Table of contents
Understanding industrial distributors' expectations of benefits from relationships with suppliers
Amit K. Ghosh, W. Benoy Joseph, John T. Gardner, Sharon V. ThachDue to the increased domination of industrial sales channels by distributors, suppliers must develop strong relationships with industrial distributors in order to succeed in new…
The use of category management practices to obtain a sustainable competitive advantage in the fast‐moving‐consumer‐goods industry
Kyle Dupre, Thomas W. GruenDespite massive efforts of suppliers and retailers in the fast‐moving‐consumer‐goods (FMCG) channel to adopt the efficient consumer response (ECR) practices, many of the expected…
Industrial recruitment and economic development: a comparative analysis of competing south‐eastern cities using perceptual mapping
Troy A. FestervandIn this study of industrial recruitment and economic development, perceptual mapping was used to identify the collective and individual positions of ten competing south‐eastern…
Vulnerability in business relationships: the gap between dependence and trust
Göran SvenssonThis research focuses on the construct of perceived vulnerability, which is based on the gap between perceived trust and perceived dependence in business relationships with…
High‐tech or high‐touch positioning for the regional business market: the case of County Community Bank
Pamela A. Kennett, Julie Z. Sneath, A. Leila BordersCounty Community Bank (CCB), the largest community bank in the state of Mississippi, built its success in the regional business market through relationship marketing and a…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota