Even though the importance of Key Account Management (KAM) in building long term buyer-seller relationships is widely recognized in literature this long term perspective of KAM lacks appropriate empirical examination. The purpose of this study is to propose a conceptualization of Key Account...

Challenges the traditional perspective of product services in the business marketing literature. An original classification system is proposed that isolates and compares two types of product services: services that support the supplier’s product (e.g. after‐sale services) and services that...

This paper is an exploratory examination into the purchase of recycled paper within large Australian organizations. In‐depth interviews were held with 11 purchasing agents (PAs). The findings of the study tend to support earlier research in this area, which suggests that organizations can be...

The Australian vehicle industry has always struggled to remain viable despite relying heavily on government protection. Now it faces the prospect of competing on its own merits, and has turned to JIT as one way to reduce manufacturing costs. However, the resultant exposure of the total supply...

Purpose This paper aims to propose an integrated model based on buyer and supplier opportunism to show the mechanism through which current and competing suppliers influence buyer market competitiveness. Design/methodology/approach Questionnaires were distributed to purchasing staff in listed...

Purpose – The objective of this paper is to investigate IMC metrics in the lens of an institution-wide change management process, and to do so, the authors develop and test an organizational data quality enhancement model. Design/methodology/approach – Qualitative research was conducted,...

Purpose – The purpose of this study is to develop a value-creation measurement which is applicable to the supplier–overseas distributor relationship. As cross-border cooperation is increasingly important, there is yet no appropriate scale to measure the relationship value between the...

Purpose – The purpose of this paper is to quantify the monetary amount of relationship investment in an investment banking context, investigate the drivers behind these relationship investments and look for evidence indicating reciprocity from the clients who receive these relationship...