1 - 7 of 7 articles
Purpose – Manufacturer price reduction pressure on suppliers is an important contributor to helping a manufacturer maintain a strong competitive position by keeping costs low. The benefits of trusting supplier working relations also help strengthen a manufacturer's competitive position. The...
Purpose – The concept of key account management (KAM) has received considerable attention from practitioners and scholars for well over 20 years now. However, numerous articles build on a set of tacit assumptions for which we lack empirical evidence. This paper seeks to propose an empirical test...
Purpose – This paper aims to discuss the profiles of Korean chaebols involved in global electronics Design/methodology/approach – The research was conducted among 132 of their Korean suppliers, with linked in‐depth interviews with chaebol managers. From an initial set of literature‐based...
Purpose – The purpose of the paper is to identify the elements of professional key account management programs, to understand the success factors and to create an integrated framework. Design/methodology/approach – The article is based on an analysis of the existing literature as well as on...
Purpose – This paper aims to analyze the key problems related to the international purchasing operations and their interrelationship with the post‐purchase industrial behavior: repeated purchase with modification, repeated purchase without modification and no rebuy. The objective is to develop a...
Purpose – Recent management literature demonstrates a growing interest in strategic networking. The aim of this paper is to explore the adoption of strategic networks using Hong Kong clothing industry as the context because the influence of Asian cultures is under‐researched....
Purpose – This paper aims at studying the success and failure of BPR projects executed throughout Iran. For this purpose, effective indices and also factors of success and failure are to be investigated. Design/methodology/approach – Based on statistical analysis of efficiency indexes mean value...
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