A transdisciplinary literature review enabled us to identify a new construct in the marketing research field, i.e. Customer-Company Identification. It is defined as the process whereby customer’s beliefs about a company become self-defining and whereby he defines himself by the same attributes...

There is much debate as to where the place of relationship marketing (RM) in general marketing theory is, its domain, the way it should be defined and so on. This paper addresses two problems concerning the status of RM, with reference to previous research and the commercial practices of...

This paper is about a research regarding the implications of present economic crisis on a market created to cover various risks that could affect both individuals and companies. The main objective of the research was to establish the coordinates of the insurance market at the EU countries level...

Almost every sales opportunity required us to get involved with our customer`s finance department to develop a business case or cost justification. Business acumen (an understanding of how business works) is more than just knowing words and their definitions; it`s understanding that poor...

New, competitive market conditions, where companies need to fight for their survival, rendered evident that building and managing relationships with customers is vital. At the basis of every long term relationship lies the customer satisfaction. In the service area the construct of satisfaction...

Companies carrying out their business activities are looking for the key to long term success under constantly changing circumstances and economic conditions. In order to achieve company goals and in order to satisfy the needs of customers, companies are striving for establishing tight and long...

Supply chain management is an effective strategy of building competitive advantages. It attracts attention of the researchers who try to explain the nature of this concept, to find the determinants of its evolution and to examine the perspectives of its development. One of these perspectives is...

The relationship marketing aims the construction of a durable relation between the enterprise and the final client, identified at an individual level. The particular part of the relationship marketing has two main concepts: individuality and the relation. This paper presents the concepts of...

This study presents a new measurement scale to assess the performance of a relationship between two firms. The Business-to-Business Relationship Performance (B2B-RP) scale is presented as a high order concept. When tested in a sample of nearly 400 SMEs purchasing managers operating in a B2B...