Are salespeople born or made? Biology, personality, and the career...
Journal of Business & Industrial Marketing, Volume 30, Issue 2, Page 233-240, March 2015. Purpose – The purpose of this paper is to investigate the relationship between personality traits and both...
View ArticleHow salespeople see organizational citizenship behaviors: an exploratory...
Journal of Business & Industrial Marketing, Volume 30, Issue 2, Page 218-232, March 2015. Purpose – The purpose of this paper is to more thoroughly investigate the role of organizational...
View ArticleThe enterprise system revisited: how well does it capture the company’s...
Journal of Business & Industrial Marketing, Volume 30, Issue 2, Page 208-217, March 2015. Purpose – This paper aims to analyse how well enterprise systems capture the business network in which an...
View ArticleMarketing resource-capability complementarity and firm performance in B2B firms
Journal of Business & Industrial Marketing, Volume 30, Issue 2, Page 194-207, March 2015. Purpose – This study aims to examine how market orientation (MO), marketing resources and marketing...
View ArticleHow manufacturer market orientation influences B2B customer satisfaction and...
Journal of Business & Industrial Marketing, Volume 30, Issue 2, Page 182-193, March 2015. Purpose – This paper aims to examine how the three market orientation components (customer orientation,...
View ArticleThe value creation scale of supplier-distributor relationship in...
Journal of Business & Industrial Marketing, Volume 30, Issue 2, Page 171-181, March 2015. Purpose – The purpose of this study is to develop a value-creation measurement which is applicable to the...
View ArticleA review of buyer-supplier relationship typologies: progress, problems, and...
Journal of Business & Industrial Marketing, Volume 30, Issue 2, Page 153-170, March 2015. Purpose – The purpose of this study is to review the existing typologies of buyer-supplier relationships...
View ArticleLocation determinants of market expansion in China’s second-tier cities: a...
Journal of Business & Industrial Marketing, Volume 30, Issue 2, Page 139-152, March 2015. Purpose – This study aims to examine the location determinants of market expansion of the biotechnology...
View ArticleManaging strategic supplier relationships: antecedents and outcomes
Journal of Business & Industrial Marketing, Volume 30, Issue 2, Page 129-138, March 2015. Purpose – The purpose of this paper was to examine the antecedents of strategic supplier relationships in...
View ArticleUnderstanding B2B customer loyalty in the mobile telecommunication industry:...
Journal of Business & Industrial Marketing, Volume 30, Issue 2, Page 117-128, March 2015. Purpose – This paper attempts to investigate the simultaneous effects of dedication and constraint factors...
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