This article challenges sales managers to think critically about collaborating with top customers. Instead, the authors suggest managing the closeness of the relationship by assessing the true benefits that come from collaboration.
Like many business sectors, food and agribusiness firms are increasingly offering product-service systems to meet customer expectations.
In the economic downturn of the agriculture industry, it might be surprising to learn that it could be time to start spending that cash hoard.
The temptation to win over a new customer with a price discount is strong. In this article, the authors review research on how deep discounts affect profit in the short term and the long run.
Authors of this article set out to understand which orientation or combination of orientations—customer, competitor or technology—is best depending on organizational strategy.
Employees' personal resources have an impact on relationships with customer firms. In this article, authors examine the roles of worker flexibility, reputation and empathy in relationship quality.
Typically researchers have considered individually the impacts of brand equity and human capital. The authors of this article suggest that these two are likely to have interdependent effects.