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The scope of this paper is to explore the transaction profitability of frequent and sporadic buyers in the Brazilian e-retailing home appliance market. Concepts in relationship marketing literature stressing the impact of purchasing frequency on customer transaction profitability, as well as recent academic research challenging this approach and pointing out the importance of sporadic clients, ...

Recent developments in international trade theory predict that increased globalization will be associated with increased locational concentration of economic activities, and hence increased specialisation of national and regional economies. Relative little empirical evidence exists on whether these predictions are correct, mainly as far as Central and Eastern Europe is concerned. This paper aim...

Most sectors of industry, commerce, and government have reported variation in the performance payoff from electronic customer relationship management (e-CRM). In this paper we build on surprisingly sparse literature regarding the importance of managerial discretion to show that the heterogeneity of beliefs held by managers about e-CRM execution matter when explaining e-CRM success. Drawing on a...

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Managing services on the Internet is becoming more and more complex and time consuming for service providers since services are increasing both in number and complexity. Also the number of users per service is going up. A solution to this problem is to allow the service users themselves to partly manage the services they are using. This is called Customer Service Management, and it will both in...

In the empirical part of the study the main questions are: What are the opinions of managers about the commitment of the employees, and what are their opinions of their own management using concepts of internal marketing? Are they marketing oriented, customer relationship managers? Thinking of employees the main questions are: What are the contents of their commitment? What are the opinions of ...

Collaboration is a term commonly used to refer to a type of interorganizational relationship. However, in real business assessments, many collaborative relationships fail due to the lack of understanding of the factors influencing collaboration sustainability. For this reason, enterprises, prior to engage to a collaborative relationship, need to understand further which the main factors influen...