... on relationship marketing theory and institutional theory, the authors argue that when institutional conditions lead stakeholders to interpret CSR as regulatory compliance rather than genuine organizational commitment, CSR damages MC through two mechanisms: resource diversion and relational trust erosion...

...). For instance, the Eastern concept of guanxi, particularly within Chinese culture, underscores the importance of personal relationships, trust (xinyong) and the exchange of favors (renqing) as foundational elements in business relations, offering a distinct approach from Western models of relationship marketing...

... of relationship marketing and through the lens of social exchange and social capital theory. Accordingly, both academics and practitioners can benefit from the study, as it unveils relevant relational factors underpinning such networks. Abdüssamet Polater can be contacted at: apolater@erzincan.edu.tr...

...Romain Franck; Maud Damperat Purpose Based on a relationship marketing approach, this paper aims to study the influence of social media use on salesperson performance and its underlying mechanisms from the perspective of salespeople in B2B settings. Design/methodology/approach To test...

... 2022 04 07 2022 18 07 2022 © Emerald Publishing Limited 2022 Emerald Publishing Limited Licensed re-use rights only Cooperative norms Sales Relationship marketing Buying center Satisfaction Commitment Cooperation Customer satisfaction The characteristics...

...., 1997). As a strategic response to these expanded customer needs, the concept of KAM has become a widely studied topic in business-to-business (B2B) marketing literature and practices (Abratt and Kelly, 2002 ; Ryals and Davies, 2013). KAM is the practice of relationship marketing (RM) in business...

... 06 2022 01 07 2022 © Emerald Publishing Limited 2022 Emerald Publishing Limited Licensed re-use rights only Advanced technology Business-to-business marketing Empirical insights Relationship management Relationship marketing Relationship quality Systematic literature...

... suppliers interested in entering emerging markets can interact with customer firms in such settings to maximize favorable adoption outcomes. Relationship marketing Trust Emerging markets Commitment Innovation adoption Supplier–customer relationships Innovation remains the primary source...

... of the small supplier, the buyer and the business manager – hence, this study contributes to unveiling some of the relationship complexity within a triad of actors and how small suppliers can navigate through this complexity according to their product or service positioning. Relationship marketing...

... in the trade fair context. In this paper, research on network and relationship marketing is further deepened in terms of a specific trust type. The interactions between stakeholders before and during fair may promote general trust among participants than in other settings, which partially explains why trade...

...). To date, a number of firms across a variety of industries have engaged in minority equity sponsorship agreements, including Nintendo, Volkswagen, Red Bull, Adidas, Allianz, Evonik and Bayer AG, indicating that this is not an isolated phenomenon. Relationship marketing Sponsorship Marketing...

... understudied. Damien Chaney can be contacted at: dchaney@em-normandie.fr 17 04 2020 19 10 2020 11 01 2021 20 01 2021 © Emerald Publishing Limited 2021 Emerald Publishing Limited Licensed re-use rights only Technology Relationship marketing Industrial marketing 3D...

... of transaction cost, social exchange and institutional theories using the USA and BRIC nations as proxies for examination of institutional effects. Cooperation Relationship marketing Emerging markets B2B relationships Institutional governance Trust and commitment Relational exchanges BRIC Conflict...

...-use rights only This study aims to examine the Arab practice of wasta (personal networks) and its potential interface with relationship marketing to enable firms to optimize their recruitment and retention of customers in societies where personal ties drive business relationships...

... also extends the original study by hypothesising that the development of relationship value has a positive impact on relationship marketing outcomes, thus providing evidence for the nomological validity of the original scale. Design/methodology/approach The study used empirical data from purchasing...

...@hotmail.com 16 05 2019 11 09 2019 17 01 2020 05 02 2020 05 02 2020 © Emerald Publishing Limited 2020 Emerald Publishing Limited Licensed re-use rights only Performance Relationship marketing Supply chain Buyer–seller relationship Relationship quality...

... offerings to key customers, to enhance the value received in a relationship with the supplier, thus strengthening the supplier's relationship with them. In that sense, KAM is a management approach to implementing the principles of relationship marketing in B-to-B markets (Ivens and Pardo, 2007 ; Davies...

... Publishing Limited Licensed re-use rights only Relationship marketing Organizational buying behaviour Longitudinal case study Relationship dissolution Reverse auction It is common knowledge that profitable business relationships are relevant for the success of an industrial company...

... Emerald Publishing Limited 2019 Emerald Publishing Limited Licensed re-use rights only Buyer–supplier relationships Relationship marketing Interdependence Coopetition Opportunism Technology uncertainty Defined as a paradoxical relationship between two or more actors simultaneously...

.... Taewon Suh can be contacted at: ts21@txstate.edu 18 10 2017 25 04 2018 19 10 2018 05 02 2019 15 02 2019 18 02 2019 © Emerald Publishing Limited 2019 Emerald Publishing Limited Licensed re-use rights only Relationship marketing Supplier relations Social...