...Giancarlo Pereira; Nektarios Tzempelikos; Luiz Reni Trento; Carlos Renato Trento; Miriam Borchardt; Claudia Viviane Viegas Purpose The purpose of this paper is to explore top managers’ role in key account management. Design/methodology/approach The possible actions that could be performed...

...Eric P. Jack; Thomas L. Powers Purpose – The purpose of this paper was to examine the antecedents of strategic supplier relationships in conjunction with outcomes of product and service quality and financial performance. The management of strategic supplier relationships involves the selection...

...‐generating business networks combines “management” and “orchestration”, both of which have their distinct roles throughout the development of the network. The latter is used throughout the case in question to communicate vision and build social capital, and the former to coordinate phases closer...

... to develop high‐quality sales leads. A set of procedures is presented that provides a way for sales managers to guide the company’s salesforce in seeking new customers. A case study is included that demonstrates how a company that competes in a high‐tech business‐to‐business market has developed and used...

.... Furthermore, the sales force can facilitate the learning process. Conceptual framework © MCB UP Limited 2003 Partnering Sales information Sales Alliances Management Finding business partners Of the many characteristics a firm must take on to be viable in the twenty‐first...

... and social bonds are identified and whether RM is a paradigm shift for marketing theorists and practitioners is debated. This paper argues that RM is not a paradigm shift, but rather an appropriate marketing approach when management considers product/service, customer, and organization factors. The paper’s...

...Judy Zolkiewski; Peter Turnbull The importance of effective planning and management of an organization’s array of customer and supplier relationships is self‐evident, yet relatively little research has been published which develops our academic or managerial understanding of the conceptual...

...Thomas Ritter; Ian F. Wilkinson; Wesley J. Johnston Argues that the ability of a firm to develop and manage relations with key suppliers, customers and other organizations and to deal effectively with the interactions among these relations is a core competence of a firm – one that has a direct...

...Héctor R. Lozada; Roger J. Calantone Reassesses the relationships between managerial perceptions of movement and discontinuities in the environment, and managers’ abilities and proneness toward engaging in information‐gathering activities. Survey data from several organizations in different...

...Donald W. Jackson; Stephen S. Tax The concept of culture has been an important subject of managerial interest over the past decade, yet little has been written about how culture can be managed within the industrial salesforce. Describes the key components of a salesforce culture and explains...

...Uta Jüttner; Hans Peter Wehrli The understanding of strategic marketing has evolved to an integrated part of market‐oriented business policy. Subsequently,marketing and management concepts have become even more closely related. Recently, the “competence‐based perspective” added an innovative...