Purpose - During the last 40 years, the growth and impact of UK business schools have been significant. Relatively few studies have reviewed how business school deans emerge and grow. This paper aims to explore the experiences and psychometric profiles of UK business school leaders to understand...

Purpose - The purpose of this paper is to investigate the strategic profiles and differences across globally leading business schools. Design/methodology/approach - This paper used the concepts of strategic group identity and domain consensus to examine the differences across the business...

Purpose - The study seeks to explore the antecedents and implications of collaboration between sales and marketing and further to identify whether there are benefits in terms of business performance of improving collaboration between sales and marketing. Design/methodology/approach - Three...

This review focuses on the potential impact of enhanced strategic relationships between the boundary-spanning functions in supplier organizations. Specifically, the concern is with alignment between the organizational groups managing: marketing, sales and strategic account management; purchasing...

Purpose - The paper aims to assess the impact of corporate strategy on shareholder value in decline and turnaround situations. Design/methodology/approach - A sample of 45 turnaround firms was selected and matched against a control sample which did not face continuous decline over the time...

Purpose - This paper aims to focus on changes in the way in which business-to-business companies are responding to customer and market pressures for higher service and relational investments, and the need for new capabilities in managing the business risk in the company's customer portfolio The...

While ethical and moral issues have been widely considered in the general areas of marketing and sales, similar attention has not been given to the impact of strategic account management (SAM) approaches to handling the relationships between suppliers and very large customers. SAM approaches...

Purpose - The purpose of this paper is to demonstrate how to incorporate knowledge concepts into analytical models of strategy formulation and the strategic theory of the firm. Design/methodology/approach - The paper examines four different perspectives of the elusive concept of "knowledge",...

The pursuit of superior salesperson performance and higher levels of sales organization effectiveness is a growing management priority. Management control is an important antecedent to several aspects of salesperson performance and organizational effectiveness. However, prior research has...

In the mid-1980s, several European countries, characterized by high levels of employment protection, introduced fixed-term contracts. Since then most accessions to employment have been through fixed-term contracts. This Paper studies the duration pattern of fixed-term contracts and the...