Business Markets
Introduction
Trends in Business Markets, Special issue of Customer Needs and Solutions, Edited by Rajdeep Grewal and Gary L. Lilien; Deadline 1 Jun 2014
Call for Papers for Special Issue on: Trends in Business Markets
Customer Needs and Solutions
Deadline for submission: June 1, 2014
Special Issue Editors
- Rajdeep Grewal, Pennsylvania State University
- Gary L. Lilien, Pennsylvania State University
Business markets, where firms sell to other firms, represent about half of global commerce. The exchange process in such markets is driven by trends and changes down the value change (changes at the intermediary level or at the level of the ultimate consumer), trends in technology, and trends in the nature of the marketplace itself. Two major trends that are currently influencing business markets relate to the spread of Web 2.0 related technologies and the globalization of business markets.
Web 2.0 technologies are making it easier for firms to coordinate interfirm activities; this lowering of coordination costs favors coordination intensive structures over hierarchies. As a result, electronic markets with configurations of auctions, reverse auctions, and two-sided exchanges are facilitating interfirm commerce and social network concepts are becoming relevant for studying business markets. In fact, the US Department of Commerce reports that nearly 90% of the economic value of e-commerce transactions are business to business transactions (with the remaining being B2C transactions).
Globalization of business markets is fuelled by emergence of multinational customer firms that force suppliers to adopt a global perspective in R&D activities, manufacturing and supply chain decisions and in managing customer relationships. This global perspective has resulted in the emergence of global key account management processes and organizational buying practices, whose operations are strongly influenced by the different cultures and institutions of the different geographies involved.
These important issues are the primary focus of this special issue of Customer Needs and Solutions (CNS).
We seek papers from scholars globally that address issues associated with current trends in business markets. Consistent with the overarching objective of CNS, the primary criteria for publication of papers in the special issue are the rigor and potential impact of the research. We welcome papers of all types: qualitative, experimental, survey based, historical methods based, economic theory based, structural, or others. We also invite scholars and practitioners to write thought pieces that identify important research questions and present critical viewpoints on business markets. We will provide rapid turnaround of papers, with feedback intended to improve the impact of the research. We expect the Special Issue to provide an important reference source for future work in business markets.
Timelines
The deadline for submission of papers is June 1, 2014. We expect to provide a response to authors by September 30, 2014. Revised papers will be due by January 1, 2015, with publication in a 2015 issue of CNS.
If you would like to discuss the suitability of your work with the Editors, please feel free to email us.
- Rajdeep Grewal (rgrewal@psu.edu)
- Gary L. Lilien (glilien@psu.edu)
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