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An evaluation of marketing issues in sales force automation

Lingaiah, Naveen; Pires, Guilherme D.; Stanton, John - University of Newcastle; University of Newcastle; … - 2003

Sales force automation refers to the automation of sales activities within an organization. Depending on the context, SFA may refer to the concept, the tools or the system. Because the literature refers to the importance of customer value creation and competitive advantage in considering SFA,...

Persistent link: https://www.econbiz.de/10009482243

The role of pure and quasi-moderators in services : an empicial investigation of ongoing customer-service-provider relationships

Sharma, Neeru - Foundation for Organisational Research and Education; … - 2003

This paper presents some significant empirical findings about the role of switching cost and alternative attractiveness in developing the long-term relationship between the client and the service-provider in personal financial planning services. Considering switching costs and alternative...

Persistent link: https://www.econbiz.de/10009482064

Innovation generation in buyer-seller relationships

Roy, Subroto - University of Western Sydney; College of Law and Business; … - 2001

Doctor of Philosophy (PhD) (Marketing) …

Persistent link: https://www.econbiz.de/10009481954

Dispersion of continuous improvement and its impact on continuous improvement

Sloan, Keith; Sloan, Terrence R.; Albors Garrigo?s, Jose? - Southern Cross University; University of Western Sydney; … - 2008

An integrated continuous improvement (CI) strategy is asserted to comprise an essential element of the struggle for many firms to maintain international competitive advantage (Bessant and Caffyn, 1997 and Chapman et al 2002). Development and maintenance of an integrated CI strategy is enhanced...

Persistent link: https://www.econbiz.de/10009482113

Service quality in Sydney hotels : a perspective from managers, staff and customers

Presbury, Rajka - University of Western Sydney; College of Business; … - 2009

Since the early 1980s there has been a growing interest globally in service quality, driven by the supposition that high service quality will lead to more satisfied customers. Satisfied customers will remain loyal and spread positive word-of-mouth advertising, and therefore improving service...

Persistent link: https://www.econbiz.de/10009482203

A comparison of the suppliers' and customers' perspectives of functions of international business relationships

Sharma, Neeru; Hoque, Mohammad Ziaul - University of Western Sydney; University of Western Sydney; … - 2007

and the customers in trading relationships. Using the Indian database generated as a part of the International Marketing …

Persistent link: https://www.econbiz.de/10009482215

The art of relationships

Stegemann, Nicole; Sutton-Brady, Catherine; Wynstra, J. … - University of Western Sydney; University of Sydney; … - 2005

arts. This paper is part of a wider study into marketing communications, branding and relationships in this industry. It is … personal interviews with key marketing personnel from the art galleries and performing arts organisations. Additional data was …

Persistent link: https://www.econbiz.de/10009481939

Country of origin' and 'psychic distance' : separate constructs or two sides of the one coin?

Fletcher, Richard; Wynstra, J. Y. F.; Dittrich, K.; … - University of Western Sydney; University of Western Sydney; … - 2005

One of the major contributions of the IMP approach to international marketing has been the concept of interaction …. Often concepts that in international marketing are treated as discrete, are in fact interrelated if the notion of … both the network paradigm and the application of marketing in the international domain. They are also discussed in relation …

Persistent link: https://www.econbiz.de/10009482110

The link between NPD activities and market volatility : an empirical study

Hyland, Paul W.; Soosay, Claudine A.; Sloan, Terrence R.; … - University of Queensland; University of South Australia; … - 2008

New products are unquestionably imperative for business sustainability and success. Firms need to maintain their competitive advantage, and a major determinant of sustaining competitive advantage is the ability of the firm to develop and launch successful new products. There are highly volatile...

Persistent link: https://www.econbiz.de/10009482114

Networks and buyer behaviour at the base of the pyramid (BOP)

Chikweche, Tendai; Fletcher, Richard; Baraldi, Enrico; … - University of Western Sydney; University of Western Sydney; … - 2008

Networks traditionally have been studied in the context of areas such as industrial marketing in developed country …

Persistent link: https://www.econbiz.de/10009482152