... Business continuity Market forces Assets Trust Norway An executive summary for managers and executive readers can be found at the end of this article. Alderson (1965) stated a long time ago the importance of the inter‐organizational interface between organizations, and pronounced...

...Jaqueline Pels; Akinori Ono; Tomokazu Kubo Purpose Today, it is becoming increasingly important for manufacturers to develop cooperative relationships with distributors and obtain customized distribution services. Previous research has suggested that, with specified assets, manufacturers might...

...‐researched. Design/methodology/approach Three key research questions about asset specificity, years of relationship, and size of the supplier base were developed from the literature. Qualitative data were collected from in‐depth interviews with senior executives at five large clothing companies in Hong...

... for key accounts within firms. Findings The results suggest that marketers' relational assets, personal/social bonds, dissatisfaction, and change in environment are the primary drivers of key account success. Research limitations/implications The paper summarizes one's understanding in this area...