Purpose – The purpose of this paper is to review work on the power and importance of emotional appeals from a range of disciplines including philosophy, psychology, psychiatry, neuroscience, linguistics and advertising. It aims to illustrate the growing body of evidence and theory that...

Purpose – The extent of relational behaviors displayed by independent partners in channels of distribution is a critical determinant of the efficiency and effectiveness of distribution operations. The purpose of this study is to focus on the two key antecedents of relational behaviors in...

Purpose – Organizational resistance to technological innovations creates hurdles to diffusion of innovations in industrial technology markets. This study aims to examine the causes of this problematic phenomenon and develop useful strategies to overcome innovation resistance of organizational...

Purpose – This paper aims to examine the multiplicity of norms in inter‐company cooperation in the context of an SME export group. It will show that the strategic interests of the parties call for more diversity in norms than that identified in existing studies on relational exchange....

Reviews the academic research conducted on organizational buying behavior since the publication of Sheth’s model of industrial buying behavior in 1973. Discovers an impressive amount of research primarily focused on the decision‐making process, environmental influences and conflict...

Since the mid‐1960s scholars have sought to better understand the issues which affect the effectiveness of buyer‐seller interactions. While much progress has been made, existing knowledge is rather scattered and disjointed due to a lack of integration. Assesses the contributions of various...

Organizational buying is an active research domain with hundreds of studies grounded in one or several of the complementary theoretical models in the literature. In recent years, however, many scholars have focussed on the importance of the buyer‐seller relationship. For many research studies,...

Despite the importance of professional services to organisations, relatively little is known about the way they are purchased. This study details the risks perceived and risk‐reducing strategies employed by purchasers in local government and examines how these vary with buying‐phase and...

Market leaders are constantly being forced to evaluate and modify their relationships and interactions with suppliers, buyers, and even competitors, in order to remain competitively viable in response to marketplace, technology, and competitive changes. Presents the Interdependency Cube...