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Attempts to consider how a founder has reduced equivocality in relation to support networks and reducing risks, especially in an international environment. Presents the case studies of five Danish and Australian born global companies. Considers different global models and their limitations. Presents the findings of recent surveys in this area. Concludes that internationalization has not been the primary objective in the founding process and gives direction for further research.

The interaction approach to studying international marketing activities of industrial firms is now an established research stream. Initiated by a team of European researchers, the interaction approach focuses on the process of managing interactions between supplier and customer units. In this article, the author elaborates on the features of the interaction approach and illustrates it using a company case study. Based upon the discussion, a number of managerial implications are offered regarding international market development.

Reviews the research work and conceptual development of the International Marketing and Purchasing (IMP) group into the nature of buyer‐seller relationships which has evolved during the past 20 years. The themes of interaction, relationships and networks encapsulate the major research thrusts of this group and underlie much of the contemporary academic research in Europe. Addresses these themes, which represent the major phases of challenging conceptual and empirical research with which the IMP group has been concerned since its inception in 1976. Aims to show the development process of the IMP research and to integrate some of its various themes and findings.

In the last four years, since Volume I of this Bibliography first appeared, there has been an explosion of literature in all the main functional areas of business. This wealth of material poses problems for the researcher in management studies — and, of course, for the librarian: uncovering what has been written in any one area is not an easy task. This volume aims to help the librarian and the researcher overcome some of the immediate problems of identification of material. It is an annotated bibliography of management, drawing on the wide variety of literature produced by MCB University Press. Over the last four years, MCB University Press has produced an extensive range of books and serial publications covering most of the established and many of the developing areas of management. This volume, in conjunction with Volume I, provides a guide to all the material published so far.

Advances that strategic planning has been the focus of increasing attention in the management literature, although marketing planning has received less priority. Contends that the particular characteristics of industrial marketing require a framework of strategic planning which integrates the different agents of: supplier‐customer interaction; management of portfolios of relationships; and different levels of management perspective characterizing marketing and purchasing of industrial products and services. Concludes by stating that the multi‐functional and inter‐dependent nature of decision making is very important, and argues that strategic marketing planning should be of a dynamic systems process.

Seeks to provide a historical case study of the founding and development of the Journal of Business & Industrial Marketing from the perspective of the two editors of the journal covering the first 20 years of publication.

The editors report on their experiences of establishing and nurturing the journal over a 20‐year period. Individual experiences are reported along with specific historical events and specific journal contents.

The paper provides information about the history of the journal and its founding, indicating the difficulties and managerial skills necessary to accomplish such a task. The paper also recognizes the 20‐year growth and contribution of the journal and those who contributed to it.

The viewpoints of the editors are anecdotal and recall events as far back as 20 years. They summarize the events of a 20‐year period in the article, relying on memory and information from archival files.

The paper provides one description of the founding and development of a leading journal in the field of business and industrial marketing. A list is presented summarizing Special Issues and significant milestones of the journal. The paper is a must‐read for anyone contemplating starting a new journal.

This article presents the only complete history of the Journal of Business & Industrial Marketing.

Presents 35 abstracts from the 2001 Employment Research Unit Annual conference held at Cardiff Business School in September 2001. Attempts to explore the theme of changing politics of employment relations beyond and within the nation state, against a background of concern in the developed economies at the erosion of relatively advanced conditions of work and social welfare through increasing competition and international agitation for more effective global labour standards. Divides this concept into two areas, addressing the erosion of employment standards through processes of restructuring and examining attempts by governments, trade unions and agencies to re‐create effective systems of regulation. Gives case examples from areas such as India, Wales, London, Ireland, South Africa, Europe and Japan. Covers subjects such as the Disability Discrimination Act, minimum wage, training, contract workers and managing change.

The relationship between banks' corporate customers and their sources of financial services is examined. From interviews with financial decision makers, in a number of British companies, the author discusses their awareness of, attitudes towards and use of financial services and the attributes considered important in the selection of a supplier of financial services.

Findings are presented from an empirical study focused on the banking behaviour of corporate customers in South Africa. The selection of banks and bank services were investigated: the most important factors in selection were found to be quality of service, quality of staff, the nature of relationships with managers, and price of services. Further, although most of the responding companies had split banking arrangements, strong loyalty existed between organisations and their lead commercial banks.

The interactive marketing strategies based on the “team approaches” or collective “organisation approaches” of Japanese companies have greatly contributed to the success of Japan in world markets and to the accumulation of Japan's post‐war economic wealth. This contrasts greatly with the “individual approach” often practised by British companies.