Positive and negative consequences of a relationship manager strategy: New Zealand banks and their small business customers

Article Abstract:

The influence of a relationship manager on the quality of the relationship between small businesses and their main provider of banking services in New Zealand and the impact of a relationship strategy in a business-to-business context are examined. It is shown that the relationship managers make real difference when compared to the businesses without relationship managers.

Commercial Banks, Small Business, Banking industry, Customer relationship management, Customer relations, SOHO

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The effect of working relationship quality on salesperson performance and job satisfaction: adaptive selling behavior in Korean automobile sales representatives

Article Abstract:

The article examines the influence of national culture on adaptive selling behavior in a non-Western context, using research on the South Korean automobile industry. Discussion focuses on job satisfaction and the mediation of the adaptive selling behavior - performance relationship via sales representative working relationship quality.

South Korea, Motor vehicles and car bodies, Public affairs, Psychological aspects, Social aspects, Marketing, Behavior, Demographic aspects, Automobile industry, Comparative analysis, Company marketing practices, Job satisfaction, Sales personnel, Salespeople

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Determinants of audit committee formation in the life insurance industry: New Zealand evidence

Article Abstract:

Research indicates that large companies with high levels of monitoring and leverage tend to have auditing committees. Reinsurance, assets, and organization form appear to have no effect upon the presence of an audit committee.

Capital funds & cash flow, Methods, Insurance industry, Accounting and auditing, Auditing, Life insurance industry

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