Journal of Business & Industrial Marketing articles

Recent articles from Journal of Business & Industrial Marketing

Obstructive marketing. (preventing product marketing)
September 22, 1997... Introduction The world of business publishing is dominated by books on "how to." Very little shelf space is given to "how to stop." This is reflected in the real world too: large departments are devoted to marketing products and services in a global trading system controlled by...

Evaluation of foreign products by US international industrial buyers.
September 22, 1997... Introduction and objective Introduction and review of the literature Considerable numbers of studies have been conducted since the 1960s, focussing on the US buyers' perception of foreign suppliers and their products. The bulk of research has focussed on evaluating the attributes of...

Linking effective listening with salesperson performance: an exploratory investigation.
September 22, 1997... Researchers and practitioners recognize that listening is a crucial basic skill on a par with reading, writing, and speaking (Cooper, 1988). Recognizing the importance of effective listening companies such as Xerox, Pfizer, General Electric, Ford, IBM and Pillsbury have begun to establish...

Vicarious franchisor liability: marketing and public policy implications.
September 22, 1997... Introduction One ongoing dialog about marketer liability, or at least liability for marketing activities and organizations, focusses on the extent to which franchisors should be held accountable for the acts of their franchisees[1]. Such liability can encompass franchisors who have not...

Market orientation and performance: the moderating effects of product and customer differentiation.
September 22, 1997... Introduction Industrial firms face difficult decisions in determining how to compete in current and prospective markets. Should process or product R&D be emphasized? Which functional competency (production, R&D, or marketing) is more critical for success? Is a market-oriented culture...