Journal of Business & Industrial Marketing: Volume 24 Issue 2

Examining exchange relationships among high‐tech firms in the evolving global economy

Mark Leach

This paper intends to further understanding of the world marketplace by examining the procurement practices of high‐tech suppliers across several countries in Central and Eastern…

Successful industrial service pricing

Kostis Indounas

The purpose of this paper is to provide insight into the way industrial service firms price the services they render in the market, with particular emphasis on the pricing…

Elements of salesperson control: an organization theory perspective

Tará Lopez, Amy McMillan‐Capehart

The purpose of this paper is to present an argument for the importance of organizational culture and organizational socialization as controls for business‐to‐business salespeople.

Relational governance in B2B electronic marketplaces: an updated typology

Cristian Chelariu, Vinita Sangtani

This paper seeks to apply the relational exchange framework, updated by insights on interimistic relationships, to analyze governance implications for the three types of…

Organizational resistance to performance‐enhancing technological innovations: a motivation‐threat‐ability framework

Yongchuan Bao

Organizational resistance to technological innovations creates hurdles to diffusion of innovations in industrial technology markets. This study aims to examine the causes of this…

Theoretical and practical study of supply chain coordination

Javad Soroor, Mohammad J. Tarokh, Ali Shemshadi

This research aims to focus on supply chain coordination and its three determinants, i.e. responsibility interdependence, uncertainty, and inter‐functional conflict, developing…