Modern procurement is being shifted from paper‐based, people‐intensive buying systems toward electronic‐based purchase procedures that rely on Internet communications and Web‐enhanced buying tools. Develops a typology of e‐commerce tools that have come to characterize cutting‐edge...

Purpose – Radio frequency identification (RFiD) programs are being mandated by many entities, such as Wal‐Mart and the Department of Defense, but what factors lead to successful implementation of these programs by their business partners? Design/methodology/approach – This paper is...

In institutional settings, the decision to adopt technically innovative products is usually made jointly by individuals representing various functional groups. Each individual participant exerts significant influence over the adoption decision; and often the needs and concerns of various...

Practitioners often are confused by theories that offer ambiguous prescriptions for designing the institutional forms or governance structures in which business activities are conducted. Unclear prescriptions for organizing tasks within the main governance alternatives leave key design decisions...

Considers how research carried out during trade shows can help industrial firms to manage the new product development process. Discusses the NPD process and offers a scheme for classifying trade fairs, thus making the selection of appropriate events easier for the industrial marketer. Develops...

Discusses the increasing use of the show by marketers as a medium to launch new products. Analyses adoption theory and key characteristics of the show setting to explain how shows facilitate the acceptance of innovative consumer goods. Concludes that success depends on: organizing the exhibits...

Several variables are tested as they relate to a manufacturer's vertical integration into direct marketing in the export channel, and, more generally, to the exclusion of the middleman by the manufacturer. The framework of the political economy of the distribution channel is used. The results of...

Electronic information tools have become increasingly popular with channel manufacturers in their efforts to manage resellers. Although these tools have been found to increase the efficiency of communications, researchers and practitioners alike have questioned their effectiveness. To...