This study explores the communication of reciprocal value propositions in buyer-seller
interaction and examines whether each party's value proposition is congruent with the value …

Purpose The purpose of this paper to explore the value creation expectations of salespeople
and buyers for initial sales meetings and to investigate how such expectations align …

Many business-to-business (B2B) managers think that customers act rationally and base
decisions mostly on price, customer loyalty isn't considered. Companies outsource various …

Purpose The purpose of this research is to develop an understanding of how purchasing
can become meaningfully involved in complex business-to-business service purchases …

This study aims to identify the elements that leverage the competitiveness of small business
strategic networks (SBSNs) and to analyse how these elements are regarded by the …

Christoph Heinecke stellt eine umfangreiche Analyse zur Bewertung von
Geschäftsbeziehungen vor, welche vielfach aufgrund unzureichender Evaluation ein hohes …

This study examines the performance of Vietnam coffee supply chains and the constraints to
facilitate a sustainable coffee industry. An exploratory study was conducted in the Central …

International manufacturing companies are increasingly adding services to their portfolios or
trying to become more service-oriented in their customer relationships in a bid to create …

Sustainability has entered the vernacular of many disciplines and marketing seems to be no
exception. However, the construct, both within and outside marketing, is still contested …

The study was conducted to explore the perceived factors that contribute to relationship
satisfaction between Vendors and Value‐added Resellers (VARs) within Information and …