The management of one-to-one business interaction is challenged by the latency in the acquisition of information about the individual customer’s preferences. Although sharing this type of information would empower service providers to personalize the interaction with new customers since the first connection, this idea can be hardly applied in real cases if the service provider cannot protect th...

In the midst of promising perceived benefits, the electronic commerce (EC) environment entails greater challenges than those posed by conventional trade. In addition to privacy and security concerns, researchers and businesses alike are increasingly aware that the lack of trust for online vendors experienced by consumers constitutes a serious barrier to the widespread adoption and successful pr...

There is a significant body of evidence that many information systems (IS) implementation projects end in success. Despite numerous IS implementation project successes, there has also been a plethora of failures. This paper examines the impact of vendor trust on customer relationship management (CRM) implementation process. Grounded in available literature on vendor trust and IS implementation ...

Business image is a paramount when it comes to improve company’s desirability as borrower, client, customer, employer, supplier, etc. The most important strategies build up business are creating website, straightforward, easy-to-understand pricing, designing the image, doing referral exchange, encouraging personal recommendations, listing creatively and widely, maintaining customer database, go...

This paper elaborates on why and how business relationships develop through an indepth study of a world-leading industrial tooling company (ITC). The study of the ITC focuses on the development of a “preferred supplier” concept, developed in the UK subsidiary since the mid-1990’s. The aim was to capture business volume at customers through greatly increased embeddedness from a legal, technical ...

The positive relationship between trust and purchase-related variables (such as willingness to buy) has been widely reported in literature. By implication, it is sometimes suggested that violation of trust will lead to negative consequences. However, there is a dearth of empirical support for the consequences of trust violation. In the current study, we examine a research model that proposes th...

warranty as a kind of service contract today plays a role key in business and legal transactions. in this paper, we present a manufacturer, an agent and a customer's model under different service contracts suggestions. the manufacturer's profit is maximized by determining sale price, warranty period and warranty price. in addition we obtain optimal maintenance cost or repair cost for ...

BACKGROUND Understanding customers has become an urgent topic for increasing competitiveness. The purpopse of the study was to develop a qualitative dynamic attribute value model which provides insight into the customers' value for healthcare institute managers by conducting the initial open-ended questionnaire survey to select participants purposefully. METHODS A total number of 427 question...

The growth of application service providers has been phenomenal in application service industry worldwide. Application service providers usually provide service which is comprised with modularized and standard components. Customers can easily switch to another supplier based on the comparison between cost and benefit if their service is comprised with modularized and standard components. So, ke...