.

How purchasing and supply management practices affect key success factors: the case of the offshore-wind supply chain

Federico D’Amico, Riccardo Mogre, Steve Clarke, Adam Lindgreen, Martin Hingley

In reference to the offshore-wind industry, this study aims to show that innovative purchasing and supply management practices can increase both firm- and industry-level…

Organizational buying decision approaches in manufacturing industry: developing measures and typology

Dubravka Sinčić Ćorić, Ivan-Damir Anić, Sunčana Piri Rajh, Edo Rajh, Nataša Kurnoga

This paper aims to explore buying decision factors and approaches of companies operating in manufacturing industry in Croatia.

Selecting the reliable supplier by using the advisor agents

Elham Majd, Vimala Balakrishnan, Vahid Godazgar

This paper aims to enhance the successful interaction between buyers and suppliers who use intelligent agents by presenting a computational model to detect the most reliable…

Tracing the evolution of purchasing research: future trends and directions for purchasing practices

Riccardo Mogre, Adam Lindgreen, Martin Hingley

This conceptual paper details the evolution of purchasing research and describes the increasing integration of purchasing with other strategic functions to identify key trends in…

Trust in marketing’s use of information from sales: the moderating role of power

Tamara Keszey, Wim Biemans

This paper aims to improve marketing managers’ use of information from sales. The authors propose and empirically test the link between cross-functional trust and marketing’s use…

A new model for measuring salesperson lifetime value

Pablo Farías, Eduardo Torres, Roberto Mora Cortez

The purpose of this paper is to propose a new salesperson valuation model. This paper presents a calculation method for estimating both the individual lifetime value of a…

Dominant logics and the manager’s role in university business incubators

María Redondo, Carmen Camarero

This paper aims to investigate the role of university business incubator managers as drivers of the training and advice given to academic incubatees. Based on the institutional…

Developing and validating a multi-dimensional scale for operationalizing industrial service offering

Jukka Partanen, Marko Kohtamäki, Vinit Parida, Joakim Wincent

The purpose of this paper is to develop a new scale for measuring the scope (i.e. breadth and depth) of industrial service offering.

Strategic account management as a value co-creation selling model in the pharmaceutical industry

Francois Pilon, Elias Hadjielias

This study aims to explore the dynamics enabling strategic account management (SAM) to function as a value co-creation selling model in the pharmaceutical industry.

Exploring the dark side of cooperative buyer-seller relationships

Roberto Grandinetti

This paper aims to study the dark side of cooperative buyer-seller relationships to improve our knowledge of this phenomenon.