Journal ArticleDOI
Relationship Marketing Teams
Gabriele Helfert,Katharina Vith +1 more
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TLDR
In this paper, the authors draw upon major findings of work team effectiveness research and show empirically that a favorable team design quality of a customer management team in terms of team composition, group processes, and the organizational context of the team can significantly enhance the exploitation of the potentials of the customer relationship.About:
This article is published in Industrial Marketing Management.The article was published on 1999-09-01. It has received 65 citations till now. The article focuses on the topics: Team composition & Relationship marketing.read more
Citations
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Towards a theory of supply chain management: the constructs and measurements
Injazz J. Chen,Antony Paulraj +1 more
TL;DR: In this article, the authors identify and consolidate various supply chain initiatives and factors to develop key SCM constructs conducive to advancing the field and synthesize the large, fragmented body of work dispersed across many disciplines.
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Network competence: Its impact on innovation success and its antecedents
TL;DR: In this paper, a LISREL analysis revealed that network competence has a strong positive influence on the extent of interorganizational technological collaborations and on a firm's product and process innovation success.
Journal ArticleDOI
Understanding supply chain management: Critical research and a theoretical framework
Injazz J. Chen,Antony Paulraj +1 more
TL;DR: In this paper, the authors developed a research framework that improves understanding of supply chain management and stimulates and facilitates researchers to undertake both theoretical and empirical investigat... Although research interests in and the importance of SCM are growing, scholarly materials remain scattered and disjointed, and no research has been directed towards a systematic identification of the core initiatives and constructs involved in SCM.
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Functions of industrial supplier relationships and their impact on relationship quality
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.
Journal ArticleDOI
Customer relationship management research (1992‐2002): An academic literature review and classification
TL;DR: In this article, the authors provide a comprehensive bibliography and propose a method of classifying academic literature on customer relationship management (CRM), and provide a method for classifying that literature.
References
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Journal ArticleDOI
Evaluating Structural Equation Models with Unobservable Variables and Measurement Error
Claes Fornell,David F. Larcker +1 more
TL;DR: In this paper, the statistical tests used in the analysis of structural equation models with unobservable variables and measurement error are examined, and a drawback of the commonly applied chi square test, in additit...
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Structural equation modeling in practice: a review and recommended two-step approach
TL;DR: In this paper, the authors provide guidance for substantive researchers on the use of structural equation modeling in practice for theory testing and development, and present a comprehensive, two-step modeling approach that employs a series of nested models and sequential chi-square difference tests.
Book
A Theory of Cognitive Dissonance
TL;DR: Cognitive dissonance theory links actions and attitudes as discussed by the authors, which holds that dissonance is experienced whenever one cognition that a person holds follows from the opposite of at least one other cognition that the person holds.
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The Commitment-Trust Theory of Relationship Marketing
Robert Morgan,Shelby D. Hunt +1 more
TL;DR: Relationship marketing, established, developing, and maintaining successful relational exchanges, constitutes a major shift in marketing theory and practice as mentioned in this paper, after conceptualizing relationship relationships as a set of relationships.
Journal ArticleDOI
Developing Buyer-Seller Relationships:
TL;DR: For example, this paper pointed out that most of the research and too many of the marketing strategies treat buyer-seller exchange as a primary concern. But, they also pointed out, "too much research and practice have focused persistently on exchange between buyers and sellers".