FRINK Linked Data Fragments server

Matches in SemOpenAlex for { <https://semopenalex.org/work/W2012410366> ?p ?o ?g. }

• W2012410366 endingPage "41" @default.
• W2012410366 startingPage "31" @default.
• W2012410366 abstract "Purpose This paper aims to explore the links between revenue management and business‐to‐business (B2B) relationships and explains how revenue management can both support and damage B2B relationships. Design/methodology/approach A single case study method was employed to conduct qualitative research into a company and its key accounts. In‐depth data were collected from three divergent sources (company revenue managers, company account managers and nine of the company's key accounts) through semi‐structured interviews, observations and document studies. Findings The research findings reveal that from the company's perspective, managers acknowledge that revenue management has positively influenced the process of identifying and analysing key account activities and conducting contractual decision making with key accounts. However, from the key accounts' perspective, revenue management practices were found to have significant negative consequences which damage trust and undermine long‐term relationships and commitment. Research limitations/implications Although the research findings cannot be generalised to other service sectors because of the single‐case study research method, the implications of this study suggest that the impact of revenue management practice on B2B relationships should be further investigated in a wide range of organisational and industry settings. Practical implications The research findings confirm the long‐held assumption that revenue management can negatively affect B2B relationships. The benefits of revenue management primarily reward the company, whilst long‐term B2B relationship development suffers from the short‐term consequences of the company's opportunistic behaviour. Originality/value This paper bridges the gap in the literature between revenue management and key account management. It also explores the conceptual incompatibility between revenue management and a long‐term relational approach to B2B relationships and provides evidence to support this proposition." @default.
• W2012410366 created "2016-06-24" @default.
• W2012410366 creator A5002254254 @default.
• W2012410366 creator A5040364170 @default.
• W2012410366 date "2009-02-20" @default.
• W2012410366 modified "2023-09-29" @default.
• W2012410366 title "Revenue management: the impact on business‐to‐business relationships" @default.
• W2012410366 cites W1966551640 @default.
• W2012410366 cites W1970642352 @default.
• W2012410366 cites W1971836491 @default.
• W2012410366 cites W1984638595 @default.
• W2012410366 cites W1987183482 @default.
• W2012410366 cites W1996422327 @default.
• W2012410366 cites W1997977359 @default.
• W2012410366 cites W2009214910 @default.
• W2012410366 cites W2014052201 @default.
• W2012410366 cites W2015254738 @default.
• W2012410366 cites W2022884349 @default.
• W2012410366 cites W2024312173 @default.
• W2012410366 cites W2043490517 @default.
• W2012410366 cites W2055527393 @default.
• W2012410366 cites W2058017838 @default.
• W2012410366 cites W2064734368 @default.
• W2012410366 cites W2073349290 @default.
• W2012410366 cites W2074998141 @default.
• W2012410366 cites W2090428413 @default.
• W2012410366 cites W2091589136 @default.
• W2012410366 cites W2091683306 @default.
• W2012410366 cites W2109826545 @default.
• W2012410366 cites W2121255338 @default.
• W2012410366 cites W2122257528 @default.
• W2012410366 cites W2148219776 @default.
• W2012410366 cites W2169603190 @default.
• W2012410366 cites W2924989265 @default.
• W2012410366 cites W4205740072 @default.
• W2012410366 cites W4237340258 @default.
• W2012410366 cites W4246727112 @default.
• W2012410366 cites W4249581448 @default.
• W2012410366 doi "https://doi.org/10.1108/08876040910933075" @default.
• W2012410366 hasPublicationYear "2009" @default.
• W2012410366 type Work @default.
• W2012410366 sameAs 2012410366 @default.
• W2012410366 citedByCount "31" @default.
• W2012410366 countsByYear W20124103662012 @default.
• W2012410366 countsByYear W20124103662013 @default.
• W2012410366 countsByYear W20124103662014 @default.
• W2012410366 countsByYear W20124103662015 @default.
• W2012410366 countsByYear W20124103662016 @default.
• W2012410366 countsByYear W20124103662017 @default.
• W2012410366 countsByYear W20124103662018 @default.
• W2012410366 countsByYear W20124103662022 @default.
• W2012410366 crossrefType "journal-article" @default.
• W2012410366 hasAuthorship W2012410366A5002254254 @default.
• W2012410366 hasAuthorship W2012410366A5040364170 @default.
• W2012410366 hasBestOaLocation W20124103662 @default.
• W2012410366 hasConcept C10138342 @default.
• W2012410366 hasConcept C142038384 @default.
• W2012410366 hasConcept C144024400 @default.
• W2012410366 hasConcept C144133560 @default.
• W2012410366 hasConcept C158561033 @default.
• W2012410366 hasConcept C162853370 @default.
• W2012410366 hasConcept C190248442 @default.
• W2012410366 hasConcept C195487862 @default.
• W2012410366 hasConcept C26517878 @default.
• W2012410366 hasConcept C2776950860 @default.
• W2012410366 hasConcept C2780378061 @default.
• W2012410366 hasConcept C2781386248 @default.
• W2012410366 hasConcept C36289849 @default.
• W2012410366 hasConcept C38652104 @default.
• W2012410366 hasConcept C41008148 @default.
• W2012410366 hasConcept C91887955 @default.
• W2012410366 hasConceptScore W2012410366C10138342 @default.
• W2012410366 hasConceptScore W2012410366C142038384 @default.
• W2012410366 hasConceptScore W2012410366C144024400 @default.
• W2012410366 hasConceptScore W2012410366C144133560 @default.
• W2012410366 hasConceptScore W2012410366C158561033 @default.
• W2012410366 hasConceptScore W2012410366C162853370 @default.
• W2012410366 hasConceptScore W2012410366C190248442 @default.
• W2012410366 hasConceptScore W2012410366C195487862 @default.
• W2012410366 hasConceptScore W2012410366C26517878 @default.
• W2012410366 hasConceptScore W2012410366C2776950860 @default.
• W2012410366 hasConceptScore W2012410366C2780378061 @default.
• W2012410366 hasConceptScore W2012410366C2781386248 @default.
• W2012410366 hasConceptScore W2012410366C36289849 @default.
• W2012410366 hasConceptScore W2012410366C38652104 @default.
• W2012410366 hasConceptScore W2012410366C41008148 @default.
• W2012410366 hasConceptScore W2012410366C91887955 @default.
• W2012410366 hasIssue "1" @default.
• W2012410366 hasLocation W20124103661 @default.
• W2012410366 hasLocation W20124103662 @default.
• W2012410366 hasOpenAccess W2012410366 @default.
• W2012410366 hasPrimaryLocation W20124103661 @default.
• W2012410366 hasRelatedWork W172659435 @default.
• W2012410366 hasRelatedWork W2038784815 @default.
• W2012410366 hasRelatedWork W2040431453 @default.
• W2012410366 hasRelatedWork W2050662717 @default.
• W2012410366 hasRelatedWork W2079109933 @default.
• W2012410366 hasRelatedWork W2317582666 @default.

• next