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MKTG: Business-to-Business Marketing (Topic)

13,967 Total downloads

Viewing: 1 - 50 of 81 papers

1.

Leveraging the Customer Base: Creating Competitive Advantage Through Knowledge Management

Review of Marketing Science WP No. 315
Number of pages: 32 Posted: 07 May 2002
Working Paper Series
Harvard Business School - Marketing Unit and INSEAD - Marketing
Downloads 2,017
2.

Risk, Information, and Incentives in Online Affiliate Marketing

Journal of Marketing Research 52, no. 1 (February 2015): 1-12, Harvard Business School, Harvard Business School Negotiation, Organizations and Markets Unit, Research Paper Series
Number of pages: 32 Posted: 23 Nov 2013 Last Revised: 24 Jul 2018
Accepted Paper Series
Harvard University - HBS Negotiations, Organizations and Markets Unit and ipensatori.com
Downloads 1,117
3.

Impact of Celebrity Endorsement on a Brand

Number of pages: 19 Posted: 01 Dec 2013
Working Paper Series
Jagan Institute of Management Studies
Downloads 671
4.

Structural Equation Modeling with the SmartPLS

Bido, D., da Silva, D., & Ringle, C. (2014). Structural Equation Modeling with the Smartpls. Brazilian Journal Of Marketing, 13(2). Retrieved October 19, 2015,
Number of pages: 18 Posted: 22 Oct 2015
Accepted Paper Series
University of Hamburg, Universidade Nove de Julho (UNINOVE) and Mackenzie Presbyterian University
Downloads 648
5.

Customer Level Profitability Implications of Satisfaction Programs: A Retailer Satisfaction Field Study

Number of pages: 40 Posted: 24 May 2006
Working Paper Series
Washington University in St. Louis - John M. Olin Business School, Washington University, St. Louis, Stanford Graduate School of Business and Case Western Reserve University
Downloads 610
6.

AMOS Covariance-Based Structural Equation Modeling (CB-SEM): Guidelines on Its Application as a Marketing Research Tool

Brazilian Journal of Marketing, 13(2), March 2014
Number of pages: 12 Posted: 25 Oct 2015
Accepted Paper Series
Kennesaw State University, Universidade Nove de Julho (UNINOVE) and Kennesaw State University
Downloads 544
7.

The Adoption of Business-to-Business E-Commerce: Empirical Evidence for German Companies

ZEW Discussion Paper No. 02-05
Number of pages: 28 Posted: 05 Jan 2004
Working Paper Series
ZEW – Leibniz Centre for European Economic Research and Technopolis Group
Downloads 477
8.

Organizational Buying Behavior: Where We Have Been and Where We Need to Go

Darden Business School Working Paper No. 1993207, Georgetown McDonough School of Business Research Paper No. 2012-05
Number of pages: 29 Posted: 29 Jan 2012
Working Paper Series
University of Virginia - Darden School of Business and McDonough School of Business
Downloads 457
9.

A Study on the Importance of Word-of-Mouth Communication to Business Buyers

Number of pages: 24 Posted: 27 Sep 2011
Working Paper Series
Alliance Business School and Alliance University - School of Business
Downloads 439
10.

Exploring Word-of-Mouth Communication in Business-to-Business Marketing

Number of pages: 20 Posted: 27 Sep 2011
Working Paper Series
Alliance University - School of Business and Alliance Business School
Downloads 438
11.

The Indian Farmer, Middlemen and the APMCs

Number of pages: 14 Posted: 19 Oct 2010
Working Paper Series
affiliation not provided to SSRN
Downloads 386
12.

Performance Implications of Sales Strategy: The Moderating Effects of Leadership and Environment

International Journal of Research in Marketing, Forthcoming
Number of pages: 41 Posted: 18 Nov 2009
Accepted Paper Series
Ohio University and Athens University of Economics and Business - Department of Marketing and Communication
Downloads 342
13.

Attribute-Level Satisfaction, Overall Customer Satisfaction, and Performance Outcomes in Business-to-Business Firms

Number of pages: 79 Posted: 08 May 2017 Last Revised: 13 May 2018
Working Paper Series
Rice University, Rice University, Jesse H. Jones Graduate School of Business, Iowa State University, Texas A&M University (TAMU), Mays Business School, Business Administration - Marketing, Students and Texas A&M University - Department of Marketing
Downloads 311
14.

A Framework to Build or Review Marketing and Networks Contracts

University of Sao Paulo, FEARP Working Paper No. TDA/17 2002
Number of pages: 24 Posted: 06 Feb 2003
Working Paper Series
University of Sao Paulo (USP) - Business Administration
Downloads 285
15.

Managing Customer Value in Business-to-Business Markets

Marketing Review St. Gallen 3/2014
Number of pages: 9 Posted: 30 Apr 2014
Accepted Paper Series
Rice University, Jones Graduate School of Business and Rice University - Jones Graduate School of Management
Downloads 272
16.

Antecedents of Early Adoption and Use of Social Media Networks for Stakeholder Communications: Evidence from Franchising

Journal of Small Business Management (special issue on Franchising), Forthcoming
Number of pages: 42 Posted: 31 Jul 2011
Accepted Paper Series
Université de Rennes I - Graduate School of Management (IAE-IGR), McMaster University - Michael G. DeGroote School of Business, Université de Rennes 1 and University of Rennes II

Multiple version iconThere are 2 versions of this paper

Downloads 259
17.

Why Do Sales People Spend So Much Time Lobbying for Low Prices?

Marketing Science, 2014, 33(6), pages 796-808.
Number of pages: 62 Posted: 13 Dec 2011 Last Revised: 08 Jan 2015
Accepted Paper Series
Massachusetts Institute of Technology (MIT) - Sloan School of Management and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 240
18.

A Marketing-Finance Approach Towards Industrial Channel Contract Relationships: A Model of Application

Journal of Business Research, Vol.57, No. 6, pp. 601-609, June 2004
Number of pages: 31 Posted: 04 Oct 2005
Accepted Paper Series
Maastricht University
Downloads 232
19.

Managerial and Customer Costs of Price Adjustment: Direct Evidence from Industrial Markets

Bar-Ilan University, Economics Working Paper No. 2003
Number of pages: 39 Posted: 25 Apr 2003
Working Paper Series
University of Western Ontario - General Management Area Group, London Business School, Bar-Ilan University - Department of Economics, University of Southern California - Marshall School of Business and University of Minnesota - Carlson School of Management

Multiple version iconThere are 2 versions of this paper

Downloads 221
20.

A Conceptual Model for Bidirectional Service, Information and Product Quality in an IS Outsourcing Collaboration Environment

Proceedings of the 39th Annual Hawaii International Conference on System Sciences (HICSS'06), Vol. 1, No. 7b, 2006
Number of pages: 11 Posted: 07 Jun 2008 Last Revised: 17 Jun 2012
Accepted Paper Series
University of Texas at El Paso (UTEP)
Downloads 220
21.

Relationships in Business to Business Marketing

Number of pages: 6 Posted: 25 Feb 2015
Working Paper Series
Indian Institute of Management (IIM), Indore, Students
Downloads 209
22.

Social Capital of Young Technology Firms and Their IPO Values: The Complementary Role of Relevant Absorptive Capacity

Journal of Marketing, Forthcoming
Number of pages: 50 Posted: 08 Jun 2011
Accepted Paper Series
University of Georgia and University of Georgia--Terry School of Business
Downloads 206
23.

Virtual Marketing in Virtual Enterprises

International Marketing Management Conference (IRMMC), 2008
Number of pages: 12 Posted: 08 Apr 2011
Accepted Paper Series
Centre for Research Services, Institute of Management and Research Services (IPPP), University of Malaya (UM)University of Malaya (UM) - Department of Engineering Design and Manufacture, The R&D Fund of Industries and Mines and The Society of Iranian Industries & Mines - Research & Development Centers
Downloads 197
24.

What Factors Influence Buying Center Brand Sensitivity?

Industrial Marketing Management, Forthcoming
Number of pages: 44 Posted: 07 May 2011
Accepted Paper Series
Virginia Commonwealth University, Oklahoma State University, Georgia State University - J. Mack Robinson College of Business and Georgia State University - J. Mack Robinson College of Business
Downloads 187
25.

Research Proposal for Initial Product Testing in Chinese's Market and the Factors that Influence the Chinese Wine Consumer

Number of pages: 11 Posted: 09 Sep 2012
Working Paper Series
Hertfordshire University
Downloads 184
26.

Diffusing Customer Anger in Service Recovery: A Conceptual Framework

Australasian Marketing Journal, Vol. 11, No. 2, pp. 46-55, 2003
Number of pages: 26 Posted: 29 Jul 2010
Accepted Paper Series
affiliation not provided to SSRN and University of Queensland - Business School
Downloads 163
27.

When Gray Markets Have Silver Linings: All-Unit Discounts, Gray Markets and Channel Management

Manufacturing & Service Operations Management, 2013, 15(2), 250–262,
Number of pages: 33 Posted: 02 Sep 2010 Last Revised: 11 Aug 2013
Accepted Paper Series
University of Toronto - Rotman School of Management, Wilfrid Laurier University - School of Business & Economics and University of Toronto - Rotman School of Management
Downloads 154
28.

The Role of Social Capital in the Management of B2B Professional Service Outsourcing Triads: A Critical Perspective

Number of pages: 47 Posted: 16 Aug 2017
Working Paper Series
HPC Supply Chain Innovation Lab, University of Bath, School of Management and University of Manchester - Manchester Business School
Downloads 133
29.

Entrepreneurial Marketing Activities: Evidence in PQK in BSD City Branch Location

JAMS - Journal of Management Studies, Vol. 1, No. 1, pp. 1-15, November 2012
Number of pages: 15 Posted: 07 Nov 2012
Accepted Paper Series
Swiss German University, International University Liaison Indonesia (IULI) and Swiss German University
Downloads 131
30.

AMW - The New Approach to Heavy Commercial Vehicle Industry

Number of pages: 14 Posted: 23 Aug 2011
Working Paper Series
Dept. of Management Studies, SMIT
Downloads 126
31.

Multistage Market Segmentation: An Exploration of B2B Segment Alignment

Journal of Business & Industrial Marketing, Volume 31, Issue 7, 2016, Georgetown McDonough School of Business Research Paper No. 2838873
Number of pages: 31 Posted: 16 Sep 2016
Accepted Paper Series
McDonough School of Business
Downloads 122
32.

What Goes Around Comes Around: The Impact of Marketing Alliances on Firm Risk and the Moderating Role of Network Density

Journal of Marketing, Vol. 79 (September 2015), 63-79
Number of pages: 17 Posted: 13 Sep 2015
Accepted Paper Series
University of South Carolina - Darla Moore School of Business and University of Pittsburgh
Downloads 119
33.

A Heterogeneous Bayesian Regression Model for Cross-Sectional Data Involving a Single Observation Per Response Unit

Psychometrika, Volume 77, Issue 2 (2012), Page 293-314
Number of pages: 42 Posted: 30 Aug 2011 Last Revised: 09 Mar 2013
Accepted Paper Series
Pennsylvania State University, HEC Paris - Marketing and Pennsylvania State University
Downloads 113
34.

Exploring Branding in Business Markets in India

Number of pages: 10 Posted: 18 Apr 2012
Working Paper Series
Alliance Business School, Alliance Business School (ABS) and Alliance University - School of Business
Downloads 111
35.

Price-Quality Matrix as a Strategic Tool for Segmental Communication for B2B Market: A Study on Builders of Jamshedpur

SIT Journal of Management. Vol. 5. Issue. 1. pp-12-28 (2015)
Number of pages: 17 Posted: 17 Aug 2015
Accepted Paper Series
School of Management Sciences, Indian Institute of Engineering Science and Technology, Shibpur. and Bengal Engineering and Science University
Downloads 98
36.

Analysing the Commitment - Service Quality Relationship: A Comparative Study of Retail Banking Call Centres and Branches

Journal of Marketing Management, Vol. 19, No. 9, pp. 941-971, 2003
Number of pages: 31 Posted: 16 Oct 2012
Accepted Paper Series
DAV Institute of Engineering and Technology and Clayton State University - University System of Georgia
Downloads 96
37.

Business Networks

ENCYCLOPEDIA OF SOCIAL NETWORKS, pp. 95-98, G. Barnett, ed., Sage, September 2011
Number of pages: 5 Posted: 30 Sep 2011
Accepted Paper Series
St. Mary's University

Multiple version iconThere are 2 versions of this paper

Downloads 95
38.

New Frontiers and Perspectives in Corporate Brand Management: In Search of a Theory

International Studies of Management & Organization, Vol. 37, No. 4 (Winter), pp. 3-19, 2007-2008
Number of pages: 17 Posted: 16 Oct 2012
Accepted Paper Series
Clayton State University - University System of Georgia and University of Bradford - School of Management
Downloads 94
39.

Wholesale Price Discrimination in Global Sourcing

Number of pages: 31 Posted: 19 Dec 2018 Last Revised: 30 Apr 2019
Working Paper Series
Goizueta Business School, Emory University, California State University, Stanislaus, Rutgers, The State University of New Jersey - Management and University of Science and Technology of China
Downloads 94
40.

The Dynamics of Relationship Marketing in International Sponsorship Networks

Journal of Business & Industrial Marketing, 26(8), pp. 590-601, 2011
Number of pages: 31 Posted: 09 Sep 2013
Accepted Paper Series
Northern Kentucky University - College of Business
Downloads 88
41.

Culture's Impact on the Importance of Fairness in Interorganizational Relationships

Donald J. Lund, Lisa K. Scheer, and Irina V. Kozlenkova (2013) Culture's Impact on the Importance of Fairness in Interorganizational Relationships. Journal of International Marketing: December 2013, Vol. 21, No. 4, pp. 21-43.
Number of pages: 24 Posted: 03 Jun 2014 Last Revised: 04 Jun 2014
Accepted Paper Series
University of Alabama at Birmingham, University of Missouri at Columbia - Department of Marketing and Michigan State University - Department of Marketing and Supply Chain Management
Downloads 75
42.

Purchasing for Someone Else in a B2B Context: Joint Effects of Choice Overload and Accountability

Number of pages: 12 Posted: 04 Feb 2015
Working Paper Series
RWTH Aachen University - Chair of Marketing, TIME Research Area and RWTH Aachen University - Chair of Marketing, TIME Research Area
Downloads 72
43.

The Effect of Learning Approaches on the Utilization of External Knowledge in Strategic Alliances

Mazloomi Khamseh, H., Jolly, D., Morel, L., (Forthcoming). The Effect of Learning Approaches on the Utilization of External Knowledge in Strategic Alliances. Industrial Marketing Management. doi:10.1016/j.indmarman.2016.12.004
Number of pages: 47 Posted: 28 Jan 2017
Accepted Paper Series
Rennes School of Business, Independent and University of Lorraine - Institut national polytechnique de Lorraine (INPL)
Downloads 64
44.

Marketing Scholarship 2.0

Journal of Marketing, Vol. 75 (July 2011), 225-234
Number of pages: 10 Posted: 03 Oct 2012
Accepted Paper Series
University of Florida
Downloads 62
45.

Sex-Typing of Leisure Activities: A Test of Two Theories

Advances in Consumer Research, Vol. 31, pp. 412-419, 2004
Number of pages: 26 Posted: 16 Jan 2012
Accepted Paper Series
affiliation not provided to SSRN, Millsaps College and University of Texas at Austin
Downloads 59
46.

Social Learning and Diffusion of Pervasive Goods: An Empirical Study of an African App Store

Number of pages: 80 Posted: 23 Feb 2017
Working Paper Series
University of Texas at Dallas, Naveen Jindal School of Management, University of Texas at Dallas and University of Texas at Dallas
Downloads 55
47.

Identifying Effective Hunters and Farmers in the Salesforce: A Dispositional-Situational Framework

Journal of the Academy of Marketing Science, Forthcoming
Number of pages: 55 Posted: 30 Mar 2015 Last Revised: 11 May 2015
Accepted Paper Series
University of Alabama at Birmingham - Department of Marketing, Industrial Distribution & Economics and University of Georgia - Department of Marketing
Downloads 53
49.

Rethinking the Distributor-Manufacturer Fiduciary Relationship: A Marketing Channels Perspective

American Business Law Journal, Vol. 45, No. 1, 2008
Number of pages: 44 Posted: 02 Feb 2010 Last Revised: 08 Sep 2011
Accepted Paper Series
College of Law and Business - Ramat Gan Law School
Downloads 53
50.

A Theory of Conventional Channel with Kickbacks

Number of pages: 44 Posted: 13 Aug 2018
Working Paper Series
University of Texas at Dallas - Naveen Jindal School of Management and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 48