Business Relationships
Latest
Leadership Skills
Friend, Foe, Ally, Adversary … or Something Else?
To succeed, executives must manage a myriad of relationships.
Laurence J. Stybel and Maryanne Peabody
Marketing Strategy
Diversifying Your Customer Portfolio
RESEARCH BRIEF: A dynamic array of different customer types makes for a stronger business model.
Michael D. Johnson and Fred Selnes
Technology Implementation
Managing Your Portfolio of Connections
Thomas B. Lawrence, Eric A. Morse and Sally W. Fowler
Technology Implementation
Strategies for Data Warehousing
How can companies ensure that their data warehouse delivers as promised?
Lauren Keller Johnson
Marketing Strategy
Selectively Pursuing More of Your Customer’s Business
James C. Anderson and James A. Narus
Customers
Creating a Superior Customer-Relating Capability
Companies with the best connections to their customers focus on the people and businesses that buy from them.
George S. Day
Quality & Service
Exploring Scale: The Advantages of Thinking Small
Frits K. Pil and Matthias Holweg
Marketing Strategy
Changing the Channel: A Better Way To Do Trade Promotions
David R. Bell and Xavier Drèze
