Narrow search
Showing 1 - 10 of 96
Cover Image
What?s in a handshake? Exploring business-to-business relational exchange
Newman, Anouche; Lings, Ian; Lee, Nick - 2005
Despite its importance in the development of competitive advantage, attempts to unify diverse classifications of business-to-business relational exchange have been largely unsuccessful. We used 18 semi-structured, in-depth interviews with managers from a wide range of industries to explain the...
Persistent link: https://www.econbiz.de/10009483372
Cover Image
Business to Business Marketing: Service Recovery and Customer Satisfaction Issues with Ocean Shipping Lines
Durvasula, Srinivas; Lysonski, Steven; Mehta, Subhash - 2000
The tenets of relationship marketing are useful in understanding the success of a service provider. Based on a sample of 221 firms in Singapore that use ocean freight shipping services, examines service recovery issues related to satisfaction. It was found that service recovery methods such as...
Persistent link: https://www.econbiz.de/10009484489
Cover Image
Interdependent supply relationships as institutions: The role of HR practices
Koulikoff-Souviron, M; Harrison, A - 2008
This paper aims to use institutional theory to explore the role of humanresource (HR) practices as carriers in the evolution of interdependent supplyrelationships. Design/methodology/approach – This is a qualitative study of aninter-firm supply relationship where the two partners were...
Persistent link: https://www.econbiz.de/10009463116
Cover Image
Motivations for developing direct trade relationships
Parker, Melina; Bridson, Kerrie; Evans, Jody - 2006
Purpose – This study aims to understand buyer and supplier motives for developing direct relationships with their trade partners. Design/methodology/approach – A total of 18 in-depth interviews were conducted across Victoria and Tasmania (Australia); eight with retail buyers and ten with...
Persistent link: https://www.econbiz.de/10009483750
Cover Image
Personal acquaintances and salespeople in financial services: Differences between customers and friends
Backstrom, Lars; Pitt, Leyland; Campbell, Colin; Nel, Deon - 2009
, salespeople and some of their customers develop close relationships that are akin to friendships. Evidence from social psychology … information. This paper reports on the results of a study of salespeople's assessments of their personal acquaintance with … customers and friends in a financial services setting. The results indicate that salespeople do not classify customers as …
Persistent link: https://www.econbiz.de/10009483882
Cover Image
Marketing activities of companies in the educational software sector
Jones, Rosalind; Rowley, Jennifer - 2009
Full-text of this article is not available in this e-prints service. This article was originally published [following peer-review] in Qualitative Market Research: An International Journal, published by and copyright Emerald Group Publishing Limited.
Persistent link: https://www.econbiz.de/10009455100
Cover Image
International internet marketing: A triangulation study of drivers and barriers in the business-to-business context in the United Kingdom
Eid, Riyad - 2005
Metadata only
Persistent link: https://www.econbiz.de/10009458948
Cover Image
Making Business-to-Business International Internet Marketing Effective: A Study of Critical Factors Using a Case-Study Approach
Eid, Riyad; Elbeltagi, Ibraheem; Zairi, Mohamed - 2006
The recent phenomenal growth in business activities dependent on the Internet has demonstrated that various potential advantages could be derived from using information and communication technology platforms. The Internet has enabled firms to reach out to global markets and has provided them...
Persistent link: https://www.econbiz.de/10009458952
Cover Image
Perceived environmental uncertainty's effect on commitment in business-to-business channels
Harrison, Jennifer L; Kelly, Stephen J - 2010
Purpose: The purpose of this paper is to test the null hypothesis that there is no significant association between perceived environmental uncertainty (PEU) and a three component conceptualisation of commitment. Design/methodology/approach: Data were collected from owner/managers of community...
Persistent link: https://www.econbiz.de/10009475209
Cover Image
Measuring attitudinal commitment in business-to-business channels
Kelly, Stephen J - 2004
While organizational behaviourists have largely adopted a three-component conceptualisation of attitudinal commitment, marketers continue exclusively to apply one- or two-component models. In this paper, the reliability and validity of one-, two- and three-component models of commitment are...
Persistent link: https://www.econbiz.de/10009475212