... 2022 06 04 2022 19 04 2022 20 04 2022 © Emerald Publishing Limited 2022 Emerald Publishing Limited Licensed re-use rights only Business-to-business Digitalization Customer experience Industrial purchasing Customer loyalty Omnichannel management Industrial buyer...

... equipment Industrial purchasing Knowledge management Procurement The incidence of knowledge-intensive businesses has risen in recent years, as has demand for the product/service bundles they offer (Bettencourt et al., 2002 ; Kumar and Yakhlef, 2016 ; Santos and Spring, 2015). Common...

...-to-business marketing Supplier relations Industrial purchasing Business relationships Ending Reactivation Structural properties Rebuilding activities Disconfirming case Business relationships are at times ended (Cortez and Johnston, 2019 ; Giller and Matear, 2001 ; Gedeon et al...

... research. Business purchase decisions Organizational buying Business purchasing Industrial purchasing Industrial buying Values Organizational values Values-congruency The data for the study were collected from members of the Supply Chain Management Association of Canada...

... Industrial purchasing Energy industry Business-to-business marketing Business relationships Customer references Reference marketing plays an important role in business markets (Godes, 2012 ; Hada et al., 2014 ; Kumar et al., 2013 ; Rese et al., 2012). The literature...

... are accounted for by previous non-buyers, light buyers or heavy buyers – in industrial purchasing situations. Design/methodology/approach The study tested the NBD model and CTA in an industrial marketing context using a 12-month data set of purchases from an Australian supplier of a range of industrial...

... of the exchanges (Håkansson, 1982). Information technology Industrial marketing Industrial purchasing Markets-as-networks Adaptations Connections Enterprise systems, also called enterprise resource planning (ERP) systems, were described as a “dream come true” given their process-oriented logic...

... relationships Organizational buying behaviour Industrial purchasing It has also been shown that the adoption of continuously developing new technologies and innovations is a critical determinant of organizational competitiveness and survival (Stoneman and Kwon, 1996). Given the key position...

... Country of origin Industrial marketing Product quality Industrial purchasing Agents Country‐of‐origin. The effects of country‐of‐origin have, until recently, remained relatively unexplored within the particular setting of industrial or business‐to‐business marketing, despite evidence...

... for business marketers are discussed. © MCB UP Limited 1998 Business‐to‐business marketing Decision making Group think Industrial purchasing Purchasing techniques Among the limited areas of agreement among business buying researchers are two principles: real world business buying...

.... In their review, Johnston and Lewin (1996) note that hundreds of conceptual and empirical articles have been published that either extend or test the original models. © MCB UP Limited 1996 Channel relationships Industrial purchasing Organizational behaviour Purchasing Systemic thinking...

... research are discussed. © MCB UP Limited 1996 Industrial purchasing Models Network analysis Work scheduling Nearly 25 years ago Webster and Wind (1972) characterized organizational buying as a complex process rather than a single act. Today, organizations face a more complex...

... technologies is described. Third, suggestions for empirical research on testing theory on rejection of superior, new technologies are offered. © MCB UP Limited 1996 Business‐to‐business marketing Industrial purchasing Marketing Product innovation Purchasing Service We have so little...

... of a particular form of buyer‐seller relationship within procurement. The various factors impinging on the selection of a particular organizing form are traced in the next section. © MCB UP Limited 1996 Buyers Decision making Industrial purchasing Purchasing Strategic management...

... the contract is completed. Customers Industrial purchasing Sales management INDUSTRIAL VENDORS' SELLING CENTER: IMPLICATIONS FOR SALES MANAGEMENT S. Joe Puri An industrial vendor's selling center is proposed for marketing to industrial firms. A brief case study illustrates how IBM implemented various...

... for them, finding that the function of purchasing has been re‐evaluated by senior management. States that industrial purchasing is being increasingly influenced by long‐term strategic factors rather than short‐term operational ones. Concludes that industrial marketers must now sell value in order...