Recent research in marketing strategy emphasizes the dual processes of creating and
appropriating value in exchange relationships. In business to-business markets …

Determining customer satisfaction elements in retailing after-sales services have been well
explored; however, the increasing competition in this area demands the investigation of …

The influence of sellers’ ethical behaviour on customer’s loyalty, satisfaction and trust | Emerald
Insight Books and journals Case studies Expert Briefings Open Access Publish with us …

Over the last several years, there has been increasing interest in a new sales training
approach–referred to as the Challenger Sales model–to engage customers. This approach …

The authors evaluate the usefulness of customer lifetime value (CLV) as a metric for
customer selection and marketing resource allocation by developing a dynamic framework …

Purpose–Drawing on resource‐advantage theory and a diverse literature base, this article
seeks to further the development of the explanatory foundations of relationship marketing …

The Dark Side of Close Relationships MIT Sloan Management Review Logo Menu Search
Topics < Back to Menu Data, AI, & Machine Learning Innovation Leadership Managing …

The purpose of this paper is to examine affective trust and cognitive trust and their effects on
business relationship outcomes. Within a relationship marketing framework, the influence of …

Among the growing literature on value creation in collaborative buyer–seller relationships,
most researchers examine relationship value at a single point in time. In the present …

This research examines the evolution of cooperative interorganizational relationships and
provides an empirical test of four propositions from the DSO (Dwyer et al. 1987) life-cycle …