Purpose – This study aims to examine the effect of firm-specific customer relationship orientation, technology orientation and the marketing–R & D cooperation on market performance. Although the importance of customer focus in R & D has been widely recognized in the literature, less...

Purpose – This study aims to identify the organizational antecedents of intra‐organizational customer knowledge dissemination in the context of key account management (KAM). Design/methodology/approach – The data were collected from large industrial companies in Finland by means of a...

Purpose – The purpose of this paper is to identify the dimensions of customer knowledge processing (CKP) in the context of key account management (KAM), and to examine its relationship with the supplier's key account performance. Design/methodology/approach – The findings of the paper are...

Purpose – Firms need to reach out for external knowledge in order to keep up with the pace of the markets and to renew themselves. Although research on open innovation and open knowledge search strategies is continuously accumulating, there are as yet only few studies examining the antecedents...

Purpose – This study aims to examine what the role of key account teams is in the management of international key account customers in terms of customer knowledge processing behaviours of the supplier, esprit de corps of employees and supplier's key account performance....

The aim of this article is to provide a holistic exploration of the development of the business model of a magazine Web site, and of the factors behind its success. The discussion is based on an explorative case study of a successful Finnish magazine publisher and its Web site. We use...