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The effect of customer relationship management adoption in business‐to‐business markets
Emerald - - 2012
U.Zeynep Ata, AysegulToker
PurposeThe purpose of this study is to investigate the effects of customer relationship management (CRM) practices on customer satisfaction and firm performance in business‐to‐business (B2B) markets.Design/methodology/approachA model is developed and empirically tested through survey data obtained from 113 Turkish B2B companies.FindingsThe results indicate that CRM adoption has a significant posit... hiện toàn bộ
Business‐to‐business negotiating in China: the role of morality
Emerald - Tập 22 Số 2 - Trang 84-96 - 2007
Jamal A.Al‐Khatib, Stacy M.Vollmers, YusinLiu
PurposeThe purpose of this study is to examine the effects of Chinese executives' preferred ethical ideologies and Machiavellianism on their perceived appropriateness of negotiation tactics as they operate in a nation transitioning from a planned economy to a market economy.Design/methodology/approachA self‐administered survey of a sample 300 Chinese managers with budgetary and personnel responsib... hiện toàn bộ
Coaching Practices in the Business‐to‐business Environment
Emerald - Tập 8 Số 2 - Trang 53-60 - 1993
David J.Good
A great deal has been written about the importance of marketers evolving into more relationship‐oriented selling practices. It is unclear however, the degree to which this evolution has impacted on the coaching practices of sales managers. Reports a survey of 143 sales managers engaged in business‐to‐business sales which indicates that coaching activities have been influenced by the need to build ... hiện toàn bộ
New product development: using the salesforce to identify opportunities
Emerald - Tập 12 Số 1 - Trang 33-50 - 1997
Geoffrey L. Gordon, Denise D. Schoenbachler, Peter F. Kaminski, Kimberly A. Brouchous
The development process for new products is critically dependent on customer‐generated new product ideas. Although several conduits exist for identifying and communicating these ideas, by far the most productive one is the organization’s salesforce. While the integral role of salespeople as the linkage between buyers and sellers is generally acknowledged by many researchers, little empirical evide... hiện toàn bộ
Blurring the lines: is there a need to rethink industrial marketing?
Emerald - Tập 21 Số 7 - Trang 474-481 - 2006
Yoram (Jerry)Wind
PurposeGiven the dramatic changes in the business environment, the purpose of the paper is to stimulate readers to challenge their mental models of business and industrial marketing, and consider the implications of the blurring of the lines between industrial and consumer marketing.Design/methodology/approachThe paper is a reflection on the evolution of the discipline of industrial marketing sinc... hiện toàn bộ
Evaluation of information sources in industrial marketing: implications for media planning in the Arabian Gulf
Emerald - Tập 14 Số 1 - Trang 49-60 - 1999
SecilTuncalp
The top executives of 67 companies located in Saudi Arabia were surveyed to determine the importance of 14 sources of marketing information for making industrial purchases. The study included seven impersonal sources: Arabic magazines and newspapers; English magazines and newspapers; Gulf television; trade shows and exhibitions; billboards; brochures and pamphlets; and direct mail. The study also ... hiện toàn bộ
Are drivers of customer satisfaction different for buyers/users from different functional areas?
Emerald - - 2007
GoutamChakraborty, PrashantSrivastava, FredMarshall
PurposeThe aim of this study is to identify the drivers that influence customer satisfaction in a business‐to‐business context.Design/methodology/approachA survey‐based field study was conducted in which 1,068 business customers of a manufacturer of hydraulic and pneumatic equipment participated. Buyers/users reported their perceptions about and satisfaction with a supplier's product‐related servi... hiện toàn bộ
International Technology Adoption
Emerald - Tập 9 Số 2 - Trang 16-28 - 1994
Lisa A.Phillips, RogerCalantone, Ming‐TungLee
Investigates the behavior structure of technology adoption by using Davis′s (1986) Technology Acceptance Model (TAM). Explores the influence of culture and demand certainty on international technology adoption. Using structural equations to analyse the model, finds that attitude and behavioral intention to adopt technology depend on the perceived utilities of the technology and perceived ease of a... hiện toàn bộ
INDUSTRIAL PRODUCT COUNTERFEITING: PROBLEMS AND PROPOSED SOLUTIONS
Emerald - Tập 2 Số 4 - Trang 5-13 - 1987
Michael G.Harvey
Background to International Counterfeiting It has been estimated that counterfeiting, the unauthorized imitation of goods or services with intent to deceive (6), was responsible for approximately $60 billion in lost sales of consumer and industrial products in the United States in 1985. In comparison, $3 billion in sales were lost in United States market in 1978 due to piracy of reputable merchand... hiện toàn bộ
Influence in the organizational buying center and logistics automation technology adoption
Emerald - Tập 14 Số 5/6 - Trang 433-444 - 1999
Kofi Q.Dadzie, Wesley J.Johnston, Evelyn W.Dadzie, BongheeYoo
Explores the structure of the buying center for logistics automation technologies. Examines the relationships between the degree of participation of key functional areas, the extent of coalescence on buying decision criteria, and the hazard rate of adoption. Analyses an event history, and suggests that adoption rates are influenced by the degree of participation of key users and extent of consensu... hiện toàn bộ
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