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......
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......
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 ......
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......
Visualizing the value of service‐based offerings: empirical findings from the manufacturing industry
Tập 27 Số 7 - Trang 538-546
– The purpose of this paper is to explore strategies for visualizing the value of service‐based offerings in a B2B context. By taking a process perspective on the offering life cycle, this paper also aims at distinguishing which visualization strategies are most appropriate using at which life‐cycle stages., – The study employed a qualitative, multiple‐case study research design involving five man......
PROMOTING COMMODITY PRODUCTS WITH CO‐OP
Tập 3 Số 2 - Trang 13-15
It's no secret that an aggressive co‐op advertising campaign can make an important difference in the marketing of branded consumer products. Consumers do buy the items by brand name, and therefore they can and will respond to the kind of “where‐to‐buy” information that conventional use of co‐op allowances delivers so well.
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......
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......
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......
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......