... 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...

... be contacted at: doina.olaru@uwa.edu.au © Emerald Group Publishing Limited 2008 Research and development Value analysis Buying behaviour Customer retention Australia An executive summary for managers and executive readers can be found at the end of this article. Research...

... 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...

... Agribusiness organisations worldwide have capitalised on the many advantages of e‐business to improve the marketing of their products (Allen Consulting Group, 2000). In Australia, the agribusiness industry is regarded as a major contributor to the economy and this is particularly evident in Queensland, where...

... “commitment” below. We explore these links between trust, and technical competence and social commitment in this research. Relationship marketing Industrial marketing Investment Franchising Business‐to‐business marketing Australia Information technology. Information technology is introduced...

... by a discussion of the strategic approaches adopted by the respondents. © MCB UP Limited 2001 Industrial marketing Marketing strategy Electricity industry Competitive strategy Australia Monopolized industrial marketing The opening of a monopolised industrial market to competition...

... 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...

... analysis as a planning tool for business services, which is the newest and fastest growing sector in business‐to‐business marketing. The population frame was those companies in the Hunter Valley region of Australia of any size from either the private or public sector which had the potential to use...

... 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 It has been suggested that company efforts to “buy green” can have the makings...

... to external networks, technical vs administrative role, and amount of product class knowledge. 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...