There are usually no shortages of predictions of what the future will be like. In fact life would be impossible without them. We predict that tomorrow will be similar to today and that our students or customers will still need what we have to offer. That our car will start or the bus will be...

Purpose: The purpose of this paper is to investigate the underlying knowledge structure and evolution of industrial-buying research published between 1965 and 2015. Design/methodology/approach: Bibliometric analysis is performed on 357 relevant papers (using principal component analysis and...

Purpose: This paper aims to explore the possible scenarios after a failed reverse auction to continue a current buyer–seller relationship. Design/methodology/approach: The authors developed a further understanding of reverse auctions through the examination of a longitudinal case study in the...

Purpose: Recent research places an increased emphasis on the inclusion of the customer in value creation, learning and innovation processes; yet, there remains a gap in the understanding of just how such customer involvement may work. This paper aims to address this gap by examining two aspects...

Purpose: The purpose of this study is to examine predicted business-to-business (B2B) marketing capabilities for the next three to five years by companies in advanced, emerging and developing economies. Findings: The authors identify the prevalent marketing capabilities in industrial companies...