Journal of Business & Industrial Marketing
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Các bài báo tiêu biểu
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...
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...
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...
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...
NEGBI – introducing new systems in the telecom market
Tập 19 Số 5 - Trang 344-350
NEGBI is a large company that has telecommunication, coordinated by NEGBI PN, as
one of its core competences. NEGBI PN had a strong market position based on
supplying its high‐quality switch, the complex device that connects senders and
receivers in telecommunication networks. Changes over the past 20 years meant
that many state‐owned companies were privatized, forcing telecom suppliers to
develop...
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...
The evolution of China's telecommunications equipment market: a contextual, analytical framework
Tập 20 Số 2 - Trang 99-108
– Aims to provide the contextual framework for local and foreign manufacturers
in assessing the market potential of China's telecommunications equipment
market, including an analysis of contemporary economic, political and historical
issues., – This is an inductive, interpretative case study., – History matters
in the evolution of China's telecommunications market especially given its
concern over...