Examines possible reasons behind the current rapid growth of national accounts. In particular, it examines how relationship marketing/selling has increased the need for national account programs. The article first provides a review of the national account management literature. Then, findings...

Purpose: This paper aims to examine how a combination of legitimacy needs and actions (LNAs) can shed light on the legitimacy behaviour of private higher education institutions (PHEIs) operating in an institutional business environment that is witnessing significant public–private sector role...

Purpose: Rapid urbanization and the influx of rural residents to urban cities has led to the growth of informal settlements globally. Drawing on institutional theory, this paper aims to examine institutional actors’ legitimacy seeking behaviour to housing issues and their responses to...

The purpose of this paper is to establish the importance and approaches in securing an organization's legitimacy from the network community of customers, suppliers and manufacturers, including private investors and state-owned institutions when marketing their products. The paper presents an...

This paper provides an assessment of the Chinese telecommunications market in transition. It tracks the evolution of the Chinese telecommunications carriers and argues that their economic imperatives, notwithstanding progress, will be slow if they do not exercise the political will in untangling...

The Chinese telecommunications market is undergoing fundamental changes as it moves from state ownership to privatization. These changes have resulted in numerous ambiguous policies being announced, often by the same regulatory body. A key question is how management deals with these ambiguous...