Table Of Content

CONTENTS The Purchasing of Full-Service Contracts: An Exploratory Study within the Industrial Maintenance Market Full-service offerings: What distinguishes them and how are they evaluated by industrial buyers? Stefan Stremersch, Stefan Wuyts, and Ruud T. Frambach Industrial Marketing Applications of Quantum Measurement Techniques What attributes does the industrial buyer evaluate most highly? Pedro Alvarez and Clementina Galera Conceptualizing and Isolating Cultural Differences in Performance Data in International High-Tech Industrial Markets Are some data more equal than others? Marcel van Birgelen, Ko de Ruyter, and Martin Wetzels The Extent and Formality of Sales Agency Evaluations of Principals Agency and principal performance related to formal evaluation procedures Nancy J. Merritt and Stephen J. Newell Culture as a Driving Force for Interfirm Adaptation: A Chinese Case Courtesy demands reciprocity Tony Fang Building and Assessing Cultural Diversity Skills: Implications for Sales Training A simulation can build awareness for the importance of cultural diversity training Victoria D. Bush and Thomas N. Ingram Same Time Next Year—Buyer Trade Show Motives Planning exhibits to meet buyers’ needs Susan H. Godar and Patricia J. O’Connor Industrial Marketing Management 30, bmi—bmvii (2001) © 2001 Elsevier Science Inc. All rights reserved. 655 Avenue of the Americas, New York, NY 10010 0019-8501/01/S—see front matter SPECIAL ISSUE: PARTNERING WITH RESELLERS IN BUSINESS MARKETS 87 Partnering with Resellers in Business Markets Supplier-reseller partnerships can add value for the company and its shareholders John A. Weber Emerging Technologies for Enhancing Supplier-Reseller Partnerships New web-based software suites help suppliers treat resellers as virtual internal sales teams Robert Mirani, Deanne Moore, and John A. Weber Cisco Resellers Add Value Tom Mitchell A Model of Value Creation: Supplier Behaviors and rheir Impact on Reseller-Perceived Value Reaping what we sow—creating value for partners Penny M. Simpson, Judy A. Siguaw, and Thomas L. Baker Conceptualizing and Operationalizintgh e Business-to-Business Value Chain Value chain relationships can make or break b-to-b marketers Joel R. Evans and Barry Berman An Expanded Model of Business-to-Business Partnership Formation and Success Purchasing managers provide details of their partnership experiences Tracy L. Tuten and David J. Urban A Conceptual Model for Building and Maintaining Relationships between Manufacturers’ Representatives and Their Principals This article proposes a model for building better relationships with a contract sales force Daniel H. McQuiston Supply Chain Management: The Integration of Logistics in Marketing Marketing at its best: The case of supply chain management Ursula Y. Alvarado and Herbert Kotzab Beyond the Dyad: Electronic Commerce and Network Perspectives in Industrial Marketing Management Tomorrow’s successful organizations will be like migrating flocks of birds Aberdeen Leila Borders, Wesley J. Johnston, and Edward E. Rigdon Measurement and Modeling of Alienation in the Distribution Channel: Implications for Supplier-Reseller Relations Heretofore unexplored phenomenon of distribution is introduced and empirically examined John F. Gaski and Nina M. Ray Drivers of Superior Importer Performance in Cross-Cultural Supplier—Reseller Relationships How to achieve export success through understanding the drivers of superior import performance Dionisis A. Skarmeas and Constantine S. Katsikeas Competition, Collusion, and Confusion: The Impact of Current Antitrust Guidelines on Competition Face-off in global competition: Partners’ trust-building or partners trust-busted? David Strutton, Neil Herndon, and Lou E. Pelton Insights into Relationship Structures: The Australian Aluminum Industry The Australian aluminum industry contains some surprising organizational participants exhibiting special relationship structures Michael P. Donnan and James M. Comer Antecedents of Commitment and Trust in Customer-Supplier Relationships in High Technology Markets Emotions as drivers of business relationships Ko de Ruyter, Luci Moorman, and Jos Lemmink The Determinants of Commitment in the Distributor-Manufacturer Relationship In addition to marketing variables, the manager must recognize the critical nature of a positively viewed product offering Lester E. Goodman and Paul A. Dion Integrative Pricing via the Pricing Wheel 301 Improve price decisions by applying this systematic approach David Shipley and David Jobber SPECIAL ISSUE: CUSTOMER VALUE IN BUSINESS MARKETS Customer Value in Business Markets: 3 1 5 An Agenda for Inquiry Marketing academics and managers increasingly place customer value on top of their agendas Wolfgang Ulaga The Initiators of Changes in Customers’ Desired Value: Results from a Theory Building Study The company effect dominates but enhances the country effect Daniel J. Flint and Robert B. Woodruff Expected Relationship Value: A Construct, a Methodology for Measurement, and a Modeling Technique Develop quantitative metrics for assessing the value of your business relationships John E. Hogan Customer Profitability: Prospective vs. Retrospective Approaches in a Business-to-Business Setting Quality, customer satisfaction, and loyalty are all linked to profitability Fred A. Jacobs, Wesley Johnston, and Natalia Kotchetova Value Creation in Buyer—Seller Relationships: Theoretical Considerations and Empirical Results from a Supplier’s Perspective Suppliers need to understand the function of their customer relationships in order to use them for value-relation Achim Walter, Thomas Ritter, and Hans Georg Gemiinden The Future of Competition: Value-Creating Networks Defining, analyzing and building value-creating networks Prabakar Kothandaraman and David T. Wilson Value Creation in Markets: A Critical Area of Focus for Business-to-Business Markets Value creation in the business markets in the digital age Arun Sharma, R. Krishnan, and Dhruv Grewal An Exploratory Investigation of the Relationship of Sales Force Compensation and Intrinsic Motivation Sales compensation can impact relationship selling through intrinsic motivation Ellen Bolman Pullins Brand Values Related to Industrial Products Industrial product and corporate branding as sources of competitive advantage Paul Michell, Jacqui King, and Jon Reast Complex and Strategic Decision Making in Organizations: Implications for Personal Selling and Sales Management Understanding complex and strategic decision making is critical for sales organizations Wolfgang Ulaga and Arun Sharma Author and Institution Productivity in Industrial Marketing Management from 1971 to 1988 This article highlights individual and institutional contributions to industrial marketing thought since 197] John B. Ford, Michael S. LaTour, and Tony L. Henthorne Redesigning Physical Layout for Increased Efficiency An efficient way of productivity improvement Anwar Uddin Tanwari and Abdul Kareem Mansour Technology and the Sales Force: Increasing Acceptance of Sales Force Automation . recommendationfso r enhancing the potential of sales force automation programs Amy J. Morgan and Scott A. Inks Business to Business Market Segmentation A general industrial segmentation model directed towards situations characterized by relationships and networks Per Vagn Freytag and Ann Hojbjerg Clarke Customer Relationship Strategies and the Smoothing of Industry-Specific Business Cycles: The Case of the Global Fine Paper Industry Relationship strategies and the smoothing of industry-specific business cycles Kimmo Alajoutsijarvi, Mats B. Klint, and Henrikki Tikkanen The Nightmare of International Product Piracy: Exploring Defensive Strategies The shocking impact of international product piracy Laurence Jacobs, A. Coskun Samli, and Tom Jedlik Country—Company Interaction Effects and Supplier Preferences among Industrial Buyers The company effect dominates but enhances the country effect Frank Bradley Measuring Customer-Perceived Value in Business Markets: A Prerequisite For Marketing Strategy Development and Implementation Understanding and delivering superior value to customers is key to creating and sustaining long-term industrial relationships Wolfgang Ulaga and Samir Chacour Recruiting the Wrong Salespeople: Are the Job Ads to Blame? Beware—you might get the sort ofp erson you ask for Brian P. Mathews and Tom Redman in International Buyer-Supplier Arrangements Clues available during negotiation can help identify successful long-term partners Alex Sharland Embeddaendd tnhe eEvsolustio n of Global Networks: An AustraliCaanse Study An exploration of the holistic evolution of international business relationships Richard Fletcher and Nigel Barrett Can You Buy a Business Relationship? On the Importance of Customer and Supplier Relationshipsi n Acquisitions Managers can better ensure a successful outcome of an acquisition by explicit attention to its customers and suppliers Helén Anderson, Virpi Havila, and Asta Salmi Your Product-costingS ystem Seems to Be Broken: Now What? Getting the right product costs from your accounting system John C. Lere Hedonic Price Methods and the Structure of High-Technology Industrial Markets: An Empirical Analysis {n analytical look at the price structure of high-technology markets George Baltas and Jonathan Freeman9 Market Segmentation: Diagnosianndg Treating the Barriers Good medicine requires diagnosis and treatment! Sally Dibb and Lyndon Simkin Creating Valthaut Ceanno t Be Copied The use of conjoint analysis to assess customer value in new Service creation Jeanke W. van der Haar, Ron G. M. Kemp, and Onno (S. W. F.) Omta Recontextualising Sales Resistance: A Respontos Heun t and Bashaw Analysing recordings of real-life selling can enhance our understanding of sales resistance Colin Clark and Trevor Pinch On Recontextualising Sales Resistance: A Defense of Information Processing-Based Classifications Sales resistance, objection, counterargument, information processing, distraction Kenneth A. Hunt and R. Edward Bashaw Theory-UTsiengs Ctasei Sntugdie s: AC omment on Johnson, 65 1 Leach, and Liu Demonstrating causal relationships is key in testing theories when using case studies Bas Hillebrand, Robert A. W. Kok, and Wim G. Biemans Author Indes 659 Volume Contents