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Purpose – This paper aims to explore some of the contextual reasons for the failure of key or strategic account management (K/SAM) programmes. It will discuss how organisational context impacts the implementation and effective operation of such programmes in business‐to‐business markets. The...
Purpose – The first purpose of this research is to analyze the influence of adaptive selling, as perceived by customers, on customer satisfaction – both with the salesperson and the company – and loyalty to the supplier. In addition, this study aims to examine to what extent the organizational...
Purpose – This study aims to explore the effects of subsidiary–local supplier linkage characteristics in a supply chain and the moderating effects of a multinational corporation’s (MNC’s) international experience (IE) and a subsidiary’s innovation orientation (IO) on the subsidiary’s...
Purpose – The purpose of this research is to enhance understanding of the sources of relational rents in supply chains and the nature of their relationships with performance. Using the relational view framework and contingency perspective, the study develops a model and hypotheses to understand...
Purpose – The purposes of this study were to formulate a hierarchical table of factors that influence adoption of an inter‐organization system (IOS) by enterprises and to apply multi‐criteria decision‐making (MCDM) tools to find the weights of these factors and to objectively identify the...
Purpose – The purpose of this study is to report and contrast manufacturer–supplier relationships, supplier selection and procurement performance of two manufacturing sectors in Kuwait. The effect of supplier relationship and selection on the performance of the procurement function was also...
Purpose – This study aims to examine the satisfaction‐loyalty framework on word‐of‐mouth communications (WOMC) and share‐of‐purchases in situations where business‐to‐business (b‐t‐b) buyers have a relationship with both the salesperson and the selling firm. Design/methodology/approach – This...
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