to cope with the customer-oriented business model in a global competitive market, enterprises tend to be networked for achieving mass customisation: i.e. offering customisable products with the same efficiency as mass production. This scenario highlights two faces of variability: variability of needs (on customer side) and variability of organisations (on production side). Both types of variabi...

While few scholars debate the importance of doing things to improve the quality of the buyer–seller relationship, little is known about what salespeople can do after the point of the initial sale to enhance customer satisfaction and trust. On the basis of extensive exploratory interviews across professional selling domains, this research develops a set of behaviors, referred to here as “salespe...

The classical 4P theory was born in the demand market, a company to develop marketing strategies aimed to meet customer the differential interest demand. However, with the US-led financial crisis, making the interests focus on customer needs 4P strategic theory of challenges, in the value market, develop strategies to create value investors become the fundamental purpose. This paper is using ma...

Since sport marketing is a commercial activity, precise customer and marketing segmentation must be investigated frequently and it would help to know the sport market after a specific customer profile, segmentation, or pattern come with marketing activities has found. Such knowledge would not only help sport firms, but would also contribute to the broader field of sport customer behavior and ma...

We propose a method, e3-service, to reason about satisfying customer needs (problems stated by the consumer) by means of a bundle of multi-supplier service bundles (solutions from specific suppliers). The e3-service method represents customer needs, desired consequences by the customer, and the services that realize those consequences in a multi-perspective service catalogue. This catalogue is ...

The purpose of this study is to assess the proposition that adoption of a market orie ntation le ads to im proved s ervice qua lity for se rvice sector organisations. We argue that an organisational culture incorporating customer care as i ts cen tral t enet an d i nvolving eff orts t o un derstand t he n eeds of customers throug h a m arket orie ntation e nables t he org anisation to pr ovide ...

Consumers are at the central point of marketing. However, while existential research is devoted to understanding gray market, little attention is given to the consumer’s view of gray market. This study attempts to take the perspective of consumers to address the gray market issue. Lifestyles of the target customers of trademark holders are proposed for trademark holders to retain existing custo...

The concept of the Service Oriented Infrastructure (SOI) is not just the result of technological advance; it has been stimulated by the needs of organisations. The modern organisation is seeking to efficiently utilise its information and communications technology (ICT) infrastructure, while at the same time ensuring that components of the infrastructure can be substituted and augmented dynamica...