Journal of Business & Industrial Marketing: Volume 22 Issue 5

Strategic purchasing and the evaluation of “problem” key supply relationships: what do key suppliers need to know?

Andrew Pressey, Nikolaos Tzokas, Heidi Winklhofer

Previous research has reported that the adoption of a strategic purchasing orientation (SPO) requires closer relationships with key suppliers and greater long‐term planning in…

Increasing returns and marketing strategy in the twenty‐first century: Nokia versus Microsoft versus Linux

Chong Ju Choi, Carla C.J.M. Millar, Robert Ting‐Jieh Chu, Ron Berger

The purpose of this paper is to develop further the concept of increasing returns in technology industries, including social and critical mass factors. The paper applies this…

A meta‐analysis of the relationship between sales orientation‐customer orientation (SOCO) and salesperson job performance

Fernando Jaramillo, Daniel M. Ladik, Greg W. Marshall, Jay Prakash Mulki

In the years since Saxe and Weitz developed a scale to measure the selling orientation and customer orientation (SOCO) of a salesperson, research findings on the effect of SOCO on…

The relationship of facets of salesperson job satisfaction with affective organizational commitment

James Boles, Ramana Madupalli, Brian Rutherford, John Andy Wood

This paper aims to examines the relationships between various facets of salesperson job satisfaction as assessed by the INDSALES measure and salesperson organizational commitment…

An integrated study of entrepreneurs' opportunism

Shueh‐Chin Ting, Cheng‐Nan Chen, Darrell E. Bartholomew

The purpose of this paper is, first, to provide a comprehensive discussion about entrepreneur opportunism's antecedents (uncertainty, information asymmetry, asset specificity and…

Adoption of environmental innovations at US power plants

Allen S. Bellas, Nancy J. Nentl

This paper is a case study that aims to trace the adoption of innovation of the fabric filter, an innovative pollution control device utilized in the industrial energy sector, in…

Low attention advertising processing in B2B markets

Morten Bach Jensen, Anna Lund Jepsen

The purpose of this paper is to state a case for consideration of low attention processing when advertising in industrial markets.

Managing Business Marketing and Sales: An International Perspective

Michael K. Rich