Sales and Customer Relations

Author(s):  
W. B. Ellington
Keyword(s):  
2019 ◽  
Vol 22 (10) ◽  
pp. 1181-1191
Author(s):  
K.S. Butyaev ◽  
Keyword(s):  

2007 ◽  
Vol 158 (12) ◽  
pp. 406-416
Author(s):  
Jon Bingen Sande

The forest industry is riddled with exchange relationships. The parties to exchanges may have diverging goals and interests, but still depend upon each other due to non-redeployable specific assets. Formal and relational contracts may be used to deal with the resulting cooperation problems. This paper proposes a framework based on transaction cost economics and relational exchange theory, and examines to what extent empirical research has found formal and relational contracts to deal with three different governance problems. To that end, I review the results from 32 studies in a range of settings. These studies generally support the view that exchanges characterized by high degrees of specific assets should be supported by formal and relational contracts.


2019 ◽  
Vol 10 (1) ◽  
pp. 101
Author(s):  
Asare Evans Kwabena ◽  
Kaodui Li ◽  
Osei-Assibey Mandella Bonsu ◽  
Obeng Belinda Faamaa ◽  
Baah Alexander

The possibilities for companies to reach out more people to get in-depth understanding about brand, products, and services is through social media pages. We examined effects of social media on performance and customer relations of companies in Ghana. We obtained data from 390 respondents through structured questionnaires, and was analyzed with statistical package for social science (SPSS). The findings indicate increased awareness and usage of social media by companies in Ghana. However, customer’s desire for a products could be influence by company’s advertisement through social media post. We established that, managers are expectant with the use of social media enhancing customer’s relationship. Therefore, managers should modify their website to complement the social media strategies, identify the actions, wants and demands of customers to improve performance. We discussed several managerial recommendations.


Proceedings ◽  
2021 ◽  
Vol 74 (1) ◽  
pp. 12
Author(s):  
Ekin Akkol

The aim of this study is to develop a web application that supports decision-making processes on subjects—such as customer relations management, marketing, and stock management—with data such as posts, comments, and likes from Instagram to four e-commerce companies. In this context, the data obtained from the Instagram accounts of e-commerce companies were recorded in a database after the pre-processing and classification stages. A web application has been developed that can support managers in their decision-making processes at operational, tactical, and strategic decision-making levels by visualizing the data recorded in the database.


10.1068/c9866 ◽  
2000 ◽  
Vol 18 (2) ◽  
pp. 225-247 ◽  
Author(s):  
Harald Bathelt

Since the late 1980s, various scholars have concluded that a recovery from the Fordist crisis will require that rigid Fordist practices and structures in the industrial sector be replaced by flexible ones. The mode of development to follow, often referred to as a post-Fordist or after-Fordist mode, is often assumed to be characterized by flexibility in technologies, labor, and production processes. Aside from idealistic scenarios and limited empirical findings, relatively little is known about the product, process, and linkage structures which will lead to a new mode of development. The degree to which flexibility processes will be influential is also unclear. It is within this context that I try to provide new insights into the changing nature of industrial production and the social and technical division of labor, with the aid of results from a recent study of the German chemical industry (basic chemicals; pigments, dyes, paints, varnishes; and pharmaceuticals). Using a postal survey of 155 German chemical firms and 18 firm case studies, I investigate how firms have adjusted their product and process configurations and their supplier relations and customer relations to meet the changing technological, economic, and societal settings. According to my analysis, it seems unlikely that industrial development will follow a single growth trajectory towards flexibility. Increases in flexibility in products and processes are often only subordinate goals, or are not considered necessary. I describe how chemical firms benefit from spatial proximity to their supplier and customer bases. I also provide evidence that most firms rely on strategically important stable linkages within the short and middle distance.


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