... Publishing Limited 2023 Emerald Publishing Limited Licensed re-use rights only Tensions Structural Behavioral Emotional Agency Client Qualitative Services marketing Behavioral tensions may also be influenced by how actors behave with each other (i.e. cooperate or compete) (Pressey...

... Professional services Engineering services Business‐to‐business marketing Services marketing An executive summary for managers and executive readers can be found at the end of this article. Delivering superior value to customers is the foundation of service provision in today's highly...

... creates conceptual tools for both researchers and managers to describe, plan and develop future business models. © Emerald Group Publishing Limited 2011 Networked business model Strategic business net Technology‐based service Delphi method Scenario planning Modelling Services marketing...

... the first attempt to examine empirically the concept of pricing performance in an industrial service context. Pricing Pricing policy Services marketing The first part of the paper describes the relevant literature on pricing objectives, methods, policies, information and pricing performance...

... Relationship marketing Services Services marketing Value analysis Partnership An executive summary for managers and executive readers can be found at the end of this issue. In addition to examining the core benefits of service deliverables, industrial services buyers often consider the degree...

... marketing Services marketing Relationship marketing Customer service Product management Through the interviews, information on three main issues was sought: Development of product services was important After this spontaneous quotation of innovations, respondents were directly asked whether...

... are considered. Neither industry nor academic literature has offered any empirical studies of actions taken to overcome trade barriers. © MCB UP Limited 1999 Business‐to‐business marketing Insurance International marketing Market entry Services marketing Trade barriers Services...

... and communication for each segment. Fairly modest research expenditures are sufficient to meet these needs. Four segments © MCB UP Limited 1999 Australia Building maintenance Business‐to‐business marketing Market segmentation Relationship marketing Services marketing Although the trend...

... interviews conducted with mainframe computer buyers are provided. Business‐to‐business marketing Channel relationships Customer orientation Relationship marketing Services marketing Current research is clear that under certain circumstances, a long‐term relationship between the vendor...

.... This is illustrated by a case study in an industrial service context. In Figure 2 (the service marketing triangle), marketing in a service context is illustrated in the same way as product marketing was in Figure 1 . As can be seen, most elements in the figure are different. For a service firm the scope...

... of a vendor with knowledge and experience in your industry is important. © MCB UP Limited 1998 Mergers and acquisitions Outsourcing Purchasing Service industries Service quality Services marketing The differences between goods and services, and how they should be marketed have been...

... knowledge of how business customers assess service and how sellers can capture and codify that assessment. © MCB UP Limited 1998 Business‐to‐business marketing Customer service Marketing research Service quality Services marketing Providing superior customer service is a prerequisite...

... support for industrial goods. © MCB UP Limited 1998 Implementation Industrial marketing Oil industry Relationship marketing Service levels Services marketing In recent times, it has not been sufficient to introduce a technically superior product. For industrial goods, additional...

...Paul Matthyssens; Koen Vandenbempt This article contributes to the marketing literature by identifying key success factors in industrial service markets. In industrial markets, services are becoming critical for the creation of competitive advantage. However, the marketing of these services has...

... to stay in a relationship with a service provider than calculatively committed customers. © MCB UP Limited 1998 Business‐to‐business marketing Commitment Partnering Relationship marketing Service quality Services marketing As competition intensifies, products and services become...

...‐seller relationships Customer satisfaction Financial markets Interaction Loans Marketing Services marketing Grönroos′s (1978) documentation of interactive marketing′s potential to provide competitive advantage signalled its importance to services marketing. His definition of interactive...

..., and it is common to many businesses and therefore should make data collection feasible. © MCB UP Limited 1994 Buying Behaviour Family Firms Financial Services Marketing strategy Services Marketing USA Interaction. A five‐item scale developed to reflect interaction intensity...

...Geoffrey L. Gordon; Roger J. Calantone; C. Anthony di Benedetto Business‐to‐business service marketing has received comparatively less attention in the academic literature than business‐to‐business product marketing; much of the service marketing literature discusses the ways in which services...