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Are key account relationships different? Empirical results on supplier strategies and customer reactions
Collaborative Brand Attacks in Social Media: Exploring the Antecedents, Characteristics, and Consequences of a New Form of Brand Crises
Recently, a new challenge has emerged for brand management. Large numbers of Internet users attack brands on social media collaboratively, a phenomenon that we refer to as “collaborative brand…
Who will buy smart glasses? Empirical results of two pre-market-entry studies on the role of personality in individual awareness and intended adoption of Google Glass wearables
Cultural, National, and Industry-Level Differences in B2B Web Site Design and Content
Based on a review of recent studies, content analysis of 600 B2B Web sites in 57 countries confirms the interrelatedness of certain antecedent variables with Web site design and content.
On the Role of Brand Stereotypes in Shaping Consumer Response toward Brands: An Empirical Examination of Direct and Mediating Effects of Warmth and Competence
The purpose of this article is to contribute to the branding literature by examining the critical role of brand stereotypes in shaping consumers’ brand-related responses. Drawing on the Stereotype…
When Does Digital Business Strategy Matter to Market Performance?
The findings of this study indicate four distinct configurations of digital business strategy that differ in their particular composition, but that are consistently sufficient pathways for high market performance and provides strategic choices for management practice.
Key‐account‐management in business markets: an empirical test of common assumptions
Purpose – The 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 set of…
Norm‐based relational behaviours: is there an underlying dimensional structure?
- B. Ivens
- 1 February 2006
Purpose – The purpose of the paper is to analyse what roles different relational norms play in long‐term business relationships.Design/methodology/approach – The paper uses exploratory factor…
Relationship keyness: The underlying concept for different forms of key relationship management