Advances in industrial marketing theory and research from the Journal of Business and Industrial Marketing

Article Abstract:

The Journal of Business and Industrial Marketing's (JBIM) most essential contribution to business-to-business marketing is the publication of articles on relevant issues, called off-stream articles. Off-stream articles comprised an estimated one-third of the 191 articles published in JBIM's 29 issues over the last 10 years. The articles covered case studies; ethical, ecological and legal issues; special interest subjects; and global marketing topics. Examples of such articles are presented.

Periodical Publishers, Periodicals, Business & Professnl Periodicals, Periodical publishing, Bibliography, Professional journals, Journal of Business and Industrial Marketing (Periodical)

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Organizational buying behavior: toward an integrative framework

Article Abstract:

Organizational buying behavior is closely associated with the levels of risk that accompany a given purchase situation. As the risk related to organizational purchase increases the buying group becomes larger and more complex. Increased risk also favors sellers offering proven products and solutions and causes greater conflict among buying center participants. In addition, role stress will increase and information search will be active.

Purchasing, Organizational behavior

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Relationship marketing theory in practice: a case study

Article Abstract:

A case study method to explain and understand contemporary buyer-seller relationships was conducted focusing on Allied Building Materials, wholesale distributor of wood building materials, and Eastwood Industries, as its highly preferred supplier of commodity lumber. Theoretical constructs, which include dependence, trust, communication, commitment, cooperation and equity, were tested in competitively priced commodity lumbers.

Marketing, Sawmills and planing mills, general, Usage, Case studies, Lumber industry, Case method, Case teaching method, Allied Building Materials, Eastwood Industries Inc.

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