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Customer-Company Identification: A Study of Relational Consequences in the Non-Profit Sector

Volle, Pierre; Monnot, Elisa; Reniou, Fanny - HAL - 2009

In the first section, a literature review on identification enables a clear definition of the "Customer-Company Identification" construct to be given. Then in the second section, the conceptual framework and the main hypothesis are exposed. In the third section, an empirical investigation into a...

Persistent link: https://www.econbiz.de/10009368010

Potential effects of psychological reactant consumers on relationships marketing programmes

Darpy, Denis; Prim-Allaz, Isabelle - HAL - 2006

This conceptual article presents the current criticisms to relationship marketing and important concepts developed in the psychology to understand consumer reactance toward services packaged as formal contracts. A first part presents the numerous questions that researches are raising about the...

Persistent link: https://www.econbiz.de/10008788901

«FRIENDLY» COMPLAINING BEHAVIORS: TOWARD A RELATIONAL APPROACH

Prim-Allaz, Isabelle; Pras, Bernard - HAL - 1999

The relational approach is often presented as a strategy to retain customers, but it may also be an appropriate approach to encourage customers to complain, as a review of literature shows. Using information contained in complaints and giving the right answers (distributive, procedural and...

Persistent link: https://www.econbiz.de/10008789426

RELATIONSHIP MARKETING OF SERVICES: AN ANALYSIS OF SERVICE QUALITY AND SERVICE ENCOUNTERS THROUGH RELATIONAL NORMS -A DYADIC APPROACH BETWEEN BANK ACCOUNT MANAGERS AND SMES -

Prim-Allaz, Isabelle - HAL - 1999

The combined pressures of desintermediation, deregulation, and industrial restructuring have helped to redefine the nature and importance of bank-client relationships (Schell, 1996). Directors or treasurers of companies often recognize that their relationship is with the bank account manager,...

Persistent link: https://www.econbiz.de/10008790421

Why It Is So Hard? A History of Highway Concession Contracts in Poland

Karpa, Waldemar; Despiney, Barbara - HAL - 2008

In this paper we analyze the early stages of the highway construction program in Poland. We argue that the whole investment process could be accelerated if much attention was paid to establishing a better legal framework. Investigating the bids for the A2 highway and the implementation of the...

Persistent link: https://www.econbiz.de/10010750532

Plural Form and Franchisors Performance : Early Empirical Findings From Europe

Perdreau, Frédéric; Nadant, Anne-Laure Le; Cliquet, … - HAL - 2010

This paper deals with the relationships between plural form and performance in franchising networks in Europe. It is … performance. The model has been estimated using panel data on 41 publicly listed European franchising networks in the 1998 …

Persistent link: https://www.econbiz.de/10008791992

Signaling the value of a business concept : Evidence from a structural model with Brazilian franchising data

Fadairo, Muriel; Lanchimba, Cintya - HAL - 2012

Within the wide literature regarding franchising, a few studies were devoted to the adverse selection phenomena in the … concluded that the signaling framework is not well adapted to study franchising. However, most of the empirical literature has … focused on developed countries. This empirical paper deals with the case of Brazil. We estimate on recent franchising data a …

Persistent link: https://www.econbiz.de/10010575208

The proposal of two local marketing approaches inspired by the different practices of Wall Street Institute France Isère and Wall Street Institute China Shenzhen

Wu, Simin - HAL - 2013

This dissertation is for the purpose of comparing two different practices of the same business content from one international franchisor - Wall Street Institute International. The dissertation evaluates the different practices of Wall Street Institute France Isère and Wall Street Institute...

Persistent link: https://www.econbiz.de/10010898590

Performance in distribution systems : What is the influence of the upstream firm's organizational choices ?

Fadairo, Muriel; Lanchimba, Cintya - HAL - 2012

the upstream firm. The analytical part of the paper surveys the vast literature devoted to franchising and to dual …

Persistent link: https://www.econbiz.de/10010821218

Does Resorting to Online Dispute Resolution Promote Agreements? Experimental Evidence

Gabuthy, Yannick; Jacquemet, Nicolas; Marchand, Nadège - HAL - 2008

This paper presents an experiment performed to test the properties of an innovativebargaining mechanism (called automated negotiation) used to resolve disputes arising fromInternet-based transactions. The main result shows that the settlement rule tends to chillbargaining as it creates...

Persistent link: https://www.econbiz.de/10010750512