Journal of Business & Industrial Marketing articles from September 1997

Journal of Business & Industrial Marketing archives from September 1997

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...

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]....

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,...

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...

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...

Internet currency. (International Trade Administration web site)
September 22, 1997... The textbooks say that industrial and business-to-business marketing concentrates on fewer, more dispersed, higher value customers than consumer marketing. Thus mass promotional methods using television advertising are less important than those...

A multi-dimensional perspective on salesperson commitment.
September 22, 1997... Introduction Organizational commitment (OC) has been the focus of many studies in the management and marketing literatures over the last 25 years. This attention is likely due to several reasons: costly employee turnover rates, an...

Differences between trade show exhibitors and non-exhibitors.
September 22, 1997... Trade shows/fairs - a review Trade shows, trade fairs, expositions, scientific/technical conferences, conventions; the name may vary but the basic function of the activity represents a major industry marketing event. They are "events that...

Technological substitution in mobile communications.
September 22, 1997... Introduction Strategic planning in a high technology environment requires a sufficient understanding of the changes in the market conditions before future strategies can be considered. Managers in high technology firms must also understand...

What makes firms more innovative? A look at organizational and environmental factors.
September 22, 1997... A new business era, in which information technology is changing the way we work and live has emerged (Business Week, 1994; Stewart, 1994). The information revolution has created a business environment with shorter product cycles, increased...

Buyer-supplier partnerships: flip sides of the same coin?
September 22, 1997... While there is a tendency in both the academic (Dwyer et al., 1987; Ring and Van de Ven, 1992) and practitioner-oriented press (Byrne et al, 1993; Verity, 1992) to exhort the benefits of buyer-seller partnerships, not all relationships result...

Internet currency. (Sprint TELECENTERs Inc)
September 22, 1997... As industrial marketers look for future growth, the greatest opportunities seem to lie in emerging markets. Companies that manufacture and sell heavy equipment as diverse as earthmoving machines to printing presses and corrugated paper presses...