Retail buying is a particular form of industrial buying, one characterised by buying for the purposes of reselling to the ultimate customer, rather than for use. Retail buyers have a complex role. They are responsible for meeting the requirements of their target customers and they also have to manage relationships with suppliers in order to obtain the best terms and conditions. Modern retailing...

The study examines the effects of environmental context (technological turbulence), industrial context (production technology routineness and product complexity), and organizational structure (formalization and decentralization) on customer involvement in product development and compares US and Chinese State-owned enterprise (SOE) manufacturers. The results show that customer involvement in pro...

This paper aims to configure out the potentialities of CRM in the building of government reputation by raising key aspects of Corporate Reputation theory that can be strengthened by similar CRM strategic orientations and supported by the deployment of CRM solutions. Initially we address aspects of public cynicism towards government. In the sequence, we describe the main characteristics of CRM s...

during the 1950s. He described the company in 1960 as moving from having a marketing concept to being a marketing company. Although Keith relied exclusively on his knowledge of Pillsbury's history, he claimed that the " pattern was typical of American business in general " (1960, 35), that it was a " classic pattern of development in the marketing revolution " (p. 36). No evidence was offered f...

The role of logistics in effective supply chain management is increasingly critical, and researchers and practitioners have recently focused their attention in designing more intelligent systems to address today’s challenges. In this paper, we focus on one such challenge concerning improving the role of the customer in logistics operations. In particular, we identify specific developments in th...