Purpose – The aim of this paper is to investigate the effect of the prior relationship length and employments of supplier specific investments on buyers' control, and compare this effect across international and domestic business-to-business relationships. Design/methodology/approach – The...

Acknowledges the multiperson nature of the industrial business buying process and the development of the buying centre as the unit of analysis for business/organization buying behaviour. Addresses two main themes: conceptual issues and alternative views; and methodological dilemma. Looks at the...

Defines an “evoked set” as those brands which become alternatives to those goods chosen by a buyer in a buying situation. Examines why the buyer chooses only to evaluate a limited number of possible choice alternatives, and investigates the number of alternatives which enter into the buyer's...

This paper asks whether the service - dominant logic is superior to the traditional goods - dominant logic for the use of licensing to commercialize new technologies internationally - and why so. To answer this question two case of licensing float glass, a float glass manufacturing technology...