This four-volume collection is the only detailed survey of business-to-business marketing literature that captures the state of the discipline in its entirety. Business-to-business marketing is fast catching up with business-to-consumer marketing as a subject of study, and in recognition of its...

This study explores the discursive positioning of managers involved in inter-organizational relationships (IORs) within industrial supply chains. In closely examining a series of interviews, we find a number of interpretive repertoires of boundary construction used in IOR managers’ identity...

Purpose: The purpose of this paper is to explore how the act of expressing criticism against a music brand fits with the identity and practices associated with being a loyal fan of that brand. Design/methodology/approach: Drawing on insights from theories of brand loyalty and fandom, this...

PurposeThis paper aims to answer the following question: How can a discursive approach to how music fans construct loyalty in a digital context contribute to a theoretical understanding of brand loyalty?Design/methodology/approachDrawing on insights from theories of brand loyalty and fandom,...

Purpose: The purpose of this paper is to investigate the relevance to situated managerial practice of the implementation frameworks contained in the global (key) account management (GAM) literature and to explore what specific GAM-related issues may be faced by key account managers working for...

Recognising the potential contribution of recent technological advances, the relationship marketing (RM) literature places an emphasis on two‐way communication as a key ingredient to enhancing relationships. The paper explores these factors in the context of the UK financial services sector,...

Purpose – An earlier researcher, Wood, proposed that cinema is the most appropriate metaphor for interpretation of contemporary life and organizations. The paper adopts the enthusiasm for the cinema metaphor and explores the implications for industrial marketing and business networks, with...