Journal of Business & Industrial Marketing: Volume 8 Issue 4

Implementing Relationship Marketing: A GOAL INTERDEPENDENCE APPROACH

Dean Tjosvold, Lindsay Meredith, R. Michael Wellwood

Addresses the problem of implementing relationship marketingsystems. Uses LISREL to analyze how co‐operative, competitive andindependent goals affect the ability of a firm′s…

Trade Shows: What Do the Exhibitors Think? A PERSONAL SELLING PERSPECTIVE

Bradley S. O′Hara, Paul A. Herbig

Although arguments – both pro and con – can beconstructed regarding trade shows, evidence suggests that enhancementsto these events may be necessary. Reports an exploratory study…

Green Marketing Begins with Green Design

Vasanthakumar N. Bhat

Since inputs, manufacturing processes, distribution, use anddisposal methods are decided during the design stage, any companyventuring out with a green marketing program must…

Marketing High‐technology Medical Equipment to Hospitals

Paulette J. Polley, William L. Shanklin

Soaring health‐care costs, increasing government regulation, andintensifying competition have combined to force hospitals into strictercost‐containment controls. This quest for…

Customer Partnering — Suppliers' Attitudes and Market Realities

Eugene H. Fram, Martin L. Presberg

Reports on an exploratory study (mail survey) of industrialsupplier satisfaction with the purchasing partnership format and howthese agreements can relate to current market…

Benefits of Domestic Vertical and Horizontal Strategic Alliances: TO COMPETE WITH INTERNATIONAL CARTELS AND THE JAPANESE KEIRETSU

James E. Ricks

Develops the benefits of both horizontal and vertical domesticstrategic alliances to meet the challenge of growing internationalcartels and the Japanese keiretsu. Looks into the…

Erratum

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/07363769210035215. When citing the…