Purpose – This paper sets out to consider the scale and scope of the value relationship functions of trading partners and of their connected relationships created in a cross‐cultural framework. Design/methodology/approach – Using a previously‐developed framework of relationship and...

Export grouping schemes are a commonly used vehicle for promoting international competitiveness, but their success rate is patchy. A perennial problem is the value of continuing the formal group structure itself. In this paper we examine the nature and role of export groups using the results...

Purpose – This paper aims to consider the nature and role of commitment in delivering value in customer–supplier relationships by developing and testing a model of relationship cooperativeness. Design/methodology/approach – Data were collected using an extended version of the Industrial...

Existing business marketing theory often overstates the importance of competitive positioning when undertaking market entry strategy, although most theory acknowledge the need to develop strategies based on an analysis of the market structure. Indeed, as business marketers offering distance...

The concept of “embeddedness” is central to industrial marketing and purchasing (IMP) theories. This paper is concerned with one form of embeddedness, namely the political embeddedness of business networks. Existing IMP literature on political embeddedness is reviewed and four dimensions of...

Drawing from the literature on channels of distribution, four hypotheses concerning the relationships between power, satisfaction and conflict are developed. These hypotheses are tested using data from the channel of distribution for bulk beer. Finally, the causal model underlying the hypotheses...

Purpose – The purpose of this paper is to review and synthesise some of the main contributions of Donald F. Dixon to marketing theory and the history of marketing thought. Design/methodology/approach – Personal experience, as well as a review of the major papers and the book Dixon...

Many firms are now undertaking their final analysis of the effects on their businesses of Britain's entry into the E.E.C. New opportunities in Europe and new threats at home are being anticipated and planned for. One obvious fact that is being focussed upon by many is the phased elimination over...

Business Relating Business argues that business performance depends on the way a firm is connected to other firms and organisations and not just its own skill and resources. The book synthesises thinking from marketing, management, economics and international business with evolutionary biology...