1 - 7 of 7 articles
Purpose – Relationship is based on the idea of creating a win‐win situation for parties involved in a business engagement. The purpose of the article is to develop a model of mutual value creation and reciprocal return on relationships (ROR R ) assessment, which enables calculation of joint and...
Purpose – Salespeople are frequently required to manage a wide range of complex internal relationships. This paper seeks to explore one aspect of the key account manager's internal selling role which has not been addressed before, specifically how the key account manager handles multiple...
Purpose – The term customer intimacy has been used both in academia and business, albeit lacking clear definition and empirical validation. The authors in this paper aim to develop a measure of customer intimacy in business‐to‐business contexts and to assess its reliability and validity, as well...
Purpose – This paper seeks to provide an exploratory empirical study of the variables that are part of the return on trade show information (RTSI) concept, which is based on the use and value of information gathered at a trade show. Design/methodology/approach – The research is designed to...
Purpose – This paper aims to focus on the perceived role of clusters in inter‐firm cooperation and social networks. Design/methodology/approach – The study was carried out in a region of Latin America where limited research has been conducted in terms of inter‐firm relationships. Managers from...
Purpose – Interactions and on‐going relationships are crucial for organizations to create satisfactory value propositions for customers and meet their evolving needs. Understanding the behavioural and temporal aspects of value creation from a customer's perspective is crucial as customer...
Purpose – This paper aims to examine the driving factors of salespeople's relational behaviors in the business to business marketing context. Design/methodology/approach – The hypotheses were tested through a quantitative study via an online survey. Data were collected from 224 salespeople...
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