Many companies see key account management as a potentially successful way to implement a relational strategy. Nevertheless, the literature suggests that strategy implementation at the sales force level is difficult to achieve, mainly because salespeople may not understand - nor accept - what they are requested to do. Despite their relevance, behaviors of key account managers have poorly been investigated. This article defines and tests a model of relational selling behaviors from the part of key account managers. Results show that the perception of the adoption of a relational selling strategy is associated with some specific key account managers' behaviors (customer-oriented selling, adaptive selling and team selling), but not with others (organizational citizenship behaviors). These findings suggest that potential discrepancies can exist between a relational selling strategy and its implementation at the key account manager level. Based on these results, theoretical and managerial implications are discussed. 相似文献
Based on the idea of Grey System and interval number coefficient notation, a Grey Critical Chain scheduling approach is studied. According to Grey system Theory, the time of project or task completion can be considered as the object that extension is definite but intension is uncertain, which is coincident with the character of the project management. The Grey Critical Chain Scheduling Technique mainly aims at the single project time management, but the management idea can also be applied to the other knowledge areas of the project management. In this technique, we improve the selection method of the buffer time in the Critical Chain, in order to obtain reasonable Feeding Buffer time and Project Buffer time. In this paper, we will use an example to discuss the Grey Critical Chain Scheduling Technique, compare Grey Critical Chain with Program Evaluation and Review Technique, Critical Chain and Fuzzy Critical Chain, and analyze the advantages, disadvantages and applicable scope of their own. 相似文献
In recent years, large US law firms have been undergoing significant changes. Most have switched from a professional model (P2 form) to a corporate business model, employing competitive strategies and a profit orientation. As the market for corporate legal services became more competitive, many large US law firms began to diversify the services they offer and expand their operations into new geographic regions of the country and into international markets. They even engaged in acquisitions and learned to manage and leverage their critical resources, human capital and relational capital. As a result, most of these law firms have added more professional management. All in all, the services law firms offer and the rivals with which they must contend have changed substantially over the last 15 years. 相似文献
This study uses data from the automotive replacement tire industry to test the proposition that dependence and relationship structure interact to determine frequency of influence-strategy use in distribution systems. The findings support the expectation that dependence is positively associated with recommendations, information exchanges, promises, requests, legal pleas, and threats. However, increases in dealer dependence increase the use of requests, legal pleas, and threats only in systems characterized by trivial levels of relationalism.The authors would like to express their gratitude to John Burnett, Robert Dwyer, Jule Gassenheimer, and Allen Wilhite for their helpful comments on this project. 相似文献
Purpose: Interfirm knowledge sharing has been well recognized to activate the performance and competitiveness improvement of the firms. Previous research has discussed the impacts of current suppliers on buyer–supplier knowledge sharing, but does not explain how this influence occurs. This study aims to disclose the mechanism by which both current and competing suppliers impact buyer–supplier knowledge sharing in buyers’ new product development activities.
Methodology/approach: This study proposed a conceptual model based on relational exchange theory and developed eight hypotheses. Questionnaire survey was used to collect empirical data from R&D staff of Taiwanese electronics firms. This study distributed 1,475 questionnaires and received 246 eligible questionnaires. Structural equation modeling was used to test and verify appropriateness of the proposed model.
Findings: The findings show that current supplier asset specificity positively and directly influences buyer–supplier knowledge sharing in new product development. The current supplier asset specificity also has indirect positive influence on buyer–supplier knowledge sharing in new product development via the mediating effects of buyer trust, satisfaction, and commitment. However, the attractiveness of alternative suppliers only indirectly and negatively affects buyer–supplier knowledge sharing via the mediating effects of buyer trust, satisfaction, and commitment.
Research limitations/implications: This study surveyed the firms in Taiwanese electronics industry. Nevertheless, new product development activities are executed by electronics firms in numerous countries and firms in various industries. For validating the generalization of this study’s results, future research can investigate firms in other industries and countries to verify the proposed model and hypotheses.
Practical implications: Current suppliers’ asset specificity is found to exert more influence on buyer–supplier knowledge sharing than alternative attractiveness. The findings imply that current suppliers should focus on investing specific assets for buyers other than stress the attractiveness and threat of competing suppliers.
Originality/value/contribution: This study initiates to approach the antecedents and influence mechanism of current buyer–supplier knowledge sharing via both perspectives of current and competing suppliers. 相似文献
In this paper, not only do we posit that the presence of a multinational corporation may entail significant benefits for the
host economy and local firms’ performance, but also that these benefits can be actively sought and dynamically reinforced
by local firms through the development of intense, embedded customer–supplier relationships. Building on the relational view,
we argue that this may happen through the commitment of resources to relation-specific investments. Our hypotheses find support
in a sample of SMEs suppliers of ST Microelectronics, the fourth largest producer of microelectronic components in the world.
We show that by making relation-specific investments, local firms can grow quantitatively and qualitatively, improve their
innovativeness, and acquire new clients. 相似文献
The purpose of this multi-level study is to examine how servant leadership affects both employee creativity and team innovation. Drawing from social identity, in particular, relational identification theory, we found on the basis of a two-nation Asian sample of 154 teams that servant leadership promotes individual relational identification and collective prototypicality with the leader which, in turn, fosters employee creativity and team innovation. In addition, our study suggests that the mediated effect of leader identification is strongest when team climate for innovation is high. 相似文献