Purpose This paper aims to examine the roles of both aggregate and specific commission rates to control the sales force in relationship marketing with a customer portfolio. Design/methodology/approach Drawn on the concept of customer lifetime value and agency theory, the author calculated both...

Purpose – To investigate consumers' characteristics during internet shopping for customized products in order to reduce the distance between a manufacturer and consumers. Design/methodology/approach – Qualitative methods were conducted with longitudinal interviewing with 20 participants. For...

Purpose – Built on De Wulf et al. 's relationship exchange model, the present study aims to examine store attributes as a signal for the process of customer‐retailer relationship building in the context of department store operation in the USA. Design/methodology/approach – A sample of...

Purpose – The purpose of this paper is to investigate what values luxury customers may seek to fulfill during their interaction with salespersons and how perceived value fulfillment may impact salesperson loyalty and store loyalty. The paper also examines the moderating effect of the degree of...

The agenda for supply management practices on construction projects originated from clients. It is largely procurement driven, the dominant strategy of contractors being to emulate the client approach, and hence push the procurement model along the chain. This procurement push along the supply...

Purpose – The United Kingdom Financial Services Authority's treating customers fairly initiative has drawn attention to a current trend that involves regulators using regulatory principles to enhance the relationship between financial institutions and customers. The term corporate fairness is...

Purpose – The use of brand ambassadors is a quite recent phenomenon, even in the business world. This paper aims to explore the employment of ambassador networks as a place marketing and place development tool. This is done by identifying various kinds of networks, understanding how networks...

Purpose – This article seeks to explore the usefulness of city marketing as a method to attract new residents and firms from a geographical perspective. Design/methodology/approach – To answer the research question, the paper reviews relevant theoretical concepts, empirical data on migration...

Purpose – The paper offers a viewpoint on the relevance of the underpinnings of the social exchange theory (SET) in understanding inter‐firm relationships, specifically with respect to outsourcing relationships in a Southeast Asian context. Design/methodology/approach – The viewpoint is...

Purpose – This study aims to propose and empirically test a cognitive-behavioral model of the perceived benefits of social networking sites (SNSs), trust in SNSs, brand trust, brand loyalty and customer equity in the context of fast fashion brand communities in Thailand. Using a structural...