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Purpose – This paper aims to understand how organizational and interpersonal relationships influence selling centers, and how to form an effective selling center to establish cooperation among the functional departments to satisfy customer needs. Design/methodology/approach – The selling center...
Purpose – Marketing channels are changing dramatically as the world economy becomes networked. Buyers who are likely to only have limited insight into a wholesaler's sourcing decisions may be uncertain about product and/or service quality. This paper aims to show that a credible quality signal...
Purpose – The dramatic growth and international scope of knowledge‐intensive business services (KIBS) are evident in emerging markets such as China and India. Nations, like firms, seek to capitalize on their available resources and capabilities (e.g. people, technology, skills) in order to build...
Purpose – Despite the increased focus on industrial services in manufacturing companies, little research to date has focused on understanding the roles of local and central organizations in global service management. In order to address this research gap, the paper aims to investigate how...
Purpose – The purpose of this paper is to develop an in‐depth understanding of the issues that organizations consider and experience when making the decision to adopt B2B technologies. Design/methodology/approach – The paper uses a qualitative approach to collect and analyze data. In‐depth...
Purpose – Business‐to‐business (B2B) manufacturing firms increasingly integrate services into their product portfolios under the same brand umbrella. This article aims to develop a conceptual model of the drivers of success for such B2B product‐to‐service brand extensions....
Purpose – The purpose of this paper is to create an audit method for analyzing and improving business relationships. This is accomplished by specifying bonds on a lower abstraction level than in earlier theory regarding bonds in order to classify the different types of bonds and analyze their...
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