Journal of Business & Industrial Marketing: Volume 13 Issue 3

Do internal departmental relationships influence buyers’ expectations about external supply partnerships?

Alexandra J. Campbell

A cornerstone of relationship marketing is a shared understanding by suppliers and buyers about the nature of the relationship itself. This research empirically examines one…

Interorganizational information system technology and buyer‐seller relationships

David T. Wilson, Richard P. Vlosky

Interorganizational information systems (IOS), the computer based communication between buyers and sellers, can improve inventory management and control as well as reduce costs…

Political risk for project‐selling firms: turbulence in relationships between business and non‐business actors

Amjad Hadjikhani

The subject of political risk for project‐selling firms has not been as thoroughly studied as it has for other international modes. This research aims to discuss the behavio‐of…

Don’t all firms have relationships?

Keith Blois

The need for suppliers to carefully determine the form of customer relationship which is appropriate for their business is discussed. The experiences of two firms are considered…

The influence of salespersons’ customer orientation on buyer‐seller relationship development

Michael R. Williams

This article reports the results of a theoretically‐based, empirical study which incorporates the paradigm of relationship marketing. Using a sample of organizational buyers, this…

Industry viewpoint: relational interdependency and punctuated equilibrium

Les James Feldman

A better understanding of relational interdependency can help a buyer manage an effective level of commitment with a supplier and, consequently, increase successful exchange…

The Innovation Imperative

Michael K. Rich