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...

Purpose – This research aims to investigate the relationship between customer‐based performance measures (marketing measures of firm success) and business growth performance (strategy measures of firm success), in the context of strategic marketing positioning decisions and suggests...

Purpose – To investigate how business‐to‐business (B2B) firms view the opportunities and threats of the internet and determine which firms are most likely to gain from the internet. Design/methodology/approach – A nation‐wide survey of marketing, sales and MIS managers in B2B firms...

Purpose – To develop a preliminary framework for Australian agribusiness organisations seeking to select business‐to‐business (B2B) e‐business models. Design/methodology/approach – A literature review was conducted on topics related to strategic decision making and B2B e‐business...

Purpose – The main purpose of this paper is to review the related literature and propose a new decision‐support‐system (DSS) framework for marketing in the business‐to‐business (B2B) arena based on customer‐relationship management (CRM) and knowledge‐driven marketing to help...

Purpose – The purpose of this study is to provide a better understanding on the use of web sites for creating value in industrial buyer‐seller relationships. Design/methodology/approach – Through an extensive yet not exhaustive review of previous studies on business‐to‐business (B2B)...