In recent years, a number of researchers have questioned the traditional notion of the producer as the sole generator of innovation in buyer seller relationships. Increasingly, innovation generation has been recognized as an outcome of interaction between a firm and various outside entities....

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...

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...

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...

The objective of this paper is to enhance our understanding of international business-to-business relationships by presenting empirical evidence on the nature and relative importance of various relationship functions performed by the suppliers and the customers in trading relationships. Using...

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,...

This paper defines foresight as being a mental model about the future and considers the role of foresight in shaping actions and events reflected in imperious, heroic, tragic and chaotic futures (defined within the paper). The paper contends that success in foresight is not about acquiring...

Purpose: The purpose of this paper is to contribute to the analysis of firms? innovative activities from the knowledge-intensive service activities (KISA) point of view and analyse their relation to the firms? competitive performance in the case of a mature industry, the Spanish ceramic tile...

This paper focuses on the effects of organizational context on the acquisition of tacit and explicit marketing know-how by the local partner from staff of the foreign partner firm in an IJV (international joint venture). Organizational context consists of management features and matching...

Purpose - The purpose of this paper is to examine the impact of adopting a strategic approach to human resource management (HRM) in professional service firms (PSFs). It provides the empirical evidence by comparing and contrasting the adoption of a strategic approach to HRM in two Australian...