Journal of Business & Industrial Marketing: Volume 21 Issue 4

Framework for relationships and networks

Maria de Lurdes Veludo, Douglas Macbeth, Sharon Purchase

The paper seeks to provide a framework for analyzing business relationships and networks within organizational, spatial, relational and network contexts.

Supply chain myopia and overlapping supply chains

Susanne Hertz

The paper seeks to understand and analyse how integration changes in one supply chain are influenced by the overlap between chains

Time and the customer relationship management process: conceptual and methodological insights

Emmanuella Plakoyiannaki, Michael Saren

The concept of time is intrinsically linked to the conceptualization and empirical investigation of organizational processes such as customer relationship management (CRM). The…

Activation in resource networks: a comparative study of ports

Debbie Harrison, Håkan Håkansson

The paper seeks to provide an example of how new business unit resources can activate previously passively connected networks of resources.

Measurable marketing: a review of developments in marketing's measurability

Andrew Greenyer

This paper aims to review recent changes in the nature and capabilities of responsive marketing, particularly the balance shift from cold prospecting to customer development, in…

A value based approach to management

Ashish Kothari, Joseph Lackner

The paper aims to present a three‐step approach that enables companies to define and quantify what customers value, systematically deploy their resources to deliver greater value…

Strategic marketing planning for a supplier of liquid food packaging products in Cyprus

Demetris Vrontis, Harry Kogetsidis, Andreas Stavrou

This paper aims to provide a strategic review of the marketing function for a Cypriot company operating in the liquid food packaging industry (for reasons of confidentiality the…

Strategy Moves: 14 Complete Attack and Defense Strategies for Competitive Advantage

Michael K. Rich