Relationship management: A sales role, or a state of mind?: An investigation of functions and attitudes across a business-to-business sales force

Commentators suggest that the business-to-business sales role is changing and evolving into relationship management. Previous research indicates that a relationship management role is very different from ‘traditional’ sales, and that it may require a different attitude on the part of the relationship manager. This research explores attitudes towards various aspects of relationship management across an entire international business-to-business sales force in a service industry context. We find that attitudes towards relationship management do not in fact align with job role. A cluster analysis reveals three attitudinal types of sales persons: Self-Directed; Team Leaders; and Strategic Sellers. Our findings suggest that some individuals may have attitudes that are inappropriate to their roles, and that attitudes should be taken into account when selecting relationship managers.     

How can business buyers attract sellers' resources?: Empirical evidence for preferred customer treatment from suppliers

This paper describes a study that investigates what makes a buyer attractive to a seller in a business-to-business buyer–seller relationship and encourages the seller to commit to and invest resources preferentially in the relationship. The study helps answer the question, “What is it that the buyer needs to do to create this attractiveness?” The perspective is somewhat unusual in the marketing literature for two reasons. Firstly, because it investigates how the supplier perspective of customer financial attractiveness affects the attitudes and actions of the supplier towards the buyer, rather than taking the buyer's perspective across the relationship. Secondly, the study has relationship attractiveness in terms of financial performance as an antecedent of its relationship constructs, whereas most relationship studies investigate performance as an outcome. The paper develops a model that proposes the seller's perception of customer financial attractiveness, seller satisfaction, and seller commitment as drivers of the seller's preferred customer treatment by allocation of resources to the relationship. The bases for the study's model are the resource-based view of the firm, the industrial marketing and purchasing (IMP) models, and related resource-focused theoretical streams. The study finds support for the model in the analysis of survey data.     

碳中和背景下煤炭行业ESG信息披露研究全文替换

运用文本分析、数据分析、文献研究等方法,提出煤炭行业ESG信息披露存在披露企业少、披露内容少、披露缺乏持续性、披露标准不规范等问题,并分析ESG信息报告编制标准不一、信息披露不具有强制性是产生问题的原因,提出煤炭行业ESG信息披露的政策建议:应制定ESG信息披露的统一标准,我国应该推动ESG信息强制披露机制。     

基于G1法和Topsis的煤层气项目风险评价研究全文替换

煤层气作为我国能源的重要补充,如何对煤层气项目在实施过程中的风险进行科学客观的评价是一个重要问题。从我国煤层气项目风险现状出发,构建了煤层气项目风险评价指标体系,并利用G1法赋予指标权重和Topsis方法进行算例分析,为煤层气项目风险评价提供了量化模型,丰富了相关理论框架。     

O2O,还差一环?简

O2O到底怎样才能形成闭环,各行业的实际操作不同。总之,这个在前两年被热炒的概念,会在2014年看到越来越多的案例。     

Belu:瓶装水的道德简

在借助商业手段实现了真正的可持续发展之后,Belu才真正有可能成为行业的主流产品,从而实现对瓶装水行业根本性的变革。