Intertwining Relationship Marketing with Supply Chain Management through...
AbstractPurpose - Develop an understanding of how responsiveness in a supply network may be approached from a combined RM (relationship marketing) and SCM (supply chain management) view in a complete...
View ArticleThe Training of Sales Managers: Current Practices
AbstractPurpose - The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well as their perceived effectiveness, frequency, and assessment)....
View ArticleLeveraging Relationship Orientation and Its Impact on Relationship Outcomes
AbstractPurpose - This study was designed to (1) empirically measure relationship orientation along a continuum from operation to strategic, (2) evaluate the impact of relationship orientation on the...
View ArticleAttributes of Overall Satisfaction of Agricultural Machinery Dealers using a...
AbstractPurpose - This paper investigates the satisfaction of dealers with their suppliers in the agricultural machinery sector. Design/methodology/approach - A dummy approach of the three-factor model...
View ArticleThe Differential Impact of Brand Equity on B2B Co-branding
AbstractPurpose - Co-branding strategies are now seen increasingly in business-to-business (B2B) settings, however, there has been little research in this area. This study investigates the benefits of...
View ArticleTangible and intangible resource inequity in customer-supplier relationships
AbstractPurpose - Purpose – The study aims to investigate the effects of perceived tangible and intangible resource inequity and the moderating effect of long-term orientation on future...
View ArticleChoice of Subcontractor in Markets with Asymmetric Information: Reputation...
AbstractPurpose - Buyers assessing bids from suppliers of experience services face both an adverse selection and a potential moral hazard problem. The purpose of this study is to examine (1) the...
View ArticleActive Empathetic Listening as an Antecedant to Relationship Quality and...
AbstractPurpose - -In this study Active Empathetic Listening is purposed as being an antecedent to a salesperson’s ability to maintain quality relationships and build trust. Relationship quality and...
View ArticleAntecedents and Consequences of Sales Representatives’ Relationship...
AbstractPurpose - Most firms have a number of unprofitable customer relationships which drain the firms’ resources. Despite this, firms in general and sales representatives in particular hesitate to...
View ArticleBuyer-supplier integration in project-based industries
AbstractPurpose - The purpose of the study is to propose and test a buyer-supplier integration model, based on clients’ collaborative purchasing practices, in a project-based...
View ArticleImproving Trade Promotions Through Virtual Forward Buying
AbstractPurpose - Propose a virtual forward-buying model that allows for forward buying but reduces the channel cost with no major behavioral change on the part of the manufacturers and...
View ArticleThe impact of customer participation on NPD performance: the mediating role...
AbstractPurpose - Customer participation has been recognized as a critical factor in successful new product development (NPD). However, there is scant empirical evidence on how customer participation...
View ArticleFactors Affecting New Product Post-Adoption Behavior in a Major U.S....
AbstractPurpose - Given the importance of technology implementation and usage in managing and leveraging supply chains and the associated difficulties of diffusing IT within and across organizations,...
View ArticleInter-firm Opportunism: A Meta-Analytic Review and Assessment of Its...
AbstractPurpose - This meta-analysis aims to aggregate empirical findings from extant inter-firm opportunism literature.Design/methodology/approach - First, a quantitative summary on the bivariate...
View ArticleHow Inter- and Intraorganisational Coordination Affect Product Development...
AbstractPurpose - This research aims to advance our understanding of the influences of alliance coordination (i.e., interorganisational coordination) and interfunctional coordination (i.e.,...
View ArticleWhere’s the strategic intent in key account relationships?
AbstractPurpose - Purpose - Over the past 10-15 years key account management (KAM) has established itself as an important and growing field of academic study, and as a major issue for practitioners....
View ArticlePersonal interaction and customer relationship management in project business
AbstractPurpose - The aim of the present study is to examine the role of personal interaction in customer relationship management in the project business. The research question we address is: How is...
View ArticleAN ASSESSMENT OF INNOVATIVENESS IN KIBS: IMPLICATIONS ON KIBS’ CO-CREATION...
AbstractPurpose - This research investigates the relationship between innovative culture, innovation efforts, and their performance among knowledge-intensive business services (KIBS). Innovation...
View ArticleIdentifying Potential Sources of Value in a Packaging Value Chain
AbstractPurpose - The paper proposes a process approach for identifying potential sources of customer value of a package in a packaging value chain and illustrates the approach through an interview...
View ArticlePerspectives of SME innovation clusters development in Russia
AbstractPurpose - The purpose of this paper is to develop and test models explaining the unsatisfactory innovation activity of Russian firms and the main obstacles to innovation cluster development....
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