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Buyer–supplier relationship dynamics: A systematic review
Marketing scholars have long acknowledged that buyer–supplier relationships (BSRs)
evolve over time. Nevertheless, truly dynamic considerations tend to be confined to the …
evolve over time. Nevertheless, truly dynamic considerations tend to be confined to the …
Organizational buying behavior: past performance and future expectations
Reviews the academic research conducted on organizational buying behavior since the
publication of Sheth's model of industrial buying behavior in 1973. Discovers an impressive …
publication of Sheth's model of industrial buying behavior in 1973. Discovers an impressive …
Customer value: the next source for competitive advantage
RB Woodruff - Journal of the academy of marketing science, 1997 - Springer
Driven by more demanding customers, global competition, and slow-growth economies and
industries, many organizations search for new ways to achieve and retain a competitive …
industries, many organizations search for new ways to achieve and retain a competitive …
Integrating logistics service or not? The role of platform entry strategy in an online marketplace
We study whether an e-commerce platform should costly establish self-owned logistics to
support the logistics distribution services of both the manufacturer and e-tailer. We derive …
support the logistics distribution services of both the manufacturer and e-tailer. We derive …
Personal selling and sales management: A relationship marketing perspective
The authors examine how the practice of personal selling and sales management is
changing as a result of the increased attention on long-term, buyer-seller relationships and …
changing as a result of the increased attention on long-term, buyer-seller relationships and …
The theoretical underpinnings of customer asset management: A framework and propositions for future research
Most research in customer asset management has focused on specific aspects of the value
of the customer to the company. The purpose of this article is to propose an integrated …
of the customer to the company. The purpose of this article is to propose an integrated …
Examining why and when market share drives firm profit
Many firms use market share to set marketing goals and monitor performance. Recent meta-
analytic research reveals the average economic impact of market share performance and …
analytic research reveals the average economic impact of market share performance and …
An attitude-behavior model of salespeople's customer orientation
The goal of this article is to provide deeper insights into the construct of customer orientation
at the individual level. The article has three main objectives: First, this study provides a two …
at the individual level. The article has three main objectives: First, this study provides a two …
Relationship marketing and distribution channels: Exploring fundamental issues
JR Nevin - Journal of the Academy of marketing Science, 1995 - journals.sagepub.com
I truly got involved in the task of reviewing the article entitled “Relationship Marketing and
Distribution Channels” by Barton A. Weitz and Sandy D. Jap (1995 [this issue]). The effort by …
Distribution Channels” by Barton A. Weitz and Sandy D. Jap (1995 [this issue]). The effort by …
The interaction effect of relational norms and agent cooperativeness on opportunism in buyer–supplier relationships
In this study, we examined the effect of relational norms and agent cooperativeness on
opportunism in buyer–supplier relationships. Drawing from the theoretical grounding of …
opportunism in buyer–supplier relationships. Drawing from the theoretical grounding of …