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...

Investigates the moderating effect of firm and environmental variables on the importance of a strategic element, customer service, in explaining satisfaction. The purpose of this paper is twofold. Explores first, the direct impact of certain firm and environmental variables on satisfaction....

Examines the renewed interest and application of the marketing concept in the United States. Argues that recent interest is the result of a decline in corporate America and the emergence of Japanese competition, signalling America′s refocus on customer needs, internal eeds, and vendor...

The effects of the Internet on the long‐term viability of buyer/seller exchange relationships is examined within the US plastics industry. The author poses two possible scenarios: the Internet causes firms to be “drawn apart” due to the decrease of switching costs of changing suppliers; or...

Develops a summary construct, relationship strength, composed of interfirm trust, relationship commitment, and relationalism and supports the role of relationship strength in achieving positive relational outcomes, like relationship satisfaction and performance. The survey sample comes from a...

An economic framework for understanding the incidence of less alienating job designs in varying industrial settings is developed. Both the supply and demand sides are discussed, and the approach is illustrated by consideration of the frequency of introduction of alienation‐reducing job designs...

Examines the impact of the sugar tariff‐rate import quota programme on the United States economy. Uses a computable general equilibrium model composed of 14 producing sectors, 14 consuming sectors, six household categories classified by fincome, and a government. Examines the effects of...