Purpose – The aim of the paper is to define the role of trust and reliance in business relationships. Design/methodology/approach – After this paper identifies gaps in the literature, a conceptual model is developed, and its implications analyzed and discussed. Findings – One of the...

Purpose – There has recently been an increase in interest in the notion of “network pictures” amongst researchers in the field of business‐to‐business marketing. Network pictures are managers' subjective mental representations of their relevant business environment. They are posited to...

Purpose – This article aims to build on existing literature on value and proposes new perspectives and facets of relational value in key account management (KAM). Design/methodology/approach – Building on traditional value perspectives, value in KAM is conceptually deconstructed and linked...

Purpose – The aim in this paper is to describe and explain the flexibility offered by different business models adopted by different firms as they strive to achieve higher levels of business performance. Design/methodology/approach – Cross‐sectional research is used to investigate a...

Purpose – The aim of this paper is to describe and explain how organizations develop and implement marketing action within their surrounding business networks. Design/methodology/approach – The paper is an empirical case study research that covered periods 1993 to 1998 and 2002 to 2003 in...

Purpose – The purpose of this paper is to investigate the relationship between the strategic postures and political market orientation profile of two Danish parties. Profile stability at the organisational level is used as a control variable. Design/methodology/approach – The strategic...

Purpose – The key objective of this research is to investigate the relationship between party member activity‐levels and perceptions of their party's political market orientation. Specifically, it aims to scrutinise the differences in the interplay of attitudinal and behavioural aspects of...