In order to develop a sustainable competitive advantage in the knowledge based economy, senior managers need to ensure that customer relationship management is placed within a clearly defined organizational culture that embraces organizational learning. Senior managers are required to exhibit a...

Purpose – The paper sets out to explain how vertically integrated organisational marketing systems can integrate the marketing decision‐making process of suppliers, manufacturers, and marketing channel members and also to make clear why it is necessary for marketers to use marketing...

Purpose – The paper seeks to explain how competitive intelligence officers can participate more fully in strategy formulation and implementation, and how they can contribute to the strategic intelligence process. Design/methodology/approach – The paper presents a review of the literature and...

Purpose – The purpose of this paper is to make clear the role that marketing plays in the strategic decision‐making process; it highlights the influence that marketers have in the development of sustainable partnership arrangements; and outlines the link between organizational learning and...

Purpose – The purpose of this paper is to provide insights into the retailing industry in Japan, in order that marketing managers employed by overseas companies contemplating entering the Japanese market are able to devise successful market entry strategies. Design/methodology/approach – A...

Purpose – The purpose of this paper is to outline how a three phase marketing planning process model can assist marketing managers based in overseas companies to formulate a strategy for entering the South Korean market. Design/methodology/approach – A review of relevant literature and the...

The process of management research involves various complexities and can sometimes be viewed as highly time consuming. Good research can and does provide a momentum for further research to be undertaken and this means that a researcher may have to think “outside the box” in order to achieve...

Purpose – The purpose of this paper is to make clear how managers in Western organizations can understand the Japanese and Korean cultural value system and interpret the strategic decision‐making process that exists within organizations exhibiting a collectivist culture....

Purpose – To show why retail marketing strategists and planners need to develop long‐term relationships capable of building business partnerships based on mutual trust. To show how the relationship marketing principle underpins the implementation of retailing strategy....

Purpose – The purpose of the paper is to place organizational learning within the context of strategic management and to explain why it is important that senior managers view training and staff development as being continuous. Practising managers will be able to appraise the way in which their...