Table Of Content

VOLUME CONTENTS 32 Letter From the Editor Peter J. LaPlaca Internet Integration in Business Marketing Tactics J. David Lichtenthal and Shay Eliaz Web-Based B2B Portals Irvine Clarke III and Theresa B. Flaherty Using Supply Chain Management to Leverage a Firm’s 25 Market Orientation James H. Martin and Bruno Grbac Project Selection: A Process Analysis 3 9 Harold Z. Daniel, Donald J. Hempel, and Narasimhan Srinivasan Toward a Business-To-Business Channel Incentives 5 5 Classification Scheme David I. Gilliland Exploring Purchasing Integration in Product Development 69 Finn Wynstra, Mathieu Weggeman, and Arjan van Weele SPECIAL ISSUE: INTERACTIONS, RELATIONSHIPS AND NETWORKS IN A CHANGING WORLD Letter From the Editor $5 Peter J. LaPlaca 8 7 Interactions, Relationships and Networks in a Changing World Sheena Leek, Peter Naudé, and Peter W. Turnbull 9 1 Testing the Conflict—Performance Assumption in Business-to-Business Relationships Margarida Duarte and Gary Davies 1 ()1 Exploring the Impact of Relationship Transparency on Business Relationships: A Cross-Sectional Study Among Purchasing Managers in Germany Andreas Eggert and Sabrina Helm 1 0 9 Business Suppliers’ Value Creation Potential: A Capability-Based Analysis K.E. Kristian M6éller and Pekka Torr6nen 119 How is Information Technology Affecting Business Relationships? Results from a UK Survey Sheena Leek, Peter W. Turnbull, and Peter Naudé 127 Exploring Interorganizational Conflict in Complex Projects Terje I. Vaaland and Hakan Hakansson 139 Strategic Development of Third Party Logistics Providers Susanne Hertz and Monica Alfredsson 151 The Global Account Manager as Political Entrepreneur Kevin Wilson and Tony Millman 159 Function of Industrial Supplier Relationships and their Impact on Relationship Quality Achim Walter, Thilo A. Miiller, Gabriele Helfert, and Thomas Ritter SPECIAL ISSUE: INTERNET IMPACTS ON SUPPLY CHAIN MANAGEMENT 171 From the Editor Peter J. LaPlaca 173 Internet Impacts on Supply Chain Management Richard Lancioni, Hope Jensen Schau, and Michael F. Smith 177 Firm Size, Web Site Content, and Financial Performance in the Transportation Industry Alexander E. Ellinger, Daniel F. Lynch, and John D. Hansen 187 Electronic Transportation Marketplaces: A Transaction Cost Perspective Thomas J. Goldsby and James A. Eckert 199 Electronic Marketplaces and Supply Chain Relationships Tage Skjgtt-Larsen, Herbert Kotzab, and Martin Grieger 211 Strategic Internet Application Trends in Supply Chain Management Richard A. Lancioni, Michael F. Smith, and Hope Jensen Schau 219 Supply Management and E-Procurement: Creating Value Added in the Supply Chain William D. Presutti Jr. 227 E-Purchasing: Profiles of Adopters and Nonadopters Hokey Min and William P. Galle 235 E-Logistics in China: Basic Problems, Manageable Concerns and Intractable Solutions Shawn P. Daly and Lindsay X. Cui An Analysis of Select Web Site Practices Among 243 Supply Chain Participants Paul R. Murphy, Richard F. Poist, Peter M. Lynagh, and William F. Grazer Internet-Enabled Coordination in the Supply Chain Sebastian J. Garcia-Dastugue and Douglas M. Lambert Letter from the Editor Peter J. LaPlaca Linking Customer Lifetime Value with Shareholder Value Heinz K. Stahl, Kurt Matzler, and Hans H. Hinterhuber Need-Based Segmentation and Customized Communication 28 1 Strategies in a Complex-Commodity Industry: A Supply Chain Study Terri C. Albert The Relationship Between Technology Adoption and Strategy in Business-to-Business Markets: The Case of E-Commerce Guilherme D. Pires and Janet Aisbett Problems Evaluating Sales Representative Performance?: 3 0 1 Try Activity-Based Costing Victoria Dickinson and John C. Lere Communication in International Business-to-Business 309 Marketing Channels: Does Culture Matter? Bert Rosenbloom and Trina Larsen Industrial Distributors: Can They Survive in the New 3 1 7 Economy? Susan Mudambi and Raj Aggarwal The Effect of Market Orientation on Buyer-Seller 327 Relationship Satisfaction Mara Jose Sanzo, Mara Leticia Santos, Rodolfo Vazquez, and Luis Ignacio Alvarez Measuring Innovativeness for the Adoption of 347 Industrial Products David R. Fell, Eric N. Hansen, and Boris W. Becker SPECIAL ISSUE: STRATEGIZING IN INDUSTRIAL NETWORKS Letter from the Editor 35 5 Peter J. LaPlaca Strategizing in Industrial Networks 35 7 Lars-Erik Gadde, Lars Huemer, and Hakan Hakansson Strategic Cost Management Across Boundaries of Firms Anna Dubois Creating Customer Knowledge Competence: 375 Managing Customer Relationship Management Programs Strategically Alexandra J. Campbell Knowledge, Internationalization of the Firm, and 385 Inward—Outward Connections Tore Karlsen, Pal R. Silseth, Gabriel R.G. Benito, and Lawrence S. Welch Understanding Interfirm Relations in Mediation 397 Industries with Special Reference to the Nordic Mobile Communication Industry Espen Andersen and @ystein D. Fjeldstad Strategizing Through Analyzing and Influencing the Network Horizon Elsebeth Holmen and Ann-Charlott Pedersen Management of Hybrid Organisations: 4 1 9 A Case Study in Retailing Lasse Mitronen and Kristian Moller A 3 1 Evaluating the Impact of B2B E-Commerce: A Contingent Approach Geoff Easton and Luis Araujo Letter from the Editor 44 1 Peter J. LaPlaca A Study of the Purchasing Management System with 443 Respect to Total Quality Management Javier Gonzalez-Benito, Angel R. Martinez-Lorente, and Barrie G. Dale 4 5 5 Best Practices in Identifying Customer-Driven Improvement Opportunities Michael S. Garver Exploring Export Sales Management Practices in 467 Small- and Medium-Sized Firms Evangelia Katsikea and Robert E. Morgan Electronic Reverse Auctions: Promises, Risks and 48 1 Conditions for Success Larry R. Smeltzer and Amelia S. Carr 4 8 9 Conflict Between Engineers and Marketers: The Experience of German Engineers Vivienne Shaw, Christopher T. Shaw, and Margit Enke S01 Designing Sales Force Satisfying Selling Positions: A Conjoint Measurement Approach René Y. Darmon, Benny P. Rigaux-Bricmont, and Pierre Balloffet 317 Process Implications of the Use of the Internet in New Product Development: A Conceptual Analysis Muammer Ozer 531 Letter from the Editor Peter J. LaPlaca 533 Total Cost/Response Rate Trade-Offs in Mail Survey Research: Impact of Follow-Up Mailings and Monetary Incentives Paul D. Larson and Garland Chow 539 B2B Sales Force Productivity: Applications of Revenue Management Strategies to Sales Management Judy A. Siguaw, Sheryl E. Kimes, and Jule B. Gassenheimer 553 Understanding B2B and the Web: The Acceleration of Coordination and Motivation Pierre Berthon, Michael Ewing, Leyland Pitt, and Peter Naudé 563 Global Account Management: A Supply-Side Managerial View Michael G. Harvey, Milorad M. Novicevic, Thomas Hench, and Matthew Myers 573 The Implementation of Customer Profitability Analysis: A Case Study Erik M. van Raaij, Maarten J.A. Vernooij, and Sander van Triest 5385 A Six-Stage Model of the Buying Process for ERP Software Jacques Verville and Alannah Halingten S95 An Investigation into Commitment in Non-Western Industrial Marketing Relationships Leonard V. Coote, Edward J. Forrest, and Terence W. Tam 605 OK You Are Now an Approved Supplier—But You Still Do Not Get Orders: Understanding the Case of the P-Card Subroto Roy 615 Assessing Intelligence as Learning within an Industrial Marketing Group: A Pilot Study Paul Dishman and Tim Pearson SPECIAL ISSUE: TRANSACTIONS, RELATIONSHIPS, OR BOTH: IMPACT OF CUSTOMER STRATEGIES ON FIRM PERFORMANCE Letter from the Editor Peter J. LaPlaca The Impact of Transactional and Relational Strategies in 623 Business Markets: An Agenda for Inquiry Arun Sharma and Kishore Gopalakrishna Pillai Till Death Do Us Part... But Not Always: 627 Seven Antecedents to a Customer’s Relational Preference in Buyer-Seller Exchanges Jagdish N. Sheth and Reshma H. Shah The Coexistence of Transaction and Relational Marketing: 633 Insights from the Chinese Business Context Chris Styles and Tim Ambler Mature Relationships: Why Does Relational Orientation 643 Turn Into Transaction Orientation? Kishore Gopalakrishna Pillai and Arun Sharma A Longitudinal Study of Customers’ Desired Value Change 65 3 in Business-to-Business Markets Michael Beverland and Larry Lockshin Antecedents and Consequences of Relationship Intention: 667 Implications for Transaction and Relationship Marketing V. Kumar, Timothy R. Bohling, and Rajendra N. Ladda 6 7 7 Capturing Value Creation in Business Relationships: A Customer Perspective Wolfgang Ulaga Organizational Resources Enabling Service Responsiveness: 695 Evidence from Greece Vasilis Theoharakis and Graham Hooley 7 0 3 The Determinants of Relational Governance and Performance: How to Manage Business Relationships? Danny Pimentel Claro, Geoffrey Hagelaar, and Onno Omta