Table of contents
The impact of customer participation on NPD performance: the mediating role of inter‐organisation relationship
Ming‐Ji James Lin, Chin‐Hua HuangCustomer participation has been recognised as a critical factor in successful new product development (NPD). However, there is scant empirical evidence on how customer…
Improving trade promotions through virtual forward buying
Amit Poddar, Naveen DonthuThe purpose of this paper is to propose a virtual forward-buying model that allows for forward buying but reduces the channel cost with no major behavioral change on the part of…
Buyer-supplier integration in project-based industries
Per Erik Eriksson, Ossi Pesämaa– The purpose of the study is to propose and test a buyer-supplier integration model, based on clients' collaborative purchasing practices, in a project-based industry.
Antecedents and consequences of sales representatives' relationship termination competence
Jens Geersbro, Thomas RitterMost firms have a number of unprofitable customer relationships that drain the firms' resources. However, firms in general and sales representatives in particular hesitate to…
Salesperson's listening ability as an antecedent to relationship selling
Tanya Drollinger, Lucette B. ComerIn this study, active empathetic listening is purposed as being an antecedent to a salesperson's communication skill, ability to maintain quality relationships and build trust…
Choice of subcontractor in markets with asymmetric information: reputation and price effects
Harald BiongBuyers assessing bids from suppliers of experience services face both an adverse selection and a potential moral hazard problem. The purpose of this study is to examine the…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota