Purpose: The purpose of this paper is to determine the most influential countries and universities that have contributed to science in the field of industrial marketing research during the period from 1990 to 2015. Design/methodology/approach: Bibliometric methodology is adopted, focusing on...

Purpose The aim of this study is to reveal the contribution that Journal of Business & Industrial Marketing has to scientific research and its most influential thematic work in B-to-B since its beginning in 1986 until 2015, in commemoration of the 30th anniversary. Design/methodology/approach...

Purpose This special issue of the Journal of Business & Industrial Marketing , entitled “Business, Industrial Marketing and Uncertainty”, presents selected extended studies that were presented at the European Academy of Management and Business Economics Conference (AEDEM 2012)....

Cover -- Business, industrial marketing and uncertainty -- A design strategy for improving adaptive conjoint analysis -- The use of customer-centric philosophy in hotels to improve customer loyalty -- The central role of the reputation of country-of-origin firms in developing markets -- Market...

Purpose: The purpose of this paper is to explore the manifestations and the effects of the dispersion of marketing activities (DoMA) in business-to-business (B2B) firms. Design/methodology/approach: To analyze the manifestations and effects of DoMA, an empirical study was conducted in German...

Purpose: Multi-supplier project networks represent a large part of the business-to-business (B2B) sector as the scope of many projects requires that different providers participate in their development and delivery. This raises the question of how the integration of the resources of the various...

Purpose: This paper aims to argue that engagement with industry in research, while costly in terms of time and effort, can provide benefits in terms of measurable research impact, particularly in the business-to-business (B2B) domain. Design/methodology/approach: This study draws joint...

Purpose: Firms transforming from a product supplier into a solution provider need to develop entirely new organizational capabilities or re-configure existing ones. This paper aims to conceptualize solution business fitness (SBF) as a construct that captures comprehensively the capabilities...

Purpose – This study aims to present the conceptualization and measurement of knowledge generation competence (KGC) as the fundament for firm's internal knowledge generation. Furthermore, it seeks to assess different antecedents of a firm's KGC and its potential for improving a firm's...

Purpose – Economic theories applied to the study of buyer‐seller relationships draw to a large extent on the problems caused by specific investments. This contribution aims to develop a new perspective on specific investments that accounts for their value‐adding character and also to...