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Journal Articles

Salesforce responsive roles in turbulent times: case studies in agility selling

Benoit Bourguignon, Harold Boeck, Thomas Brashear Alejandro

Journal of Business & Industrial Marketing (2021) 36 (8): 1286–1299.

https://doi.org/10.1108/JBIM-01-2020-0010

Published: 05 July 2021

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Journal Articles

Social norms in the salesforce: justice and relationalism

Ilgım Dara Benoit, Thomas Brashear Alejandro, Jeffrey Foreman, Christian Chelariu, Shawn Bergman

Journal of Business & Industrial Marketing (2019) 34 (1): 49–61.

https://doi.org/10.1108/JBIM-01-2018-0054

Published: 03 January 2019

View article titled, Social norms in the salesforce: justice and relationalism

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Journal Articles

Value-based selling: a multi-component exploration

Mario Kienzler, Daniel Kindström, Thomas Brashear-Alejandro

Journal of Business & Industrial Marketing (2019) 34 (2): 360–373.

https://doi.org/10.1108/JBIM-02-2017-0037

Published: 11 October 2018

View article titled, Value-based selling: a multi-component exploration

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Journal Articles

Entrepreneurial motivation as a key salesperson competence: trait antecedents and performance consequences

Reza Rajabi, Thomas Brashear-Alejandro, Cristian Chelariu

Journal of Business & Industrial Marketing (2018) 33 (4): 405–416.

https://doi.org/10.1108/JBIM-12-2016-0278

Published: 08 May 2018

View article titled, Entrepreneurial motivation as a key salesperson competence: trait antecedents and performance consequences

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Journal Articles

Interorganizational drivers of channel performance: a meta-analytic structural model

Jun Kang, Anthony K. Asare, Thomas Brashear-Alejandro, Elad Granot, Ping Li

Journal of Business & Industrial Marketing (2018) 33 (2): 183–195.

https://doi.org/10.1108/JBIM-09-2016-0218

Published: 05 March 2018

View article titled, Interorganizational drivers of channel performance: a meta-analytic structural model

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Journal Articles

The effects of value appropriation strategies in channels on intangible firm value

Jun Kang, Thomas Brashear-Alejandro, Anthony K. Asare, Sixing Chen

Journal of Business & Industrial Marketing (2018) 33 (2): 208–219.

https://doi.org/10.1108/JBIM-10-2016-0234

Published: 05 March 2018

View article titled, The effects of value appropriation strategies in channels on intangible firm value

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Journal Articles

Drivers of franchisor growth: a meta-analysis

Jun Kang, Anthony K. Asare, Thomas Brashear-Alejandro, Ping Li

Journal of Business & Industrial Marketing (2018) 33 (2): 196–207.

https://doi.org/10.1108/JBIM-09-2016-0219

Published: 05 March 2018

View article titled, Drivers of franchisor growth: a meta-analysis

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Journal Articles

Negative critical waves in business relationships: an extension of the critical incident perspective

Bo Edvardsson, Christian Kowalkowski, Tore Strandvik, Päivi Voima

Journal of Business & Industrial Marketing (2014) 29 (4): 284–294.

https://doi.org/10.1108/JBIM-08-2013-0159

Published: 01 April 2014

View article titled, Negative critical waves in business relationships: an extension of the critical incident perspective

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Journal Articles

Service process modularization and modular strategies

Per Carlborg, Daniel Kindström

Journal of Business & Industrial Marketing (2014) 29 (4): 313–323.

https://doi.org/10.1108/JBIM-08-2013-0170

Published: 01 April 2014

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Journal Articles

Building in sustainability, social responsibility and value co-creation

Sergio Biggemann, Martin Williams, Gunn Kro

Journal of Business & Industrial Marketing (2014) 29 (4): 304–312.

https://doi.org/10.1108/JBIM-08-2013-0161

Published: 01 April 2014

View article titled, Building in sustainability, social responsibility and value co-creation

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Journal Articles

Innovation adoption and diffusion in business-to-business marketing

Hannu Sakari Makkonen, Wesley J. Johnston

Journal of Business & Industrial Marketing (2014) 29 (4): 324–331.

https://doi.org/10.1108/JBIM-08-2013-0163

Published: 01 April 2014

View article titled, Innovation adoption and diffusion in business-to-business marketing

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Journal Articles

Industrial buyers' use of references, word-of-mouth and reputation in complex buying situation

Leena Aarikka-Stenroos, Hannu Sakari Makkonen

Journal of Business & Industrial Marketing (2014) 29 (4): 344–352.

https://doi.org/10.1108/JBIM-08-2013-0164

Published: 01 April 2014

View article titled, Industrial buyers' use of references, word-of-mouth and reputation in complex buying situation

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Journal Articles

“A ROSE, by any other name”…: relationship typology and performance measurement in supply chains

Christian Chelariu, Anthony Kwame Asare, Thomas Brashear-Alejandro

Journal of Business & Industrial Marketing (2014) 29 (4): 332–343.

https://doi.org/10.1108/JBIM-08-2013-0178

Published: 01 April 2014

View article titled, “A ROSE, by any other name”…: relationship typology and performance measurement in supply chains

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Journal Articles

Understanding the characteristics of the growth of SMEs in B-to-B markets in emerging economies: an organizational ecology approach

Patricia R. Todd, Raj G. Javalgi, David Grossman

Journal of Business & Industrial Marketing (2014) 29 (4): 295–303.

https://doi.org/10.1108/JBIM-08-2013-0189

Published: 01 April 2014

View article titled, Understanding the characteristics of the growth of SMEs in B-to-B markets in emerging economies: an organizational ecology approach

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Journal Articles

JBIM special issue on CBIM 2011 workshop

Thomas Brashear-Alejandro and Sergio Biggemann

Journal of Business & Industrial Marketing (2014) 29 (4)

https://doi.org/10.1108/JBIM-08-2013-0160

Published: 01 April 2014

View article titled, JBIM special issue on CBIM 2011 workshop

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Journal Articles

Relationship marketing strategy: an operant resource perspective

Sreedhar Madhavaram, Elad Granot, Vishag Badrinarayanan

Journal of Business & Industrial Marketing (2014) 29 (4): 275–283.

https://doi.org/10.1108/JBIM-02-2013-0049

Published: 01 April 2014

View article titled, Relationship marketing strategy: an operant resource perspective

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Journal Articles

ICT as a catalyst for service business orientation

Christian Kowalkowski, Daniel Kindström, Heiko Gebauer

Journal of Business & Industrial Marketing (2013) 28 (6): 506–513.

https://doi.org/10.1108/JBIM-04-2013-0096

Published: 26 July 2013

View article titled, ICT as a catalyst for service business orientation

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Journal Articles

Sales coordination and structural complexity: a national‐international comparison

Jakob Rehme, Christian Kowalkowski, Daniel Nordigården

Journal of Business & Industrial Marketing (2013) 28 (6): 514–522.

https://doi.org/10.1108/JBIM-04-2013-0097

Published: 26 July 2013

View article titled, Sales coordination and structural complexity: a national‐international comparison

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Journal Articles

Strategies for sustaining the edge in offshore outsourcing of services: the case of India

Rajshekhar (Raj) G. Javalgi, W. Benoy Joseph, Elad Granot, Andrew C. Gross

Journal of Business & Industrial Marketing (2013) 28 (6): 475–486.

https://doi.org/10.1108/JBIM-04-2013-0103

Published: 26 July 2013

View article titled, Strategies for sustaining the edge in offshore outsourcing of services: the case of India

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Journal Articles

Application of customer lifetime value model in make‐to‐order manufacturing

Oya I. Tukel, Ashutosh Dixit

Journal of Business & Industrial Marketing (2013) 28 (6): 468–474.

https://doi.org/10.1108/JBIM-04-2013-0099

Published: 26 July 2013

View article titled, Application of customer lifetime value model in make‐to‐order manufacturing

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Salesforce responsive roles in turbulent times: case studies in agility selling

Social norms in the salesforce: justice and relationalism

Value-based selling: a multi-component exploration

Entrepreneurial motivation as a key salesperson competence: trait antecedents and performance consequences

Interorganizational drivers of channel performance: a meta-analytic structural model

The effects of value appropriation strategies in channels on intangible firm value

Drivers of franchisor growth: a meta-analysis

Negative critical waves in business relationships: an extension of the critical incident perspective

Service process modularization and modular strategies

Building in sustainability, social responsibility and value co-creation

Innovation adoption and diffusion in business-to-business marketing

Industrial buyers' use of references, word-of-mouth and reputation in complex buying situation

“A ROSE, by any other name”…: relationship typology and performance measurement in supply chains

Understanding the characteristics of the growth of SMEs in B-to-B markets in emerging economies: an organizational ecology approach

JBIM special issue on CBIM 2011 workshop

Relationship marketing strategy: an operant resource perspective

ICT as a catalyst for service business orientation

Sales coordination and structural complexity: a national‐international comparison

Strategies for sustaining the edge in offshore outsourcing of services: the case of India

Application of customer lifetime value model in make‐to‐order manufacturing

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