Since the 1990s the international community has become acutely aware of the role of businesses in the growth of corruption globally and the debilitating effects of corruption on economic growth and development. A multitude of strategies from regulation in the form of international legal...

Anti-corruption efforts over the past two decades have expanded to include a variety of measures ranging from international conventions (e.g. OECD Convention on Combating Bribery of Foreign Public Officials in International Business Transactions 1997, UN Convention against Corruption, 2003) and...

Anti-corruption strategies over the past two decades have expanded to include a variety of measures ranging from international conventions and anti-corruption toolkits to business and NGO (Non Governmental Organisation) initiatives. While these strategies are undeniably essential in the fight...

Purpose - The study seeks to explore the antecedents and implications of collaboration between sales and marketing and further to identify whether there are benefits in terms of business performance of improving collaboration between sales and marketing. Design/methodology/approach - Three...

This review focuses on the potential impact of enhanced strategic relationships between the boundary-spanning functions in supplier organizations. Specifically, the concern is with alignment between the organizational groups managing: marketing, sales and strategic account management; purchasing...

Purpose - This paper aims to focus on changes in the way in which business-to-business companies are responding to customer and market pressures for higher service and relational investments, and the need for new capabilities in managing the business risk in the company's customer portfolio The...

While ethical and moral issues have been widely considered in the general areas of marketing and sales, similar attention has not been given to the impact of strategic account management (SAM) approaches to handling the relationships between suppliers and very large customers. SAM approaches...

The pursuit of superior salesperson performance and higher levels of sales organization effectiveness is a growing management priority. Management control is an important antecedent to several aspects of salesperson performance and organizational effectiveness. However, prior research has...

Given the world wide predominance of the small to medium sized enterprise (SME) we should consider whether we need to segment and target our marketing knowledge, practice and attitudes towards this business type. It is argued that we need to be able to develop entrepreneurship within the context...

Purpose – The purpose of this paper is to suggest a framework for competing theories of entrepreneurship but to argue for transparency in one's attempts to understand this phenomenon. Then to argue that, when matching small business advisers to small business, one should consider their...