Journal of Business & Industrial Marketing: Volume 31 Issue 7

Multistage market segmentation: an exploration of B2B segment alignment

Robert J. Thomas

The purpose of this paper is to explore the possibility of identifying market segments in multistage markets and assessing whether their alignment could provide a useful…

Customer orientation and organizational innovation: the case of environmental management practices

Sanja Pekovic, Sylvie Rolland, Hubert Gatignon

This study aims to investigates the effect of three customer orientation components – customer information-processing, responsiveness and values and norms – on a firm’s decision…

The triad value function – theorizing the value potential of connected relationships

Mette Vedel

The purpose of the paper is to explicate how connectedness of relationships results in varying value potentials of triads.

Does guanxi in China always produce value? The contingency effects of contract enforcement and market turbulence

Liping Qian, Pianpian Yang, Yao Li

The purpose of this study is to reconcile the positive, non-significant and even negative effects of guanxi on firm performance from two aspects. First, it explores the linear and…

Clarifying the influence of emotional intelligence on salesperson performance

Selma Kadic-Maglajlic, Irena Vida, Claude Obadia, Richard Plank

The purpose of this study is to explore the linkages among emotional intelligence, relational selling behavior and salesperson performance. Although existing research acknowledges…

Knowledge integration with customers in collaborative product development projects

Mohammad H. Eslami, Nicolette Lakemond

This paper aims to address the need for managerial and organizational approaches to knowledge integration with customers in collaborative product development projects. The purpose…

Does ingredient advertising work? Some evidence on its impact

Christina Giakoumaki, George J. Avlonitis, George Baltas

The purpose of this study is to examine the effectiveness of ingredient advertising. Specifically, the authors consider the question as to whether ingredient advertising can…

Ethical leadership in the salesforce: effects on salesperson customer orientation, commitment to customer value and job stress

Charles H. Schwepker, Thomas N. Ingram

The purpose of this paper is to attempts to better understand the role of ethical leadership in the business-to-business customer value creation process. Drawing on job…

Applying service-dominant logic to recurrent release of software: an action research study

Neda Barqawi, Kamran Syed, Lars Mathiassen

Fierce competition drives software vendors to rely on Software-as-a-Service (SaaS) strategies and to continuously match new releases with customers’ needs and competitors’ moves…