... the organizational customers of an on‐hold service company in Australia. Structural equation modelling was used to analyse the data. Findings The study reveals that in a B2B context, value equity and relationship equity have significant influence on customer loyalty through the mediating effect of customer trust...

... analysis Buying behaviour Customer retention Australia An executive summary for managers and executive readers can be found at the end of this article. Research and development (R&D) is a necessary engine for supporting economic growth and developing knowledge based economies (Gupta...

... integrates trust‐based and power/influence/interdependence‐based models of relationship effectiveness. The data were collected from 113 sales managers in the UK and Australia. Confirmatory factor analysis was used to test the validity of the measures, while AMOS Version 4 was employed to estimate the model...

... on the selection of models. Business‐to‐business marketing Electronic commerce Australia Agriculture An executive summary for managers and executive readers can be found at the end of this issue. E‐business continues to be of growing importance with many organisations increasingly conducting...

... Relationship marketing Industrial marketing Investment Franchising Business‐to‐business marketing Australia Information technology. Information technology is introduced into many business systems to enhance business processes and to facilitate communication. For example, many outlets use point...

... in Australia to determine the activities the agencies use to promote themselves. Overall, it was indicated that “personal contact” and “positive recommendations of satisfied clients” were perceived to be the most effective for winning new clients. Other activities perceived to be effective were: responding...

... 2001 Industrial marketing Marketing strategy Electricity industry Competitive strategy Australia Monopolized industrial marketing The opening of a monopolised industrial market to competition can bring unique marketing problems for incumbents and entrants as they try to position...

... and communication for each segment. Fairly modest research expenditures are sufficient to meet these needs. Four segments © MCB UP Limited 1999 Australia Building maintenance Business‐to‐business marketing Market segmentation Relationship marketing Services marketing Although the trend...

... attributes will therefore depend on the firm and PA’s environmental involvement. © MCB UP Limited 1998 Australia Business‐to‐business marketing Green marketing Paper industry Product management Recycling Given the lack of literature examining organizational environmental buying...

... on shaping all the preceding buying stages. © MCB UP Limited 1997 Australia Consultants Information technology Purchasing The world of high technology purchasing is characterized by unusually high levels of market and technological uncertainty (Moriarty and Kosnik, 1989). As a consequence...