The concept of trust in electronic commerce literature has emerged over recent years. Whilst trust has always been an aspect of business generally, in the digital economy it has taken on a more pivotal and visible role. When trading with someone, with whom you have no physical or visible contact it is imperative that the two parties have some basis for having confidence in the transaction. It i...

The concept of business banking relationship, ie, the relations between banks and their client firms, as found in literature, is a poor conceptualisation of a rich and complex phenomenon whose structural, dynamic and organisational aspects are thus neglected. Most studies stress the operative and administrative issues whilst others looked at the relationships between banks and their customers a...

The goal of this paper is to provide an ontological approach to modelling customer relationships, which helps managers optimize channels, improve customer acquisition, retention and add-on selling. The advantages of a systematic approach are multiple. Modelling and mapping customer relationships allows a better understanding of the way a company interacts with its customers. A formal descriptio...

We aim to understand how the customer relationship portfolio of a subcontractor changes as the subcontractor evolves its capabilities. While this line of research is under-investigated in the literature on business relationships, we believe that it is a crucial aspect to gaining new insights about how competitive advantages are developed in industrial markets. To address this research question ...

The role of culture in the development of international buyer/seller relationships has attracted the attention of academics and practitioners in marketing and management (for example, Adler 1997; Dabholkar, Johnston & Cathey 1994; Hofstede 1994; Soutar, Grainger & Hedges 1999). This paper examines the role of national culture and stereotyping in the development of a potential buyer/seller relat...