| Industrial Marketing Management 2005 |
| Title | Subject | Authors |
|---|
| A conceptualization of an organizational learning culture in international joint ventures. | Business, international | Hult, G. Tomas M., Kandemir, Destan |
| A dominant product-dominant country framework of industrial export segmentation. | Business, international | Honeycutt, Earl D., Jr., Shankarmahesh, Mahesh N., Olsen, Howard W. |
| An empirical investigation of technology acceptance in a field sales force setting. | Business, international | Marshall, Greg W., Robinson, Leroy, Jr., Stamps, Miriam B. |
| An optimization approach to business buyer choice sets: How many suppliers should be included? | Business, international | Kauffman, Ralph G., Leszczyc, Peter T.L. Popkowski |
| Antecedents and consequences of CRM technology acceptance in the sales force.(customer relationship management) | Business, international | Avlonitis, George J., Panagopoulos, Nikolaos G. |
| A stage model of international brand development: The perspectives of manufacturers from two newly industrialized economies-South Korea and Taiwan. | Business, international | Blankson, Charles, Julian Ming-Sung Cheng, Wu, Paul C.S., Chen, Somy S.M. |
| A strategic approach to industrial product pricing: The pricing plan. | Business, international | Lancioni, Richard A. |
| A study of the motivations for the environmental transformation of companies. . | Business, international | Gonzalez-Benito, Javier, Gonzalez-Benito, Oscar |
| Business mating: Who chooses and who gets chosen? | Business, international | Young, Louise, Wilkinson, Ian, Freytag, Per Vagn |
| Business relationships on different ways: Paradigm shift and marketing orientation revisited. | Business, international | Ritter, Thomas, Hedaa, Laurids |
| Buyer attentiveness in buyer-supplier relationships. | Business, international | Calantone, Roger J., Bonner, Joseph M. |
| Co-branding on industrial markets. | Business, international | Bengtsson, Anders, Servais, Per |
| Commentary on "reverse auctions for relationship marketers" by Daly and Nath. | Business, international | Emiliani, M.L., Stec, D.J. |
| Comments on "Power to all our friends?: Living with imbalance in supplier-retailer relationships" by Martin Hingley. | Business, international | Naude, Pete |
| Covalence and ionic bonding in business-to-business relationships: Insights from chemistry. | Business, international | Johnston, Wesley, Frank Tian Xie, Osmonbekov, Talai |
| Culture vs. operational market orientation and objective vs. subjective performance: Perspective of production and operations. | Business, international | Gonzalez-Benito, Javier, Gonzalez-Benito, Oscar |
| Developing effective reverse logistics programs. | Business, international | Daugherty, Patricia J., Richey, R. Glenn, Chen, Haozhe, Genchev, Stefan E. |
| Developing relationships in strategic alliances: Commitment to quality and cooperative interdependence. | Business, international | Wong, Alfred, Tjosvold, Dean, Pengzhu Zhang |
| Dynamics of relationships and networks - creation, maintenance and destruction as managerial challenges. | Business, international | Ritter, Thomas, Freytag, Per Vagn |
| Examining important relationship quality constructs of the focal sponsorship exchange. | Business, international | Quester, Pascale G., Farrelly, Francis J. |
| Exclusive territories and performance dimensions in industrial distribution channels. | Business, international | Iglesias, Victor, Gonzalez-Hernando, Santiago, Trespalacios, Juan A. |
| Experience as a moderator of involvement and satisfaction on brand loyalty in a business-to-business setting 02-314R. | Business, international | McColl-Kennedy, Janet R., Hartel, Charmine E.J., Bennett, Rebekah |
| Exploring the role of expert power in channel management: An empirical study. | Business, international | Sahadev, Sunil |
| Firm orientations, innovativeness, and business performance: Advancing a system dynamics view following a comment on Hult, Hurley, and Knight's 2004 study. | Business, international | Woodside, Arch G. |
| Flexibility and rigidity in customization and build-to-order production. | Business, international | Gadde, Lars-Erik, Fredriksson, Peter |
| Formalization of reverse logistics programs: A strategy for managing liberalized returns. | Business, international | Autry, Chad W. |
| Formation and evolution of buyer-supplier relationships: Conceiving dynamism in actor composition of business networks. | Business, international | Kamp, Bart |
| Identifying and prioritizing critical success factors for conflict management in collaborative new product development. | Business, international | Ping-Kit Lam, Kwai-Sang Chin |
| Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople. | Business, international | Jones, Eli, Rangarajan, Deva, Chin, Wynne |
| Impediments to sales force automation. | Business, international | Honeycutt, Earl D., Jr., Thelen, Shawn T., Thelen, Tanya, Hodge, Sharon K. |
| Innovativeness among small businesses: Theory and propositions for future research. | Business, international | Hausman, Angela |
| Innovativeness and capacity to innovate in a complexity of firm-level relationships: A response to Woodside (2004). | Business, international | Hurley, Robert F., Knight, Gary A., M. Hult, G. Tomas |
| Intraorganizational influences on business-to-business pricing strategies: A political economy perspective. | Business, international | Smith, Michael F., Lancioni, Richard, Schau, Hope Jensen |
| Joint and interactive effects of trust and (inter) dependence on relational behaviors in long-term channel dyads. | Business, international | Yilmaz, Cengiz, Sezen, Bulent, Ozdemir, Ozlem |
| Making sense of network dynamics through network pictures: A longitudinal case study. | Business, international | Ford, David, Redwood, Michael |
| Managing the influence of internal and external determinants on international industrial pricing strategies. | Business, international | Hunt, James M., Forman, Howard |
| Mapping network champion behavior in B2B electronic venturing.(business-to-business) | Business, international | Woodside, Arch, Gupta, Samir, Cadeaux, Jack |
| Marketing antecedents of industrial brand equity: An empirical investigation in specialty chemicals. | Business, international | Streukens, Sandra, van Riel, Allard C.R., de Mortanges, Charles Pahud |
| Marketing in the emerging era of build-to-order manufacturing. | Business, international | Sharma, Arun, LaPlaca, Peter |
| Moving beyond the direct effect of SFA adoption on salesperson performance: Training and support as key moderating factors.(sales force automation) | Business, international | Ahearne, Michael, Rapp, Adam, Jelinek, Ronald |
| Organizational learning and market orientation interface and effects on performance. | Business, international | Santos-Vijande, Maria Leticia, Alvarez-Gonzalez, Luis I., Sanzo-Perez, Maria Jose, Vazquez-Casielles, Rodolfo |
| Perceptions of sales force automation: Differences between sales force and management. | Business, international | Faulds, David J., Gohmann, Stephan F., Guan, Jian, Barker, Robert M. |
| Power to all out friends?: Living with imbalance in supplier-retailer relationships. | Business, international | Hingley, M. K. |
| Predicting the level of B2B e-commerce in industrial organizations.(business to business ) | Business, international | Claycomb, Cindy, Germain, Richard, Iyer, Karthik |
| Pricing issues in industrial marketing. | Business, international | Lancioni, Richard |
| Regulation B2B online reserve auctions through voluntary codes of conduct. .(business to business) | Business, international | Emiliani, M.L. |
| Relationship marketing and brand involvement of professionals through web-enhanced brand communities: The case of Coloplast. | Business, international | Andersen, Poul Houman |
| Relationship marketing and brand involvement of professionals through web-enhanced brand communities: The case of Coloplast. | Business, international | Anderson, Poul Houman |
| Relationships of channel power, noncoercive influence strategies, climate, and solidarity: A real case study of the Taiwanese PDA industry.(personal digital assistant) | Business, international | Jiuh-Biing Sheu, Tung-Lai Hu |
| Response to comments on 'Power to all our Friends? Living with imbalance in supplier-retailer relationships'. | Business, international | Hingley, Martin |
| Reverse auctions and buyer-seller relationships: A rejoinder to Emiliani and Stec's commentary. | Business, international | Daly, Shawn P., Nath, Prithwiraj |
| Reverse auctions for relationship marketers. | Business, international | Daly, Shawn P., Nath, Prithwiraj |
| Sales force technology usage - reasons, barriers, and support: An exploratory investigation. | Business, international | Buehrer, Richard E., Senecal, Sylvain, Pullins, Ellen Bolman |
| Sales technology within the salesperson's relationships: A research agenda. | Business, international | Tanner, John F., Jr., Shipp, Shannon |
| Self-interest and not benign power-a comment on Hingley's "Power to all our Friends". | Business, international | Blois, Keith |
| Small and medium-sized firms' import behavior: The case of Danish industrial purchasers. | Business, international | Overby, Jeffrey W., Servais, Per |
| Socializing behaviors in business-to-business selling: An exploratory study from the Republic of Ireland. | Business, international | Geiger, Susi, Turley, Darach |
| Specifying and synchronizing partner activities in the dispersed product development process. | Business, international | Perks, Helen |
| Success is not enough: The spectacular rise and fall of a strategic alliance between two multinationals. | Business, international | Hyder, Akmal S., Eriksson, Lars Torsten |
| Supplier involvement in new product development in the food industry. | Business, international | Wynstra, Finn, van der Valk, Wendy |
| Supply chain cost management and value-based pricing. | Business, international | Christopher, Martin, Gattorna, John |
| Technology improves sales performance - doesnEt it?: An introduction to the special issue on selling and sales technology. | Business, international | Honeycutt, Earl D., Jr. |
| The adoption of information technology in the sales force. | Business, international | Frambach, Ruud T., Moenaert, Rudy K., Schillewaert, Niels, Ahearne, Michael J. |
| The antecedents and consequences of organizational and personal commitment in business service relationships. | Business, international | Thomas, Gloria Penn, Tellefsen, Thomas |
| The CAN-SPAM Act: New rules for sending commercial e-mail messages and implications for the sales force. | Business, international | Clarke, Irvine, III, Zugelder, Michael T., Flaherty, Theresa B. |
| The control of intra-channel opportunism through the use of inter-channel communication. . | Business, international | Nunlee, Martin Phenix |
| The evolution of the seven steps of selling. | Business, international | Moncrief, William C., Marshall, Greg W. |
| The healthcare network economy: The role of Internet information transfer and implications for pricing. | Business, international | Smith, Michael F., Schau, Hope Jensen, Schau, Per Ivar |
| The influence of formal controls on customer interactivity in new product development. | Business, international | Bonner, Joseph M. |
| The power of power in supplier-retailer relationships. | Business, international | Kumar, Nirmalya |
| Top management team diversity and innovativeness: The moderating role of interfunctional coordination. | Business, international | Menguc, Bulent, Auh, Seigyoung |
| Understanding corporate B2B web sites' effectiveness from North American and European perspective.(business-to-business) | Business, international | Chakraborty, Goutam, Srivastava, Prashant, Warren, David L. |
| Understanding sales force automation outcomes: A managerial perspective. | Business, international | Bush, Alan J., Moore, Jarvis B., Rocco, Rich |
| Value in business markets: What do we know? Where are we going? | Business, international | Wynstra, Finn, Lindgreen, Adam |
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