Purpose – This case study sets out to draw a detailed picture of the business relationships between Gildemeister Lathes Ltd and its two competing in‐suppliers, Siemens and Heidenhain. Design/methodology/approach – On the basis of a profound analysis of the relationship context and by...

Offers a discussion on the interorganizational network approach as an interesting, alternative avenue for the development of sponsorship research. An example of how to describe and analyze a sport sponsorship arrangement case, using the interorganizational network approach as a theoretical frame...

Industrial marketers must handle the problem of working in an environment characterized by supply shortages occurring on a regular basis. As customers continue to demand more, tolerance for supply delays and out‐of‐stock situations has decreased. Customer service has taken on an increasingly...

In discussing what a firm’s competence is all about and how that is developed over time, the focus has been on how a firm develops its “core” or “distinctive” competence all by itself. The imbeddedness of a firm in networks of exchange relationships and how that impinges on the...

Purpose – The purpose of this research is an examination of three different types of sales approaches (product-, solution- and provocation-based) on relational outcomes. The type of sales approach influences buyer's assessments about the trustworthiness of the salesperson and the conflict with...

Purpose – The purpose of this paper is to develop a conceptual foundation for understanding business-to-business (B2B) interactions at trade fairs. Design/methodology/approach – The paper reports a qualitative study that was undertaken to gain in-depth insights into the relevance of the...

Purpose – The aim of this paper is to illustrate that the operant resource perspective of the service-dominant (S-D) logic can explicate how operant resources can influence relationship marketing (RM) strategy success. Design/methodology/approach – After a brief discussion of the operant...

Purpose This paper aims to discuss relationship management in business-to-business (B2B) ecosystem of electronic media. The goal of this research is twofold. First, the goal is to understand and model the impact of customer relationship management technology adoption on B2B relationships....

Purpose – Business to business (B2B) professional services depend on inter-firm cooperation for the co-creation of value. Such cooperation rarely happens overnight; it requires time for the relationship to develop. The purpose of this research is to investigate how different performance...