Journal of Business Research

1973 - 2025

Current editor(s): A. G. Woodside

From Elsevier
Bibliographic data for series maintained by Catherine Liu ().

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Volume 14, issue 6, 1986

Special section on industrial marketing and purchasing strategies: Introduction pp. 461-462

Wesley J. Johnston and Robert E. Spekman

Benefit segmentation in industrial markets pp. 463-486

Rowland T. Mariorty and David J. Reibstein

Segmentation and communication in the industrial marketplace pp. 487-500

R. Dale Wilson

Developer/adopter relationships in new industrial product situations pp. 501-517

Roger A. More

Relationship management: Managing the selling and the buying interface pp. 519-531

Robert E. Spekman and Wesley J. Johnston

Preferences, intentions, and behavior of organizational buyers under different reward conditions pp. 533-547

Terry M. Chambers, Paul F. Anderson and B. J. Dunlap

The problem-solving approach to negotiations in industrial marketing pp. 549-566

John L. Graham

Volume 14, issue 5, 1986

Hierarchical representations of market structures and choice processes through preference trees pp. 371-386

William L. Moore, Donald R. Lehmann and Edgar A. Pessemier

Organizational resource dependencies and goal orientation pp. 387-402

Ali Dastmalchian

A capital-budgeting decision--The case of a multinational corporation operating in high-inflation countries pp. 403-410

Amihud Dotan and Arie Ovadia

Relevance of inflation-adjusted earnings measures in the security-valuation process pp. 411-422

Michael H. Morris and Bill McDonald

Anomalies and equilibrium returns in a small stock market pp. 423-440

Bjorn Wahlroos and Tom Berglund

NOW-account strategies of depository institutions: A recent survey of goals, pricing policies, costs, and returns in New England pp. 441-457

James W. Kolari, Peter S. Rose and P. Rajan Varadarajan

Volume 14, issue 4, 1986

Research in marketing in a centrally planned economy: Poland pp. 281-283

Arch G. Woodside and Cathy S. Dennis

Industrial product-buyer behavior in a centrally planned economy pp. 285-293

Jerzy Dietl

Organizational learning in a centrally planned economy pp. 295-299

Piotr Swiderski and Elzbieta Swiderska

Changes in market structure in Poland pp. 301-307

Wojciech Grzegorczyk and Tomasz Domanski

Implementing a retail innovation by a Polish industrial company pp. 309-315

Tomasz Domanski

Vertical integration in Poland pp. 317-320

Elzbieta Guzek

Product-innovation propensity at the company level in centrally planned economies pp. 321-327

Krystyna Iwinska-Knop

An appraisal of the use of student subjects in marketing research pp. 329-343

John J. Burnett and Patrick M. Dune

International cash management: A study of the practices of U.K.-based companies pp. 345-354

L. A. Soenen

Improving the accuracy of measurement in attitudinal and demographic models: The application of the correction for attenuation method pp. 355-369

A. Ben Oumlil and Joseph L. Balloun

Volume 14, issue 3, 1986

Social responsibility and personal success: Are they incompatible? pp. 193-212

Van R. Wood, Lawrence B. Chonko and Shelby D. Hunt

Tobin's q ratio, monopoly earnings, risk, and dividend policy pp. 213-223

Jerry L. Stevens

Accounting for sources of risk in international portfolio diversification pp. 225-236

Edmund H. Mantell

Removing response-style effects in attribute-determinance ratings to identify market segments pp. 237-252

Charles M. Schaninger and W. Christian Buss

Antecedents of retail salesperson performance: A path-analytic perspective pp. 253-268

Alan J. Dubinsky and Steven W. Hartley

The "Windfall account" of employee turnover extended: Implications for two- tiered salary structures pp. 269-278

Dan R. Dalton and Idalene F. Kesner

Volume 14, issue 2, 1986

Special section on Eastern European markets and marketing systems pp. 107-108

Erdener Kaynak and A. Coskun Samli

Eastern European marketing systems and Western marketing research voids: A research agenda pp. 109-116

Erdener Kaynak and A. Coskun Samli

Soviet marketing issues: A content analysis of Pravda pp. 117-131

William Lazer

Multinational corporations in Eastern Europe: Welcome trade partners or unwelcome change agents? pp. 133-145

Lyn S. Amine

Strategy constraints of Polish foreign-trade organizations pp. 147-164

Leon Zurawicki

Prices of new and used automobiles in the Polish market: Centrally administered and free-market prices under conditions of scarcity pp. 165-176

Robert L. King

Dividend policy and capital market theory: A generalized error-components model approach pp. 177-188

Cheng F. Lee and Hui-shyong Chang

On peeking over the fence: Two books about marketing research, market analysis, and buyer behavior in higher education pp. 189-192

Randall G. Chapman

Volume 14, issue 1, 1986

On the use of u-shaped penalty functions for deriving a satisfactory financial plan utilizing goal programming pp. 1-18

Alan H. Kvanli and J. J. Buckley

Graduate students as surrogates for managers in experiments on business decision making pp. 19-25

William Remus

Extrapolation models on very short-term forecasts pp. 27-36

Steven P. Schnaars and R. Joseph Bavuso

Stability of predictors and the forecasting of foreign exchange rates pp. 37-46

Sarkis J. Khoury

Analysis of covariance for the removal of temporal effects in experiments with serial treatments pp. 47-62

Christie H. Paksoy, J. B. Wilkinson and J. Barry Mason

Shopping patterns of the rural consumer: Exploring the relationship between shopping orientations and outshopping pp. 63-81

James R. Lumpkin, Jon M. Hawes and William R. Darden

An investigation of biasing factors in the attributions of subordinates and their supervisors pp. 83-98

Vandra L. Huber, Philip M. Podsakoff and William D. Todor

Face-to-face advance contact and monetary incentives effects on mail survey return rates, response differences, and survey costs pp. 99-106

Joseph A. Bellizzi and Robert E. Hite

Volume 13, issue 6, 1985

Playing the international stock diversification game with an unmarked deck pp. 465-471

Jeff Madura and Gordon Abernathy

A cross-sectional analysis of asset holdings pp. 473-481

H. Y. Izan and Kenneth Clements

Selecting network television advertising schedules pp. 483-494

Roland T. Rust

Industrial marketing strategies and different national environments pp. 495-509

Lars Hallen and Jan Johanson

From the trenches to the command post: Perceptual and attitudinal differences among levels in the marketing management hierarchy pp. 511-536

James H. Leigh and Charles M. Futrell

The new stock market: Max G. Ansbacher, Walker and Company, New York, 1983, $16.95 pp. 537-538

Shantaram Hegde

Volume 13, issue 5, 1985

Behavioral industrial marketing research in Germany and the United States--A comparison pp. 375-382

Klaus Backhaus and Franz-Karl Koch

The multi-organizational interaction approach to industrial marketing pp. 383-403

Michael Kutschker

Coping with inter-organizational conflicts: Efficient interaction strategies for buyer and seller organization pp. 405-420

Hans Georg Gemunden

Risk distribution and bonding mechanisms in industrial marketing pp. 421-433

Reinhard Schmidt and Gerd R. Wagner

Using voice analysis for analyzing bargaining processes in industrial marketing pp. 435-446

Klaus Backhaus, Margit Meyer and Andreas Stockert

Cost-based pricing: Behavioral aspects of price decisions for capital goods pp. 447-460

Wulff Plinke

Major exchange and OTC companies experience different rates and rankings of audit-related disagreements pp. 461-464

Donald McConnell

Volume 13, issue 4, 1985

Editors' note: Cognitive processes in organizational behavior pp. 285-286

Angelo S. DeNisi and Chester A. Schriesheim

Comparison processes in task perceptions, evaluations, and reactions pp. 287-299

E. Allen Slusher and Ricky W. Griffin

Trust-in-supervisor and perceived fairness and accuracy of performance evaluations pp. 301-313

Janet Fulk, Arthur P. Brief and Steve H. Barr

Measuring managerial cognitive styles: On the logical validity of the Myers-Briggs Type Indicator pp. 315-328

David M. Schweiger

Ethics and marketing management: An empirical examination pp. 339-359

Lawrence B. Chonko and Shelby D. Hunt

Purchasing agents' perceived importance of marketing mix components in different industrial purchase situations pp. 361-373

Donald Jackson, Richard K. Burdick and Janet E. Keith

Volume 13, issue 3, 1985

Using self-congruity and ideal congruity to predict purchase motivation pp. 195-206

M. Joseph Sirgy

Risk perception: Evidence of an interactive process pp. 207-221

Bruce K. Blaylock

Dual consciousness and altered states: Implications for consumer research pp. 223-234

Elizabeth C. Hirschman

Disconfirmation processes and consumer evaluations in product usage pp. 235-246

Richard L. Oliver and William O. Bearden

Transfer function analysis of the relationship between advertising and sales: A synthesis of prior research pp. 247-257

Mark M. Moriarty

On cash demands, dividend yields, and the CAPM pp. 259-265

Jacques A. Schnabel

Financial planning for savings and loan institutions--A new challenge pp. 267-282

Chun H. Lam and Kirk R. Karwan

Labor relations: David A. Dilts and Clarence R. Deitsch. New York, Macmillan Publishing Company. 1981, pp. XV, 476. $25.95 pp. 283-284

C. Glyn Williams

Volume 13, issue 2, 1985

Industrial firms' new product strategies pp. 107-121

Robert G. Cooper

Differences in the attractiveness of alternative rewards among industrial salespeople: Additional evidence pp. 123-138

Neil M. Ford, Gilbert Churchill and Orville Walker

Retailing without stores: An examination of catalog shoppers pp. 139-151

James R. Lumpkin and Jon M. Hawes

Uninformed response rates in survey research: New evidence pp. 153-162

Kenneth C. Schneider

Parental and teenage child influences in family decision making pp. 163-176

George E. Belch, Michael A. Belch and Gayle Ceresino

Developing organizational buying theory: A small sample perspective pp. 177-185

David T. Wilson

Inflation forecasts, the expected real rate and information efficiency pp. 187-193

David C. Leonard and Michael E. Solt

Volume 13, issue 1, 1985

Special section on organizational buying behavior: An introduction pp. 1-2

K. E. Kristian Moller

Research strategies in analyzing the organizational buying process pp. 3-17

K. E. Kristian Moller

Strategy formulation and implementation during purchasing of production materials pp. 19-33

Jacques DeRijcke, Wouter Faes and Jan Vollering

An interaction approach to organizational buying behavior pp. 35-48

N. C. G. Campbell

Factors influencing buyer-seller relationships in the market for high-technology products pp. 49-60

S. T. Parkinson

Evaluating measures through data quantification: Applying dual scaling to an advertising copytest pp. 61-69

George R. Franke

Questionnaire item omission as a function of within-group question position pp. 71-75

John R. Dickinson and Eric Kirzner

Social power bases of marketing executives: The relationship with organizational climate pp. 77-85

Stephen W. McDaniel, Charles M. Futrell and A. Parasuraman

International portfolio construction pp. 87-95

Jeff Madura

Using decision-systems analysis to formalize product development processes pp. 97-106

Ilkka A. Ronkainen