Journal of Business & Industrial Marketing: Volume 24 Issue 3/4

Purchasing orientation

Adam Lindgreen, Balázs Révész, Mark Glynn

The purpose of this article is to provide a brief summary of all the articles in this special issue.

Benchmarking the impact of customer share in key‐supplier relationships

Andreas Eggert, Wolfgang Ulaga, Sabine Hollmann

Business marketers increasingly pursue greater shares of their customers' business. While the merits of such a strategy are straightforward from a supplier perspective, this paper…

Effect of strategic purchasing on supplier development and performance: a structural model

Cristóbal Sánchez‐Rodríguez

This purpose of this paper is to introduce strategic purchasing (SP) and supplier development (SD) as constructs that could have the potential to contribute to the success of…

Purchasing strategies in supply relationships

Senja Svahn, Mika Westerlund

Purchasing has emerged as a key source of competitive advantage. This paper aims to explore how different purchasing strategies are connected to complex supply relationships and…

High‐tech, innovative products: identifying and meeting business customers' value needs

Adam Lindgreen, Michael Antioco, Roger Palmer, Tim van Heesch

During the industrial purchasing process of high‐tech, innovative products, various decision‐influencers within buying companies evaluate the attractiveness of the manufacturer's…

The mediating effect of supplier oriented purchasing on conflict in inter‐firm relationships

Michael A. Humphreys, Michael R. Williams, Daniel J. Goebel

The paper has two main purposes: to define and examine supplier oriented purchasing (SOP) as an effective relational exchange practice for organizational buyers and to empirically…

A dialectical model of buyer‐seller relationships

Maud Dampérat, Alain Jolibert

The purpose of this paper is to focus on building and testing a model of buyer‐seller relationships from a dialectical perspective. It aims to provide both academics and managers…

The role of inter‐personal relationships in the dissolution of business relationships

Ioanna‐Maria Gedeon, Andrew Fearne, Nigel Poole

This paper aims to explore the role that inter‐personal relationships play in promoting or hindering the dissolution of business relationships operating in the UK food industry.

The evolution of buyer‐supplier relationships: an historical industry approach

Jared M. Hansen

This paper aims to evaluate the evolution of buyer‐supplier relationships from adversarial toward relational, or service‐centered, emphasis for large‐scale organizations.

Competence‐based risk perception in the project business

Zoltán Veres

The perceived risk of services is not characterized by being inevitably higher than that of tangible products but rather by the fact that performance risk is bilateral and…

Insights into the process of changing sourcing strategies

Wouter Faes, Paul Matthyssens

The aim of this article is to identify the motivations driving the process of changing sourcing strategy from single sourcing to multiple sourcing or vice versa.

Offshore outsourcing: a managerial framework

Wendy L. Tate, Lisa M. Ellram

This paper aims to present a managerial framework that facilitates successful supplier selection and ongoing management for purchasing services from offshore suppliers.

The relationship between emotional intelligence and buyer's performance

Lillian Schumacher, Jane V. Wheeler, Amelia S. Carr

The purpose of this paper is to explore the relationship between buyer's emotional intelligence and buyer's relationship performance.

A decision support system framework for purchasing management in supply chains

Nicola Costantino, Mariagrazia Dotoli, Marco Falagario, Maria Pia Fanti, Giorgio Iacobellis

This paper aims to propose the framework of a decision support system (DSS) to select the optimal number of suppliers that are candidate to join a supply chain network.

The purchasing orientation of small company owners

Chris Ellegaard

The literature holds few contributions regarding purchasing practices of small companies, despite the impressive size of this customer segment. Hence, this paper seeks to identify…

Executive summary and implications for managers and executives