Managers' perception of relationship management in heterogeneous markets

Industrial Marketing Management

Volumn 31, Issue 6, 2002, Pages 535-543

  Eriksson, Kent ^a   Mattsson, Jan ^b  

^a SÖDERTÖRN UNIVERSITY   (Sweden)

^b ROSKILDE UNIVERSITY   (Denmark)

Author keywords

Development; Heterogeneity; Management; Market; Relationship

Indexed keywords

EID: 0036298815     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(02)00189-X     Document Type: Article

References (69)

1. Collaboration networks, structural holes, and innovation: A longitudinal study
2. Organizations working together
3. The use of pledges to build and sustain commitment in distribution channels
4. Dyadic business relationships within a business network context
5. Structural equation modeling in practice: A review and recommended two-step approach
6. A model of distributor firm and manufacturer firm working partnerships
7. Relationship marketing
8. Relationship marketing of services-growing interest, emerging perspectives
9. Building service relationships: It's all about promises
10. Business networks and cooperation in international business relationships
11. The selection and organization of national accounts: A North American perspective
12. Structural equations with latent variables
13. A dynamic model of customers' usage of services: Usage as an antecedent and consequence of satisfaction
14. Implications of loyalty program membership and service experiences for customer retention and value
15. Channel expansion theory and the experiential nature of media richness perceptions
16. National Accounts Revisited
17. The interrelatedness of environment, technology, and structure: A study of differentiation and integration in banking
18. Perceptual product connections in an international market
19. Experiential knowledge and cost in the internationalization process
20. Customer retention, purchasing behaviour and relationship substance in professional services
21. Understanding business markets: Interaction, relationships and networks
22. Consumers and their brands: Developing relationship theory in consumer research
23. Preventing the premature death of relationship marketing
24. Technology-structure research: Three critical issues
25. Designing complex organizations
26. Competing with flexible lateral organizations
27. The different roles of satisfaction, trust and commitment in customer relationships
28. The architecture of cooperation: Managing coordination costs and appropriation concerns in strategic alliances
29. Total relationship marketing
30. Technology features as triggers for sensemaking
31. Innovative marketing strategies and organization structures for service firms
32. Service management and marketing. A customer relationship management approach
33. Interfirm adaptation in business relationships
34. A comparison of strategic marketing approaches
35. A taxonomy of supply networks
36. Structural equation modeling with LISREL
37. Operations technology and organization structure: An empirical reappraisal
38. Innovation, market orientation, and organizational learning: An integration and empirical examination
39. Corporate technological behavior: Co-operation and networks
40. LISREL approaches to interaction effects in multiple regression
41. Market orientation: Antecedents and consequences
42. Why satisfied customers defect
43. LISREL 8: Structural equation modelling with the SIMPLIS command language
44. Non-linear structural equation models: The Kenny-Judd model with interaction effects
45. Estimating the nonlinear and interactive effects of latent variables
46. A configuration typology for involving purchasing specialists in product development
47. Customer contributions to quality: A different view of the customer-oriented firm
48. Paradoxes of technology: Consumer cognizance, emotions, and coping strategies
49. The rise and fall of strategic planning
50. The commitment-trust theory of relationship marketing
51. Market-orientation is more than being customer-led
52. Does relationship marketing pay? An empirical investigation of relationship marketing practices in hospitals
53. The knowledge-creating company
54. A framework for the comparative analysis of organizations
55. Does satisfaction moderate the association between alternative attractiveness and exit intention in a marketing channel?
56. Knowing and being
57. The strategy process-concepts, contexts, cases
58. Fundamental issues in strategy. A research agenda
59. Relationship marketing in consumer markets: Antecedents and consequences
60. Introduction: Special issue on relationship marketing
61. Market orientation and the learning organization
62. The nature of customer relationship profitability
63. Recovering and learning from service failure
64. Organizations in action
65. The situated nature of adaptive learning in organizations
66. Global Account Management: The new frontier in Relationship Marketing
67. Exploiting a technological edge-voluntary and involuntary dissemination of technology, IIB
68. Communication and control processes in the delivery of service quality
69. Expanding to the internet: Pricing and communications strategies when firms compete on multiple channels