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PurposeContemporary scholars contend that the buyer-seller relationship is dynamic in nature, so it grows, matures and declines over time. However, most studies that adopt the dynamic perspective debates its conceptualization and ...
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PurposeContemporary scholars contend that the buyer-seller relationship is dynamic in nature, so it grows, matures and declines over time. However, most studies that adopt the dynamic perspective debates its conceptualization and how dynamic effects are captured. This scholarly discourse has led to multiple dynamic perspectives and resulted in fragmented and scattered literature on the subject. This study aims to synthesize the large body of research on dynamic perspectives in a systematic way.Design/methodology/approachThis paper follows a systematic review approach to extract and review 192 research articles from four electronic databases: Web of Science, EBSCOhost Business, ScienceDirect and Emerald. Based on the inclusion criteria that the articles examine time-dependent relationship development in light of a generalizable dynamic perspective, 61 articles were selected for the final examination and reporting.FindingsThis review reveals that most research on the buyer-seller dynamic relationship follows at least one of four perspectives: the relationship lifecycle, relationship age, relationship velocity and the asymmetric-dynamic perspective. Each perspective offers a distinct conceptualization of relationship development and has certain advantages that enable researchers to capture information about relationships' growth trajectory in a unique manner.Practical implications - Firms need a set of diverse strategies for their customers, depending on the state of the relationships' development, as strategies that pay off at initial levels may fail at later stages. This study helps managers select an appropriate dynamic perspective that best aligns with their customers' stage of relationship development so they can devise customized relationship-management strategies.Originality/valueTo the best of the authors' knowledge, this article is the first attempt to organize the discourse of a large body of research on dynamic perspectives, and therefore it helps academicians and practitioners to choose the dynamic perspective that best suits their objectives and research settings. This review documents key research areas that have been overlooked and highlights opportunities for future research.
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In recent years, as credit cards have emerged into competitive markets, many credit card companies have turned to customer relationship management. This study used the concept of customer relationship management to investigate cau...
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In recent years, as credit cards have emerged into competitive markets, many credit card companies have turned to customer relationship management. This study used the concept of customer relationship management to investigate cause and effect among relationship norms, relationship benefit, and relationship value. The sampling population was taken from customers living in Taipei who use credit cards to pay bills. In January 2010, 500 questionnaires were mailed to customers; 401 were returned. A total of 371 valid questionnaires were obtained for analysis. Thus, the effective rate of response was 74%. The empirical results suggest that the main route for building relationships will be by means of encouraging solidarity, which affects functional value via confidence benefits. The managerial implications of this study can point to appropriate strategies for credit card companies in developing and executing their customer service activities more efficiently.
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Objective: Relationship education (RE) usually is conceived of as relationship enhancement for currently satisfied couples, with a goal of helping couples sustain satisfaction. However, RE also might be useful as a brief, indicate...
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Objective: Relationship education (RE) usually is conceived of as relationship enhancement for currently satisfied couples, with a goal of helping couples sustain satisfaction. However, RE also might be useful as a brief, indicated intervention for couples with low satisfaction. The current study evaluated the effect of RE on couples with low and high relationship satisfaction. Method: The study was a randomized controlled trial in which 182 couples were randomly assigned to: a book reading control condition (control); RELATE online assessment with feedback and relationship goal setting (RELATE); or RELATE with CoupleCARE (RCC), a flexible delivery skill-based education program. Couples were assessed on relationship satisfaction and individual mental health before and after RE, and through to 4-year follow-up. Results: Couples with high initial satisfaction showed no effects of RE on satisfaction. RCC but not RELATE increased satisfaction in couples with low initial satisfaction, but effects dissipated between 6 and 12 months after RE. There were no effects of RE on mental health. Conclusion: Flexible delivery RE produces immediate effects as an indicated early intervention for couples with low relationship satisfaction, but the effects attenuate. Future research needs to seek methods to produce better maintained effects.
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Strain-induced crystallization of natural rubber was discovered in 1925 by the means of x-ray diffraction and has been widely investigated by this technique until today. The studies devoted to the structure of the crystalline phas...
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Strain-induced crystallization of natural rubber was discovered in 1925 by the means of x-ray diffraction and has been widely investigated by this technique until today. The studies devoted to the structure of the crystalline phase of natural rubber are first reviewed. This structure is strongly anisotropic and can be related to the exceptionally good strength and fatigue properties of this material. The relationships between strain-induced crystallization of natural rubber and its mechanical response, during static or tension-retraction tests, are also reviewed and discussed; in particular, the hysteresis of the stress-strain curve is mainly explained by strain-induced crystallization. The kinetics of crystallization under both static and cyclic deformation is also discussed, as well as the influence of different factors, depending either on material composition (crosslink density, carbon black fillers) or on external parameters (temperature, strain rate... ).
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To date, exposure control procedures that are designed to control item exposure andtest overlap simultaneously are based on the assumption of item sharing between pairsof examinees. However, examinees may obtain test information f...
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To date, exposure control procedures that are designed to control item exposure andtest overlap simultaneously are based on the assumption of item sharing between pairsof examinees. However, examinees may obtain test information from more than oneexaminee in practice. This larger scope of information sharing needs to be taken intoaccount in refining exposure control procedures. To control item exposure and testoverlap among a group of examinees larger than two, the relationship between the twoindices needs to be identified first. The purpose of this paper is to analytically derive therelationships between item exposure rate and each of the two forms of test overlap,item sharing and item pooling, for fixed-length computerized adaptive tests. Itemsharing is defined as the number of common items shared by all examinees in a group,while item pooling is the number of overlapping items that an examinee has with agroup of examinees. The accuracy of the derived relationships was verified usingnumerical examples. The relationships derived will lay the foundation for futuredevelopment of procedures to simultaneously control item exposure and item sharingor item pooling among a group of examinees larger than two.
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Using a cross-sectional survey from a relatively large sample of adult women, we examined the relationships of objectified body consciousness (OBC) to physical activity levels, dietary intake, and self-efficacy to control one's we...
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Using a cross-sectional survey from a relatively large sample of adult women, we examined the relationships of objectified body consciousness (OBC) to physical activity levels, dietary intake, and self-efficacy to control one's weight through exercise or healthy eating. OBC accounted for a small, statistically significant amount of variation in moderate and vigorous physical activity. Self-efficacy partially mediated the weak relationship between control beliefs and vigorous physical activity. Differences in OBC between weight control motivation groups (those trying to lose weight vs. maintain weight) and body mass index levels were found. Findings indicate a complex interaction of OBC with health behavior, having associations with restrained and disordered eating, but little to no relationship with physical activity and dietary food choices.
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This study examines the role of perceived interactivity and othermarketing tactics in relationship building with customers in theonline retail environment by applying a relationship investmentmodel adapted from De Wulf, Odekerken-...
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This study examines the role of perceived interactivity and othermarketing tactics in relationship building with customers in theonline retail environment by applying a relationship investmentmodel adapted from De Wulf, Odekerken-Schroder, and Iacobucci(2001). A proposed structure model was tested with data collectedfrom an online survey a 571 respondents. In the model, three subdi-mensions of perceived interactivity and three marketing tactic vari-ables were incorporated as the antecedents of perceived relationshipinvestment that subsequently influenced perceived relationshipquality and behavioral loyalty. Results suggest that two marketingtactics—direct mail (e-mail) and tangible rewards—and twodimensions of perceived interactivity—synchronicity and two-waycommunication—play as significant antecedents for the relationship-building process of online retail brands. In addition, the findingsconfirm the relationships among perceived relationship investment, relationship quality, and behavioral loyalty, which indicates that thefundamental process of relationship building remains similar in theonline environment. Reflecting the unique nature of the online retailenvironment, the model also clarifies the roles of interactivity aswell as traditional relationship investment strategies in facilitatingonline retailers' relationship building with customers.
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Interpersonal neurobiology indicates that reasoning and identity grow from the social self schema, itself internalised in the infant in response to the first social field. One could say the social field gives rise to the mind usin...
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Interpersonal neurobiology indicates that reasoning and identity grow from the social self schema, itself internalised in the infant in response to the first social field. One could say the social field gives rise to the mind using the intermediary of the brain. The individual and the group are in a tight reciprocal relationship. Psychotherapy works at this interface, where the inner world interacts with the outer world, where power and choice are known personally, in direct relationships. This paper takes a wide-ranging journey through core concepts of self, imagination, power, and choice, identifying the areas of work where psychotherapy can deeply impact on our institutional formulations and functioning. Companioning clients in the psychotherapeutic relationship builds resilience and resources in the face of difficulties and the unknown, develops fluidity, and encourages intimacy and the building of cooperative working relationships, thereby setting up the necessary conditions for a liberation of the politics of governance from dependency, passivity, and bureaucratic fixations into more humane-based communities of being and action.
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Interpersonal relationships and goal pursuit are intimately interconnected. In the present article, we present a people-as-means perspective on relationships. According to this perspective, people serve as means to goalshelping ot...
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Interpersonal relationships and goal pursuit are intimately interconnected. In the present article, we present a people-as-means perspective on relationships. According to this perspective, people serve as means to goalshelping other people to reach their goals in a variety of ways, such as by contributing their time; lending their knowledge, skills, and resources; and providing emotional support and encouragement. Because people serve as means to goals, we propose that considering relationship processes in terms of the principles of goal pursuit can provide novel and important insights into the ways that people think, feel, and behave in these interpersonal contexts. We describe the principles of means-goals relations, review evidence for each principle involving people as means, and discuss implications of our approach for relationship formation, maintenance, and dissolution.
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As firms strive to develop a sustainable competitive advantage, the relationships formed among supply chain parties become a critical consideration. Firms seek to establish relationships that can provide the desired level of perfo...
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As firms strive to develop a sustainable competitive advantage, the relationships formed among supply chain parties become a critical consideration. Firms seek to establish relationships that can provide the desired level of performance and competitiveness. Relationship quality provides a global measure of buyer-supplier relationships and can be used to assess the types of relationships a firm has within its supply chain. This research examines the impact of relationship quality on supply chain operational performance and satisfaction with strategic performance while considering both buyer and supplier perspectives and collaborative and arm's length types of relationships.
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