Reciprocal value propositions in practice: Constraints in digital markets

by Truong, Yann, Simmons, Geoff, Palmer, Mark
Published in Industrial marketing management

Enhancing organizational sensemaking: An examination of the interactive effects of sales capabilities and marketing dashboards

by Krush, Michael T., Agnihotri, Raj, Trainor, Kevin J., Nowlin, Edward L.
Published in Industrial marketing management

Complexity of sales situation and sales lead performance: An empirical study in business-to-business company

by Virtanen, Tatu, Parvinen, Petri, Rollins, Minna
Published in Industrial marketing management

The impact of strategic account managers' behaviors on relational outcomes: An empirical study

by Guenzi, Paolo, Georges, Laurent, Pardo, Catherine
Published in Industrial marketing management

Asymmetric customer–supplier relationship development in Taiwanese electronics firms

by Lee, Chia-Jung, Johnsen, Rhona E.
Published in Industrial marketing management

The roles of service encounters, service value, and job satisfaction in achieving customer satisfaction in business relationships

by Gil, Irene, Berenguer, Gloria, Cervera, Amparo
Published in Industrial marketing management

The strategic role of relational capabilities in the business-to-business service profit chain

by Theoharakis, Vasilis, Sajtos, Laszlo, Hooley, Graham
Published in Industrial marketing management

Using influence strategies to advance supplier delivery flexibility: The moderating roles of trust and shared vision

by Chang, Kuo-Hsiung, Huang, Hsu-Feng
Published in Industrial marketing management

Performance implications of the direct and moderating effects of centralization and formalization on customer orientation

by Auh, Seigyoung, Menguc, Bulent
Published in Industrial marketing management

Brand equity in the professional service context: Analyzing the impact of employee role behavior and customer–employee rapport

by Biedenbach, Galina, Bengtsson, Maria, Wincent, Joakim
Published in Industrial marketing management

Projective customer competence: Projecting future customer needs that drive innovation performance

by Stanko, Michael A., Bonner, Joseph M.
Published in Industrial marketing management

Study of country-of-origin image from legitimacy theory perspective: Evidence from the USA and India

by Wang, Tao, Zhou, Ling, Mou, Yupeng, Zhao, Jing
Published in Industrial marketing management

Co-evolution of trust and dependence in customer–supplier relationships

by Laaksonen, Toni, Pajunen, Kalle, Kulmala, Harri I.
Published in Industrial marketing management

Customer relationship management processes: How faithful are business-to-business firms to customer profitability?

by Johnson, Devon S., Clark, Bruce H., Barczak, Gloria
Published in Industrial marketing management

Customer attitudes of stayers and defectors in B2B services: Are they really different?

by Williams, Paul, Khan, M. Sajid, Ashill, Nicholas J., Naumann, Earl
Published in Industrial marketing management

Interaction capability development of smaller suppliers in relationships with larger customers

by Johnsen, Rhona E., Ford, David
Published in Industrial marketing management

Market-driving strategy implementation through global supplier relationships

by Elg, Ulf, Deligonul, Seyda Z., Ghauri, Pervez N., Danis, Wade, Tarnovskaya, Veronika
Published in Industrial marketing management

Salesperson navigation: The intraorganizational dimension of the sales role

by Plouffe, Christopher R., Barclay, Donald W.
Published in Industrial marketing management

The role of boundary spanners in the formation of customer attractiveness

by Hald, Kim Sundtoft
Published in Industrial marketing management

Five stories that illustrate three generalizations about radical innovations

by Starbuck, William H.
Published in Industrial marketing management