Table of contents
What problems manufacturing companies can face when providing services around the world?
Germano Zarpelon Neto, Giancarlo Medeiros Pereira, Miriam BorchardtThis article aims to adopt a complementary line of reasoning by investigating the problems that manufacturers can face when providing services in different countries. Studies of…
Economic sociology and the ARA interaction model
Matevz RaskovicThe purpose of this paper is to apply an economic sociology perspective to the activity–resource–actor (ARA) interaction model for business relationships. Interaction has been…
The impact of customer participation: the employee’s perspective
Chih-Cheng Volvic Chen, Chih-Jou Chen, Ming-Ji James LinThe purpose of this paper is to examine the impact of customer participation in a service delivery process by designing and testing an empirical model with the employees’ point of…
The role of information technology in purchasing function
Javier Alfonso Rodríguez-Escobar, Javier González-BenitoThis paper aims to analyze how information technology (IT) can help explain performance by the purchasing function. In addition to analyzing the direct effect and mediating role…
Synergistic effect of technology and customer relationship orientations: consequences for market performance
Hanna Salojärvi, Paavo Ritala, Liisa-Maija Sainio, Sami SaarenketoThis study aims to examine the effect of firm-specific customer relationship orientation, technology orientation and the marketing–R & D cooperation on market performance…
The adoption of strategic pricing by industrial service firms
Kostis IndounasThe purpose of this paper is to measure the extent to which selected contextual variables have an impact on the adoption of strategic pricing by industrial service firms, and…
Modelling the supplier selection process enablers using ISM and fuzzy MICMAC approach
Sudarshan Kumar, Shrikant Gorane, Ravi KantThe purpose of this paper is to present an approach to successful supplier selection process (SSP) by understanding the dynamics between SSP enablers (SSPEs), using interpretive…
The development of new sponsorship deals as new business-to-business services
Pinelopi Athanasopoulou, Elena SarliThe purpose of this paper is to analyse the process followed by sponsors and sport properties in developing their sponsorship deals as seen from a new service development (NSD…
Suppliers’ power relationships with industrial key customers
Sylvie Lacoste, Keith BloisThis paper aims to incorporate material derived from four case study analyses of industrial business-to-business relationships. Although there is a substantial amount of…
Business relationships during project afterlife: antecedents, processes, and outcomes
Ilkka Tapani Ojansivu, Kimmo Alajoutsijärvi, Jari SaloThe purpose of this research is to increase understanding of post-project business relationships in service-intensive projects, a topic unexplored to date. This research…
A relationship marketing perspective to trade fairs: insights from participants
Maria Sarmento, Minoo Farhangmehr, Cláudia Simões– The purpose of this paper is to develop a conceptual foundation for understanding business-to-business (B2B) interactions at trade fairs.
The impact of salesperson customer orientation on sales performance via mediating mechanism
Rakesh Singh, Pingali VenugopalThis study aims to address the need to study salesperson’s customer orientation and its effectiveness to explain the efficacy of predispositions and skills at individual level…
Culture in business relationship interaction: an individual perspective
Maria Ivanova-GongneThe purpose of this paper is to establish a conceptual framework for studying the intercultural aspect of dyadic business relationship interaction from an individual perspective…
The effects of the salesperson’s characteristics on buyer-seller relationships
Yonghoon Choi, Ying Huang, Brenda SternquistThis paper aims to examine the influence of the salesperson’s characteristics (organizational commitment [OC] and disposition to innovate) on buyer’s behaviors in buyer – supplier…
The influence of marketing and innovation investments on alliance type choice
Matthew Sarkees, Ryan LuchsThe purpose of this paper is to explore the gap in the literature as well as investigate how the combination of internal marketing or innovation investments with new product…
Relationship investment and reciprocity: an empirical investigation
Yu YuThe purpose of this paper is to quantify the monetary amount of relationship investment in an investment banking context, investigate the drivers behind these relationship…
Study of social ties as one kind of switching costs: a new typology
Wenhua Shi, Jianmei Ma, Chen JiThe purpose of this paper is to study how customers’ social ties can be performed as one kind of switching costs, which can affect customer loyalty and have a moderate effect on…
Inter-organizational cognitive structures: network conception in MobileTV case
Harri Ryynänen, Kaisa Henttonen, Risto Tapio Salminen– This paper aims to explore collective cognitive structures in business networks by analyzing the coherency of network pictures in a service development network.
The influence of supply chain architecture on new product launch and performance in the high-tech industry
Tun-Chih Kou, Bruce C. Y. LeeThe purpose of this study is to fill the gaps in previous literature and investigate the link between product launch performance and supply chain architecture and performance…
Comply or defy? An empirical investigation of change requests in buyer-supplier relationships
Jody L. Crosno, Robert Dahlstrom, Chris ManolisThe purpose of this study is to examine change requests in buyer-supplier relationships. Change requests arise when a channel partner wants an addition or alteration to the…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota