... ; Storbacka, 2012 ; Zupancic, 2008 ; Gosselin and Bauwen, 2006 ; Richards and Jones, 2009 ; and Salojärvi et al., 2013 Marketing Key accounts Top managers Management Value added Customer relations Key account management (KAM) consists of a strategy used by suppliers...

... and use only technical skills can hamper the incorporation of the new demands presented by the customers. Isolated professionals may negatively affect the efficacy of the market strategy. Marketing Innovation Services Organizational processes Value added This study aims to investigate...

... salespeople can align their actions with customers more effectively. Buyer-seller relationship Value added B2B sales Buyer satisfaction Expectancy disconfirmation theory Sales interaction The landscape of selling is changing, perhaps because of an increased focus on services as well...

...Thomas Breashear Alejandro; Pekka Töytäri; Thomas Brashear Alejandro; Petri Parvinen; Ilmari Ollila; Nora Rosendahl Purpose Increasing pressure to reduce costs and skepticism of promised value‐added are forcing suppliers to produce tangible proof of the monetary value they create for customers...

... increasing acceptance among practitioners, remains unexplored by marketing research. By providing a better understanding of virtual trade fairs, the paper enriches research on trade fair issues. Trade fairs Value added Channel relationships As the paradigm of relationship marketing shifts our...

... the perspective of relationship value dimensions – an approach that has not yet been taken in the literature. Customer satisfaction Customer loyalty Business‐to‐business marketing Buyer‐seller relationships Value added H2b. Product quality positively influences the degree of behavioural...

... but offer little in the way of extra services and adaptation, and ingredient brands. © Emerald Group Publishing Limited 2007 Brands Business‐to‐business marketing Value added An executive summary for managers and executive readers can be found at the end of this issue. Brands...

...) , and – which may surprise some – in an early text by Kotler (1976) . However, Vargo and Lusch (2004a) extend their service‐centricity further. The essential points in summary are these: © Emerald Group Publishing Limited 2007 Brand image Value added Value‐in‐use pricing Marketing Knowledge...

... that are focused on how a product performs rather than on the elements of an offering that create value for the customer. Incomplete and often vague value propositions do not allow the enterprise to differentiate its offerings from competitor products. © Emerald Group Publishing Limited 2006 Value...