Journal of Business & Industrial Marketing: Volume 23 Issue 5
Table of contents
Manufacturer price reduction pressure and supplier relations
John W. Henke, Ravi Parameswaran, R. Mohan PisharodiManufacturer price reduction pressure on suppliers is an important contributor to helping a manufacturer maintain a strong competitive position by keeping costs low. The benefits…
Key‐account‐management in business markets: an empirical test of common assumptions
Björn Sven Ivens, Catherine PardoThe concept of key account management (KAM) has received considerable attention from practitioners and scholars for well over 20 years now. However, numerous articles build on a…
Exploring the components of success for the Korean chaebols
Du Sig Choi, Paul Michell, Dayananda PalihawadanaThis paper aims to discuss the profiles of Korean chaebols involved in global electronics
Towards an integrated framework of key account management
Dirk ZupancicThe purpose of the paper is to identify the elements of professional key account management programs, to understand the success factors and to create an integrated framework.
A relationship model between key problems of international purchasing and the post‐purchase behavior of industrial firms
Carrete LuceroThis paper aims to analyze the key problems related to the international purchasing operations and their interrelationship with the post‐purchase industrial behavior: repeated…
Adoption of strategic networks: evidence from the Hong Kong clothing industry
Mei‐mei Lau, Karen Ka‐leung MoonRecent management literature demonstrates a growing interest in strategic networking. The aim of this paper is to explore the adoption of strategic networks using Hong Kong…
Survey of BPR experiences in Iran: reasons for success and failure
Mohammad Jafar Tarokh, Esmail Sharifi, Eslam NazemiThis paper aims at studying the success and failure of BPR projects executed throughout Iran. For this purpose, effective indices and also factors of success and failure are to be…
ISSN:
0885-8624e-ISSN:
2052-1189ISSN-L:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Michael Ehret
- Antonella La Rocca
- Roberto Mora Cortez