The Journal of Business and Industrial Marketing

Business and industrial marketing: past, present and future
pp. 7-16(10)
Authors: Lewin, Jeffrey E.; Johnston, Wesley J.

Scanning behavior and environmental variation in the formulation of strategic responses to change
pp. 17-41(25)
Authors: Lozada, HÚctor R.; Calantone, Roger J.

Potential problems and solutions when hiring and training a worldwide sales team
pp. 42-54(13)
Authors: Jr, Earl D. Honeycutt; Ford, John B.

US-based Japanese firms: sales strategies that succeed
pp. 55-65(11)
Author: Oh, Tai K.

The effect of reassured anonymity and sponsor on mail survey response rate and speed with a business population
pp. 66-76(11)
Authors: Faria, A.J.; Dickinson, John R.

The perceived effectiveness of marketer responses to industrial buyer complaints: suggestions for improved vendor performance and customer loyalty
pp. 77-89(13)
Authors: Hansen, Scott W.; Swan, John E.; Powers, Thomas L.

The ins and the outs of electronic publishing
pp. 90-104(15)
Author: Wills, Mathew