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  • 1
    Electronic Resource
    Electronic Resource
    LOCUS OF CONTROL, TRUST, AND DECISION MAKING (1979)
    Oxford, UK : Blackwell Publishing Ltd
    Decision sciences 10 (1979), S. 0 
    Details
    ISSN: 1540-5915
    Source: Blackwell Publishing Journal Backfiles 1879-2005
    Topics: Economics
    Notes: A theoretical connection was proposed between certain social personality variables, namely locus of control (Internal or External) and trust (High and Low) and the formal decision-making model of Subjective Expected Utility (SEU). Rather than adopting the traditional definition of these variables as “generalized expectancies” for behavior of self and others, locus of control and trust were reconceptualized as intrapersonal tendencies to favor, prefer, or otherwise bias the subjective probabilities entering into a decision computation.S's high in external control orientation did not differ from internals overall, but external males were more risk averse under certain choice conditions (female-sex-role appropriate dilemma, probability-estimate form). Low-trust S's were also more risk averse than high-trust S's, overall. Low-trust males generated maximally risk-averse choice solutions under the choice condition of feminine role problem appropriateness and probability estimation. In general, female S's made choices that were more consistent with SEU-predicted solutions than males.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1111/j.1540-5915.1979.tb00005.x
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  • 2
    Electronic Resource
    Electronic Resource
    Business and industrial marketing: past, present and future (1996)
    Bradford : Emerald
    The @journal of business & industrial marketing 11 (1996), S. 7-16 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: With the publication of Volume 10 Number 4 1995, the Journal of Business & Industrial Marketing (JBIM) celebrated its tenth anniversary. Over the years, JBIM has emerged as a leading journal in the area of business-to-business marketing. To commemorate this achievement, examines the contributions of the Journal of Business & Industrial Marketing to the marketing field, in general, and to the more specific sub-area of business-to-business marketing in particular. To accomplish this, reviews the origins of JBIM and provides an analysis of the nature of the articles published and contributors' backgrounds. In addition, presents an overview of the journal's history, contributions and content, along with some interesting summary statistics. Finally, discusses JBIM's past and present objectives, as well as its current positioning, recent developments and future directions.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629610112265
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  • 3
    Electronic Resource
    Electronic Resource
    Influence in the organizational buying center and logistics automation technology adoption (1999)
    Bradford : Emerald
    The @journal of business & industrial marketing 14 (1999), S. 433-444 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Explores the structure of the buying center for logistics automation technologies. Examines the relationships between the degree of participation of key functional areas, the extent of coalescence on buying decision criteria, and the hazard rate of adoption. Analyses an event history, and suggests that adoption rates are influenced by the degree of participation of key users and extent of consensus on only two of six buying decision criteria. Discusses guidelines for enhancing logistics technology adoption.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629910290238
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  • 4
    Electronic Resource
    Electronic Resource
    Measuring network competence: some international evidence (2002)
    Bradford : Emerald
    The @journal of business & industrial marketing 17 (2002), S. 119-138 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Argues that the ability of a firm to develop and manage relations with key suppliers, customers and other organizations and to deal effectively with the interactions among these relations is a core competence of a firm - one that has a direct bearing on a firm's competitive strength and performance. This is referred to as a firm's network competence. In the first part of the paper work in Germany that has led to the development and calibration of a scale to measure a firm's network competencies is described. In the second part the results of preliminary studies designed to develop and test the validity of the scale in an English-speaking context are reported. The results show that the measurement of network competence is valid and that the same relations between network competence and performance measures found in the German research hold. It is further shown that the measure of network competence is empirically and conceptually distinct to that of the market orientation scale.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620210419763
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  • 5
    Electronic Resource
    Electronic Resource
    Cooperative adoption of complex systems: a comprehensive model within and across networks (2005)
    Bradford : Emerald
    The @journal of business & industrial marketing 20 (2005), S. 200-210 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Purpose - The purpose of this study was to develop a better understanding of cooperation among members of network firms. Design/methodology/approach - An extensive literature review of industrial cooperation/adaptation was conducted, especially research pertaining to industrial adoption of communication technology across partner firms. This review was combined with elements of population ecology, as it has been applied to business networks, and other sociological aspects of inter-firm relationships to develop a set of propositions related to cooperative adoption. Findings - This is a conceptual paper, so there were no quantifiable results. Instead, the paper contains a number of propositions related to the relational, structural, and influential aspects that affect adoption and sustained use of innovative products in a network context. Research limitations/implications - The lack of empirical support for hypothesized relationships is the major limitation. However, the study provides guidance toward empirical testing and suggests a number of managerial implications resulting from the understandings provided by the proposed relationship. Originality/value - This study helps extend earlier models developed to understand intra-organizational adoption to reflect the more common situation where adoption occurs within and affects a network of related firms.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620510603873
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  • 6
    Electronic Resource
    Electronic Resource
    Transforming partner relationships through technological innovation (2005)
    Bradford : Emerald
    The @journal of business & industrial marketing 20 (2005), S. 355-363 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Purpose - To develop and propose a conceptual model that explains why downstream channel members (e.g. retailers) are likely to adopt or resist the implementation of emerging partner relationship management (PRM) technologies by their channel counterparts (i.e. suppliers). Design/methodology/approach - The conceptual model is grounded in organizational innovation theory and utilizes select case examples to support posited relationships. Findings - Resellers' level of commitment to new PRM tools deployed by suppliers is likely to be driven by their perception of the technology's impact on the equity (i.e. fairness) and efficiency (i.e. cost) of existing channel relationships. In turn, resellers' perceptions about the equity and efficiency implications of PRM technology adoption are expected to be influenced by several factors, including: environmental factors, suppliers' choice of influence strategies and the characteristics of the exchange relationship. Research limitations/implications - Aside from offering several testable propositions, the paper also raises various questions that are worthy of investigation, such as: To what extent (if at all) do boundary-spanning technologies alter the basic nature of channel relationships? Can the deployment of PRM tools simultaneously lead to both greater channel conflict and coordination? Do differences in reseller commitment result when different implementation partners (i.e. third-party software firms) handle the deployment of the technology across geographic regions? Originality/value - The paper builds on the inter-organizational concepts of equity and efficiency to offer a new perspective on the adoption of boundary-spanning technologies in a channel setting.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620510628597
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  • 7
    Electronic Resource
    Electronic Resource
    The effects of organizational restructuring on industrial buying behavior: 1990 and beyond (1996)
    Bradford : Emerald
    The @journal of business & industrial marketing 11 (1996), S. 93-111 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: With a few exceptions, the extant literature lacks substantive analysis of the ways downsizing and outsourcing impact on organizational structure and the roles and behaviors of organizational members. This is especially true of research focussing on organizational buying behavior. Provides an important step toward increasing our understanding in these areas by proposing a model of some of the conceptual linkages between current organizational downsizing and outsourcing initiatives and organizational structure and buying behavior. Develops theoretical arguments along with a set of propositions concerning the likely effects of downsizing and outsourcing on organizational structure, as well as on buying centre structure, membership, and shared authority, and on purchase participant role conflict, motivation, and risk aversion. Aims to encourage future conceptual and empirical analyses of these important relationships and linkages.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629610151325
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  • 8
    Electronic Resource
    Electronic Resource
    International salesforce management: a relationship perspective (1997)
    Bradford : Emerald
    The @journal of business & industrial marketing 12 (1997), S. 236-252 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: As world trade has expanded to over two trillion dollars in the past 20 years, the international environment with all its complexities has become the arena in which many sales managers must labor. However, the combination of diverse languages, dissimilar cultural heritages and remote geographic locations can create strong barriers to managing effective buyer-seller relationships. Explores the uniqueness of international salesforce management. Discusses the advantages and disadvantages of employing international marketing intermediaries, as well as issues related to seller-intermediary relationships. Follows with a section focusing on the company-owned salesforce and more direct buyer-seller relationships. Examines issues surrounding organizing the international salesforce and explores the unique aspects of managing the international salesforce in distant markets.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629710188063
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  • 9
    Electronic Resource
    Electronic Resource
    Measurement equivalence and applicability of core marketing concepts across Nigerian, Kenyan, Japanese and US firms (2002)
    Bradford : Emerald
    The @journal of business & industrial marketing 17 (2002), S. 430-455 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Establishing the validity and measurement equivalence of core marketing concepts in the emerging market economies of Africa is a key step in assessing the transferability of modern marketing theory and managerial practice to these countries. However, measurement equivalence issues are rarely addressed in studies of marketing practices in Africa. Accordingly, this study examines the equivalence of core marketing concepts based on interviews of 459 marketing managers from Kenya, Nigeria, Japan and the USA. The results show that optimal scaling analysis of the managers' evaluations provide more valid and meaningful assessment than that of the raw data. The managers' evaluations of the concepts revealed amazingly similar or prototypical perceptions of marketing's core concepts and its applicability in their organizations, despite the profound country environmental differences. It appears that the concepts fall into two cross-national categories of applicability that permeate the industrialized and developing country categorization. Managerial and research implications are discussed.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620210442802
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  • 10
    Electronic Resource
    Electronic Resource
    Strategic alliances: incorporating the impact of e-business technological innovations (2004)
    Bradford : Emerald
    The @journal of business & industrial marketing 19 (2004), S. 208-222 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: An extensive, integrated review of literature precedes a new typology of alliances based on participating firms' relative position in the supply chain (scale or link) and the nature of their cooperation (equity or non-equity). This typology helps to distinguish among a bewildering array of alliances and to explicate alliance motivations and performance on impact of e-business technological innovations. Theoretical and managerial implications follow.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620410531342
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