Purpose – The purpose of this research is an examination of three different types of sales approaches (product-, solution- and provocation-based) on relational outcomes. The type of sales approach influences buyer's assessments about the trustworthiness of the salesperson and the conflict with...

Purpose – The purpose of this paper is to develop a conceptual foundation for understanding business-to-business (B2B) interactions at trade fairs. Design/methodology/approach – The paper reports a qualitative study that was undertaken to gain in-depth insights into the relevance of the...

Purpose – The aim of this paper is to illustrate that the operant resource perspective of the service-dominant (S-D) logic can explicate how operant resources can influence relationship marketing (RM) strategy success. Design/methodology/approach – After a brief discussion of the operant...

Purpose This paper aims to discuss relationship management in business-to-business (B2B) ecosystem of electronic media. The goal of this research is twofold. First, the goal is to understand and model the impact of customer relationship management technology adoption on B2B relationships....

Purpose – Business to business (B2B) professional services depend on inter-firm cooperation for the co-creation of value. Such cooperation rarely happens overnight; it requires time for the relationship to develop. The purpose of this research is to investigate how different performance...

Purpose – This study focuses on the relationship between knowledge sharing and knowledge effectiveness. By learning orientation and co-production, this study demonstrates the indirect effects of knowledge sharing on knowledge effectiveness. Moreover, the direct and indirect effects of...

Purpose – The aim of this paper is to develop a comprehensive framework of supply chain performance that includes relationship, operational, strategic and economic performance measures. Design/methodology/approach – The literature regarding inter-organizational performance including: supply...

Purpose This paper aims to propose an integrated model based on buyer and supplier opportunism to show the mechanism through which current and competing suppliers influence buyer market competitiveness. Design/methodology/approach Questionnaires were distributed to purchasing staff in listed...