... aims to address these issues by examining how UK clients perceive the barriers to implementation, with reference to the conflict theory of decision-making and the social exchange theory from the change management literature. Design/methodology/approach The study adopted a critical realism approach...

... on to marketing if there is no clear benefit to them in so doing (Homburg et al., 2000). © Emerald Group Publishing Limited 2009 Sales Sales force Sales strategies Case studies Change management Sales is shifting from a twentieth century “selling products and services” model...

... approached their CRM projects with very different results. Two banks achieved less success from their CRM implementation as a result of too little focus being placed on managing CRM‐induced change and people. Only one bank focused a large part of its CRM budget on change management and the organizational...

... This article is one of the first to test a set of hypotheses regarding the drivers and inhibitors of change in distribution systems at the micro level. © Emerald Group Publishing Limited 2008 Financial services Distribution United Kingdom Change management Modelling A channel system...

... variable is used as an indication of rebranding. The focus of this study is therefore on rebranding involving a radical change in marketing aesthetics, i.e. a name change. Corporate branding Brand management Change management Companies adopting new brand names are frequently reported...

... researcher in the process, and what skills, knowledge, and influence must s/he have to successfully implement an AR program? These are the issues that we address directly below, drawing from literatures on AR and organizational change management, and our own theoretical and practical marketing...

... from the results, that display is an important factor in the sale of products, but reduction in price suprisingly reduces unit sales and revenue. © MCB UP Limited 1968 Consumer behaviour Brands Eire Pricing Display material Change management Consumer reaction to retail price...