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The Japanese practice of Kanban (Just‐in‐time – JIT), has won a lot of converts in recent times in the US and elsewhere. Literature is rife with success stories, though, mostly from the users′ side. The strategic implications of this emerging management philosophy on the large number of suppliers on whom depends the very survival of hundreds of JIT buyers are examined.

proposes that who have more knowledge about their buyers give more effective presentations. Addresses this issue by examining the evaluative criteria held by different functional roles represented in the decision‐making unit, how those criteria differ across the various roles, and howknowledge of this can be incorporated into sales training programs to give salespeople more information on their customers and help them be more effective during the sales interaction.

Recent research investigating customer‐oriented selling has indicated that greater attention needs to be focused on organizational or personal antecedents influencing customer‐oriented selling behaviors. Similar to most other departments, a selling department’s environment would include its goals, objectives, and culture, as well as the behaviors, beliefs, and attitudes of top and middle management. Through its corporate culture and environment, the organization’s expectations and requirements are transmitted to its employees, who then implement the organization’s policies and carry out organizational strategies. Therefore, it is apparent that both individual internal environment perceptions and managerial leadership styles could possibly have a significant impact on the level of customer‐oriented selling behavior exhibited by salespeople. Three organizational or personal variables likely related to customer‐oriented selling are examined in the present study. The variables include sales manager leadership style, psychological climate, and empowerment. Each of the variables, and an explanation of its expected relationship with customer‐oriented selling, is explored. Implications for managers from these potential relationships are also provided.

The purpose of this paper is to give an up‐to‐date and structured insight into the most recent literature on humanitarian logistics, and suggest trends for future research based on the gaps identified through structured content analysis.

The authors use a quantitative and qualitative content analysis process to analyse the characteristics of the existing literature, identifying the most studied topics in six structural dimensions, and presenting gaps and recommendations for further research.

It was found that existing humanitarian logistics research shows too little interest in continuous humanitarian aid operations, in slow onset disasters and man‐made catastrophes. While several papers address different phases of disasters, very few focus particularly on the reconstruction following a disaster. Empirical research is underrepresented in the existing literature as well.

While five of the authors’ structural dimensions are inspired by previous reviews, the sixth dimension (situational factors) is derived from a theoretical framework which the authors developed and which has never been tested before. The validity of the study could therefore be increased by testing this framework.

The authors analyse the broadest set of papers (174) ever covered in previous literature reviews on humanitarian logistics. A quantitative analysis of the papers was conducted in order to analyse the situational factors which have mostly been studied so far in literature. This paper is also the first in humanitarian logistics to use content analysis as the main methodology to analyse literature in a structured way, which is of particular value to the academic community as well as practitioners.