Purpose – This paper aims to understand how organizational and interpersonal relationships influence selling centers, and how to form an effective selling center to establish cooperation among the functional departments to satisfy customer needs. Design/methodology/approach – The selling...

Purpose – The purpose of this paper is to test the market‐based asset framework by examining the role of marketing process improvements in the relationship between a buyer firm's supplier‐related activities and its performance. Design/methodology/approach – Interviews with executives who...