International marketing channels become more important every day. Channel member satisfaction is a key characteristic of healthy channel relationships. However, limited knowledge exists regarding satisfaction in international marketing channels. The present research involves a European context and investigates channel member satisfaction in international relationships and its consequences from ...

Evidence suggests that small to medium sized enterprises (SMEs) have failed to capitalize on the Internet to facilitate the management of customer relations (e-CRM) and the creation of competitive advantage (Chen & Popovich, 2003; Geiger & Martin, 1999; McGowan et al., 2001; O’Toole, 2001). This is attributed to a lack of influence, time, finance and specialised knowledge, (Carson & Gilmore, 20...

The relevance of transactional and relational marketing variables in relational exchanges is now well established in the marketing literature. However, the knowledge about their relative effectiveness and their optimal mix over time remains very sparse. An analytical model is proposed to help determine optimal decision rules for transactional and relational marketing efforts. Some of the main r...

Research Fellow, School of Management, Boston University (e-mail: [email protected]). Marc Vanhuele is Associate Professor of Marketing, HEC Paris (e-mail: [email protected]). Koen Pauwels is Associate Professor of Marketing, Özyeğin University, Istanbul (e-mail: koen.pauwels@ozyegin. edu.tr). The authors thank Kantar Worldpanel France for providing the data used in this article and the Marketing Sci...

Year after year, managers strive to improve their sales performance in mature markets. Marketing research should therefore provide a dynamic understanding of the conditions for performance growth and of the role marketing actions play in this process. This paper analyzes how strategic windows of performance change alternate with long periods of performance stability. The proposed framework comb...