Purpose – The purpose of this paper is to examine how security-related issues affect business in an integrated economic space. North America is an interesting case, as Canada and the USA have historically been highly integrated economies. Design/methodology/approach – Research that focuses...

Updates previous studies, in which growth industries were examined in order to understand patterns of growth and identify ways to predict future growth industries. Evaluates the fastest growing industries of the late 1980s and early 1990s and analyzes the ways that economic, technological, and...

Many business‐to‐business buyers are building closer relationships with fewer sellers. When faced with the choice of which sellers to partner with, buyers often develop such close relationships with sellers who have made transaction‐specific investments (TSIs). TSIs are assets (both...

The concept of culture has been an important subject of managerial interest over the past decade, yet little has been written about how culture can be managed within the industrial salesforce. Describes the key components of a salesforce culture and explains the characteristics of a...

Illustrates a simple and practical method for analysing the communication flows in a buying centre. Presents an actual application that captures the organisational interactions necessary to secure approval for major purchase requests in a textile manufacturing company. Concludes that analysis...

Presents a new product implementation model which is designed to reduce the risk inherent in new product ventures in the industrial marketplace. Show that while there is debate over the number of failures, there is little debate that the new product failure rate is high. Describes a process that...

proposes that who have more knowledge about their buyers give more effective presentations. Addresses this issue by examining the evaluative criteria held by different functional roles represented in the decision‐making unit, how those criteria differ across the various roles, and howknowledge...

Edward Hastings Chamberlin, a great innovator in economic theory, has been badly served by his “followers”, who have “blanked” and “distorted” his message. Today it is the Chicago critics of monopolistic competition, not his self‐appointed followers at Harvard, who are developing...