The British government has promised a referendum on whether the United Kingdom should participate in the European single currency. There are questions about whether the UK population knows enough about economic and monetary union to make an informed decision and from what sources they received...

Purpose – The Department of Information Science of the Heinrich-Heine-University in Düsseldorf is currently conducting a research project on Informational World Cities – the prototypical cities of the knowledge society, which have been growing in the twenty-first century. In total, 31...

Multi‐channel marketing in the retail environment involves the integration of marketing activities in retail stores, with catalogs and with online marketing. The online component of this is critical to the success of the overall effort and it is becoming more powerful, sophisticated and...

Purpose – The paper aims to describe the application of direct selling, the process of selling a consumer product or service from one person to another, in an environment that is not a permanent retail location. Design/methodology/approach – The paper explores the application of direct...

Purpose – Since employees are considered to be one of the most important sources for innovation, the purpose of this study is to create a change management framework for implementing an innovation culture by means of internal communication. Design/methodology/approach – First, an...

Purpose – The strategy of carefully selecting the most important group of business customers for special treatment – for which several terms are in use – has come in for considerable recent attention from both academics and practitioners. The purpose of this paper is to examine...

Purpose – The purpose of this teaching case study is to analyze, conceptualize and redesign sales approaches with the example of a German wire company selling in the US market. Design/methodology/approach – This is a case‐based research paper that describes in detail successful sales...

Purpose – The purpose of this article is to explore and illustrate how intellectual capital transparency through intellectual capital reporting can enable relationship transparency and enhance partnership. Design/methodology/approach – A case study research method is adopted to explore and...

Purpose – This paper aims to set up a natural experiment as action research and to develop a framework of cognitive distance of informants to improve the initiation of service encounter-based innovation. Design/methodology/approach – Natural experiment as action research in one Scandinavian...

Purpose – This paper aims to develop a framework helping managers to understand reactions, adopting the supplier perspective, and starting from the idea that the outcome of the degradation process is mainly determined by customers’ reactions. Inter-organisational relationships are sometimes...