Table of contents
Towards an institutional theory of the dynamics of industrial networks
Carlos Melo BritoThe study of interorganisational cooperation has gained increased currency. An important empirical and conceptual contribution in this field owes much to the network approach. The…
Relationship development and marketing communication: an integrative model
Poul Houman AndersenDevelops a model which integrates the development of marketing relationships with marketing communication practice. Especially within the realm of relationship marketing thinking…
Improving the viability of manufacturers’ representatives with industry‐based sales training initiatives
J. Donald Weinrauch, Marilyn Stephens‐Friesen, Rodney L. CarlsonApproximately one million manufacturers’ representatives exist in the USA and their training needs are deserving of research attention. They are typically associated with small…
Key account management at company and individual levels in business‐to‐business relationships
Jukka OjasaloWhat is the nature of the key account management (KAM) approach? Various themes have been discussed under the title “key account management”, however, the approach seems to lack…
Case study: Partnering strategies in a bio tech. world: the case of Dairyland Seed Company
Mark P. Leach, Luiz Mesquita, W. David DowneyLarge agricultural producers often demand seed with high yielding genetics along with specialty traits specific to their particular needs. Dairyland Seed Company prides itself on…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota