This study focuses on market orientation (MO) and customer intimacy (CI) in business-to-business marketing. These are generally regarded as key success factors in marketing. The authors argue, however, that the relationship between MO and customer relationship has not been properly examined, nor has its dependence on a firm’s strategic market posture been understood. A contingency framework is ...

The growing number of company projects requires comprehensive management, project portfolio management (PPM), for strategic alignment and efficient use of resources. In parallel, companies face customers demanding higher value, and joint value creation with customers is considered a key success factor in the future. Project portfolios delivering products and services for customers implicate a l...

The customers of modern telecommunication service providers implicitly create an interactive social networks of individuals, which both depend on and influence each other through various complex social relationships grown on friendship, shared interests, locality, etc. While delivering services on the individual basis, the social network effects exerted from customer-to-customer interactions re...

This study aimed at exploring how the organizational culture can contribute in adopting Total Quality Management (TQM) in the organization. A case study was conducted at the Salt complex in El Outaya, Biskra State and the questionnaire was used to collect data. The study found that the organizational culture (organizational values, organizational behavior and the artifacts) contributes in adopt...

As more firms begin to collect (and seek value from) richer customer-level datasets, a focus on the emerging concept of customer-base analysis is becoming increasingly common and critical. Such analyses include forward-looking projections ranging from aggregate-level sales trajectories to individual-level conditional expectations (which, in turn, can be used to derive estimates of customer life...

hile customer acquisition is a constant priority for middle market commercial bankers, the quest has assumed high urgency in today’s volatile market. There is a heightened potential for client turnover as institutions work through capital difficulties and wrenching mergers. And the rising priorities of deposit growth and fee revenue generation have commercial bankers knocking on new doors for n...

The concepts of customer relationship management (CRM) and knowledge management (KM) have been recently gaining wide attention in business and academia. Both approaches focus on allocating resources to supportive business activities in order to gain competitive advantages. CRM focus on managing the relationship between a company an its current and prospective customer base as a key to success. ...

In the past decade, firms have paid increasing attention to customer value management (CVM). Through customer-centric management systems, firms aim to maximize customer value. In this article, we put forth six important lessons that firms can employ for successful CVM, integrating available research knowledge and best practices: (1) use CVM to improve business performance; (2) ensure that CVM i...

Implementing lean manufacturing concepts is essential for companies in the manufacturing and service industries to survive in the very competitive global marketplace. A key point is to eliminate waste while delivering value to the customers. Thus, graduates from engineering programs such as manufacturing, industrial and systems engineering and engineering management must be able to focus and ap...

The Magnet system meets many of the challenges of modeling decision making for customer agents in automated contract negotiation. B usiness-to-business e-commerce is expanding rapidly, letting manufacturers both broaden their customer base and increase their pool of potential suppliers. However, negotiating supplier contracts for the multiple components that often make up a single product is a ...