Arises from a concern with the relationship between providers of management education programmes and their client groups. Addresses two issues: what the author considers to be the core requirements necessary for the design of effective tailor‐made management education programmes; how this...

Purpose – The purpose of this research is to examine the impact of relationship marketing (RM) underpinnings namely, trust, commitment, communication and conflict handling on the quality of firm‐customer relationship as well as the levels of contribution of these underpinnings....

Purpose – This paper aims to examine the association of relationship marketing variables (namely trust, commitment, communication, and conflict handling) with overall firm‐customer relationship quality between male and female customers of Malaysian banks. Design/methodology/approach – Data...

Purpose – The purpose of this paper is to explore the impact of relationship marketing in a Thai context by gathering both quantitative and qualitative data. Design/methodology/approach – This research adopts a multi method approach. A preliminary model is developed from existing literature,...

Over the past three decades, many researchers have studied the relationship between sales and production departments. This has raised the question: Does the quality of the relationship between production and sales affect the customer? This study uses survey methodology to examine the link...

Purpose – Close links between buyers and suppliers are increasingly cited as a critical differentiator of high and low performers in global supply chains. While the application of performance measures to manage supplier relationships has been well‐identified and encouraged in the literature,...

In this paper, the focus is on relationship management and its implications for Small‐Medium Enterprise suppliers (SMEs). Specific insights are provided into retailer‐supplier relationships in the UK fresh produce (fruit and vegetable) market. This sector faces a process of concentration in...

Purpose – This research aims to examine the characteristics, requirements, benefits, and barriers to various collaborative relationships and proposes a typology of collaborative approaches. Design/methodology/approach – The research discusses insights and observations from exploratory...

Purpose – Cluster analysis provides a statistical method whereby unknown groupings of similar attributes can be identified from a mass of data and is well‐known within marketing and a wide range of other disciplines. This paper seeks to describe the use of cluster analysis in an unusual...

Purpose – The purpose of this paper is to compare small and large motor carriers to determine whether small motor carriers serve a smaller, more concentrated customer base, have owners that are more involved in the customer relationship management process, and earn higher returns usually...