Journal of Business & Industrial Marketing: Volume 21 Issue 1

The nature, role and impact of connected relations: a comparison of European and Chinese suppliers' perspectives

James Wiley, Ian Wilkinson, Louise Young

The objective is to review theories of the impact of network relations and present empirical evidence on their nature and impacts. Among the questions addressed are: Who initiates…

Business relationships facing the end: why restore them?

Jaana Tähtinen, Terje I. Vaaland

This paper aims to discuss business relationships drawing to an end, and the reasons why company managers should attempt to restore the relationship instead of terminating it.

Advancing systems thinking and building microworlds in business and industrial marketing

Arch G. Woodside

This article sets out to describe the benefits of systems thinking in overcoming short‐sighted decision making in business and industrial marketing.

Customer value and switching costs in business services: developing exit barriers through strategic value management

Annie H. Liu

The purpose of this study is to examine the concept of customer value and its role in building switching costs perceptions. The current research develops scales and empirically…

Planned and spontaneous orders in the emerging network society

Henrikki Tikkanen, Petri M.T. Parvinen

The purpose of this paper is to investigate the impact of the emergence of the network society from the perspective of planned and spontaneous order.

Negotiation: the Chinese style

Tony Fang

To examine the nature of Chinese business negotiating style in Sino‐Western business negotiations in business‐to‐business markets involving large industrial projects from a social…