Table of contents
The impact of relational assumptions on the task of influencing suppliers
Chris EllegaardAims to demonstrate that the task of influencing suppliers cannot be handled through the application of generic, one‐size‐fits‐all influence approaches with optimum outcomes and…
Success factors in key accounts
Arun SharmaThe paper seeks to present research that examines the success factors for key accounts within firms, i.e. what factors lead to successful versus unsuccessful key accounts.
Vertically integrated organisational marketing systems: a partnership approach for retailing organisations
Peter R.J. Trim, Yang‐Im LeeThe paper sets out to explain how vertically integrated organisational marketing systems can integrate the marketing decision‐making process of suppliers, manufacturers, and…
Determinants of internet use in the purchasing process
M. José Garrido Samaniego, Ana M. Gutiérrez Arranz, Rebeca San José CabezudoDeterminants of internet adoption in industrial purchase have rarely been paid attention in the literature. Considering this gap in the literature, the present study intends to…
Do consulting‐oriented sales management programs impact salesforce performance and profit?
Alfred PelhamThis study seeks to investigate causal relationships between sales management programs designed to build customer relationships by solving customer problems and selling firm…
ESCRA
Olaf PloetnerThis article seeks to discuss LUZ, a Brazilian energy supplier that has decided to use their network for telecommunication.
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota