1 - 6 of 6 articles
Purpose – Aims 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, further, to introduce analytical models and practices that can assist purchasers in differentiating their...
Purpose – The 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. Design/methodology/approach – Data from a consulting firm are analyzed to examine the success factors for key...
Purpose – The paper sets out to explain how vertically integrated organisational marketing systems can integrate the marketing decision‐making process of suppliers, manufacturers, and marketing channel members and also to make clear why it is necessary for marketers to use marketing intelligence...
Purpose – Determinants 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 approach the factors that determine the use of the internet as a source of information in procurement....
Purpose – This study seeks to investigate causal relationships between sales management programs designed to build customer relationships by solving customer problems and selling firm performance. Design/methodology/approach – Hypotheses were developed and supported based on theories developed...
Purpose – This article seeks to discuss LUZ, a Brazilian energy supplier that has decided to use their network for telecommunication. Design/methodology/approach – This case describes the acquisition‐process from the perspective of the ESCRA sales manager, whose actions are analyzed, evaluated...
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