Showing papers in "Industrial Marketing Management in 2003"

TL;DR: In this article, the authors explored relationship value from a grounded theory perspective and identified eight value drivers in manufacturer-supplier relationships, and discussed the implications for the measurement of the concept and directions for further research.

TL;DR: In this paper, the authors focus on the Third Party Logistics (TPL) business and how their different strategies develop over time with a special focus on how they balance between general problem solving capability and the degree of customer adaptation.

TL;DR: In this article, the dimensions of the supplier's value creation in a supplier-customer relationship could be classified according to efficiency, effectiveness and network functions, and a framework connecting specific capabilities to different types of value production is suggested.

TL;DR: In this paper, the authors argue that it is crucial for a company to relate its activities to those of other firms in order to enhance its performance, and it is through the continuous combining and recombining of existing resources that new resource dimensions are identified and further developed within business relationships.

TL;DR: In this paper, the authors provide a thorough conceptualization of relationship quality and its possible antecedents, i.e., the direct and indirect functions of the relationship for the customer.

TL;DR: In this paper, a conceptual framework about the internal processes involved in creating customer knowledge competence, which allow firms to strategically manage their CRM programs, is proposed based on five case studies of Canadian financial services firms that have implemented customer relationship programs.

TL;DR: The increasing emphasis on supply chain management is creating a greater focus on the supply management link in the supply chain this paper, and this focus will become even more intense as firms continue to adopt e-procurement strategies to leverage the competitive advantages of the Internet.

TL;DR: In this article, the authors verify a model in which a firm's cultural market orientation serves as an antecedent for its degree of satisfaction with its main supplier, and the main conclusions of this research lead them to confirm the indirect influence that the buyer firm's market orientation exerts on the level of satisfaction of its main suppliers.

TL;DR: In this paper, the authors assess the influence of the determinants of the transaction, dyadic, and business environment level on relational governance and ultimately performance and show that joint planning is positively influenced by interorganizational trust, information obtained from the network, physical transaction-specific investments (TSIs), and by fixed lines as the exchange mode.

TL;DR: In this paper, the authors explored whether the positive effects of strong supplier relationships are enhanced in market-oriented firms and found that supplier relationships were one way of leveraging a firm's market orientation through improved customer responsiveness.

TL;DR: In this article, the authors argue that limited network horizons are both inevitable and useful, and they introduce and discuss three mediating functions of counterparts: a joining, a relating, and an insulating function.

TL;DR: In this article, the authors present a framework to assist managers in selecting the Internet-enabled coordination mechanism that best fits the needs of a variety of business situations in the supply chain.

TL;DR: In this article, the antecedents of commitment in non-western industrial marketing relationships are investigated and it is argued that trust mediates the effects of communication, conflict, and similarity on commitment.

TL;DR: A model of the Enterprise Resource Planning (ERP) software acquisition process that reflects the findings from the four cases examined in this study is presented and suggests complexities that are worthy of further investigation if for no other reason than that they could prove the limit of generalizability of the model.

TL;DR: In this paper, the authors propose a multi-item scale for measuring relationship intention, which is the willingness of a customer to develop a relationship with a firm while buying a product or a service attributed to a firm, a brand, and a channel.

TL;DR: In this paper, interviews were conducted with 41 purchasing professionals who had used reverse auctions and the interviews revealed three primary motivations, three perceived risks and four conditions for success, including the product or service specifications must be clear and comprehensive, the purchase must be large enough to provide an incentive for the supplier to participate in the auction, appropriate supply market conditions must exist, and the appropriate infrastructure must exist within the buying organization.

TL;DR: In this article, the authors provide a conceptual framework for linking customer lifetime value to shareholder value, arguing that customers have to be treated as assets that increase shareholder value by accelerating and enhancing cash flows, reducing cash flow volatility and vulnerability and increasing the residual value of the firm.

TL;DR: In this article, the authors identify contextual variables (e.g., organizational readiness, user characteristics, and information technology [IT] infrastructure) that influence the successful adoption of EC for business-to-business (B2B) purchasing by examining the differences in survey responses between adopters and non-adopters of e-purchasing.

TL;DR: In this paper, the authors present a critical summary of the discussion of Internet-driven electronic marketplaces (IEMPs) based on an extensive literature review, and discuss the interrelation between IEMP and SCM from a procurement portfolio perspective.

TL;DR: In this article, the authors focus on how the phenomenon of conflict between buyer and seller in complex projects can be approached from a theoretical and a methodological angle, and propose two paradigms for approaching conflict: conflict as a problem to be removed and conflict as an resource and tool for improvement.

TL;DR: In this article, the authors develop a framework encompassing various activities across different management levels, which embody the alignment and integration of purchasing and product development processes, which is a key issue for many firms.

TL;DR: In this paper, the authors present a case study of the Norwegian company Moelven Industrier ASA and its operations in the Russian market, and show that the creation and utilization of knowledge through inward-outward connections face many obstacles and that the full potential of such connections was seldom realized.

TL;DR: In this paper, the authors make a significant contribution to the literature by modifying traditional performance-importance analysis and by expanding customer-driven improvement models, which significantly advances theory, addressing many important research issues and gaps.

TL;DR: In this article, the antecedents of mature relationships that lead to relational versus transactional orientation are modeled and examined. But the benefits of relationship marketing are not evident in a large number of industries.

TL;DR: In this paper, the authors examine the impact that information technology is having on business relationships, which lie at the very centre of current thinking in marketing The results of their initial study shows that the uptake of new technology in business to business companies to be very variable The usefulness and frequency of use of mobile phones, e-mail, the Internet, intranets, extranets and audio-and video-conferencing will increase in the future, but perhaps not as quickly as many of the forecasts have predicted.

TL;DR: In this article, the authors explored Internet adoption patterns and operational applications in US supply chain networks and found that the integration of the Internet into supply chain management applications has increased and has moved away from indiscriminate application of novel Internet technologies towards becoming a focused endeavor with precise expectations and measurable goals.

TL;DR: In this paper, the authors introduce the notion of relationship transparency, which is defined as an individual's subjective perception of being informed about the relevant actions and properties of the other party in the interaction.

TL;DR: In this article, the authors provide an overview of some of the new tools and trends discussed in this issue, including website structure, e-purchasing, electronic marketplaces, building vendor relationships, and the use of the Internet in managing supply chains in China.

TL;DR: In this paper, the authors argue that Chinese values give rise to business practices consistent with both transactional and relational perspectives, and that theory building and managerial practice could benefit from thinking in terms of how elements from the two perspectives can be brought together rather than remain as alternatives.

TL;DR: In this article, an approach for the implementation of customer profitability analysis (CPA) is presented, illustrated using a case study of a firm producing and selling professional cleaning products, and the results provide examples of the possible benefits of implementing a process of regular CPA.