... Limited Licensed re-use rights only Emerging markets Professional services Cultural intelligence Strategy India Differentiation Service capabilities Performance To succeed internationally, firms must continually find ways to effectively leverage their internal assets including...

... With just 21 papers identified, OCM is assumed to fit the criteria of an emerging concept as proposed in previous research studies. The proposed model presents the changing B2B omni-channel dynamics that can be used to create B2B OCM strategies, incorporating the myriad of B2B customer channels...

... with staff in customer organizations to produce a co-owned marketing strategy. A qualitative research strategy incorporating an open-ended questionnaire was used to collect data from 15 senior B2B marketing managers in three Korean companies that deployed the customer-centred approach. The grounded...

... framework to understand how spatial proximity between firms within local networks influences strategy of SMEs. Design/methodology/approach Theories and the existing knowledge were used to develop a preliminary conceptual framework. This preliminary framework was then developed as data collection...

...’ strategies related to various supply chain positions and does so by departing from a position and role point of view. Three business cases related to metal 3D printing - illustrating sub-suppliers, manufacturers and logistics firms - describe as many strategies. Data for the cases were collected through...

... and management strategy literature is used in the analysis. Academy of Finland 293446 Innovation, the Digital, Internet, Materials and Engineering Co-creation 2634/31/2014 The role of information in the industrial service business is increasing rapidly (Porter and Heppelmann, 2015...

...Maryam Lashgari; Catherine Sutton-Brady; Klaus Solberg Søilen; Pernilla Ulfvengren Purpose The purpose of this study is to clarify business-to-business (B2B) firms’ strategies of social media marketing communication. The study aims to explore the factors contributing to the formation and adoption...

...Jeanne M. Brett Purpose This study aims to explain to negotiators how to go about learning about their counterpart’s interests and priorities and the strategies they are likely to bring to the intercultural negotiation table. Design/methodology/approach This study provides a review...

...Michael K. Rich By Daniel   Michel , Peter   Naudé , Robert   Salle and Jean‐Paul   Valla . Business‐to‐Business Marketing: Strategies and Implementation . Palgrave Macmillan , 2000 . , ISBN: 0‐333‐92195‐X Business‐to‐business marketing Strategy...

... of the relationship. The paper also draws attention to the policy and strategy implications of the empirical evidence. Degrees of freedom analysis framework The approach adopted in the paper has been guided by the degrees of freedom analysis (DFA) framework introduced by Campbell (1975) and recently...

... as they apply to shortages. It offers suggestions on how industrial suppliers can manage their marketing efforts more effectively when materials, parts, components or other supplies are short. © MCB UP Limited 2001 Shortage costs Relationship marketing Strategy Purchasing Service...

...Sally Dibb; Lyndon Simkin Organizations wishing to apply the principles of market segmentation often face problems putting the theory into practice. All too often the required background analysis is inadequate or poorly structured or the translation of segmentation strategy into marketing programs...

... competition, shortened product life cycles,soaring cost of capital, including the cost of research and development,and ever‐growing demand for new technologies, alliances are becoming an attractive strategy for the future. Published material on the subject is vast, diverse and fragmented. Synthesizes...

...Jule B. Gassenheimer; Roger J. Calantone; Joseph I. Scully Suppliers use a variety of strategies to gain a preferred position within their dealers′ supply network. Dealers allocate purchases among several suppliers in order to maximize benefits from their suppliers′competitive maneuvers...

... in the previous article (Lancaster, 1993) and to draw firmer conclusions on how the marketing/ manufacturing impasse can be resolved. Yet Skinner (1969) pointed out more than 25 years ago that to achieve success it was essential for manufacturing strategy to be aligned with marketing objectives and so...

... they organize for new product development (NPD), the activities undertaken in the NPD process, and their choice of new product strategies. The results show that the NPD structures, processes and strategies of high performance firms vary by the measure of performance. © MCB UP Limited 1994...

... Strategy International marketing JOURNAL OF BUSINESS & INDUSTRIAL MARKETING Benefits of Domestic Vertical and Horizontal Strategic Alliances TO COMPETE WITH INTERNATIONAL CARTELS AND THE JAPANESE KEIRETSU James E. Ricks THE CRISIS Morris (1993) asserts that marketing will soon be in a crisis stage. US...

..., their technology and product life cycles will show very little lead‐time lag across major markets,and product development strategies will be driven by global market requirements. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING Globalization Challenges Facing Fast-growth Companies Tyzoon Tyebjee What determines how well...

...Robert J. Bush; Steven A. Sinclair States that while mature industries are a major part of the US economy, little empirical information is available on competitive strategies appropriate in the mature environment. Discusses, via a case study of the US hardwood lumber industry, the idea that cost...

... to survive in modern cost‐consciousmarkets. © MCB UP Limited 1992 Industrial purchasing Purchasing Strategy Value Value analysis HOW INDUSTRIAL MARKETS BUY VALUE SELLING: A STRATEGY FOR DEALING WITH CHANGES Louis J. De Rose The Change in Industrial Purchasing Dramatic changes are taking...