One of the recent trends in sales research has been a growing focus on relationally based buyer‐seller interactions. Although existing sales literature is in general agreement as to the theoretical composition of buyer‐seller relationships, a lack of empirical evidence exists for the...

One of the major hot research topics is relationship marketing. However, limited research has been carried out on the complex notion of guanxi (literally, relationship) in Chinese society. Misunderstandings and misconceptions concerning this significant topic persist. Aims to explore the mapping...

The evolution from transaction marketing to relationship marketing in recent years has resulted in research indicating the need for more rigorous databases and greater utilization of current computerized tracking systems. Relationship selling has been examined and the results stress long‐term...

The value of long‐term relationships has become a widely studied variable in marketing. This article investigates two important characteristics of salespeople (consideration of future sales consequences and customer‐oriented selling) and their effects on the usage of long‐term...

Although many authors examine relationships, few attempt to classify alternative structures. In this research a relationship strength construct is developed to distinguish among alternative relationship structures based on a key mediating variable set derived from an assessment of the dominant...

Challenges the traditional perspective of product services in the business marketing literature. An original classification system is proposed that isolates and compares two types of product services: services that support the supplier’s product (e.g. after‐sale services) and services that...

Much of the recent attention devoted to marketing channel relationships has focused on the development or maintenance of effective relationships. Relatively little research has been devoted to the termination of an inter‐firm relationship and that which does is largely based on the concepts of...

The study of interorganisational cooperation has gained increased currency. An important empirical and conceptual contribution in this field owes much to the network approach. The picture provided by the network approach contrasts with other models that regard cooperation as a mere contractual...

Develops a model which integrates the development of marketing relationships with marketing communication practice. Especially within the realm of relationship marketing thinking, communication may be understood as an act of persuasion. Using three classical rhetorical elements, we may see this...

What is the nature of the key account management (KAM) approach? Various themes have been discussed under the title “key account management”, however, the approach seems to lack coherence and clearly requires further conceptualization. Based on an extensive literature analysis, this article...