Kosovo had been a net exporter - at least of some - fruit and vegetables in the former Federal Republic of Yugoslavia before the civil war. Current reconstruction efforts therefore focus on restoring the past horticultural potential of the now independent province. This paper analyses the...

SUMMARY Kosovo had been a net exporter  at least of some  fruit and vegetables in the former Federal Republic of Yugoslavia before the civil war. Current reconstruction efforts therefore focus on restoring the past horticultural potential of the now independent province. This paper analyses...

Strategies in the management of museums and galleries show the need for strategic management and governance, which is a key factor for the quality management of galleries and museums. This area of culture management is a specific area for itself, because culture is traditionally observed as a...

Mit ihren vier Perspektiven - finanzielle Perspektive, Kundenperspektive, interne Prozeßperspektive sowie Lern- und Entwicklungsperspektive - informiert die Balanced Scorecard in einem ausgewogenen Bild über die aktuelle Zielerreichung und die zukünftigen Erfolgsmöglichkeiten eines...

We investigate a business-to-business context and ask <i>when</i> and <i>why</i> a firm should announce a "reference program" that commits the firm to facilitating the flow of information about the efficacy of its products from early adopters to potential late adopters. We model a monopolist manufacturer with...

Recent research has empirically characterized the buyer-seller relationship as dynamically evolving from one discrete state to another. Conventional wisdom would suggest that a customer in a higher relationship state that has a higher transaction value would also have greater lifetime value to...

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...

The focus of this study is the impact of competitive relationships on the effectiveness of channel relationship management strategies. We argue that the characteristics of a reseller’s relationship with alternative manufacturers influence his/her evaluation of the relationship with a focal...

A great deal has been written recently in the practitioner press about the strategic importance and usage of social media. However, as practitioners only release limited information about the internal advantages such a tool provides, research in this emerging field remains extremely limited...

As companies increasingly recognize the importance of interaction with customers, relationship marketing is assuming a central place in both marketing theory and practice. The purpose of this working paper is to offer a general overview of the roots of relationship marketing as well as of its...