perceived relationship effectiveness between marketing managers and sales managers. Design/methodology/approach – The model … integrates trust‐based and power/influence/interdependence‐based models of relationship effectiveness. The data were collected … from 113 sales managers in the UK and Australia. Confirmatory factor analysis was used to test the validity of the measures …

. Government and tourism managers should foster the factors that affect them positively. To this extent, some practical … sector; and finally, the need to address managers in order to increase their awareness with respect of the usefulness of …, etc., the paper includes and measures the effect of managers' attitudes and opinions towards internet innovation. Finally …

framework for data coding in order to explore the complex behavioural sequences adopted by key account managers while managing … the many incidents of conflict which they frequently encounter within the organisation. Twenty‐nine key account managers … combination of styles, key account managers are able to adapt and use a combination of management behaviours which can be modified …

, the target respondents being senior managers with experience in developing at least three successful breakthrough … dynamic innovation capabilities. Practical implications – Managers must be aware of the limitations of their existing dynamic …

managers given the task of creating a competitive advantage through a service quality initiative.  …

its complexities has become the arena in which many sales managers must labor. However, the combination of diverse …

Purpose – This study aims to analyze how and why managers adopt and use business-to-business (B2B) research. Design … certain conceptual model from B2B research. Findings – The study suggests that managers use B2B research in an action …-oriented, flexible and dynamic manner. Such conceptual or translational use is characterized by managers’ creative translation of the …

to increase the extent to which B2B research is relevant to managers. Design/methodology/approach – These recommendations … conceptualizations which are potentially relevant to managers are those that discover new perspectives, simplify complexity, enable … managers to take action and have an instant grab. To accomplish this as researchers, the authors emphasize fostering a beginner …

firm and specifies the scope and pace of renewal. However, it is the firm's entrepreneur‐managers who shape its renewal … experiences of successful entrepreneur‐managers. Design/methodology/approach – The paper uses field research. Findings – The paper … finds that entrepreneur‐managers are in part corporate entrepreneurs. They are outward‐focused, cognizant of changes in …