David L. Blenkhorn

How reverse marketing changes buyer—seller roles

Abstract This article describes a new concept called reverse marketing, which is changing the conventional buyer—seller relationship and has important implications for the traditional role of the industrial marketer.

A LIFE SATISFACTION MEASURE: ADDITIONAL VALIDATIONAL DATA FOR THE CONGRUITY LIFE SATISFACTION MEASURE

Meadowet al. (1992) have developed a measure of life satisfaction based on judgment theory, referred to as Congruity Life Satisfaction (CLS). This paper reports the results of a major study involving six samples from different countries testing the construct validity of the CLS measure. The results of these studies provide additional validational support for the CLS measure.

What it takes to supply Japanese OEMs

Abstract The Japanese worldwide success with products in virtually every field they have entered has caused much concern to industrial marketers who wish to do business with Japanese firms. Although much has been written about Japanese management techniques and their role in the success of Japanese business and products, little has been written about the supplier side of the equation and how it can be a critical input in understanding Japanese business. This article reports on two research projects, one carried out in Japan and the other in North America, which contrast OEM/supplier relationships in the two geographic areas. With the increase in the number of transplant Japanese manufacturing firms in North America, Europe, and other parts of the world, a prerequisite to successfully marketing to Japanese business is surely an understanding of their OEM/supplier relationships.

Matching Intelligence Teaching Methods with Different Learners' Needs

Current trends suggest that academia may be well “behind the curve” in delivering effective competitive and market intelligence programs and course offerings to students. There are many reasons why this state of affairs has occurred, and prominent among them is nature of challenges experienced by instructors in disseminating and teaching students the prominent competencies they need to acquire in order to be successful in the changing workplace. Applying cluster analysis to our teaching experiences and the scholarship, we develop a normative conceptual model that contrasts traditional and evolving pedagogical methods. Furthermore, we make the case that new learning tools and technologies which are revolutionizing the way information is taught need to be matched up with the new ways in which unique segments of contemporary intelligence students approach learning. This article is available in Journal of Strategic Security: http://scholarcommons.usf.edu/jss/vol6/iss3/6

Should North American Parts Suppliers Learn Japanese

Describes an empirical study examining the strategies of auto parts suppliers to transplanted Japanese OEMs. Finds that suppliers have become more customer‐focused, following the marketing concept, and also more aggressive in buying from second tier suppliers, in accordance with reverse marketing. Examines the background to the growth of Japanese OEMs in North America, together with an analysis of the traditional marketing concept, reverse marketing and the Japanese hierarchical structure of suppliers. Concludes that reverse marketing leads to strong partnerships, and that relationships with both existing and new suppliers must be developed. Relates the research to the oretical concepts and offers managerial recommendations.

Broadening the concept of industrial purchasing

Abstract Materials management has received increasing management attention in recent years. The materials-management concept suggests that all materials-related functions should be the responsibility of a single manager to ensure improved efficiency in the firms utilization of materials. A question remains, however, as a firm moves toward greater integration of materials functions, regarding the sequence in which this integration should occur. This research suggests answers of interest both to manufacturers and to industrial firms marketing to companies with materials-management systems.

New Product Criteria in Retail Chains

This study suggests that the small, relatively unknown supplier has a better chance of having his new product adopted by one of the larger chain operations, since they tend to be relatively more willing to adopt new it ems.

Categorizing corporate social responsibility (CSR) initiatives in B2B markets: the why, when and how

Purpose This paper aims to address the questions of why, when and how business-to-business (B2B) firms engage in sustainability initiatives. The authors believe that this is the first attempt to address all three questions in a single paper, and one of the earliest to focus on these in B2B markets. Design/methodology/approach The sustainability initiatives of B2B firms throughout the value/supply chain were examined. Input data came from external sources and the firms themselves. Two conceptual frameworks were developed, illustrating why firms partake in sustainability initiatives and when and how they may do so. Findings This paper provides two conceptual frameworks that address why, when and how firms get involved in sustainability initiatives, and how they can better communicate their involvement to stakeholders. Research limitations/implications To obtain a broader perspective of B2B firms’ involvement in sustainability initiatives, a variety of third-party sources were used, augmented with data from firm websites. Examples of firms the authors selected were constrained by the collection of firms described in student research papers. Practical implications This paper suggests useful guidelines for firms considering starting or expanding sustainability initiatives by providing frameworks that address why, when and how firms do so, with examples of firms illustrating engagement in each area. It also provides communication guidelines, necessary for enhancing stakeholder relations. Social implications Integrating environmental sustainability within a firm’s strategy can improve corporate image and increase efficiency, while contributing to a better world environment. Originality/value A review of the corporate social responsibility (CSR) literature indicated that most research has focused on business-to-consumer markets. This paper addresses CSR in B2B markets, examining players at all levels of the value/supply chain: manufacturers, channel intermediaries and end-users.

C.B.U. New Non-Food Product Adoption Decisions

This research supports the assumption that small, relatively unknown suppliers will have a difficult time introducing their new non-food products to the central buying units or major retail chains. C.B.U. adoption criteria and their relative importance are identified.

Japanese Impact on Organizational Buying

This paper focuses on methods of operations management in which buyer behaviour must be modified in order that greater effectiveness is realized when doing business with Japanese firms in North America. Strategies are examined in relation to industrial buyer-seller behaviour which will assist in dealing with the Japanese mode of doing business. As a basis for developing and integrating Japanese influences in the organizational buying process a generalized model is utilized from the marketing literature.