... Value United States of America IT Trust Business-to-Business Marketing The consumption value theory posits that epistemic value emanates from the desire for knowledge and intellectual curiosity (Sheth et al., 1991a , 1991b ; Sánchez-Fernández and Iniesta-Bonillo, 2007). Prior...

... interviews conducted with participants from a variety of industries where they discuss how the Great Recession has affected their businesses, and the resulting impact on marketing. Recession Marketing Innovation Economic cycles Marketing strategy United States of America Organizational performance...

... Emerald Group Publishing Limited 2013 Supply chain management Technological innovation Technology adoption Technology led strategy Automotive industry United States of America An executive summary for managers and executive readers can be found at the end of this article...

... can infer that training programs for sales managers were even scarcer. Sales manager Training Survey research United States of America Sales management Sales training Training methods An executive summary for managers and executive readers can be found at the end of this article...

... Supply chain management National cultures Korea United States of America An executive summary for managers and executive readers can be found at the end of this article. Interfirm commitment has been the focus of a substantial amount of attention in the relevant business‐to‐business...

... insights for a new market approach – including future market penetration, expansion, and the restructuring of the sales force – were gained. Supply chain management Sales force Analytical hierarchy process Case studies United States of America Compared with strongly subdivided, clearly...

... organizational environments were fairly stable and predictable during this time period, planning and control functions could be bureaucratized, and this lent stability to many management tasks. Organizational structures Sociology of work Management roles Careers United States of America...

... among channel members. © Emerald Group Publishing Limited 2009 Supplier relations Assets Behaviour Market orientation United States of America Japan The customization of distribution services in today's highly competitive markets is increasingly important to manufacturers...

... was also surprising. Procurement Communication technologies Electronic commerce Eastern Europe United States of America An executive summary for managers and executive readers can be found at the end of this article. Research has identified various factors that impact an organization's...

... on their customer investments. Supplier relations Customers Sales strategies Buyer‐seller relationships Paper industry United States of America Robert C. Fink can be contacted at: rfink@worcester.edu © Emerald Group Publishing Limited 2008 The limited focus on suppliers' ability...

.... Rakesh Niraj can be contacted at: rkniraj@marshall.usc.edu © Emerald Group Publishing Limited 2008 Profit Costs United States of America Customer satisfaction Buyer‐seller relationships An executive summary for managers and executive readers can be found at the end of this article...

... discussion will explain the opportunities and pitfalls, which stem from the variations of this definition. Corporate strategy United States of America Warranties Servicing Customer orientation Public demand for reliable and high quality products, goods, and services has heightened...

... Ethnocentrism United States of America In order for a philanthropy and volunteerism initiative to work effectively in communities of color, the initiative must be integrated with those communities' cultures, which is often a daunting task (W.K. Kellogg Foundation, 2002 , p. 20). The key...

... sales, maintenance repair and operation (MRO) sales, among others. John F. Tanner Jr can be contacted at: jeff_tanner@baylor.edu © Emerald Group Publishing Limited 2008 Sales management Sales training France United States of America Mexico Perception An executive summary...

... conditions. Originality/value Linking CMP to market conditions in the paper provides an extension to the validity of the CMP framework. Kofi Q. Dadzie can be contacted at: kdadzie@gsu.edu © Emerald Group Publishing Limited 2008 Marketing strategy West Africa Argentina United States...

... Organizations Networking Small to medium‐sized enterprises Entrepreneurialism Energy industry United States of America An executive summary for managers and executive readers can be found at the end of this article. The fact that energy companies dominated, and continue to dominate...

... at one point in time might also be early adopters of another new type of technology at a different point in time. Industrial marketing Innovation Pollution control United States of America © Emerald Group Publishing Limited 2007 The Environmental Protection Agency (EPA) has...

... of this article . Market orientation Small enterprises Factor analysis United States of America Organizational research, management and marketing scholars have, over the years, highlighted the importance of developing market orientations in organizations (Harris, 2001). To this end, in recent...

... is placed on marketing activity. Implications of these results for managers and academics are discussed. © Emerald Group Publishing Limited 2004 Emerging markets Marketing Business‐to‐business marketing Argentina United States of America New Zealand An executive summary for managers...

..., the other sets emphasize micro‐economic or firm‐related variables. Management strategy Marketing strategy Market entry Business‐to‐business marketing Mexico United States of America An executive summary for managers and executives can be found at the end of this issue. Latin American...