Leadership Style as Driver of Salespeoples' Customer Orientation Ruth Maria StockWayne D. Hoyer OriginalPaper Pages: 355 - 376
The Process of Business Relationship Ending – Its Stages and Actors Jaana Tähtinen OriginalPaper Pages: 331 - 353
Success Factors for Mass Customization: A Conceptual Model Thijs Lennart Jaap BroekhuizenKarel Jan Alsem OriginalPaper Pages: 309 - 330
Generating Competitive Intelligence in Organizations Bernard J. JaworskiDeborah J. MacinnisAjay K. Kohli OriginalPaper Pages: 279 - 307
Measuring Market Orientation: Exploring a Market Oriented Approach Lloyd C. Harris OriginalPaper Pages: 239 - 270
Assessing the Impact of Market-Focused and Price-Based Strategies on Performance: A Neural Network Typology Paul A. PhillipsF. DaviesL. Moutinho OriginalPaper Pages: 219 - 238
Are Market Orientation and Learning Orientation Necessary for Superior Organizational Performance? Mark Anthony FarrellEdward Oczkowski OriginalPaper Pages: 197 - 217
Exploring Market Driving: A Case Study of De Beers in China Lloyd C. HarrisKai Yi Cai OriginalPaper Pages: 171 - 196
Developing a Leadership-Rich Culture: The Missing Link to Creating a Market-Focused Organization William B. LocanderFrank HamiltonJames Stuart OriginalPaper Pages: 149 - 163
Using Trade Incentives to Promote Customer Relationships in a Retail Setting R. Stephen ParkerLinda S. PettijohnCharles E. Pettijohn OriginalPaper Pages: 135 - 147
The Relationship Rhombus: A Quadratic Relationship Suzanne HorneSteve Worthington OriginalPaper Pages: 127 - 134
A Stakeholder Perspective for Analyzing Marketing Relationships Michael Jay PolonskyDes. Stefan W. SchuppisserSrikanth Beldona OriginalPaper Pages: 109 - 126
A Foot in the Door: Relationship Marketing Efforts Towards Transaction-Oriented Customers Poul Houman Andersen OriginalPaper Pages: 91 - 108
Achieving Managerial Synergism: Balancing Strategic Business Units and Profit Centers A. Coskun SamliEric H. Shaw OriginalPaper Pages: 59 - 73
Making Sense of SERVQUAL's Dimensions to the Chinese Customers in Macau Tiffany K.P. Lam OriginalPaper Pages: 43 - 58
Measuring Cross-Category Specials Purchasing: Theory, Empirical Results, and Implications Rockney WaltersMaqbul Jamil OriginalPaper Pages: 25 - 42
Market Orientation, Learning Orientation and Product Innovation: Delving into the Organization's Black Box William E. BakerJames M. Sinkula OriginalPaper Pages: 5 - 23
Consumers' Trust in a Brand and the Link to Brand Loyalty Geok Theng LauSook Han Lee OriginalPaper Pages: 341 - 370
A Model of Factors Affecting the Growth of Retailing on the Internet Birud SindhavAnne L. Balazs OriginalPaper Pages: 319 - 339
Deconstructung Design for Marketing: Tools for Accessing the Design Process Angela H. Patton OriginalPaper Pages: 309 - 318
Learning Orientation, Market Orientation, and Innovation: Integrating and Extending Models of Organizational Performance William E. BakerJames M. Sinkula OriginalPaper Pages: 295 - 308
Interdisciplinary Contributions to Marketing Thought George M. Zinkhan OriginalPaper Pages: 289 - 294
Marketing Capabilities and Firm Performance: A Hierarchical Model Graham HooleyJohn FahyBoris Snoj OriginalPaper Pages: 259 - 278
Thriving on Turbulence Dr Brendan J. GrayProfessor Gordon E. GreenleyMr Philip K. Matheson OriginalPaper Pages: 231 - 257
Looking For a Network Organization: The Case of GESTO Mario BenassiArent GreveJulia Harkola OriginalPaper Pages: 205 - 229
The Combination Strategy to Optimal Target Selection and Offer Segmentation in Direct Mail Penny SpringPeter S.H. LeeflangTom Wansbeek OriginalPaper Pages: 187 - 203
Achieving Mass Customization Through Postponement: A Study of International Changes Prof. Remko I. van HoekProf. Dr. E. PeelenProf. Dr. Harry R. Commandeur OriginalPaper Pages: 353 - 368
“Friendly” Complaining Behaviors: Toward a Relational Approach Isabelle PrimBernard Pras OriginalPaper Pages: 333 - 352
Status of Database Marketing in the Dutch Fast Moving Consumer Goods Industry Peter C. VerhoefJanny C. Hoekstra OriginalPaper Pages: 313 - 331
Segmentation of Hedonic Consumption: An Application of Latent Class Analysis to Consumer Transaction Databases Jaap BoterMichel Wedel OriginalPaper Pages: 295 - 311
Refining RFM-Variables through Mokken Scale Analysis for the Purpose of Optimal Prospect Selection: Application to Ownership Patterns of Financial Products Drs. Leonard J. Paas OriginalPaper Pages: 275 - 294
The Lifetime Value Concept in Customer-Based Marketing Janny C. HoekstraEelko K. R. E. Huizingh OriginalPaper Pages: 257 - 274
Relationship Marketing and Consumers: A Social Dilemmas Approach Gijsbert B.W. Willenborg OriginalPaper Pages: 223 - 255
Using Information as a Basis for Segmentation and Relationship Marketing: A Longitudinal Case Study of a Leading Financial Services Firm Margaret Anne EmmelhainzC. Bruce Kavan OriginalPaper Pages: 161 - 177
Absolutely, Positively Hearing the Voice of the Customer: Exploring Overnight Delivery in Survey Research Steven N. Silverman OriginalPaper Pages: 143 - 159
Market Orientation: Scale Invariance and Relationship to Generic Strategies Across Two Countries Dr. Felix Tinoziva Mavondo OriginalPaper Pages: 125 - 142
Barriers to Increased Market-Oriented Activity: What the Literature Suggests Soren Bisp OriginalPaper Pages: 77 - 92
The Customer Concept: The Basis for a New Marketing Paradigm Janny C. HoekstraPeter S. H. LeeflangDick R. Wittink OriginalPaper Pages: 43 - 76
Market-Oriented Management: A Systems-Based Perspective Jan BeckerChristian Homburg OriginalPaper Pages: 17 - 41
Marketing's Role in the Development of Competitive Advantage: Evidence from the Motor Carrier Industry Douglas W. VorhiesLarry Yarbrough OriginalPaper Pages: 361 - 386
Distribution Equity: Creating Value through Managing Knowledge Relationships with Distribution Channels D. SudharshanRon Sanchez OriginalPaper Pages: 309 - 338
The Importance of Basic, Applied Research William W. CooperLeigh McAlister OriginalPaper Pages: 303 - 308
Relationship Marketing and Sustained Competitive Advantage W. Glenn RoweJames G. Barnes OriginalPaper Pages: 281 - 297
Factors Contributing to Marketing‘s Limited Role in Product Development in Many High-Tech Firms John P. WorkmanJr. OriginalPaper Pages: 257 - 279
Creating a Market Orientation John C. NarverStanley F. SlaterBrian Tietje OriginalPaper Pages: 241 - 255
The Market Orientation Construct: Correlations, Culture, and Comprehensiveness Rohit DeshpandéJohn U. Farley OriginalPaper Pages: 237 - 239