Examines possible reasons behind the current rapid growth of national accounts. In particular, it examines how relationship marketing/selling has increased the need for national account programs. The article first provides a review of the national account management literature. Then, findings...

Investigates the moderating effect of firm and environmental variables on the importance of a strategic element, customer service, in explaining satisfaction. The purpose of this paper is twofold. Explores first, the direct impact of certain firm and environmental variables on satisfaction....

Examines the renewed interest and application of the marketing concept in the United States. Argues that recent interest is the result of a decline in corporate America and the emergence of Japanese competition, signalling America′s refocus on customer needs, internal eeds, and vendor...

The effects of the Internet on the long‐term viability of buyer/seller exchange relationships is examined within the US plastics industry. The author poses two possible scenarios: the Internet causes firms to be “drawn apart” due to the decrease of switching costs of changing suppliers; or...

Develops a summary construct, relationship strength, composed of interfirm trust, relationship commitment, and relationalism and supports the role of relationship strength in achieving positive relational outcomes, like relationship satisfaction and performance. The survey sample comes from a...

Summary The paper shows that the assessment of the speed of productivity growth crucially depends on how one chooses to measure value added. According to a widely held view, the growth rate of labour productivity has increased significantly in the U.S. since the mid-90s. The U.S. is perceived to...

This paper compares AMT adoption practices in large American and British companies, investigating their motives, size and nature of their investments, planning processes, fit between AMT and strategy, functional areas involved, nature of financial techniques employed and the anticipated...

The sound financial management of an association requires more than creating and following a budget. It needs accountability, a complete knowledge of the association and its purpose, an awareness of its membership and environment, and an eye for day‐to‐day detail. This article compares the...