Journal•ISSN: 1051-712X
Journal of Business-to-business Marketing
Taylor & Francis
About: Journal of Business-to-business Marketing is an academic journal published by Taylor & Francis. The journal publishes majorly in the area(s): Business marketing & Marketing management. It has an ISSN identifier of 1051-712X. Over the lifetime, 477 publications have been published receiving 9907 citations.
Topics: Business marketing, Marketing management, Marketing research, New business development, Return on marketing investment
Papers published on a yearly basis
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TL;DR: The authors provides a review of SET's foundational premises, how it has been used in the marketing literature, and its theoretical limitations, and is intended to assist researchers who wish to use SET to examine business-to-business relational exchange.
Abstract: Social exchange theory (SET) has been used extensively by marketing scholars to explain business-to-business relational exchange. Despite its popularity as a theoretical explanatory mechanism, there is no recent literature review that delineates SET's foundational premises, how it has been used in the marketing literature, and its theoretical limitations. This article provides such a review and is intended to assist researchers who wish to use SET to examine business-to-business relational exchange.
601 citations
TL;DR: The state-of-the-art with respect to customer value assessment in business markets was studied in this article, where the authors investigated the familiarity with and usage of nine methods for a sample of 80 informants from the largest U.S. industrial firms.
Abstract: The state-of-practice with respect to customer value assessment in business markets was studied. Familiarity with and usage of nine methods were investigated for a sample of 80 informants from the largest U.S. industrial firms and 20 informants from the largest U.S. market research firms that conduct studies in business markets. Focus group value assessments and importance ratings are the most widely-used methods, while conjoint analysis, though used less frequently, has the highest percentage of judged successful applications. Implications of the results for marketing practice are discussed and some worthwhile areas where academic research might advance the present state-of-practice are suggested.
462 citations
TL;DR: In this article, the theoretical foundations of relationship value and seven underlying dimensions are investigated and it is suggested that relationship value should be conceptualized as a formative, multi-dimensional, higher-order construct.
Abstract: In recent years, the concept of relationship value has attracted increasing attention among marketing researchers and practitioners alike. Despite a growing body of literature in this area, no generally accepted conceptualization of relationship value has emerged from the marketing literature. The present paper investigates the theoretical foundations of relationship value and identifies seven underlying dimensions. It is suggested that relationship value should be conceptualized as a formative, multi-dimensional, higher-order construct. This conceptualization is tested using data from a cross-sectional survey among some 200 purchasing managers from manufacturing companies. The scale development process is presented and directions for future research are discussed.
282 citations
TL;DR: In this article, the authors focus on two important soft factors, corporate culture and human resource management, that are necessary for a successful implementation of a service-oriented strategy in industrial marketing companies and analyze the mediating role of these two soft factors in the causal chain leading from a serviceoriented strategy to organizational performance.
Abstract: It has been recognized that in today's highly competitive industrial markets, one of the few ways left to gain differentiation from competitors is by offering value-added services. To do so, however, requires a service-oriented strategy and the active implementation of this strategy which includes significant internal changes in management philosophy and approach. Unfortunately, no study has examined the implementation aspects of a service-oriented strategy. In this context, our research focuses on two important “soft factors,” corporate culture and human resource management, that are necessary for a successful implementation of a service-oriented strategy in industrial marketing companies. We analyze the mediating role of these two soft factors in the causal chain leading from a service-oriented strategy to organizational performance. We find that the soft factors play an important mediating role in the link between a service-oriented strategy and organizational performance.
187 citations
TL;DR: In this article, the authors present seven propositions on foreign market entry strategies of service firms and identify two different strategies, namely client-following and market-seeking, in the early years of international market entry.
Abstract: Despite the growing importance of foreign market entry in service industries, it has been the subject of few conceptual or empirical studies. Thus, there is a real need for more studies on the entry of service firms into foreign markets. In this paper, we present seven propositions on foreign market entry strategies of service firms. This is done by combining the existing literature with three new case studies. Two different foreign market entry strategies are identified, namely, client-following and market-seeking. The different strategies arise out of the differences in resource exchange network of the firms. The differences between them are more prominent in the early years of international market entry. The study also shows that end users are not the only driving force behind international market entry by firms. Others, such as suppliers, also force foreign market entry.
160 citations