Journal of Business & Industrial Marketing articles from June 1996

Journal of Business & Industrial Marketing archives from June 1996

Organizational buying behavior: past performance and future expectations.
June 22, 1996... Introduction The purpose of this invited paper is to assess what has happened since the publication of the paper, "A model of industrial buyer behavior" (Sheth, 1973), and to suggest future academic research opportunities and challenges with...

Theory of rejecting superior, new technologies.
June 22, 1996... We have so little information on the outside, on markets, on customers. Nothing as many people have learned the hard way - is changing faster than distribution channels (Drucker, 1994). Baker and Hart (1989) have emphasized that single-factor...

Interaction, relationships and networks in business markets: an evolving perspective.
June 22, 1996... Introduction Buyer-seller relationship The basis of this paper is the series of studies which have been carried out over the past 20 years into the nature of buyer-seller relationships by the International Marketing and Purchasing (IMP)...

A dyadic model of relationships in organizational buying: a synthesis of research results.
June 22, 1996... Introduction The primary focus of the dyadic interaction model is the two-party exchange relationship. The basic idea is that effectiveness in exchange relationships is "moderated by or dependent upon characteristics of both the salesperson...

Strategic decision making in industrial procurement: implications for buying decision approaches and buyer-seller relationships.
June 22, 1996... Introduction The buyclass framework introduced by Robinson et al. (1967) provides a simple yet coherent model of industrial buying behavior. The popularity of this framework can be attributed to the parsimonious nature of its propositions....

Influences on organizational buying choice processes: future research directions.
June 22, 1996... Introduction Organizational buying behavior and the processes and influences involved in organizational buying have received significant research attention over many years. The publication of Industrial Buying and Creative Marketing by...