Journal of Business & Industrial Marketing: Volume 29 Issue 3

Value appropriation in business exchange – literature review and future research opportunities

Value appropriation is a central, yet neglected aspect in business exchange research. The purpose of the paper is to generate an overview of research on active value appropriation…

The effect of workplace spirituality on salespeople's organisational deviant behaviours: research propositions and practical implications

Recent survey data suggest that salespeople's organisational deviant behaviours such as fudging an expense report, putting off work-related duties to attend to personal things…

Identifying escalation of commitment in B2B new product development projects using data envelopment analysis

Business managers are constantly faced with the decision to continue or abandon new product development projects. However, this type of decision may not be easy. These decisions…

Value antecedents in relationship between tourism companies

In the context of relationship marketing, identifying the elements that contribute to creating value for companies has become essential for managing customer satisfaction and…

Antecedents and anticipated outcomes of superstitious behavior among professional salespeople

The present study is a “first look” at sales superstitions with the purpose of establishing its prevalence among professional salespeople and examining the subsequent effects on…

The role of learning in value co-creation in new technological B2B services

This study aims to explore the role of learning in value co-creation in the context of new technological B2B services. The research objective is approached from the customers'…

Brand positioning strategies for industrial firms providing customer solutions

Despite increasing interest in customer solutions, and the importance of brand management in the B2B context, prior research provides little understanding on brand positioning…

Executive summary of The effect of workplace spirituality on salespeople’s organisational deviant behaviours: research propositions and practical implications

Executive summary of Value antecedents in relationship between tourism companies

Executive summary of Antecedents and anticipated outcomes of superstitious behavior among professional salespeople

Executive summary of The role of learning in value co-creation in new technological B2B services

Executive summary of Identifying escalation of commitment in B2B new product development projects using data envelopment analysis

Executive summary of Brand positioning strategies for industrial firms providing customer solutions

Executive summary of Value appropriation in business exchange – literature review and future research opportunities