... (PSF SMEs). Design/methodology/approach The sample comprised 251 respondents who were CEOs or managers of internationally operating PSF SMEs from a key emerging market – India. Relationships were examined using structural equation modeling of survey data. Findings Results show how cultural...

... nations such as India, where actor Amitabh Bachchan and cricketer M. S. Dhoni endorse a cement brand named Binani and GoDaddy, respectively. Research on the effects of endorsement in the domain of B2B is in a very nascent stage. The only three studies that have tried to address this aspect are Vaid...

.... Design/methodology/approach This study uses a case study approach to demonstrate the usefulness of the MFCA tool in an SME in India that produces aluminum energy products used in the electrical power sector through gravity die casting. Findings According to the results, the company’s gravity die...

... contexts for organizational performance. Design/methodology/approach This study conducts an exploratory organizational-level narrative analysis into firms’ experiences in two major emerging markets (EMs), namely, Russia and India – to identify organizational networking processes in the midst...

... literature review on key account management (KAM), GAM and organizational culture, the authors conducted an exploratory case study with 23 global account managers (GA managers) who work for German-based multinational companies and manage global accounts from India. The results of a qualitative data analysis...

...Atul Rawat; Chandra Prakash Garg Purpose Rising energy demand and the quest for achieving climate change targets have been pushing emerging markets like India to bolster the natural gas share in their energy mix. The country has set an aggressive target of increasing natural gas share...

... and corporate levels, have placed India in the spotlight of the global pharmaceutical market, but several threats and weaknesses could limit this expansion. Design/methodology/approach Descriptive and inferential analyses have been based on empirical data extracted from authenticated data sources...

... to impede the desired performance and profitability of the SMEs. Therefore, the purpose of this paper is to discern the possible SCF barriers and analyze the criticality of the barriers to understand how they impact on the SMEs market of India. Design/methodology/approach This study proposes a novel...

...Rahul Priyadarshi; Srikanta Routroy; Girish Kant Purpose The purpose of the paper is to identify, analyze and select the enablers for vertical integration of Aloe vera supply chain (AVSC) so that rural employability will be enhanced in the context of Rajasthan, India. Design...

... performance linkage. Structural equation modeling (using AMOS 18 software) is used to analyze the data collected, using a survey questionnaire from a sample of 317 B2B salespersons of a single media firm in India. Results indicate that NRS are influenced primarily by a salesperson’s emotion...

... the context of B2B insurance selling. Design/methodology/approach Using a sample of 380 business‐to‐business insurance salespersons from an emerging market (India) to validate their model, the authors tested several hypotheses using structural equation modeling (SEM). Findings The results suggest...

... country. The purpose of this paper is to focus on India as a destination for offshore outsourcing of services and the challenges it faces in maintaining its leadership in this area. The paper discusses the growth of services outsourcing and the economic and environmental forces that have contributed...

...Ramendra Singh; D.V.R. Seshadri; Phani Tej Adidam; Madhumita Banerjee; Paurav Shukla Purpose This paper aims to explore the impact of competitive intelligence (CI) practices on the firm's performance in the emerging market context of India. The paper seeks to answer the following questions: do CI...

... of business‐to‐business financial service firms in India. Design/methodology/approach The author conducted surveys of 148 multinational service firms operating in India and 126 local and indigenous Indian service firms belonging to the financial services industry. Findings The findings suggest...

..., annual price renegotiations (Agndal and Nilsson, 2008). Rajeev Kumra can be contacted at: rajeev.kumra@iiml.ac.in © Emerald Group Publishing Limited 2012 Open book policy India Buyer‐supplier relationships Relationship marketing Buyers Buyer‐seller relationships An executive...

...), Jamshedpur, India. Design/methodology/approach The paper is organized around nine lenses for reflection. These provide a comprehensive coverage of the author's experiences. The paper critically evaluates the author's performance as a B2B marketing instructor, researcher, trainer and consultant...

...Ramendra Singh; D.V.R. Seshadri; Chitra Srivastava Dabas; Brenda Sternquist; Humaira Mahi Purpose This paper's aim is to identify structural and relational factors influencing the upstream channel management of organized retailers in India. Design/methodology/approach In‐depth interviews were...

...Ramendra Singh; D.V.R. Seshadri; Raj Agnihotri; Michael Krush; Rakesh K. Singh Purpose Factors such as globalization and market size have made India a major consideration for multinational firms and their salespeople. Despite the appeal of the market, the majority of theories and empirical studies...

...Ramendra Singh; D.V.R. Seshadri; Murali Mantrala; Shrihari Sridhar; Xiaodan (Dani) Dong Purpose Given India's rapid industrial growth and burgeoning numbers of sales and marketing employees, there is an urgent need to develop India‐centric B2B sales management knowledge. However, there is little...

... in India. The data consisted of 150 responses. Findings Market orientation and international orientation are positively related to export performance and the relationship between the market orientation and international performance of Indian SMEs is moderated by market turbulence. Research...