The establishment and development of business-to-business relationships are commonly evaluated from the customers’ perspective. In this paper we look the process mainly from the opposite direction. We define the supplier’s partner selection process as continuous assessment of relationships with customers, rather than merely commencement needed during the early contract negotiation phase. We hav...

Many financial institutions are actively developing new electronic banking products for their retail customers. These efforts are can succeed only if their managers focus the promotion of the new services toward those customers who are most likely to find them attractive. The analysis of a 6-branch financial institution presented in this study suggests that institutions are vulnerable to loss o...

In recent years, Customer Relationship Management (CRM) has become a topic of major importance. However, the mobile medium as an element of CRM is rarely taken into consideration. The aim of the present study is to integrate these two important areas by providing an understanding of how to utilize the mobile medium in CRM. The main purpose of this study is to build an empirically grounded frame...

Long lasting customer relationships have proven to be beneficial to the success of a company. The computer game business has traditionally been about developing and then selling products to the customers, but today the games apply different marketing strategies such as free-to-play model, which changes the role of a customer. The Existence, Relatedness and Growth (ERG) theory provides a model t...

Telecommunication Companies use data mining techniques to maintain good relationships with their existing customers and attract new customers and identifying profitable/unprofitable customers. Clustering leads to better understanding of customer and its results can be used to definition and decision-making for promotional schemes. In this study, we used the 999-customer purchase records in Sout...

Not until very recently has mobile phone technology become sophisticated enough to allow more complex customized programs, which enable companies to offer new services to customers as part of customer relationship management (CRM) programs. In order to enhance customer relationships and to be adopted by customers, new mobile services need to be perceived as valuable additions to existing servic...

Although a sizable literature suggests that shareholders prefer greater vulnerability to takeovers because it reduces agency problems, the threat of takeovers can also impose ex ante costs on firms by adversely affecting important stakeholders, such as major customers. In this paper, we find that for firms with corporate customers as important stakeholders, a reduction in the threat of takeover...

Software defects rediscovered by a large number of customers affect various stakeholders and may: 1) hint at gaps in a software manufacturer’s Quality Assurance (QA) processes, 2) lead to an overload of a software manufacturer’s support and maintenance teams, and 3) consume customers’ resources, leading to a loss of reputation and a decrease in sales. Quantifying risk associated with the redisc...

The Internet introduces a new global marketplace for a large number of relatively unknown and often small companies often offering substitutive or complimentary products and services. The merchants profit from reduced costs, reduced time, and unsold stocks. Customers are attracted by increasing convenience and fast fulfillment. Merchants offering these products and services on this new marketpl...

While considerable literature examines business-to business (B2B) relationships, the impact of technology on these relationships has lacked attention. IT has impacted the way businesses operate in a B2B context as well as influencing services by altering the way services are delivered. To understand the way in which Internet technology has impacted these B2B services, it is essential to examine...