... services Pricing Business-to-business marketing A number of authors have underlined the importance, for any firm operating in business-to-business (B2B) markets, of understanding customers' responses to different prices if effective pricing decisions are to be made. For instance, Shipley...

... 03 2020 © Emerald Publishing Limited 2020 Emerald Publishing Limited Licensed re-use rights only Individual market orientation Proactive service behavior Organizational culture Business-to-business marketing Salespeople performance Schlosser and McNaughton (2009) first...

... be contacted at: d.r.brennan@herts.ac.uk 26 05 2016 19 09 2016 11 10 2016 © Emerald Publishing Limited 2017 Emerald Publishing Limited Licensed re-use rights only Cross-cultural management Buyer-seller relationships Business-to-business marketing There is growing...

...-organizational relationships in the business-to-business market. People who work in the banking system are affected by opportunism and trust. They have to make a choice between respecting the contracts and cheating. Employee executives in banks and their corporate customers face this dilemma. Adherence...

... Relationship marketing Business‐to‐business marketing Figure 1 indicates the number of factors leading to trust in relationships, and how trust then leads into a number of issues, such as cooperation and uncertainty. This model shows the importance of trust to relationship commitment. Although relevant...

... Sales force Business‐to‐business marketing Banking Sri Lanka Nearly a decade ago, Bass (1997) , the leading theorist in transformational leadership, shed light on how salespersons can adapt transformational leadership. According to him, both salespersons and leaders attempt to change...

... departments and hierarchical levels of both buyer and supplier (Ford, 2002). Supply chain management Banking Relationship marketing Business‐to‐business marketing Portugal The research about the behaviours of corporate customers of banking services and the relationship processes in banking...

... Time Financial services Business‐to‐business marketing Channel relations Other conceptions of time are less standardised and more subjective: cultural/social time; organisational time; idiosyncratic/personal time (Halinen and Törnroos 1995; Husserl and Brough, 1991; Durkheim, 1960...

... inputs must be made by the organisation. We feel that little has been done to examine and define critically the process and success of the establishment of relationship management and personal input within relationships. © MCB UP Limited 2001 Banks Banking Business‐to‐business marketing...

... relationships. It is argued that these linkages are forms of multi‐organizational partnering, in notion very similar to “internal” networks. © MCB UP Limited 2000 Banking Relationship marketing Business‐to‐business marketing Channel relationships Networking Various authors have emphasized...

... and areas for further research. © MCB UP Limited 2000 Relationship marketing Business‐to‐business marketing Supply chain Food Marketing concept Since the term relationship marketing was coined by Berry (1983) academics have focused on the shortcomings of transaction marketing...

... MCB UP Limited 2000 Customer satisfaction Banking Relationship marketing Business‐to‐business marketing The celebrated Chinese expression Shang chan ru zhan chang meaning “The marketplace is similar to the battlefield”, is indicative of the level of importance the Chinese...

.... This vacuum in the literature is somewhat surprising. For, by measuring relative satisfaction in relation to bank selection criteria, this would give a bank the first opportunity to gauge how relatively well or otherwise it is performing. © MCB UP Limited 2000 Banks Hotels Business‐to‐business...

... of financial services in business‐to‐business markets, service quality and relationship management is discussed. Glaserian orthodox grounded theory was used in a pilot study to identify the key elements of perceived service quality on behalf of the large corporates. This formed the basis of the research...

... of attention because it additionally complements debates in the wider areas of business‐to‐business and services marketing. Business‐to‐business marketing Financial services Literature Marketing research The purpose of this paper is to attempt to reveal a degree of consistency...

... suggests that many products and services offered by banks are not used, pricing is out of synch with costs, and sales and marketing efforts are poorly targeted.” © MCB UP Limited 1998 Australia Banking Business‐to‐business marketing Customer requirements Services marketing Australian...

... trust and tended to be associated with older and less‐dynamic banking personnel (Sias, 1990). Reciprocity and interest‐free balances tended to be the basis of service provision rather than commercial pricing. © MCB UP Limited 1998 Australia Banking Business‐to‐business marketing...