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...

Die Schaffung der perfekten Kundenerlebnisse über alle Phasen des Kundenlebenszyklus steht schon seit vielen Jahren ganz oben auf der Marketing-Agenda diverser Unternehmen. Allerdings wird es immer schwerer exakt zu verstehen, was Kunden im alltäglichen Kontakt mit dem Unternehmen erleben und...

The pressure on companies towards sustainable development is changing the way they are dealing with their supply chain network. Practices are not limited to the company level. They are involving suppliers, customers, government, society and other stakeholders that impact and are impacted by the...

This publication presents a methodology for planning sustainable supply chain initiatives, consisting of three scopes, each with its appropriate mechanism and background theory. The first one 'Acting In' structures organizational practices in a 'Framework for Managing Sustainable Supply Chain...

The EU Directive on Corporate Sustainable Due Diligence has sparked fierce debate about the regulation of supply chains. The directive's objectives are aligned with European values. However, it raises concerns that the compliance costs of social and environmental regulations may be privatised in...

Ein Risiko der aktuellen Wirtschaftskrise ist, dass partnerschaftliche Beziehungen zwischen Herstellern und Zulieferern auf der Strecke bleiben. Überwiegend erhielten deutsche Automobilhersteller bisher nur befriedigende Bewertungen bei ihren Zulieferbeziehungen. Demgegenüber gilt das...

Supply security is threatened by technical, business, natural and policy shocks, as well as geopolitical tensions. Is there a rationale for policy intervention? If yes, what are efficient and effective measures that achieve de-risking? This article first explains why private incentives do not...

This paper uses highly detailed, quarterly data for five major industrialized economies to estimate the impact of macroeconomic fluctuations on import protection policies over 1988:Q1 - 2010:Q4. First, estimates on a pre-Great Recession sample of data provide evidence of two key relationships....