Market-driving versus market-driven: Divergent roles of market orientation in business relationships

Article Abstract:

An attempt is made to focus on market orientation (MO) and customer intimacy (CI) in business-to-business marketing, which are considered as the key success factors in marketing. Thus, a framework was developed to test the postulated relationship between the two constructs, and it was found that they established a strong positive association influenced by the market focus and business logic adopted.

Customer Relations, Business-to-business market, Business to business market

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Management of hybrid organizations: a case study in retailing

Article Abstract:

Hybrid retailing organizations try to maintain equilibrium between centralized control, local autonomy and their retailers. Identification and analysis of management policies, practices and problems help in understanding such organizations.

Retail Trade, Retail industry, Organizational structure

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Role of competences in creating customer value: a value-creation logic approach

Article Abstract:

An value-creation logic for analyzing the importance of vendor relations and their impact on customer preferences is presented.

Evaluation, Influence, Consumer preferences, Vendor relations

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