... of the COVID-19 pandemic. For instance, they are relying on the automation process, transferring new and updated knowledge to the current and new suppliers, managing workforce diversity, understanding the impact of demand’s disruption, managing the ecosystem and finally using digital technologies to mitigate...

...Alain Lempereur; Michele Pekar Purpose This article aims to explore the fundamental negotiation structure as a demand/response dynamic. It tests it in a complex business system, where a manager as a negotiator is confronted with multiple demands or pressures at different levels from a variety...

...Christina Giakoumaki; George J. Avlonitis; George Baltas Purpose The purpose of this study is to examine the effectiveness of ingredient advertising. Specifically, the authors consider the question as to whether ingredient advertising can increase derived demand and favorably influence purchase...

...Bas Hillebrand; Wim G. Biemans Purpose In B2B markets, the demand for a supplier's products is derived from demand further down the supply chain. This complexity poses several challenges for B2B firms, especially when they are located near the beginning of a supply chain. This study aims...

... MCB UP Limited 1998 Demand Industrial marketing Market segmentation Marketing strategy Purchasing Segmentation is an important element of market planning. It is, in fact, at the very crux of developing a thorough, well‐reasoned, competitive advantage achieving strategic plan...