Purpose – The purpose of this study is first to investigate how well downsized suppliers, as compared to non‐downsized suppliers, are able to satisfy their business customers over time; and second whether these same business customers having stronger or weaker repurchase intentions toward...

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...

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...

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...

Purpose – Seeks to provide a historical case study of the founding and development of the Journal of Business & Industrial Marketing from the perspective of the two editors of the journal covering the first 20 years of publication. Design/methodology/approach – The editors report on their...

Purpose – The paper seeks to enrich current and future research on the topic of long‐term business relationships within organizational networks through expansion of the marriage metaphor. Design/methodology/approach – The paper reviews the relationship marketing literature as well as...