Purpose – The purpose of this study is to examine the antecedents of channel performance in a multi‐level marketing (MLM) channel. Design/methodology/approach – Personal interviews with 105 distributors from network marketing companies operating in Lithuania, provided data for this study....

Customer relationship management (CRM) is a combination of people, processes and technology that seeks to understand a company's customers. It is an integrated approach to managing relationships by focusing on customer retention and relationship development. CRM has evolved from advances in...

Purpose – This paper aims to integrate the concepts of the internationalization process and relationship marketing (RM). It identifies two stages for internationalization (pre-internationalization and post-internationalization) and assigns RM components for each step....