In this article, we present key tenets of good experimental design and provide some practical
considerations for industrial marketing researchers. We first discuss how experiments have …

Changes in the business environment are rapidly transforming sales practice and
pressuring the integrity of key actors in sales. Given that unethical sales behavior is a social …

Business cycles (BCs) can alter the conditions for long-term business-to-business (B2B)
relationships. Based on relationship marketing (RM) and interorganizational learning …

The traditional self-interest hypothesis is far from perfect. Social preference has a significant
impact on every firm's decision making. This paper incorporates reciprocal preferences and …

Firms invest in customer experience in the expectation that these investments will ultimately
provide positive financial returns. In practice, however, customers are continuously exposed …

Supplier development initiatives, instituted by buyers, may have both positive (performance
improvement) and negative (supplier opportunism) outcomes. Consequently, it is important …

Despite growing research on the dark side of B2B relationships in the last two decades,
there are still many gaps in this literature, which need to be addressed to provide a more …

Data management is an integral part of knowledge engineering in business-to-business
(B2B) marketing experiments. This article introduces the concept of data partitioning as a …

Purpose Social media fatigue (SMF) has been widely recognized; however, previous studies
have included various concepts into a single fatigue construct. Fatigue has typically been …

Given the level of outsourcing, supplier performance evaluation (SPE) is a critical supply
chain process. SPEs are used to record supplier performance levels to inform future supplier …