Purpose – This paper aims to critique the foundations of the relationship benefits concept and develop a theoretical model that is tested and validated.Design/methodology/approach – A series of exploratory in-depth interviews were initially conducted and the results considered against extant...

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...

Purpose – The key objective of this research is to test how two trust dimensions (cognition-based trust and affect-based trust) mediate the effects of three personal characteristics (psychological distance, the marketing manager's sales experience, and the marketing manager's relative level of...

Purpose – The purpose of the paper is to describe the impediments to information technology (IT) adoption and possible solutions in the context of business relationships by drawing on case studies conducted in both Australia and Finland in the heavy manufacturing sector....

Full-text of this article is not available in this e-prints service. This article was originally published following peer-review in Business Process Management Journal, published by and copyright Emerald.

A re-sourcing decision is a sourcing decision subsequent to an outsourcing arrangement. Effective management of re-sourcing decisions is vital in ensuring the stability and continuity of organisational operations supported by outsourced critical activities. However, despite the importance of...

Supplier partnerships can be the key in enhancing the performance ofmanufacturing companies. Consequently, partnership has been strongly recommendedby academics and practitioners alike. Surprisingly, the concept of partnershipis only poorly understood. Many authors have identified the advantages...

Streamlining the supplier base is a common approach in many US and UKmanufacturing companies. However, is this approach being adopted in Germany asfast as it has in the UK? This paper describes research that answers thisquestion and investigates how German companies are managing contacts with...