ENDÜSTRİYEL PAZARLAMA ALANINDA 2000-2010 YILLARI ARASINDA YAPILAN ÇALIŞMALARIN KATEGORİK OLARAK İNCELENMESİ

Öz

Anahtar Kelimeler

• -

ENDÜSTRİYEL PAZARLAMA ALANINDA 2000-2010 YILLARI ARASINDA YAPILAN ÇALIŞMALARIN KATEGORİK OLARAK İNCELENMESİ

Öz

Bu çalışmada, 2000-2010 yılları arasında Endüstriyel Pazarlama alanında yapılan akademik makale çalışmalarının kategorik bir sınıflandırmaya tabi tutularak incelenmesi amaçlanmaktadır. Bu amaçla, konu ile ilgili yerli ve yabancı 13 akademik dergi taranarak; 311’i uygulamalı, 101’i kavramsal olmak üzere toplam 412 tane makale çalışması incelenmiştir. İncelenen çalışmalar, ana ve alt konu başlıklarının yanısıra, yıl, sektör, ülke, kullanılan analiz ve ölçek türleri ile, örneklem hacmi, örneklem çerçevesi ve cevaplanma oranı kriterlerine göre kodlanarak sınıflandırılmıştır. Sonuçlar, çalışılan konuların, firmalar arası ilişki kurma ve yönetme ile, yeni ürünlerin pazarlanması ve yayılması başlıklarında yoğunlaştığını göstermektedir. Ayrıca, çalışmaların büyük kısmında Likert ölçeği ile ölçülen ve LISREL programında, yapısal eşitlik modellemesi ve doğrulayıcı faktör analizleri ile test edilen nicel yöntemlerin kullanıldığı belirlenmiştir.

Anahtar Kelimeler

• Endüstriyel pazarlama, literatür taraması, firmalar arası ilişki kurma, yeni ürünlerin pazarlanması, nicel yöntemler

Kaynakça

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55. Chakrabarty, Subhra, Diana T. Oubre ve Gene Brown (2008). "The impact of supervisory adaptive selling and supervisory feedback on salesperson performance." Industrial Marketing Management 37(4): 447-454.
56. Chang, Chia-Chi ve Alan J. Dubinsky (2005) “Organizational Justice in the Sales Force: A Literature Review with Propositions”, Journal of Business-to-Business Marketing, 12 (1): 35 — 71
57. Chang, Kuo Hsiung ve Donald F. Gotcher (2010). "Conflict-coordination learning in marketing channel relationships: The distributor view." Industrial Marketing Management 39(2): 287-297.
58. Chang, Woojung, Jeong Eun Park ve Seoil Chaiy (2010) “How Does CRM Technology Transform Into Organizational Performance? A Mediating Role Of Marketing Capability,” Journal of Business Research, 63 (8).
59. Chiou, Jyh-Shen, Lei-Yu Wu ve Min-Chieh Chuang (2010) “Antecedents Of Retailer Loyalty: Simultaneously Investigating Channel Push And Consumer Pull Effects,” Journal of Business Research, 63 (4).
60. Christopher, Martin ve John Gattorna (2005). "Supply chain cost management and value-based pricing." Industrial Marketing Management 34(2): 115-121.
61. Chun, Rosa ve Gary Davies (2010). "The effect of merger on employee views of corporate reputation: Time and space dependent theory." Industrial Marketing Management 39(5): 721-727.
62. Clark, W. Randy, Pam Scholder Ellen ve James S. Boles (2010) “An Examination of Trust Dimensions across High and Low Dependence Situations”, Journal of Business-toBusiness Marketing, 17 (3): 215 — 248
63. Clarke, Ann Højbjerg (2009) “Bridging Industrial Segmentation Theory and Practice”, Journal of Business-to-Business Marketing, 16 (4): 343 — 373
64. Clarke, Irvine ve Earl D. Honeycutt (2000). "Color Usage in International Business-to-Business Print Advertising." Industrial Marketing Management 29(3): 255-261.
65. Claycomb, Cindy ve Gary L. Frankwick (2005) “The Dynamics Of Buyers' Perceived Costs During A Relationship Development Process: An Empirical Assessment,” Journal of Business Research, 58 (12).
66. Cooper, Marjorie J., Kirk L. Wakefield ve John F. Tanner (2006) “Industrial Buyers' Risk Aversion And Channel Selection,” Journal of Business Research, 59 (6): 653-661,
67. Corsaro, Daniela ve Ivan Snehota "Searching for Relationship Value in Business Markets: Are We Missing Something?" Industrial Marketing Management 39(6): 986-995.
68. Cova, Bernard ve Robert Salle (2007) "The Industrial/Consumer Marketing Dichotomy Revisited: A Case Of Outdated Justification?", Journal of Business & Industrial Marketing, 23 (1): 3 – 11 Coviello, Nicole E. ve Roderick J. Brodie (2001) "Contemporary Marketing Practices Of Consumer And Business-To-Business Firms: How Different Are They?", Journal of Business & Industrial Marketing, 16 (5).
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70. da Silva, Rui Manuel Vinhas , Gary Davies ve Naudé, Pete (2001) “Country of Origin and Destination Effects in Buyer Decision Making: A Relationship Perspective”, Journal of Business-to-Business Marketing, 8 (3): 37 — 62
71. Dahlstrom, Robert ve Mary Conway Dato-on (2004) “Business-to-Business Antecedents to Retail Co-Branding”, Journal of Business-to-Business Marketing, 11 (3): 1 — 22
72. Dampérat, Maud ve Alain Jolibert (2009) "A Dialectical Model Of Buyer-Seller Relationships", Journal of Business & Industrial Marketing, 24 (3/4): 207 – 217
73. Daniel, Harold Z., Donald J. Hempel ve Narasimhan Srinivasan (2002). "A model of value assessment in collaborative R&D programs." Industrial Marketing Management 31(8): 653-664.
74. Davis, Donna F., Susan L. Golicic ve Adam J. Marquardt (2008). "Branding a B2B service: Does a brand differentiate a logistics service provider?" Industrial Marketing Management 37(2): 218-227.
75. Dawes, Philip L. ve Graham R. Massey (2006) "A Study Of Relationship Effectiveness Between Marketing And Sales Managers In Business Markets", Journal of Business & Industrial Marketing, 21 (6): 346.
76. Day, Marc, Gregory M. Magnan ve Morten Munkgaard Moeller (2010). "Evaluating the bases of supplier segmentation: A review and taxonomy." Industrial Marketing Management 39(4): 625-639.
77. de Ruyter, Ko, Luci Moorman ve Jos Lemmink (2001). "Antecedents of Commitment and Trust in Customer-Supplier Relationships in High Technology Markets." Industrial Marketing Management 30(3): 271.
78. Deeter-Schmelz, Dawn R. ve Karen Norman Kennedy (2004) "Buyer-Seller Relationships And Information Sources In An E-Commerce World", Journal of Business & Industrial Marketing, 19 (3): 188 – 196
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81. Dubelaar, Chris, Mukesh Bhargava ve David Ferrarin (2002) “Measuring Retail Productivity: What Really Matters?,” Journal of Business Research, 55 (5): 417-426
82. Dubinsky, Alan J., Lawrence B. Chonko, Eli P. Jones ve James A. Roberts (2002) “Development of a Relationship Selling Mindset: Organizational Influencers”, Journal of Business-toBusiness Marketing, 10 (1): 1
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84. Eggert, Andreas ve Wolfgang Ulaga (2002) "Customer Perceived Value: A Substitute For Satisfaction In Business Markets?", Journal of Business & Industrial Marketing, 17 (2/3): 107 – 118
85. Eggert, Andreas, Wolfgang Ulaga ve Franziska Schultz (2006). "Value creation in the relationship life cycle: A quasi-longitudinal analysis." Industrial Marketing Management 35(1): 20- 27.
86. Ellinger, Alexander E. (2000). "Improving Marketing/Logistics Cross-Functional Collaboration in the Supply Chain." Industrial Marketing Management 29(1): 85-96.
87. Eriksson, Kent ve Anna Lofmarck Vaghult (2000). "Customer Retention, Purchasing Behavior and Relationship Substance in Professional Services." Industrial Marketing Management 29(4): 363-372.
88. Eriksson, Per Erik (2008) “Achieving Suitable Coopetition in Buyer-Supplier Relationships: The Case of AstraZeneca”, Journal of Business-to-Business Marketing, 15 (4): 425 — 454
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90. Ewing, Michael T., Lydia Windisch ve Fiona J. Newton (2010). "Corporate reputation in the People's Republic of China: A B2B perspective." Industrial Marketing Management 39(5): 728-736.
91. Fang, Tony (2006) "Negotiation: the Chinese Style", Journal of Business & Industrial Marketing, 21 (1).
92. Flint, Daniel J. ve Robert B. Woodruff (2001). "The Initiators of Changes in Customers' Desired Value: Results from a Theory Building Study." Industrial Marketing Management 30(4): 321-337.
93. Fontenot, Renee J. ve Michael R. Hyman (2004) “The Antitrust Implications Of Relationship Marketing,” Journal of Business Research, 57 (11): 1211-1221
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95. Forman, Howard ve Richard Lancioni (2002) “The Determinants of Pricing Strategies for Industrial Products in International Markets”, Journal of Business-to-Business Marketing, 9 (2): 29 — 64
96. Frazier, G., E. Maltz, K. Antia ve A. Rindfleisch (2009). "Distributor Sharing of Strategic Information with Suppliers." Journal of Marketing 73(4): 31.
97. Freytag, Per Vagn ve Ann Højbjerg Clarke (2001). "Business to Business Market Segmentation." Industrial Marketing Management 30(6): 473-486.
98. Garcia, Rosanna, Paul Rummel ve John Hauser (2007) “Validating Agent-Based Marketing Models Through Conjoint Analysis,” Journal of Business Research, 60 (8): 848-857
99. Gassenheimer, Jule B., Gary L. Hunter ve Judy A. Siguaw (2007). "An evolving theory of hybrid distribution: Taming a hostile supply network." Industrial Marketing Management 36(5): 604-616.
100. Gebauer, Heiko (2007) “An Investigation of Antecedents for the Development of Customer Support Services in Manufacturing Companies”, Journal of Business-to-Business Marketing, 14 (3): 59 — 96
101. Geersbro, Jens ve Thomas Ritter (2010) "External Performance Barriers In Business Networks: Uncertainty, Ambiguity, And Conflict", Journal of Business & Industrial Marketing, 25 (3): 196 – 201 Georges, Laurent ve Andreas Eggert (2003) “Key Account Managers” Role Within the Value Creation Process of Collaborative Relationships”, Journal of Business-to-Business Marketing, 10 (4): 1 — 22 Ghosh, Amit K., W. Benoy Joseph,,John T. Gardner ve Sharon V. Thach (2004) "Understanding Industrial Distributors' Expectations Of Benefits From Relationships With Suppliers", Journal of Business & Industrial Marketing, 19 (7): 433 – 443
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103. Glynn, Mark S., Judy Motion ve Roderick J. Brodie (2007) "Sources Of Brand Benefits In Manufacturer-Reseller B2B Relationships", Journal of Business & Industrial Marketing, 22 (6): 400 – 409
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105. Gohmann, Stephan F., Robert M. Barker, David J. Faulds ve Jian Guan (2005) "Salesforce Automation, Perceived Information Accuracy And User Satisfaction", Journal of Business & Industrial Marketing, 20 (1): 23.
106. Golfetto, Francesca ve Michael Gibbert (2006). "Marketing competencies and the sources of customer value in business markets." Industrial Marketing Management 35(8): 904- 912.
107. González-Benito, Javier, Angel R. Martínez-Lorente ve Barrie G. Dale (2003). "A study of the purchasing management system with respect to total quality management." Industrial Marketing Management 32(6): 443.
108. Goodman, Lester E. ve Paul A. Dion (2001). "The Determinants of Commitment in the DistributorManufacturer Relationship." Industrial Marketing Management 30(3): 287-300.
109. Gounaris, Spiros P. (2005) “Trust And Commitment Influences On Customer Retention: Insights From Business-To-Business Services,” Journal of Business Research, 58 (2): 126-140
110. Gounaris, Spiros P. ve George J. Avlonitis (2001) "Market Orientation Development: A Comparison Of Industrial Vs Consumer Goods Companies", Journal of Business & Industrial Marketing, 16 (5): 354 – 381
111. Grayson, K. (2007). "Friendship Versus Business in Marketing Relationships." Journal of Marketing 71(4): 121.
112. Grewal, R., A. Chakravarty ve A. Saini (2010). "Governance Mechanisms in Business-to-Business Electronic Markets." Journal of Marketing 74(4): 45.
113. Griffin, Abbie (2002). "Product development cycle time for business-to-business products." Industrial Marketing Management 31(4): 291-304.
114. Gummesson, Evert (2004) "Return On Relationships (Ror): The Value Of Relationship Marketing And Crm In Business-To-Business Contexts", Journal of Business & Industrial Marketing, 19 (2): 136 – 148
115. Gupta, Samir ve Arch Woodside (2006) “Advancing Theory of New B-to-B Relationships: Examining Network Participants” Interpretations of E-Intermediary Innovation, Diffusion, and Adoption Processes”, Journal of Business-to-Business Marketing, 13 (4): 1 — 27
116. Hadcroft, Philip ve Denise Jarratt (2007) “Market Orientation: An Iterative Process of Customer and Market Engagement”, Journal of Business-to-Business Marketing, 14 (3): 21 — 57
117. Håkansson, Håkan ve Alexandra Waluszewski, (2005) "Developing A New Understanding Of Markets: Reinterpreting The 4Ps", Journal of Business & Industrial Marketing, 20 (3): 110 – 117
118. Hammervoll, Trond (2009) “Value-Creation Logic in Supply Chain Relationships”, Journal of Business-to-Business Marketing, 16 (3): 220 — 241
119. Han, Sang-Lin ve Hyung-Suk Sung (2008). "Industrial brand value and relationship performance in business markets -- A general structural equation model." Industrial Marketing Management 37(7): 807-818.
120. Harmancioglu, Nukhet (2009). "Portfolio of controls in outsourcing relationships for global new product development." Industrial Marketing Management 38(4): 394-403.
121. Harmon, Tracy R. ve Merlyn A. Griffiths (2008) "Franchisee Perceived Relationship Value", Journal of Business & Industrial Marketing, 23 (4): 256 – 263
122. Harmsen, Hanne ve Bjarne Jensen (2004) “Identifying The Determinants Of Value Creation In The Market: A Competence-Based Approach,” Journal of Business Research, 57 (5): 533- 547
123. Harrison-Walker, L. Jean ve John I. Coppett (2003) “Building Bridges: The Company-Customer Relationship”, Journal of Business-to-Business Marketing, 10 (4): 49 — 72
124. Hart, Susan, Gillian Hogg ve Madhumita Banerjee (2004). "Does the level of experience have an effect on CRM programs? Exploratory research findings." Industrial Marketing Management 33(6): 549-560.
125. Hätönen, Jussi ve Mika Ruokonen (2010) "Revising Marketing Strategies For Supplier Selection Criteria: Small Firm Approach From The Information And Communications Industry", Journal of Business & Industrial Marketing, 25 (2): 159 – 167
126. Heide, Jan B. (2003). "Plural Governance in Industrial Purchasing." The Journal of Marketing 67(4): 18.
127. Helander, Anton ve Kristian Möller (2008) “How to Become Solution Provider: System Supplier”s Strategic Tools”, Journal of Business-to-Business Marketing, 15 (3): 247 — 289
128. Helgeson, James G. ve Eric G Gorger (2003) “The Price Weapon: Developments in U.S. Predatory Pricing Law”, Journal of Business-to-Business Marketing, 10 (2): 3 — 22
129. Hellman, Karl (2005) "Strategy-Driven B2B Promotions", Journal of Business & Industrial Marketing, 20 (1):4-11.
130. Helm, Sabrina ve Risto T. Salminen (2010). "Basking in reflected glory: Using customer reference relationships to build reputation in industrial markets." Industrial Marketing Management 39(5): 737-743.
131. Hemetsberger, Andrea ve Georg Godula (2007) “Virtual Customer Integration in New Product Development in Industrial Markets: The QLL Framework”, Journal of Business-toBusiness Marketing, 14 (2): 1
132. Henke Jr, John W., Ravi Parameswaran ve R. Mohan Pisharodi (2008) "Manufacturer Price Reduction Pressure And Supplier Relations", Journal of Business & Industrial Marketing, 23 (5): 287 – 300
133. Henneberg, Stephan C., Peter Naudé ve Stefanos Mouzas (2010). "Sense-making and management in business networks -- some observations, considerations, and a research agenda." Industrial Marketing Management 39(3): 355-360.
134. Hertz, Susanne ve Monica Alfredsson (2003). "Strategic development of third party logistics providers." Industrial Marketing Management 32(2): 139-149.
135. Hibbard, Jonathan D. John E. Hogan ve Gerald R. Smith (2003) "Assessing The Strategic Value Of Business Relationships: The Role Of Uncertainty And Flexibility", Journal of Business & Industrial Marketing, 18 (4/5): 376 – 387
136. Hinterhuber, Andreas (2004). "Towards value-based pricing--An integrative framework for decision making." Industrial Marketing Management 33(8): 765-778.
137. Hogan, John E. (2001). "Expected Relationship Value: A Construct, a Methodology for Measurement, and a Modeling Technique." Industrial Marketing Management 30(4): 339-351.
138. Hogan, John E. ve Gary Armstrong (2001) “Toward a Resource-Based Theory of Business Exchange Relationships: The Role of Relational Asset Value”, Journal of Business-to-Business Marketing, 8 (4): 3 — 28
139. Homburg, Christian ve Bettina Rudolph (2001) “Customer Satisfaction In Industrial Markets: Dimensional And Multiple Role Issues,” Journal of Business Research, 52 (1): 15-33,
140. Homburg, Christian ve Sabine Kuester (2001) “Towards an Improved Understanding of Industrial Buying Behavior: Determinants of the Number of Suppliers”, Journal of Business-toBusiness Marketing, 8 (2): 5 — 33
141. Homburg, Christian, Annette Giering ve Ajay Menon (2003) “Relationship Characteristics as Moderators of the Satisfaction-Loyalty Link: Findings in a Business-to-Business Context”, Journal of Business-to-Business Marketing, 10 (3): 35 — 62.
142. Homburg, Christian, Janna Schneider ve Martin Fassnacht (2002) “Opposites Attract, but Similarity Works: A Study of Interorganizational Similarity in Marketing Channels”, Journal of Business-to-Business Marketing, 10 (1): 31 — 54.
143. Homburg, Christian, Martin Fassnacht ve Christof Guenther (2003) “The Role of Soft Factors in Implementing a Service-Oriented Strategy in Industrial Marketing Companies”, Journal of Business-to-Business
144. Hughes, D. ve M. Ahearne (2010). "Energizing the Reseller's Sales Force: The Power of Brand Identification." Journal of Marketing 74(4): 81.
145. Humphreys, Michael A., Michael R. Williams ve Daniel J. Goebel (2008) “Toward an Enhanced Definition and Measurement of Purchasing”s Strategic Role in Buyer-Supplier Relationships”, Journal of Business-to-Business Marketing, 15 (3): 323 — 353.
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149. Indounas, Kostis (2008) "The Relationship Between Pricing And Ethics In Two Industrial Service Industries", Journal of Business & Industrial Marketing, 23 (3): 161 – 169
150. Indounas, Kostis (2009) "Successful Industrial Service Pricing", Journal of Business & Industrial Marketing, 24 (2): 86 – 97
151. Ivens, Bjoern Sven (2005). "Flexibility in industrial service relationships: The construct, antecedents, and performance outcomes." Industrial Marketing Management 34(6): 566-576.
152. Janda, Swinder ve Srivatsa Seshadri (2001) "The Influence Of Purchasing Strategies On Performance", Journal of Business & Industrial Marketing, 16 (4): 294 – 308
153. Janda, Swinder, Jeff B. Murray ve Scot Burton (2002). "Manufacturer-supplier relationships: An empirical test of a model of buyer outcomes." Industrial Marketing Management 31(5): 411-420.
154. Jantan, M. Asri, Earl D. Honeycutt, Shawn T. Thelen ve Ashraf M. Attia (2004). "Managerial perceptions of sales training and performance." Industrial Marketing Management 33(7): 667-673.
155. Jensen, Morten Bach ve Anna Lund Jepsen (2007) "Low Attention Advertising Processing In B2B Markets", Journal of Business & Industrial Marketing, 22 (5): 342 – 348
156. Jones, Eli, Paul Busch ve Peter Dacin (2003) “Firm Market Orientation And Salesperson Customer Orientation: Interpersonal And Intrapersonal Influences On Customer Service And Retention In Business-To-Business Buyer-Seller Relationships,” Journal of Business Research, 56 (4): 323-340
157. Jones, Stephen C., Tami L. Knotts ve Gerald G. Udell (2008) "Market Orientation For Small Manufacturing Suppliers: The Importance Of Product-Related Factors", Journal of Business & Industrial Marketing, 23 (7): 443 – 453
158. Kalafatis, Stavros P. (2002). "Buyer-seller relationships along channels of distribution." Industrial Marketing Management 31(3): 215-228.
159. Kale, Sudhir H. (2010) “Cross-Cultural Study Of Channel Relationship Factors -- Antecedents Of Satisfaction In A Retail Setting: A Commentary Essay,” Journal of Business Research, 63 (4): 439-441,
160. Kaleka, Anna (2002). "Resources and capabilities driving competitive advantage in export markets: guidelines for industrial exporters." Industrial Marketing Management 31(3): 273-283.
161. Kandemir, Destan, Roger Calantone ve Rosanna Garcia (2006) "An Exploration Of Organizational Factors In New Product Development Success", Journal of Business & Industrial Marketing, 21 (5): 300 – 310
162. Katsikeas, Constantine S., Nicholas G. Paparoidamis ve Eva Katsikea (2004). "Supply source selection criteria: The impact of supplier performance on distributor performance." Industrial Marketing Management 33(8): 755-764.
163. Kaynak, Erdener ve Ali Kara (2004). "Market orientation and organizational performance: A comparison of industrial versus consumer companies in mainland China using market orientation scale (MARKOR)." Industrial Marketing Management 33(8): 743-753.
164. Keh, Hean Tat ve Yi Xie (2009). "Corporate reputation and customer behavioral intentions: The roles of trust, identification and commitment." Industrial Marketing Management 38(7): 732-742.
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166. Kim, Keysuk (2001) “On the Effects Of Customer Conditions On Distributor Commitment And Supplier Commitment In Industrial Channels Of Distribution,” Journal of Business Research, 51 (2): 87-99
167. Kim, Kyung Kyu, Seung-Hoon Park, Sung Yul Ryoo ve Sung Kook Park (2010) “Inter-Organizational Cooperation In Buyer-Supplier Relationships: Both Perspectives,” Journal of Business Research, 63 (8): 863.
168. Kim, Stephen Keysuk (2007) “Relational Behaviors In Marketing Channel Relationships: Transaction Cost Implications,” Journal of Business Research, 60 (11): 1125-1134,
169. King, Stephen F. ve Thomas F. Burgess (2008). "Understanding success and failure in customer relationship management." Industrial Marketing Management 37(4): 421-431.
170. Kirchgeorg, Manfred, Christiane Springer ve Evelyn Kästner, (2009) "Objectives For Successfully Participating In Trade Shows", Journal of Business & Industrial Marketing, 25 (1): 63 – 72
171. Kirmani, Amna ve Akshay R. Rao (2000). "No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality." The Journal of Marketing 64(2): 66-79.
172. Kleinaltenkamp, Michael ve Frank Jacob (2002) “German Approaches To Business-To-Business Marketing Theory: Origins And Structure,” Journal of Business Research, 55 (2): 149- 155
173. Kleinaltenkamp, Michael ve Michael Ehret (2006) "The Value Added By Specific Investments: A Framework For Managing Relationships In The Context Of Value Networks", Journal of Business & Industrial Marketing, 21 (2): 65 – 71.
174. Kumar, Anand ve Douglas B. Grisaffe (2004) “Effects of Extrinsic Attributes on Perceived Quality, Customer Value, and Behavioral Intentions in B2B Settings: A Comparison Across Goods and Service Industries”, Journal of Business-to-Business Marketing, 11 (4): 43 — 74
175. Kumar, V., Timothy R. Bohling ve Rajendra N. Ladda (2003). "Antecedents and consequences of relationship intention: Implications for transaction and relationship marketing." Industrial Marketing Management 32(8): 667-676.
176. Laaksonen, Toni, Kalle Pajunen ve Harri I. Kulmala (2008). "Co-evolution of trust and dependence in customer-supplier relationships." Industrial Marketing Management 37(8): 910-920.
177. Lackman, Conway L. (2007) "Forecasting Sales For A B2B Product Category: Case Of Auto Component Product", Journal of Business & Industrial Marketing, 22 (4): 228 – 235
178. Lages, Luis Filipe, Andrew Lancastre ve Carmen Lages (2008). "The B2B-RELPERF scale and scorecard: Bringing relationship marketing theory into business-to-business practice." Industrial Marketing Management 37(6): 686-697.
179. Lambe, C. Jay, Robert E. Morgan, Shibin Sheng and Gopal Kutwaroo (2009) “Alliance-Based New Product Development Success: The Role of Formalization in Exploration and Exploitation Contexts”, Journal of Business-to-Business Marketing, 16 (3): 242 — 275
180. Lancioni, Richard A., Michael F. Smith ve Terence A. Oliva (2000). "The Role of the Internet in Supply Chain Management." Industrial Marketing Management 29(1): 45-56.
181. Lancioni, Richard, Hope Jensen Schau ve Michael F. Smith (2005). "Intraorganizational influences on business-to-business pricing strategies: A political economy perspective." Industrial Marketing Management 34(2): 123-131.
182. Langerak, Fred (2001) “Effect of Customers” and Suppliers” Perceptions of the Market Orientation of Manufacturing Firms on Channel Relationships and Financial Performance”, Journal of Business-to-Business Marketing, 8 (2): 35 — 63
183. LaPlaca, Peter J. ve Jerome M. Katrichis (2009) “Relative Presence of Business-to-Business Research in the Marketing Literature”, Journal of Business-to-Business Marketing, 16 (1): 1 — 22
184. Lau, Geok Theng ve Hsueh Wei Chin (2003) “Trustworthiness of Salespeople in the Business-toBusiness Market: The Five C”s”, Journal of Business-to-Business Marketing, 10 (3): 1 — 33
185. Lau, Geok Theng, Mohammed A. Razzaque ve Angeline Ong (2003) "Gatekeeping In Organizational Purchasing: An Empirical Investigation", Journal of Business & Industrial Marketing, 18 (1): 82 – 103
186. Lee, Chang Hyun ve Sang Yong Kim (2008). "Differential effects of determinants on multidimensions of trade show performance: By three stages of pre-show, at-show, and post-show activities." Industrial Marketing Management 37(7): 784-796.
187. Lee, Don Y. (2003) "CASES Segmentation And Promotional Strategies For Selling Carb Bearings In China", Journal of Business & Industrial Marketing, 18 (3): 258 – 269
188. Lee, Gregory John (2010) “Employee Flow as an Integrated and Qualitative System: Impact on Businessto- Business Service Quality”, Journal of Business-to-Business Marketing, 17 (1): 1 — 28
189. Lee, Yew-Wing ve Steven Bellman (2008) “An Augmented Model of Customer Loyalty for Organizational Purchasing of Financial Services”, Journal of Business-to-Business Marketing, 15 (3): 290
190. Leek, Sheena, Peter W. Turnbull ve Peter Naudé (2004). "A comparison of manufacturers and financial services suppliers' and buyers' use of relationship management methods." Industrial Marketing Management 33(3): 241-249.
191. Lefaix-Durand, Aurelia, Robert Kozak, Robert Beauregard and Diane Poulin (2009) "Extending Relationship Value: Observations From A Case Study Of The Canadian Structural Wood Products Industry", Journal of Business & Industrial Marketing, 24 (5/6): 389 – 407
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193. Leonidou, Leonidas C. (2005) "Industrial Buyers’ Influence Strategies: Buying Situation Differences", Journal of Business & Industrial Marketing, 20 (1): 33 – 42
194. Leonidou, Leonidas C., Bradley R. Barnes ve Michael A. Talias (2006). "Exporter-importer relationship quality: The inhibiting role of uncertainty, distance, and conflict." Industrial Marketing Management 35(5): 576
195. Lewin, Jeffrey E. ve Jeffrey K. Sager (2007) “A Process Model Of Burnout Among Salespeople: Some New Thoughts,” Journal of Business Research, 60 (12): 1216-1224
196. Lichtenthal, J. David ve David Shani (2000) “Fostering Client-Agency Relationships: A Business Buying Behavior Perspective,” Journal of Business Research, 49 (3): 213-228
197. Lichtenthal, J. David(2000) 'Literature Reviews and the State of the Discipline', Journal of Business-to-Business Marketing, 7: 2, 1-7.
198. Lichtenthal, J. David, Venkatapparao Mummalaneni and David T. Wilson (2008) “The Essence Of Business Marketing Theory, Research, and Tactics: Contributions from the Journal of Business-to-Business Marketing”, Journal of Business-to-Business Marketing, 15 (2): 91— 179
199. Lichtenthal, J. David, Vivek Yadav ve Naveen Donthu (2006). "Outdoor advertising for business markets." Industrial Marketing Management 35(2): 236-247.
200. Lindgreen, Adam ve Finn Wynstra (2005). "Value in business markets: What do we know? Where are we going?" Industrial Marketing Management 34(7): 732-748.
201. Ling-yee, Li (2007) "The Effects Of Firm Resources On Trade Show Performance: How Do Trade Show Marketing Processes Matter?", Journal of Business & Industrial Marketing, 23 (1): 35 – 47
202. Ling-yee, Li (2010) "Antecedents And Effect Of Internet Implementation For Trade Shows", Journal of Business & Industrial Marketing, 25 (4): 272 – 283
203. Liu, Annie H. (2006) "Customer Value And Switching Costs In Business Services: Developing Exit Barriers Through Strategic Value Management", Journal of Business & Industrial Marketing, 21 (1): 30 – 37
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205. Lohtia, Ritu, Daniel C. Bello ve Constance Elise Porter (2009). "Building trust in US-Japanese business relationships: Mediating role of cultural sensitivity." Industrial Marketing Management 38(3): 239-252.
206. López Sánchez, José Ángel, María Leticia Santos Vijande ve Juan Antonio Trespalacios Gutiérrez (2010) “The Impact of Relational Variables on Value Creation in Buyer-Seller Business Relationships”, Journal of Business-to-Business Marketing, 17 (1): 62 — 94
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208. Lucero, Carrete (2008) "A Relationship Model Between Key Problems Of International Purchasing And The Post-Purchase Behavior Of Industrial Firms", Journal of Business & Industrial Marketing, 23 (5): 332 – 341
209. Lukas, Bryan A. ve Simon J. Bell (2000). "Strategic Market Position and R&D Capability in Global Manufacturing Industries: Implications for Organizational Learning and Organizational Memory." Industrial Marketing Management 29(6): 565-574.
210. Lutz, Salla ve Thomas Ritter (2009). "Outsourcing, supply chain upgrading and connectedness of a firm's competencies." Industrial Marketing Management 38(4): 387-393.
211. Lynn, Gary S., Sharon M. Lipp, Ali E. Akgün ve Alexander Cortez (2002). "Factors Impacting the Adoption and Effectiveness of the World Wide Web in Marketing." Industrial Marketing Management 31(1).
212. Malshe, Avinash, Jamal A. Al-Khatib, and John J. Sailors, (2010) “Business-to-Business Negotiations: The Role of Relativism, Deceit, and Opportunism”, Journal of Businessto-Business Marketing, 17 (2): 173.
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