1 - 7 of 7 articles
Purpose The applicability of the customer life time value CLV concept goes beyond consumer markets. Specifically, the purpose of this paper is to show how a maketoorder manufacturing company in a supply chain can set customerfocus manufacturing strategies using CLV.Designmethodologyapproach...
Purpose Offshore outsourcing offers competitive advantages when goods and services are produced economically and with acceptable or superior quality by suppliers located outside a firm's home country. The purpose of this paper is to focus on India as a destination for offshore outsourcing of...
Purpose The purpose of this paper is to provide insights into the expanding role of trust in the knowledge economy. Specifically it aims to focus on the unique nature of the knowledge economy and the importance of informal and social control provided by the development of...
Purpose The purpose of this paper is to study the impact that systematization of sales activities through sales process management has, at the firm level, on profitable sales growth in businesstobusiness B2B companies. The research aims to compare companies focusing on service offerings to those...
Purpose Information and communication technology ICT is a key enabler for new product and processoriented services. The purpose of this paper is to investigate how ICT can enable service differentiation and, in doing so, act as a catalyst for a service business...
Purpose The existing literature on key account management KAM has focused more on sales forces and management levels than on their evolution. The purpose of this paper is to explore how sales activities can be coordinated to accommodate national and international KAM...
Purpose The purpose of this paper is to test the marketbased asset framework by examining the role of marketing process improvements in the relationship between a buyer firm's supplierrelated activities and its performance.Designmethodologyapproach Interviews with executives who were involved...
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