The activities of misbehaving customers represent a significant problem for organizations across diverse sectors and industries. Customer misbehavior signifies behavior within the exchange setting that deliberately violates the generally accepted norms of conduct in such situations. The core aim...

It is widely acknowledged that innovation is fundamental to economic success. This requires that a range of public and private institutions share their knowledge, as well as the risk and rewards of innovation. These exchanges and actions, both within and between discrete units, form a unified...

This article concentrates on the relationship between companies and their suppliers with a specific focus on the impact that information and communication technologies (ICTs) have on industrial (business to business) purchasing processes. After reviewing the extant literature, we classify the...

Purpose - The study seeks to explore the antecedents and implications of collaboration between sales and marketing and further to identify whether there are benefits in terms of business performance of improving collaboration between sales and marketing. Design/methodology/approach - Three...

Changes have been made to systems of publicly funded business advice to implement a 'strategic sounding board' role for business advisers. Previous literature has shown how this role could be modelled in a 'coupole'. The 'coupole' administers a programme but does not deliver it. The shifting of...

A target income/human capital model of startup survival and growth is derived and tested. The objective of the entrepreneur is to produce an independent source of income for him/herself to replace income from previous employment. Target income is a function of pre-entrepreneurial income and...

Recent work on competitiveness has emphasized the importance of business networking for innovativeness. Until recently, insights into the dynamics of this relationship have been fragmented. This paper presents a systematic review of research linking the networking behaviour of firms with their...

Purpose - This paper seeks better to conceptualise, operationalise and subsequently to test a multi-dimensional and more social view of servicescape and the direct and moderated linkages with loyalty intentions. Design/methodology/approach - A survey research method was used to study...

Sales management research has concentrated on examining the antecedents and consequences of salespeople’s performance. Many of the existing studies have focused on assessing the direct relationship between antecedents and the consequences of salespeople’s performance. Suggestions from sales...

We present a model of training investments and employment outcomes. In this model training may enhance trainees' tastes for particular types of career (taste shift) and/or shift their wage offer distributions (pay-off). An empirical analysis is conducted with a unique data-set of UK graduates....