Table of contents
How relevant are different forms of relational behavior? An empirical test based on Macneil's exchange framework
Bjoern Sven IvensMany transactions in the business‐to‐business‐field are governed on a relational basis. In such long‐term business relationships, the object of exchange is but one determinant of…
A conceptual framework for the development of a service delivery strategy for industrial systems and products
Rajesh Kumar, Uday KumarService and product support are increasingly critical elements in the achievement of customer satisfaction and winning new markets. The success of a product support strategy…
Determinants of influence and participation in the buying center. An analysis of Spanish industrial companies
M. José Garrido‐Samaniego, Jesús Gutiérrez‐CillánThe goal of this paper is to analyze industrial buying behavior. First, the paper reviews the previous work on the relation between the participation, influence, characteristics…
Salesperson job involvement: do demographic, job situational, and market variables matter?
Greg W. Marshall, Felicia G. Lassk, William C. MoncriefJob involvement is the psychological identification with one's job. Recent trends in sales organizations have heightened the need for increased job involvement among salespeople…
NEGBI – introducing new systems in the telecom market
Olaf PloetnerNEGBI is a large company that has telecommunication, coordinated by NEGBI PN, as one of its core competences. NEGBI PN had a strong market position based on supplying its…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota