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Journal of Business-to-Business Marketing, 16:62–88, 2009Copyright © Taylor & Francis Group, LLC ISSN: 1051-712X print/1547-0628 onlineDOI: 10.1080/10517120802484338

WBBM1051-712X1547-0628Journal of Business-to-Business Marketing, Vol. 16, No. 1, January 2009: pp. 1–34Journal of Business-to-Business Marketing

FIFTEEN YEAR INDICES:1993–2008

Journal of Business-to-Business Marketing

Part I: Subject Listing

Fifteen Year Indices: 1993–2008Fifteen Year Indices: 1993–2008

The Journal of Business-to-Business Marketing (JBBM), an importantthematic journal within the field of marketing, serves as a vitalvenue for both academicians and practitioners interested in busi-ness-to-business marketing phenomena. Articles cover a broadspectrum of topics related to business marketing management. Asubject-based listing classifies these articles into sixteen categoriesaccording to their key research issues. Those categories are: Adver-tising and Communication, Brand Management, Buyer-SellerDyad and Relationships, Channels, Customer Relationships, Edu-cation, International Issues, Literature Reviews, Methodology, Net-works and Strategic Alliances, Organizational Buying Behavior,Pricing and Value, Product Development, Segmentation, Sellingand Salesforce Management, and Technology. After the subjectlisting, titles and abstracts of all articles appearing in the first fif-teen volumes of JBBM are listed in volume/issue order. We hopethat this index will provide a useful tool for academicians andpractitioners who are interested in business-to-business marketingresearch

KEYWORDS business marketing, business-to-business marketing,industrial marketing, business education

Part I and Part II were updated by Sharon Purchase, UWA Business School, University ofWestern Australia, Australia.

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Fifteen Year Indices: 1993–2008 63

TABLE OF CONTENTS

Advertising and CommunicationBrand ManagementBuyer–Seller Dyad and RelationshipsChannelsCustomer RelationshipsEducationInternational IssuesLiterature ReviewsMethodologyNetworks and Strategic AlliancesOrganizational Buying BehaviorPricing and ValueProduct DevelopmentSegmentationSelling and Salesforce ManagementTechnology

ADVERTISING AND COMMUNICATION

Volume 3, Number 3

Communication Intensity in Large-Scale Organizational High TechnologyPurchasing Decisions

Philip L. DawesDon Y. Lee

Volume 6, Number 1

Getting the Piper to Play a Better Tune: Understanding and ResolvingAdvertising and Resolving Advertiser-Agency Conflicts

Timothy M. DevinneyGrahame R. Dowling

BRAND MANAGEMENT

Volume 2, Number 4

The Brand Awareness-to-Preference Link in Business Markets: A Study ofthe Semiconductor Manufacturing Industry

Eunsang YoonValerie Kijewski


64 Fifteen Year Indices: 1993–2008

Volume 5, Number 3

Examining the Role of Brand Equity in Business Markets: A Model, ResearchPropositions, and Managerial Implications

John KimDavid A. ReidRichard E. PlankRobert Dahlstrom

Volume 11, Number 3

Business-to-Business Antecedents to Retail Co-BrandingRobert DahlstromMary Conway Dato-on

Volume 11, Number 4

Two Insidious Attacks on Brand EquityKeith Blois

BUYER–SELLER DYAD AND RELATIONSHIPS

Volume 1, Number 3

The Role of Perceived Product Importance in Organizational Buyer–SellerRelationships

Lynn E. MetcalfCarl R. Frear

Volume 1, Number 4

Dyadic Business Relationships and Customer TechnologiesLars HallenJan JohansonNazeem Seyed-Mohamed

Volume 2, Number 2

Environment, Structure and Performance in Interfirm ExchangeRobert DahlstromF. Robert DwyerMurali Chandrashekaran



The Impact of Environmental Uncertainty and Asset Specificity on theDegree of Buyer–Supplier Commitment

Donald G. NorrisKevin M. McNeilly

Volume 2, Number 3

Using Teams to Manage Collaborative Relationships in Business MarketsJames A. NarusJames C. Anderson

Volume 4, Number 1

The Dynamics of Buyers’ Perceived Costs During the Relationship Develop-ment Process

Vincentia “Cindy” ClaycombGary L. Frankwick

Volume 4, Number 2

Inter-Organizational Ethical Perceptions and Buyer–Seller RelationshipsScott R. SwansonScott W. KelleyMichael J. Dorsch

Volume 4, Number 4

On Closeness to the Customer in Industrial MarketsChristian Homburg

Volume 6, Number 2

Toward an Improved Understanding of Industrial Services: Quality Dimen-sions and Their Impact on Buyer–Seller Relationships

Christian HomburgBernd Garbe

Volume 6, Number 2

Variations in the Power of Marketing Between Consumer and IndustrialFirms

John P. Workman, Jr.Kevin L. Webb



Volume 7, Number 1

Integrating Relationship Marketing Activities with Offering Quality in theSupplier’s Relational Marketing Program

Nexhmi Rexha

Volume 8, Number 1

Cooperation and Continuity in Strategic Business RelationshipsElizabeth J. WilsonCharles C. Nielsen

Volume 8, Number 3

Social Exchange Theory and Research on Business-to-Business RelationalExchange

C. Jay LambeC. Michael WittmanRobert E. Spekman

Volume 8, Number 4

Toward a Resource-Based Theory of Business Exchange Relationships: TheRole of Relational Asset Value

John E. HoganGary Armstrong

Volume 9, Number 1

Performance in Product versus Service Supplier RelationshipsKenneth AnselmiRobert FrankelJudith M. Whipple

Extending the Marriage Metaphor as a Way to View Marketing RelationshipsJeffrey J. StoltmanFred W. Morgan

Volume 9, Number 4

Manufacturer-Specific Asset Investments and Inter-Firm Governance Forms:An Empirical Test of the Contingent Effect of Exchange Frequency

Arnt Buvik



Volume 10, Number 3

Relationship Characteristics as Moderators of the Satisfaction-Loyalty Link:Findings in a Business-to-Business Context

Christian HomburgAnnette GieringAjay Menon

A Dyadic Research Program: The Interaction Possibility Space ModelChristopher J. Medlin

Volume 11, Number 3

Substance in Business-to-Business RelationshipsSharon PurchaseDoina Olaru

Volume 12, Number 1

Relationship Value in Business Markets: The Construct and Its DimensionsWolfgang UlagaAndreas Eggert

Volume 12, Number 3

Exploring Commitment and Dependency in Dyadic RelationshipsBradley R. BarnesPete NaudéPaul Michell

Volume 12, Number 4

An Exploratory Study of the Effect of Relationship Marketing Institutionalizationand Professional and Organizational Commitment in Business-to-BusinessExchanges

Regina C. McNallyAbbie Griffin

Transactional and Value Creational Sources of DependenceTrond Hammervoll

Volume 13, Number 2

When Conflict Communication Threatens the Business Relationship: Lessonsfrom the “Balder” Story

Terje I. Vaaland



Extendedness as a Relationship Governance Mechanism for Securing Coop-eration in Marketing Relationships

Harald BiongRagnhild Silkoset

The Effect of External and Internal Environments on Interfirm GovernanceSungmin Ryu

Volume 13, Number 4

Advancing Theory of New B-to-B Relationships: Examining Network Partici-pants’ Interpretations of E-Intermediary Innovation, Diffusion and AdoptionProcesses

Samir GuptaArch Woodside

A Framework for Supplier Relationship Management (SRM)Sabine MoellerMartin FassnachtSonja Klose

Volume 14, Number 2

The Impacts of Affective and Cognitive Social Conflict in Business-to-Business Buyer–Seller Relationships: A Comparison of New versus OngoingBuyer–Seller Relationships

Richard E. PlankDavid A. ReidStephen Newell

Marketing Relationship Management: Antecedents to Survival andDissolution

Elizabeth F. PurintonDeborah E. RosenJames M. Curran

Volume 15, Number 3

Toward an Enhanced Definition and Measurement of Purchasing’s StrategicRole in Buyer–Supplier Relationships

Michael HumphreyMichael WilliamsDaniel Goebel



CHANNELS

Volume 3, Number 4

Control, Communication, and Decision Making Uncertainty in AsymmetricChannel Relationships

Jean L. JohnsonSteven W. Pharr

Volume 4, Number 1

Understanding Hybrid Channel Conflict: A Conceptual Model and Propositionsfor Research

Kevin L. WebbNicholas M. Didow

Volume 6, Number 1

Does Trust Determine Satisfaction in Marketing Channel Relationships? TheModerating Role of Exchange Partner’s Price Competitiveness

Rajdeep GrewalJames M. ComerRaj Mehta

Volume 6, Number 4

Interfirm Control of Plural Formed Marketing ChannelsArne Nygaard

Volume 8, Number 2

Effects of Customers’ and Suppliers’ Perceptions of the Market Orientationof Manufacturing Firms on Channel Relationships and FinancialPerformance

Fred Langerak

Volume 9, Number 1

Satisfaction With Channel Communication Strategies in High vs. Low ContextCultures

Trina LarsenBert RosenbloomBrent Smith



Volume 10, Number 1

Opposites Attract, but Similarity Works: A Study of Interorganizational Simi-larity in Marketing Channels

Christian HomburgJanna SchneiderMartin Fassnacht

Volume 10, Number 4

Effects of Dependence and Trust on Channel Satisfaction, Commitment andCooperation

Mohammed Abdur RazzaqueTan Gay Boon

CUSTOMER RELATIONSHIPS

Volume 6, Number 4

Determinants of Vendor Patronage in Business Service Markets: An IntegrativeModel

Banwari Mittal

Volume 8, Number 1

The Impact of Critical Incidents on Customer Satisfaction in Business-to-Business Relationships

Klaus BackhausMatthias Bauer

Volume 9, Number 2

The Theory and Practice of Customer BondingFrancis A. ButtleRizal AhmadAbdullah H. Aldlaigan

Volume 10, Number 2

The Role of Soft Factors in Implementing a Service-Oriented Strategy inIndustrial Marketing Companies

Christian HomburgMartin FassnachtChristof Guenther



Volume 10, Number 4

Building Bridges: The Company–Customer RelationshipL. Jean Harrison-WalkerJohn I. Coppett

Key Account Managers’ Role within the Value Creation Process of Collabo-rative Relationships

Laurent GeorgesAndreas Eggert

Volume 11, Number 4

Examining a Key Aspect of Agency-to-Business Relationships: The Effects ofRegulatory Control on the Satisfaction of Regulated Firms

David I. GillilandK. Douglas Hoffman

Volume 12, Number 2

The Relative Effects of Relationship Quality and Exchange Satisfaction onCustomer Loyalty

Seigyoung AuhChuan-Fong Shih

Understanding Customer Value in Business-to-Business RelationshipsAjay MenonChristian HomburgNikolas Beutin

Volume 12, Number 3

Can Customer Satisfaction Decrease Price Sensitivity in Business-to-Business Markets?Ruth Maria Stock

Volume 14, Number 3

An Investigation of Antecedents for the Development of Customer SupportServices in Manufacturing Companies

Heiko Gebauer

Volume 15, Number 1

Analyzing Customer-Orientation Practices of Firms from a Wider PerspectiveGabriel Baffour Awuah



Volume 15, Number 3

System Supplier’s Mechanisms for Extension of Customer RelationshipsAnton HelanderKristian Möller

EDUCATION

Volume 5, Numbers 1/2

Business-to-Business Marketing Education in the 21st CenturyDavid Lichtenthal

Doctoral Programs in Business-to-Business Marketing: Status and ProspectsErwin DanneelsGary L. Lilien

Challenges for B-to-B Doctoral Programs: A Commentary on “Doctoral Pro-grams in Business-to-Business Marketing: Status and Prospects,” by ErwinDanneels and Gary L. Lilien

Grahame R. Dowling

A Program of Action for Business-to-Business Doctoral Programs: A Reply toGrahame Dowling

Erwin DanneelsGary L. Lilien

The Pedagogy of Executive Education in Business MarketsNarakessari NarayandasV. Kasturi RanganGerald Zaltman

Commentary on: “The Pedagogy of Executive Education in Business Mar-kets,” by Narakessari Narayandas, V. Kasturi Rangan, and Gerald Zaltman

Elizabeth J. Wilson

Reply to Commentary on: “The Pedagogy of Executive Education in BusinessMarkets,” by Elizabeth J. Wilson

Narakessari NarayandasV. Kasturi RanganGerald Zaltman

Master’s Level Education in Business Marketing: Quo Vadis?James A. NarusJames C. Anderson

Commentary on: “Master’s Level Education in Business Marketing: QuoVadis?,” by James A. Narus and James C. Anderson

Earl D. Honeycutt, Jr.



Making Business Marketing More Prominent in Master’s Programs: Reply toEarl D. Honeycutt, Jr.

James A. NarusJames C. Anderson

Business Marketing Education: A Distinctive Role in the UndergraduateCurriculum

Michael D. HuttThomas W. Speh

Commentary on: “Business Marketing Education: A Distinctive Role in theUndergraduate Curriculum,” by Michael D. Hutt and Thomas W. Speh

Gul Butaney

Linking Content to Practice in the Business Marketing Course: A Reply toGul Butaney


Essay: Technology in the Classroom: Teaching Business Marketing in the21st Century

Richard P. VloskyDavid T. Wilson

Commentary on: “Technology in the Classroom: Teaching Business Marketingin the 21st Century,” by Richard P. Vlosky and David T. Wilson

Carlos M. Rodriguez

“Technology in the Classroom: Teaching Business Marketing in the 21stCentury”: A Reply to Carlos M. Rodriguez

Richard P. VloskyDavid T. Wilson

Volume 9, Number 4

Business-to-Business Marketing Textbooks: A Comparative ReviewKlaus BackhausKatrin MuehlfeldDiana Okoye

Commentary on “Business-to-Business Marketing Textbooks: A ComparativeReview”

Gul Butaney






James A. Narus


Richard E. Plank

A Reply to the Commentaries on “Business-to-Business Marketing Text-books: A Comparative Review”

Klaus BackhausKatrin MuehlfeldDiana Okoye

Volume 14, Number 1

Advocating Business Marketing Education: Relevance and Rigor—Uttered As OneJ. David Lichtenthal

Emerging Research Opportunities for Doctoral Students in B-to-B MarketingJagdish N. Sheth

Trends in Executive Education in Business MarketingDas Narayandas

Business Marketing in Master’s Programs: A Part of the FabricDonald W. BarclayTerry H. DeutscherMark H. Vandenbosch

A Commentary on “Business Marketing in Master’s Programs: A Part of the Fabric”Earl D. Honeycutt, Jr.

A Commentary on “Business Marketing in Master’s Programs: A Part of theFabric”: Cut from the Same Cloth?

James A. NarusJames C. Anderson

A Reply to “Business Marketing in Master’s Programs: A Part of the Fabric,”But What If the Suit Differs?

Donald W. BarclayTerry H. DeutscherMark H. Vandenbosch

Undergraduate Education: The Implications of Cross-Functional Relation-ships in Business Marketing—The Skills of High-Performing Managers




A Commentary on “Undergraduate Education: The Implications of Cross-Functional Relationships in Business Marketing—The Skills of High-PerformingManagers”

Carlos M. Rodriguez

A Commentary on “Undergraduate Education: The Implications of Cross-Functional Relationships in Business Marketing—The Skills of High-PerformingManagers”

Gul T. Butaney

A Reply to Commentaries by Gul T. Butaney and Carlos M. Rodriguez—TheBusiness Marketing Course: A Cornerstone in the Undergraduate Curriculum


Volume 14, Number 4

Impetus for the Topic—Building on Our Long and Distinguished PastJ. David Lichtenthal, Editor

Business-to-Business Marketing Textbooks: A Comparative ReviewKlaus BackhausBastian MellTatjana Sabel


Gul T. Butaney


Earl D. Honeycutt, Jr.Shawn T. Thelen

Commentary on “Business-to-Business Marketing Textbooks: A Compara-tive Review”

Damien McLoughlin


Ivan SnehotaAnnalisa Tunisini

A Reply to the Commentaries on “Business-to-Business Marketing Textbooks:A Comparative Review”

Klaus BackhausBastian MellTatjana Sabel



INTERNATIONAL ISSUES

Volume 4, Number 2

A Multinational Analysis of Firms Using International CountertradeAviv ShohamDorothy A. Paun

Volume 4, Number 3

Client-Following and Market-Seeking Strategies in the Internationalization ofService Firms

Anders MajkgårdDeo Sharma

Volume 4, Number 4

The Cultural Dimension of International Buyer–Seller RelationshipsSven A. Haugland

Volume 5, Number 3

Domino Effects in International NetworksSusanne Hertz

Volume 8, Number 3

Country of Origin and Destination Effects in Buyer Decision Making: A Rela-tionship Perspective

Rui Manuel Vinhas da SilvaGary DaviesPete Naude

Volume 9, Number 3

Determinants of Outsourcing Decisions: An Empirical Investigation in anAsian NIC–Singapore

Mohammed Abdur RazzaqueChang Chen Sheng

Volume 11, Number 4

Why Do Business Partners Divorce? The Role of Cultural Distance in Inter-Firm Conflict Behavior

Terje I. VaalandSven A. HauglandSharon Purchase



LITERATURE REVIEWS

Volume 7, Numbers 2/3

Business Marketing Comes of Age: A Comprehensive Review of the LiteratureDavid A. ReidRichard E. Plank

Volume 7, Number 4

A Commentary on Business Marketing: A Twenty Year Review and an Invi-tation for Continued Dialogue

Robert E. Spekman

Commentary: Thoughts on the Future of Business MarketingDavid T. Wilson

Sensemaking About Business-to-Business Strategies and Relationships: ACommentary on Reid and Plank’s Review

Arch G. Woodside

A Reply to the Commentaries on “Business Marketing: A Twenty YearReview”

David A. ReidRichard E. Plank

Volume 13, Number 1

Role of References in Business Marketing—Towards a Normative Theory ofReferencing

Tisto T. SalminenKristian Möller

Volume 15, Number 2

The Essence of Business Marketing Theory, Research and Tactics: Contribu-tions by the Journal of Business-to-Business Marketing

J. David LichtenthalVenkatapparao MummalaneniDavid T. Wilson

Commentary on “The Essence of Business Marketing Theory, Research, andTactics: Contributions by the Journal of Business-to-Business Marketing,” byLichtenthal, Mummalameni, and Wilson

Peter J. LaPlaca



Commentary on “The Essence of Business Marketing Theory, Research andTactics: Contributions by the Journal of Business-to-Business Marketing,” byLichtenthal, Venkat, Mummalameni: Some Post Scripts

Rajiv P. DantIvan I. Lapuka

Commentary on “The Essence of Business Marketing Theory, Research andTactics: Contributions by the Journal of Business-to-Business Marketing,” byLichtenthal, Mummalaneni, and Wilson

Earl D. Honeycutt, Jr.Shawn T. Thelen

Commentary on “The Essence of Business Marketing Theory, Research andTactics: Contributions by the Journal of Business-to-Business Marketing,” byLichtenthal, Mummalaneni, and Wilson: A Paradigm Shift and ProspectionThrough Expanded Roles of Buyers and Sellers

Naresh K. MalhotraCan UslayNelson Oly Ndubisi

Commentary on “The Essence of Business Marketing Theory, Research andTactics: Contributions by the Journal of Business-to-Business Marketing,” byLichtenthal, Mummalaneni, and Wilson

Arch G. Woodside, Jr.

Reply to Commentaries by Dant and Laputka, Honeycutt and Thelen, Mal-hotra, Uslay, and Ndubisi, LaPlaca and Woodside on “The Essence of Busi-ness Marketing Theory, Research and Tactics: Contributions by the Journalof Business-to-Business Marketing”

Venkatapparao MummalaneniJ. David LichtenthalDavid T. Wilson

METHODOLOGY

Volume 2, Number 3

Assessing Perceived Quality in Industrial Service Settings: Measure Develop-ment and Application

Emin BabakusDennis PedrickAndrea Richardson

Volume 2, Number 4

Performance Related Nonresponse Bias in Surveys of Dyadic Channel RelationshipsCharles Patton



Volume 6, Number 1

Business Respondents’ Behavior: Main and Interaction Effects of DeliveryMethod, Questionnaire Length, and Time of the Week

Thomas V. GreerNuchai Chuchinprakarn

Volume 13, Number 3

Levels of Analysis in Business-to-Business MarketingRicky WilkeThomas Ritter

Volume 13, Number 4

Estimating Firm-Specific and Relational Properties in InterorganizationalRelationships in Marketing

James C. AndersonPhilip C. Zerrillo Sr.Lihua Olivia Wang

NETWORKS AND STRATEGIC ALLIANCES

Volume 1, Number 4

American Keiretsu: Fad or FuturePaul HerbigAlan T. Shao

Volume 2, Number 1

Actor Equivalence in Networks: The Business Ties That BindNigel HopkinsGeraldine HendersonDawn Iacobucci

Volume 4, Number 2

The Space Between: Towards a Typology of Interfirm RelationsLouise C. YoungIan F. Wilkinson



Volume 4, Number 3

Marketing Cooperation in Automotive Strategic AlliancesPer AnderssonAnn Nyberg

Volume 6, Number 3

Relevance of Focal Nets in Understanding the Dynamics of BusinessRelationships

Kimmo AlajoutsijarviKristian MollerCarl-Johan Rosenbroijer

Volume 9, Number 3

Idea Logics and Network Theory in Business MarketingCatherine WelchIan Wilkinson

Volume 12, Number 1

Social Networks of Researchers in B2B Marketing: A Case Study of the IMPGroup 1984–1999

P. MorlacchiI. F. WilkinsonL. C. Young

Volume 12, Number 3

Business-to-Business Approaches to Marketing to and Through Associations:A Descriptive Analysis and Research Issues

Abhijit RoyPaul D. Berger

Volume 12, Number 4

The Effects of Learning on Relationship Value in a Business Network ContextTeck-Yong Eng

Volume 14, Number 3

Strategic Alliances: What Can We Learn When They Fail?C. Michael Wittmann



Market Orientation: An Iterative Process of Customer and Market EngagementPhilip HadcroftDenise Jarratt

Volume 15, Number 1

Interorganizational Ethical Conflict Within Alliances: A Conceptual Frameworkand Research Propositions

D. Eric BoydKevin L. Webb

ORGANIZATIONAL BUYING BEHAVIOR

Volume 1, Number 1

Determinants of Pre-Purchase Information Search Effort for ManagementConsulting ServicesPhilip L. DawesGrahame R. DowlingPaul G. Patterson

Influence Strategies in Organizational Buying: The Importance of Connectionsto the Right People in the Right Places

Julie M. Bristor

Volume 1, Number 2

Information Search in Industrial Purchase DecisionsMichele D. Bunn

Volume 1, Number 3

The Participation Model: Factors Related to Buying Decision ParticipationJohn F. Tanner, Jr.Stephen B. Castleberry

Volume 2, Number 1

The Relative Importance of Choice Criteria in Organizational Buying: Impli-cations for Adaptive Selling

Elizabeth J. WilsonArch G. Woodside



Volume 2, Number 2

An Empirical Investigation of Components of Industrial Buyer MotivationRonald E. MichaelsAlan J. DubinskyGregory A. Rich

Volume 2, Number 4

An Empirical Investigation of the Formation and Implications of the Organi-zational Buyer’s Strategic and Tactical Roles

Robert E. SpekmanDavid W. StewartWesley J. Johnson

Volume 3, Number 1

On the Effects of Dispositional and Situational Variables on the Motivationof Industrial Buyers

Jose Antonio RosaWilliam J. Qualls

Choice Set Size in High Technology Business MarketsPhilip L. Dawes

Volume 5, Number 3

To Be or Not to Be [Locked In]: An Investigation of Buyers’ Commitments ofDedicated Investments to Support New Transactions

Rodney L. StumpAshwin W. Joshi

Volume 7, Number 4

Is Vertical Co-Ordination an Effective Response to Economic and Techno-logical Ties in Industrial Purchasing Relationships?

Arnt Buvik

Volume 8, Number 2

Towards an Improved Understanding of Industrial Buying Behavior: Deter-minants of the Number of Suppliers

Christian HomburgSabine Kuester



Volume 8, Number 4

An Empirical Model of Professional Buyers’ Search EffortMichele D. BunnGul T. ButaneyNicole P. Hoffman

Volume 10, Number 2

The Role of Formal Authority in Buyer Evaluation of Business Research Sup-pliers: A Scandinavian Case

Magne SupphellenKjell Gronhaug

Volume 13, Number 1

Antecedents and Consequences of Buying Center Leadership: An EmergentPerspective

Thomas Tellefsen

Volume 15, Number 1

First-Offer Disadvantage in Zero-Sum Game Negotiation OutcomesMichael J. CotterJames A. Henley, Jr.

Volume 15, Number 3

An Augmented Model of Customer Loyalty for Organizational BuyingBehavior in Financial Services

Steven BellmanYew-Wing Lee

PRICING AND VALUE

Volume 2, Number 3

Avoiding a Transfer Pricing Problem: Conditions When to Be FlexibleGerald Aranoff

Volume 5, Number 4

Transaction Cost Analysis: Integration of Recent Refinements and an EmpiricalTest

Ashwin W. JoshiRodney L. Stump



Volume 7, Number 1

A Method for Estimating the Profit Impact of a Discount SchemeStavros P. KalafatisAdam Denton

Volume 9, Number 2

The Determinants of Pricing Strategies for Industrial Products in InternationalMarkets

Howard FormanRichard Lancioni

Volume 10, Number 2

The Price Weapon: Developments in U.S. Predatory Pricing LawJames G. HelgesonEric G. Gorger

Volume 11, Number 4

Effects of Extrinsic Attributes on Perceived Quality, Customer Value, andBehavioral Intentions in B2B Settings: A Comparison Across Goods andService Industries

Anand KumarDouglas B. Grisaffe

Volume 13, Number 3

Predatory Pricing and Marketing Theory: Applications in Business-to-BusinessContext and Beyond

Can UslayNaresh K. MalhotraFred C. Allvine

PRODUCT DEVELOPMENT

Volume 1, Number 3

Getting Innovations Out of Supplier NetworksHakan HakanssonAnn-Kristin Eriksson



Volume 5, Number 4

Avoiding Over-Reliance on a Single Large Customer: The Impact of TechnicalCapability, Product Development and Alternative Key Customers

Douglas W. LaBahn

Volume 11, Number 3

A Neural Network for Predicting Manufacturers’ Perceived Cooperation withDistributors in the New Product Development Process

Michael SongYushan Zhao

Volume 13, Number 1

Determining Relationship Quality in the Development of Business-to-BusinessFinancial Services

Pinelopi Athanassopoulou

Volume 14, Number 2

Virtual Customer Integration in New Product Development in IndustrialMarkets: The QLL Framework

Andrea HemetsbergerGeorg Godula

SEGMENTATION

Volume 1, Number 1

Customer Value Assessment in Business Markets: A State-of-Practice StudyJames C. AndersonDipak C. JainPradeep K. Chintagunta

Volume 1, Number 2

New Methods for Estimating Business MarketsR. V. BrownG. L. LilienJ. W. Ulvila

Volume 1, Number 4

A Business Market Segmentation Procedure for Product PlanningGrahame R. DowlingGary L. LilienPraveen K. Soni



Volume 3, Number 2

Microsegmentation in Business Markets: Incorporating Buyer Characteristicsand Decision-Oriented Determinants

Donald W. BarclayMichael J. Ryan

SELLING AND SALESFORCE MANAGEMENT

Volume 1, Number 2

Team Selling Effectiveness: A Small Group PerspectiveJ. Brock SmithDonald W. Barclay

Volume 3, Number 2

Explaining Salesforce Turnover: Alternative PerspectivesThomas K. WotrubaPradeep K. Tyagi

Volume 3, Number 3

The Strategic Role of the Salesperson in Established Buyer–Seller RelationshipsHarald BiongFred Selnes

Volume 3, Number 4

Impact of Personality on Sales Manager Leadership StyleWilliam D. SpanglerAlan J. DubinskyFrancis J. YammarinoMarvin A. Jolson

Volume 6, Number 3

Selection, Training, and Performance Evaluation of Sales Managers: AnEmpirical Investigation

Alan J. DubinskyRolph E. AndersonRajiv Mehta



Volume 8, Number 4

Does the Manufacturer’s Salesperson Have Power Over the IndustrialDistributor?

James E. Zemanek, Jr.Robert Frankel

Volume 10, Number 1

Development of a Relationship Selling Mindset: Organizational InfluencersAlan J. DubinskyLawrence B. ChonkoEli P. JonesJames A. Roberts

Volume 10, Number 3

Trustworthiness of Salespeople in the Industrial Market: The Five C’sGeok Theng LauHsueh Wei Chin

Volume 12, Number 1

Organizational Justice in the Sales Force: A Literature Review with PropositionsChia-Chi ChangAlan J. Dubinsky

Volume 13, Number 3

What Counts as Sales Revenue in B-to-B Transactions? The Regulatory andMarketing Management Issues

Gul ButaneyAshok K. GuptaLeon Hoshower

TECHNOLOGY

Volume 7, Number 1

The Benefits of IT-Based Supply Chains—Strategic or Operational?Pete NaudeChris HollandMarian Sudbury



Volume 11, Issue 1/2

Internet Usage within B2B Relationships and Its Impact on Value Creation:A Conceptual Model and Research Propositions

Eric BoydRobert E. Spekman

Internet-Enabled Linkages: Balancing Strategic Considerations With Opera-tional Efficiencies in Business-To-Business Marketing

Gopalkrishnan R. Iyer

Strategic Implications of Reverse AuctionsRichard W. SchraderJulie Toner SchraderEric Eller

The Potential for Cross-Functional Contributions to B2B E-Commerce Mar-keting Initiatives: E-Commerce and Purchasing Professionals

Roger GomesPatricia A. Knowles

Intra, Extra, and Internets in Franchise Network OrganizationsAudhesh K. PaswanC. Michael WittmanJoyce A. Young

Integration of Multiple Sales Channels with Web-Based Technology—ACase of Pharmaceutical Industry

Sandra S. LiuCharlie C.L. WangAndrew Chi-Fai ChanLewis Long-Fung Chau

The Impact of Personality Variables, Prior Experience, and Training on SalesAgents’ Internet Utilization and Performance

Rajesh GulatiDennis N. BristowWenyu Dou

Volume 12, Number 2

An Exploratory Investigation Into the Question of Direct Selling via theInternet in Industrial Equipment Markets

Steven A. TaylorStephen GoodwinKevin Celuch


journal of business-to-business marketing part i. subject listing

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