Table of contents - Special Issue: Emerging ideas in B2B marketing: processes, services and sales
Guest Editors: Brashear Alejandro Thomas
Application of customer lifetime value model in make‐to‐order manufacturing
Oya I. Tukel, Ashutosh DixitThe applicability of the customer life time value (CLV) concept goes beyond consumer markets. Specifically, the purpose of this paper is to show how a make‐to‐order manufacturing…
Strategies for sustaining the edge in offshore outsourcing of services: the case of India
Rajshekhar (Raj) G. Javalgi, W. Benoy Joseph, Elad Granot, Andrew C. GrossOffshore outsourcing offers competitive advantages when goods and services are produced economically and with acceptable or superior quality by suppliers located outside a firm's…
Trust in the knowledge economy
Marco Tulio Zanini, Michael MusanteThe purpose of this paper is to provide insights into the expanding role of trust in the knowledge economy. Specifically it aims to focus on the unique nature of the knowledge…
Sales activity systematization and performance: differences between product and service firms
Petri Parvinen, Jaakko Aspara, Sami Kajalo, Joel HietanenThe purpose of this paper is to study the impact that systematization of sales activities through sales process management has, at the firm level, on profitable sales growth in…
ICT as a catalyst for service business orientation
Christian Kowalkowski, Daniel Kindström, Heiko GebauerInformation and communication technology (ICT) is a key enabler for new product‐ and process‐oriented services. The purpose of this paper is to investigate how ICT can enable…
Sales coordination and structural complexity: a national‐international comparison
Jakob Rehme, Christian Kowalkowski, Daniel NordigårdenThe existing literature on key account management (KAM) has focused more on sales forces and management levels than on their evolution. The purpose of this paper is to explore how…
The relationship between supplier development and firm performance: the mediating role of marketing process improvement
Anthony K. Asare, Thomas G. Brashear, Jing Yang, Jun KangThe purpose of this paper is to test the market‐based asset framework by examining the role of marketing process improvements in the relationship between a buyer firm's…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota