Purpose – The purpose of this article is to provide a brief summary of all the articles in this special issue. Design/methodology/approach – Briefly discusses each article in this special issue. Findings – This special issue of Journal of Business & Industrial Marketing aims to understand...

Purpose: This paper aims to investigate how social media usage by children determines their interactions with consumer brands. The paper also examines the nature of the processes evident. Design/methodology/approach: A qualitative approach was implemented using both paired and single in-depth...

Purpose – Business marketers increasingly pursue greater shares of their customers' business. While the merits of such a strategy are straightforward from a supplier perspective, this paper aims to explore its consequences from the customer's point‐of‐view. Design/methodology/approach –...

Purpose – This purpose of this paper is to introduce strategic purchasing (SP) and supplier development (SD) as constructs that could have the potential to contribute to the success of relationship marketing efforts. Based on the relational view of the firm, the authors propose that SP is an...

Purpose – Purchasing has emerged as a key source of competitive advantage. This paper aims to explore how different purchasing strategies are connected to complex supply relationships and to the goal of purchasing. Design/methodology/approach – The study draws on the literature on industrial...

Purpose – During the industrial purchasing process of high‐tech, innovative products, various decision‐influencers within buying companies evaluate the attractiveness of the manufacturer's market offering; namely the “value” of the offering. This paper aims to identify the various...

Purpose – The paper has two main purposes: to define and examine supplier oriented purchasing (SOP) as an effective relational exchange practice for organizational buyers and to empirically examine the degree to which supplier oriented purchasing can mediate the impact of manifest conflict on...

Purpose – The purpose of this paper is to focus on building and testing a model of buyer‐seller relationships from a dialectical perspective. It aims to provide both academics and managers with a better understanding of the relationships among the key relational variables in business...