The effect of customer relationship management adoption in...
AbstractPurpose – The purpose of this study is to investigate the effects of customer relationship management (CRM) practices on customer satisfaction and firm performance in business-to-business (B2B)...
View ArticleNetwork partner knowledge and internal relationships influencing customer...
AbstractPurpose – Marketing is the area of coexistence of various research traditions with regard to relational phenomena. This study aims to contribute to limiting the gap between these traditions by...
View ArticleAntecedents of knowledge generation competence and its impact on innovativeness
AbstractPurpose – This study aims to present the conceptualization and measurement of knowledge generation competence (KGC) as the fundament for firm's internal knowledge generation. Furthermore, it...
View ArticleGuanxi as a gateway in Chinese-Western business relationships
AbstractPurpose – This article aims to identify critical aspects of Chinese-Western intercultural guanxi relationships that have largely been ignored as a domain for study in international business and...
View ArticleThe common ground of relationships and exchange: towards a contractual...
AbstractPurpose – The aim of this paper is to argue for an explicit foundation of market exchange on person-to-person relationships as an alternative to the foundation on person-to-goods relationship...
View ArticleManaging in a time of crisis: marketing, HRM and innovation
AbstractPurpose – The purpose of this paper is to explore the link between selected market orientation dimensions, HRM, and innovation, and their impact on organizational performance before and during...
View ArticleBrand equity in B2B services and consequences for the trade show industry
AbstractPurpose – This paper's aim is to provide a conceptual framework explaining drivers of service brand equity. It refers to the trade show industry as an example for an international, highly...
View ArticleIntertwining 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...
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