- Filter by:
-
Topic
-
The Effect of Self-Construals on the Effectiveness of Comparative Advertising
In this paper, the authors focus on how an individual's self-construal (interdependent and independent) together with advertising format influences the evaluation of advertisements as well as the advertised brand. In the context of comparative versus non-comparative ad formats the authors examine the influence of self-construal in two distinct product categories:...
Download Now -
Differentiating a Component Part: A Tactic for Gaining Entry into Mature Industrial Markets
In this paper, the authors present an examination of the strategies adopted by a company which manufactures and distributes automotive gaskets as component parts. This paper focuses on the company's plans to extend their product line and diversify the industrial markets to which these extended products would be distributed. The...
Download Now -
Rapid, non-linear change is a key feature in today's marketplace. The pace at which knowledge is created, disseminated and rendered obsolete is constantly increasing. Knowledge, therefore, is only a momentary competitive advantage that rapidly becomes a commodity, often in discontinuous iterations. This results in a shift in the nature of...
Download Now -
By sharing internal and external knowledge, key account salespeople are better equipped to advance a firm's competitive position and to enhance buyer satisfaction. In the fast-paced, complex business-to-business services environment where key account salespeople are close to the customer, yet struggle to replicate an organization's best practices, the antecedents and...
Download Now -
E-Trust: Empirical Insights into Influential Antecedents
In this paper, the authors examine determinants of e-trust based on theories drawn from marketing, management, information systems and e-commerce literature. Regression analysis was used to test the proposed model. The results indicated that while constructs for website information and website experience were predictors of e-trust, the construct for security...
Download Now -
Supply Chain Alliances: Exploring the Drivers of Performance Value and Buyer Satisfaction
In this paper, the authors investigate the value gained from supply chain alliances. As companies determine whether or not to partner and effectively shut-out competition, it is imperative to know that an alliance will drive value for the firms involved. Archival data from the food service industry are examined to...
Download Now -
A Typology of Coordination Strategies Employed by Business-to-Business Salespeople
Salespeople in business-to-business markets have a wide network of resources and personnel to coordinate both within their own organization and within the customer's organization. The salesperson's success in customer account management depends on achieving superior coordination of internal and external activities. In general, regardless of the degree of formalization of...
Download Now -
Independent sales agents, represented by brokers, manufacturer representatives and agent firms, are an important population for researchers and business principals alike. However, there is scarce available research that sheds light on factors influencing exchange relationships and performance of sales agents. This paper addresses this research gap by conceptualizing and testing...
Download Now -
Flexibility and Relationship Integration as Antecedents of Organisation's Supply Chain Agility
It has been acknowledged that different types of marketplace change demands different abilities for effective and efficient change response by organizations. In this paper, the authors investigate the inter-relationships between relationship integration, flexibility and agility across the organization's supply chain. Some hypotheses were drawn from an extensive review of the...
Download Now -
Revenue Management in E-Commerce: A Case Study
The price is one of the most important aspects of marketing activities. Establishing the appropriate price is the ultimate requirement for revenue maximization. Dynamic pricing, which is simply a price change whenever there is a change in demand or other parameters, could prove useful to determine the appropriate price. Dynamic...
Download Now