Examines possible reasons behind the current rapid growth of national accounts. In particular, it examines how relationship marketing/selling has increased the need for national account programs. The article first provides a review of the national account management literature. Then, findings...

Purpose – The purpose of this study is to examine the effects of Chinese executives' preferred ethical ideologies and Machiavellianism on their perceived appropriateness of negotiation tactics as they operate in a nation transitioning from a planned economy to a market economy....

Purpose – This paper aims to examine the characteristics of buyer‐supplier relationship dissolution in China. Design/methodology/approach – The paper presents the results of nine in‐depth interviews of Chinese managers of dissolved long‐term business relationships. Findings – The...

Purpose – This study aims to examine the association between a number of variables pertaining to marketing strategy and business performance of small construction firms in Tianjin, China. Design/methodology/approach – The paper consists of a qualitative pilot study and a quantitative main...

Purpose – This study seeks to examine how Chinese culture affects business‐to‐business marketing strategies and service revenue in manufacturing companies. Design/methodology/approach – The paper used a combination of qualitative research approaches, namely interviews, longitudinal study...

Purpose – The purpose of this paper is to investigate how individuals in projects learn from crises. Design/methodology/approach – The multiple‐case protocol described by Yin and his six sources of evidence were utilized. Observations were contemporaneous and somewhere between direct and...

Purpose – The purpose of this paper is to describe the sequential nature that enterprise resource planning (ERP) projects tend to take and to describe how the buyer typically behaves concerning the need for control and learning in and in‐between ERP projects. Design/methodology/approach –...

Purpose – This paper describes the proactive culture of support that has been effective in the regional development of a semi‐rural area. Design/methodology/approach – Information used in this paper came predominately from participative case studies accompanied with formal and informal...

Purpose – This paper seeks to apply a structurational model of technology to reflect on the introduction, assimilation, and consequent industry change that accompanied the introduction of computer aided design (CAD) into the Swedish architectural industry. Design/methodology/approach – The...

Purpose – The present paper aims to extend an ongoing study of Swedish trade journal's, Privata Affärer , recognition of the “bank of the year.” Design/methodology/approach – The information used in this paper came from Privata Affärer , which annually recognizes a “best” bank in...