...). As a result, firms first had to successfully manage the initial set of challenges to survive in this period of uncertainty. Industrial business-to-business salespeople primarily communicated with customers face-to-face prior to the pandemic (Marshall and Vredenburg, 1991). In-person meetings were perceived...

... Limited Licensed re-use rights only Licensed re-use rights only Information technology Communication Literature review Social media Social media has become a quick and effortless tool to circulate news and the latest trends (Andersson and Wikstrom, 2017). The users of social media...

... of communication between partners in the process of strategic alliances. Design/methodology/approach A systematic literature review was carried out, using the Web of Science database to obtain data, associating the terms “communication” and “strategic alliances”, which resulted in 240 scientific articles...

...Claudia Gesell; Andreas Herbert Glas; Michael Essig Purpose The purpose of this paper is to examine how communication with suppliers influences performance during production ramp-up. Often, time, cost or quality targets are missed in production ramp-ups while the number and frequency of ramp-ups...

...Sylvaine Castellano; Insaf Khelladi; Chiraz Aouina Mejri Purpose This paper aims to investigate how pharmacies communicate their customer value proposition (CVP) in a complex and multiple-stakeholder setting. More specifically, from the pharmacists’ perspective, the study analyzes how CVP...

... and B2B marketing research. This paper contributes to the development and dissemination of alternative and critical perspectives in marketing theory. The implication is that activities must usually be justified by actors within communication as believable and this process always involves mixtures...

... Limited Licensed re-use rights only Cross-cultural management Networking Culture Language Communication Networks As “No business is an island” (Håkansson and Snehota, 1989 , 2006), the success or failure of companies today tends to be determined by their business relationships (Parker...

.... The results were analyzed through structural equation model. Relational antecedents of collaborative communication and constructive conflict positively relate to trust, as well as to relationship effectiveness. Constructive conflict positively relates to exploration and exploitation. Relationship...

... that is favorable for the company. Originality/value – The study contributes to the theoretical discussion over B2B marketing communication and the role of social media in it. Internal communications Internet marketing Marketing channels Communication Marketing communications Business-to-business...

...Tanya Drollinger; Lucette B. Comer Purpose – In this study, active empathetic listening is purposed as being an antecedent to a salesperson's communication skill, ability to maintain quality relationships and build trust. The study proposes that communication skill, relationship quality and trust...

... and development Communication An executive summary for managers and executive readers can be found at the end of this article. Firms are increasingly innovating within networks rather than through in‐house R&D. In particular, firms are looking beyond their organisational boundaries towards...

...Jim Blythe Purpose The purpose of this paper is to demonstrate that exhibitors, by relying on the now‐outdated Schramm model of communication, are wasting effort and at the same time generating worse results from their exhibition activities than might otherwise be the case. Design/methodology...

...Manfred Kirchgeorg; Christiane Springer; Evelyn Kästner Purpose Trade shows have played a prominent role in the corporate communication mix for many years. Enterprises use these multifunctional communication platforms to pursue a wide variety of objectives. The purpose of this paper...

...Raj Agnihotri; Adam Rapp; Kevin Trainor Purpose This study seeks to address the issue of managing buyer‐seller relationships. Specifically, a framework incorporating the constructs of information communication, sales technology, product knowledge, and customer satisfaction is proposed. Design...

...Christian Grönroos The objective of the article is to discuss a framework of central processes in relationship marketing. The framework includes an interaction process as the core, a planned communication process as the marketing communications support through distinct communications media...

... creation: interaction, dialogue and knowledge generation” articles are submitted from five sets of authors, giving different perspectives of marketing and the knowledge generation and communication aspects surrounding it. Relationship marketing Communication Knowledge management Relationship...

... Emerald Group Publishing Limited 2004 Communication Innovation Knowledge management Trust Relationship marketing An executive summary for managers and executive readers can be found at the end of this issue. Gronroos (1990 , p. 42) has used the term interactive marketing...

...., 1999). The latter role of RM is further qualified by Gummesson's (1987) dictum that “everyone in the firm is a part‐time marketer”. © Emerald Group Publishing Limited 2004 Communication Knowledge organizations Knowledge management Relationship marketing Competitive advantage...