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What?s in a handshake? Exploring business-to-business relational exchange
Newman, Anouche; Lings, Ian; Lee, Nick - 2005
Despite its importance in the development of competitive advantage, attempts to unify diverse classifications of business-to-business relational exchange have been largely unsuccessful. We used 18 semi-structured, in-depth interviews with managers from a wide range of industries to explain the...
Persistent link: https://www.econbiz.de/10009483372
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Business to Business Marketing: Service Recovery and Customer Satisfaction Issues with Ocean Shipping Lines
Durvasula, Srinivas; Lysonski, Steven; Mehta, Subhash - 2000
The tenets of relationship marketing are useful in understanding the success of a service provider. Based on a sample of 221 firms in Singapore that use ocean freight shipping services, examines service recovery issues related to satisfaction. It was found that service recovery methods such as...
Persistent link: https://www.econbiz.de/10009484489
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Boundary conditions to business relationships in China: The case of selling wine in China
Beverland, M - 2009
in China. Although networks are believed to be critical for market entry in Confucian societies, they may also dampen the … exporting to China were completed. This information was supplemented with published comments from importers and agents in China …. Findings ? The nature and limits of relationship-specific investments in China were examined. Four boundary conditions to …
Persistent link: https://www.econbiz.de/10009481841
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Three dimensional modelling of customer satisfaction, retention and loyalty for measuring quality of service
Pezeshki, V - 2010
The aim of this thesis is to propose a model that explains the relationship between customer satisfaction, retention and loyalty based on service quality attributes. The three elements of satisfaction, retention and loyalty towards products represent ongoing challenges for the corporate...
Persistent link: https://www.econbiz.de/10009465561
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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
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...
Persistent link: https://www.econbiz.de/10009482215
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A Framework for the Selection of Electronic Marketplaces: A Content Analysis Approach
Stockdale, Rosemary; Standing, Craig - 2002
Although there has recently been an increased practitioner and media focus on electronic marketplaces, there still remains confusion over the advantages of participation. As a consequence organisations are finding difficulty in developing strategies, policies and procedures in relation to the...
Persistent link: https://www.econbiz.de/10009440845
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Perceived environmental uncertainty's effect on commitment in business-to-business channels
Harrison, Jennifer L; Kelly, Stephen J - 2010
Purpose: The purpose of this paper is to test the null hypothesis that there is no significant association between perceived environmental uncertainty (PEU) and a three component conceptualisation of commitment. Design/methodology/approach: Data were collected from owner/managers of community...
Persistent link: https://www.econbiz.de/10009475209
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Measuring attitudinal commitment in business-to-business channels
Kelly, Stephen J - 2004
While organizational behaviourists have largely adopted a three-component conceptualisation of attitudinal commitment, marketers continue exclusively to apply one- or two-component models. In this paper, the reliability and validity of one-, two- and three-component models of commitment are...
Persistent link: https://www.econbiz.de/10009475212
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Marketing activities of companies in the educational software sector
Jones, Rosalind; Rowley, Jennifer - 2009
Full-text of this article is not available in this e-prints service. This article was originally published [following peer-review] in Qualitative Market Research: An International Journal, published by and copyright Emerald Group Publishing Limited.
Persistent link: https://www.econbiz.de/10009455100
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International internet marketing: A triangulation study of drivers and barriers in the business-to-business context in the United Kingdom
Eid, Riyad - 2005
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Persistent link: https://www.econbiz.de/10009458948