Table of contents - Special Issue: 9th American Marketing Association Relationship Marketing Conference: Part I
Guest Editors: Dr Harriette BettisOutland
Return on relationships: conceptual understanding and measurement of mutual gains from relational business engagements
Christian Grönroos, Pekka HelleRelationship is based on the idea of creating a win‐win situation for parties involved in a business engagement. The purpose of the article is to develop a model of mutual value…
Key account management: the inside selling job
James I.F. Speakman, Lynette RyalsSalespeople are frequently required to manage a wide range of complex internal relationships. This paper seeks to explore one aspect of the key account manager's internal selling…
Customer intimacy
Jürgen Kai‐Uwe Brock, Josephine Yu ZhouThe term customer intimacy has been used both in academia and business, albeit lacking clear definition and empirical validation. The authors in this paper aim to develop a…
Using trade show information to enhance company success: an empirical investigation
Harriette Bettis‐Outland, Wesley J. Johnston, R. Dale WilsonThis paper seeks to provide an exploratory empirical study of the variables that are part of the return on trade show information (RTSI) concept, which is based on the use and…
Clusters or un‐clustered industries? Where inter‐firm marketing cooperation matters
Christian Felzensztein, Eli Gimmon, Claudio AquevequeThis paper aims to focus on the perceived role of clusters in inter‐firm cooperation and social networks.
A multistage behavioural and temporal analysis of CPV in RM
Sriram Dorai, Sanjeev VarshneyInteractions and on‐going relationships are crucial for organizations to create satisfactory value propositions for customers and meet their evolving needs. Understanding the…
The antecedents of salespeople's relational behaviors
Lei Guo, Irene C.L. NgThis paper aims to examine the driving factors of salespeople's relational behaviors in the business to business marketing context.
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota