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Article
Publication date: 11 April 2008

Jeffrey E. Lewin and Wesley J. Johnston

The purpose of this study is first to investigate how well downsized suppliers, as compared to non‐downsized suppliers, are able to satisfy their business customers over…

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2377

Abstract

Purpose

The purpose of this study is first to investigate how well downsized suppliers, as compared to non‐downsized suppliers, are able to satisfy their business customers over time; and second whether these same business customers having stronger or weaker repurchase intentions toward downsized suppliers, as compared to non‐downsized suppliers.

Design/methodology/approach

A random sample of 560 purchasing professionals from a wide range of industries and firms provide responses on the performance of, their satisfaction with, and their repurchase intentions toward downsized and non‐downsized industrial suppliers.

Findings

The results of the study indicate that downsized suppliers, as compared to non‐downsized suppliers, overall are doing a significantly poorer job of satisfying their business customers, leading to significantly lower ratings of loyalty and repurchase intentions. However, some surprising results emerge regarding the non‐linear pattern of low, medium and high levels of downsizing on performance and repurchase intentions.

Practical implications

Suppliers who downsize are at risk of losing important business customers as their abilities to deliver ancillary value‐added services are diminished through the elimination/loss of key customer support personnel. It is important for these suppliers to recognize these risks, and to implement strategies to avoid the potential negative outcomes associated with downsizing.

Originality/value

To date, with possibly one or two exceptions, all studies focusing on downsizing have had an intra‐firm focus. This study investigates downsizing from an inter‐firm perspective, and is the first to focus on the effect of downsizing on business customers’ satisfaction, loyalty, and repurchase intentions.

Details

Journal of Business & Industrial Marketing, vol. 23 no. 4
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 1 January 2000

Jeffrey E. Lewin and Wesley J. Johnston

The pace of organizational change has accelerated, competitive pressures have intensified, and most organizations are now forced to operate within much more complex…

Abstract

The pace of organizational change has accelerated, competitive pressures have intensified, and most organizations are now forced to operate within much more complex environments than was the case a relatively few years ago. In the past, many organizations focused on vertical integration as a means of increasing control in uncertain environments and/or taking advantage of economies of scale. High volume was believed to be the key to success. Today, however, organizations are finding it less beneficial to own and operate a large number of factories or to employ a large number of people. Increased global competition has caused many organizations to realize that the key to competitiveness is not “high‐volume” but “high‐value.”

Details

Competitiveness Review: An International Business Journal, vol. 10 no. 1
Type: Research Article
ISSN: 1059-5422

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Article
Publication date: 1 December 1996

Jeffrey E. Lewin and Wesley J. Johnston

With a few exceptions, the extant literature lacks substantive analysis of the ways downsizing and outsourcing impact on organizational structure and the roles and…

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2442

Abstract

With a few exceptions, the extant literature lacks substantive analysis of the ways downsizing and outsourcing impact on organizational structure and the roles and behaviors of organizational members. This is especially true of research focussing on organizational buying behavior. Provides an important step toward increasing our understanding in these areas by proposing a model of some of the conceptual linkages between current organizational downsizing and outsourcing initiatives and organizational structure and buying behavior. Develops theoretical arguments along with a set of propositions concerning the likely effects of downsizing and outsourcing on organizational structure, as well as on buying centre structure, membership, and shared authority, and on purchase participant role conflict, motivation, and risk aversion. Aims to encourage future conceptual and empirical analyses of these important relationships and linkages.

Details

Journal of Business & Industrial Marketing, vol. 11 no. 6
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 February 1996

Jeffrey E. Lewin and Wesley J. Johnston

With the publication of Volume 10 Number 4 1995, the Journal of Business & Industrial Marketing (JBIM) celebrated its tenth anniversary. Over the years, JBIM has emerged…

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4583

Abstract

With the publication of Volume 10 Number 4 1995, the Journal of Business & Industrial Marketing (JBIM) celebrated its tenth anniversary. Over the years, JBIM has emerged as a leading journal in the area of business‐to‐business marketing. To commemorate this achievement, examines the contributions of the Journal of Business & Industrial Marketing to the marketing field, in general, and to the more specific sub‐area of business‐to‐business marketing in particular. To accomplish this, reviews the origins of JBIM and provides an analysis of the nature of the articles published and contributors’ backgrounds. In addition, presents an overview of the journal’s history, contributions and content, along with some interesting summary statistics. Finally, discusses JBIM’s past and present objectives, as well as its current positioning, recent developments and future directions.

Details

Journal of Business & Industrial Marketing, vol. 11 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 1 February 1997

Jeffrey E. Lewin and Daniel C. Bello

In institutional settings, the decision to adopt technically innovative products is usually made jointly by individuals representing various functional groups. Each…

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1202

Abstract

In institutional settings, the decision to adopt technically innovative products is usually made jointly by individuals representing various functional groups. Each individual participant exerts significant influence over the adoption decision; and often the needs and concerns of various participants and groups differ. These characteristics contribute to the complexity of the purchase decision process and accentuate barriers to adoption, thus presenting special challenges for marketers of technically innovative products. The research discussed was designed to investigate the purchase decision process for technically innovative products in institutional markets. The US educational market provides the setting for the investigation. This market’s purchasing process is similar to a variety of tax‐funded institutional markets (e.g. governmental agencies, public health care facilities). Additionally, this market is significant ‐ in its own right ‐ for two important reasons: (1) it currently spends $225 billion annually, and (2) it significantly affects the future socio‐economic success of the USA. The results of the investigation provide important insights into the problems associated with marketing technically innovative products to these types of institutional markets.

Details

Journal of Business & Industrial Marketing, vol. 12 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 18 October 2018

Gitesh Dhairyashilrao Chavan, Ranjan Chaudhuri and Wesley J. Johnston

The purpose of this paper is to investigate the underlying knowledge structure and evolution of industrial-buying research published between 1965 and 2015.

Abstract

Purpose

The purpose of this paper is to investigate the underlying knowledge structure and evolution of industrial-buying research published between 1965 and 2015.

Design/methodology/approach

Bibliometric analysis is performed on 357 relevant papers (using principal component analysis and natural language processing, using VantagePoint® tools, used to generate bubble maps, auto-correlation maps and Aduna cluster maps), demonstrating how various factors involved in industrial buying have evolved, their degree of correlation with each other and the interrelationships of multiple factors concerning their co-occurrences.

Findings

The systematic mapping of industrial-buying research would illustrate the development of the significant factors in industrial-buying research. This paper provides both a global perspective on the leading countries and journals in the field and a robust roadmap for further investigation in this field.

Research limitations/implications

This paper is limited to the data considered for analysis and may, therefore, overlook or underestimate some work that has not been captured while filtering databases related to industrial buying.

Practical implications

This paper facilitates near-future projection and trend analysis in industrial-buying research.

Originality/value

The methodology used is unique to the field of business-to-business marketing.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 1 June 1997

Jeffrey E. Lewin and Wesley J. Johnston

As world trade has expanded to over two trillion dollars in the past 20 years, the international environment with all its complexities has become the arena in which many…

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3056

Abstract

As world trade has expanded to over two trillion dollars in the past 20 years, the international environment with all its complexities has become the arena in which many sales managers must labor. However, the combination of diverse languages, dissimilar cultural heritages and remote geographic locations can create strong barriers to managing effective buyer‐seller relationships. Explores the uniqueness of international salesforce management. Discusses the advantages and disadvantages of employing international marketing intermediaries, as well as issues related to seller‐intermediary relationships. Follows with a section focusing on the company‐owned salesforce and more direct buyer‐seller relationships. Examines issues surrounding organizing the international salesforce and explores the unique aspects of managing the international salesforce in distant markets.

Details

Journal of Business & Industrial Marketing, vol. 12 no. 3/4
Type: Research Article
ISSN: 0885-8624

Keywords

Content available
Article
Publication date: 11 April 2008

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156

Abstract

Details

Journal of Business & Industrial Marketing, vol. 23 no. 4
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 January 2000

Shaker A. Zahra

As the new mellinum approaches, discussions of the nature and emerging rules of global competitiveness assume greater importance. These discussions are gaining more…

Abstract

As the new mellinum approaches, discussions of the nature and emerging rules of global competitiveness assume greater importance. These discussions are gaining more political currency because competitiveness, however measured, centers on human development, growth and improved quality of life. For a society, improved competitiveness translates into new jobs and better living conditions. For a company, competitiveness means the creation of new growth options that create value for shareholders. Wealth creation is the engine of economic growth and a mainspring of innovation.

Details

Competitiveness Review: An International Business Journal, vol. 10 no. 1
Type: Research Article
ISSN: 1059-5422

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Article
Publication date: 6 February 2017

Leslier Maureen Valenzuela, José M. Merigó, Wesley J. Johnston, Carolina Nicolas and Jorge Fernando Jaramillo

The aim of this study is to reveal the contribution that Journal of Business & Industrial Marketing has to scientific research and its most influential thematic work in…

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1940

Abstract

Purpose

The aim of this study is to reveal the contribution that Journal of Business & Industrial Marketing has to scientific research and its most influential thematic work in B-to-B since its beginning in 1986 until 2015, in commemoration of the 30th anniversary.

Design/methodology/approach

The paper begins with a qualitative introduction: the emergence of the magazine, its origins, editorial and positioning. Subsequently, it is based on bibliometric methodologies to develop quantitative analysis. The distribution of annual publications is analyzed, the most cited papers, the keywords that are mostly used, the influence on the publishing industry and authors, universities and the countries that have the most publications.

Findings

The predominant role of the USA at all levels is highlighted. It also highlights the presence (given its size and population) of the countries of Northern Europe. There is great interest in appreciating the evolution of the number of publications that are always increasing which demonstrates the growing and sustained interest in these types of articles, with certain times of retreat (often coincide with economic crisis).

Research limitations/implications

The Scopus database gives one unit to each author, university or country involved in the paper, without distinguishing whether it was one or more authors in the study. Therefore, this may bring some deviations in the analysis. However, the study considers some figures with fractional counting to partially solve these limitations.

Practical implications

After observing the different perspectives of the journal’s production, it allows to give an objective view of the evolution that the Journal of Business & Industrial Marketing has had in the past 30 years.

Originality/value

It is part of the trend that several journals (Journal of Marketing, Journal of Public Policy & Marketing, Journal of Marketing Research, Journal of Business Research) made special sections to show progress and contribution of these journals to scientific research.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

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