Purpose – Close links between buyers and suppliers are increasingly cited as a critical differentiator of high and low performers in global supply chains. While the application of performance measures to manage supplier relationships has been well‐identified and encouraged in the literature,...

In this paper, the focus is on relationship management and its implications for Small‐Medium Enterprise suppliers (SMEs). Specific insights are provided into retailer‐supplier relationships in the UK fresh produce (fruit and vegetable) market. This sector faces a process of concentration in...

Purpose – This research aims to examine the characteristics, requirements, benefits, and barriers to various collaborative relationships and proposes a typology of collaborative approaches. Design/methodology/approach – The research discusses insights and observations from exploratory...

Purpose – Cluster analysis provides a statistical method whereby unknown groupings of similar attributes can be identified from a mass of data and is well‐known within marketing and a wide range of other disciplines. This paper seeks to describe the use of cluster analysis in an unusual...

Purpose – The purpose of this paper is to compare small and large motor carriers to determine whether small motor carriers serve a smaller, more concentrated customer base, have owners that are more involved in the customer relationship management process, and earn higher returns usually...

Purpose – The purpose of this paper is to contribute to the growing field of membership research by applying a relationship marketing perspective on members in tourism settings. Focus is on exploring why consumers are members (motivational dimensions) and how motivations are related to member...

Purpose – The purpose of this study is threefold. The first is to discuss the practice of corporate hospitality (CH) at special events used by Australian businesses as a relationship marketing technique to engage with their customers. The second aim is to investigate how marketing...

Marketing has always been recognised as an economic activity involving the exchange of goods and services. Only in recent years have socio‐cultural influences been identified as determinants of marketing behaviour, revealing marketing as a cultural as well as economic phenomenon. Nevertheless,...

Purpose – The purpose of this paper is to explore the ways in which a transactional marketing approach can generate customer loyalty in a hotel brand. Design/methodology/approach – The paper provides a review of the paradigm shift from transactional marketing to relationship marketing, in...

Purpose – In the highly competitive hotel industry, it is essential to encourage patterns of continuous repurchase and to retain customers. This may be achieved through the quality of the relationship established with them. The aim of the paper is to test a model of the antecedents and...