This paper presents a theoretical framework of advance demand through six propositions. The framework introduces the concept of acquisition and valuation risks and suggests that advance demand distribution is rooted in the trade-off between them. Furthermore, since advance buyers may not...

Purpose – This paper aims to examine the driving factors of salespeople's relational behaviors in the business to business marketing context. Design/methodology/approach – The hypotheses were tested through a quantitative study via an online survey. Data were collected from 224 salespeople...

Purpose – This case study aims to explore the risks and challenges associated with the implementation of outcome‐based contracts (OBCs) in maintenance, repair and overhaul services in the defence industry. It also aims to identify ways to address and reduce them. Design/methodology/approach...

Purpose – The purpose of this paper is to study the non‐consumption of a service by advance buyers, the re‐selling of relinquished capacity at spot time and the effect on the pricing of advance and spot demand of services. Design/methodology/approach – The paper employs mathematical...

Purpose – To provoke radical thinking about the role and practice of direct marketing. Design/methodology/approach – Author's adaptation of a keynote address to a major conference in Asia. Findings – Proposes that direct marketing does not need to follow the customary “direction”, i.e....

Purpose – The purpose of this paper is to highlight why service firms have difficulty in establishing channels and how transaction costs increase as a result. The paper shows how such difficulties may be overcome a mechanism that uses service capacity strategically. Design/methodology/approach...

Increasingly, organisations are focusing on creating and delivering customer value to grow profits, earn customer lifetime loyalty, and develop more responsive solutions to business needs. Concurrently, organisations are entering into long-term buyer-supplier relationships. Marketing research...

The research aims to investigate why firm’s employees cultivate interpersonal relationships with their customers, and identify the drivers for their relational behaviours. In the preliminary study, two performance-based defence equipment provision contracts were investigated in an attempt to...

This article examines the way in which identity workspaces function to facilitate and stimulate transitions at mid-career. We explore our collective experience as a cohort of a mid-career management academics participating in a 2-year fellowship program, which acted as an identity workspace in...

This paper presents a discourse for embedding the new discipline of service science. It argues for service science to be free of the paradigmatic research influences of existing disciplines and propose service science as an integrative discipline of engineering, technological and, social...