Journal of Business & Industrial Marketing
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Các bài báo tiêu biểu
Rethinking market connections: mobile phone recovery, reuse and recycling in the UK
Tập 21 Số 5 - Trang 320-329
– The purpose of this article is to provide an application of network literature
that can be used for teaching and learning purposes., – The information used to
present the case study is drawn principally from documentary evidence as well as
discussions with a phone manufacturer, retailer and waste management company., –
Describes the role of key actors in the development of “circular” supply chai...
External performance barriers in business networks: uncertainty, ambiguity, and conflict
Tập 25 Số 3 - Trang 196-201
– This paper aims to discuss the concepts of uncertainty, ambiguity, and
conflict in business networks in relation to firm performance. The paper aims to
argue that uncertainty, ambiguity, and conflict are useful concepts for
understanding firm performance and the way companies cope with external barriers
to their performance., – The paper is a conceptual contribution based on a
literature study a...
Low attention advertising processing in B2B markets
Tập 22 Số 5 - Trang 342-348
– The purpose of this paper is to state a case for consideration of low
attention processing when advertising in industrial markets., – Through a
critical description of low attention processing the paper demonstrates how this
framework can be applied in industrial markets. A case is made that it is
relevant to consider low attention processing in industrial markets. Content
analysis is subsequent...
Scanning for market threats
Tập 22 Số 4 - Trang 211-219
– This paper seeks to focus more attention on market threat variables, their
role in contributing to market risk and how to anticipate them., – Selected
marketing and economics variables are considered in the context of their
potentially dangerous or destructive impacts on business markets. Numerous “real
world” examples are used to demonstrate the negative effects of these
variables., – A matrix ...
HOW TO GET MORE FOR YOUR MONEY IN MAIL SURVEYS
Tập 3 Số 1 - Trang 17-23
The question of whether personalization increases or decreases mail survey
response rates has not been completely resolved in the marketing literature.
Also, few studies address the issue of whether the results of the
personalization are worth the added cost. This study shows that different
postage treatments in combination with different levels of cover letter
personalization result in a signific...
PRICING DECISION MAKING FOR HIGH‐TECHNOLOGY PRODUCTS AND SERVICES
Tập 3 Số 1 - Trang 61-70
High‐technology markets are characterized by rapid evolution that alters the
emphasis existing in some traditional marketing decisions. This article examines
the nature of these markets and suggests certain factors for special
consideration in the pricing decision. First, it relates the economic,
technological, and competitive factors that affect the firm's objectives. Then,
it examines these fact...
JUST‐IN‐TIME MANUFACTURING AND MARKETING—STRATEGIC RELATIONSHIP FOR COMPETITIVE ADVANTAGE
Tập 3 Số 2 - Trang 27-35
Just‐in‐time manufacturing is one of the most important management developments
of the last decade and a half. Articles on the subject have virtually flooded
the business periodical literature. Yet despite the proliferation of this
literature, there are indications that the fundamental implications of this
concept as an effective competitive strategy have not been fully grasped by U.S.
manufacture...
Demand chain collaboration and operational performance: role of IT analytic capability and environmental uncertainty
Tập 26 Số 2 - Trang 81-91
– The purpose of this research is to enhance the extant understanding of the
IT‐collaboration relationship. The study aims to test the robustness of the
relationships among the concepts of IT analytic capability, demand chain
collaboration and operational performance besides investigating the interaction
effects of environmental uncertainty variables on the IT‐collaboration
relationship., – Data f...
Relationships between SERVQUAL dimensions and organizational performance in the case of a business‐to‐business service
Tập 13 Số 1 - Trang 40-53
A growing recognition of the critical differences between industrial and
consumer services requires additional research emphasis on marketing of services
in business‐to‐business context. Presents an application of SERVQUAL as a
measure of service quality in Ocean Freight Services. Based on a cross‐section
sample of 114 business organizations in Singapore, which regularly utilize ocean
freight serv...