Table of contents - Special Issue: Reflections on business‐to‐business marketing in the twenty‐first century
Guest Editors: Judy Zolkiewski, Peter Turnbull
IMP – some things achieved: much more to do
David Ford, Håkan HåkanssonThe purpose of this paper is to re‐examine the challenges that were made in the original International Marketing and Purchasing (IMP) project, in the light of all the changes that…
Discovering market networks
Lars‐Gunnar Mattsson, Jan JohansonIn 1982 two books published in Sweden suggested a network perspective on markets and marketing. The purpose of this paper is to explain the emergence in Sweden of the network…
Research in relationship marketing: antecedents, traditions and integration
Vasco Eiriz, Dom WilsonThis paper aims to explore the theoretical foundations of relationship marketing from the perspective of several management‐related disciplines, and to attempt a fresh perspective…
Matching high‐tech and high‐touch in supplier‐customer relationships
Thomas Ritter, Achim WalterThe paper seeks to analyse and discuss the impact of information technology competence and relationship management on relationship value and relationship profitability.
Relationship value and relationship quality: Broadening the nomological network of business‐to‐business relationships
Wolfgang Ulaga, Andreas EggertEstablished models of buyer‐seller relationships do not reflect managerial emphasis on supplier performance evaluation when modelling business relationships. Proposes that…
Ethics and value creation in business research: comparing two approaches
Lise‐Lotte Lindfelt, Jan‐Åke TörnroosPurpose – The purpose of this article is to develop a conceptual framework for studying value creation derived from an ethical perspective, in a business marketing context. …
Measuring relational norms: some methodological issues
Keith J. Blois, Bjoern S. IvensThe paper sets out to examine the validity of Kaufmann and Stern's operationalisation of Macneil's norm theory which they used when creating a set of scales to evaluate the degree…
Suppliers' willingness to end unprofitable customer relationships: An exploratory investigation in the German mechanical engineering sector
Sabrina Helm, Ludger Rolfes, Bernd GünterPurpose – The purpose of this article is to investigate the supplier's view on supplier‐initiated relationship dissolution due to lack of customer profitability. …
Conceptualising, delineating and analysing business networks
Frans Prenkert, Lars HallénThe purpose of this article is to explore possible contributions to the development of models to define business networks conceptually, and identify and delineate them empirically…
Network pictures: concepts and representations
Stephan C. Henneberg, Stefanos Mouzas, Pete NaudéThere has recently been an increase in interest in the notion of “network pictures” amongst researchers in the field of business‐to‐business marketing. Network pictures are…
Assessing the impact of culture on relationship creation and network formation in emerging Asian markets
Richard Fletcher, Tony FangThe purpose of this article is to develop an alternative approach to researching the impact of culture on relationship creation and network formation in Asian markets.
ISSN:
0309-0566Online date, start – end:
1967Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Prof. Greg Marshall