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Dynamic interpersonal processes at work: Taking social interactions seriously
Dynamic interpersonal processes are the core foundation of many phenomena of interest to
organizational psychology and organizational behavior scholars. This article views the …
organizational psychology and organizational behavior scholars. This article views the …
An ecosystem perspective synthesis of co-creation research
Extant research examines numerous aspects of co-creation and offers a volume of important
insights. We seek to build a clear understanding of the resulting co-creation research …
insights. We seek to build a clear understanding of the resulting co-creation research …
Digitalization process of complex B2B sales processes–Enablers and obstacles
The purpose of this study is to shed light on the extent to which salespeople use technology
throughout complex B2B sales processes. The research on technology in society considers …
throughout complex B2B sales processes. The research on technology in society considers …
Boundary spanner relational behavior and inter-organizational control in supply chain relationships
Boundary spanner relational behavior is considered critical in the successful management
of buyer–supplier relationships and may help avoiding high costs of more formal inter …
of buyer–supplier relationships and may help avoiding high costs of more formal inter …
Value (co-) creation in B2B sales ecosystems
S Rusthollkarhu, P Hautamaki… - Journal of Business & …, 2021 - emerald.com
Purpose Digital ecosystemic business environments challenge dyadic approaches to value
creation and particularly to business-to-business (B2B) sales. This paper aims to offer a …
creation and particularly to business-to-business (B2B) sales. This paper aims to offer a …
Drivers and outcomes of relationship quality with professional service firms: An SME owner-manager perspective
Strong relationships are important, particularly for business partners dealing with business-
to-business (B2B) professional service providers, as the quality of the relationship can serve …
to-business (B2B) professional service providers, as the quality of the relationship can serve …
Rapport building in authentic B2B sales interaction
Acquisition of new customers is critical for any business seeking to achieve growth. This
paper investigates the skill of rapport building in establishing new customer relationships …
paper investigates the skill of rapport building in establishing new customer relationships …
The present and future of the B2B sales profession
Over the last three decades, business-to-business (B2B) sales practices have undergone
significant change. This study evaluates the current responsibilities, skills, and knowledge …
significant change. This study evaluates the current responsibilities, skills, and knowledge …
Business-to-business e-negotiations and influence tactics
E-negotiations, or sales negotiations over email, are increasingly common in business-to-
business (B2B) sales, but little is known about selling effectiveness in this medium. This …
business (B2B) sales, but little is known about selling effectiveness in this medium. This …
Value co-creation in business-to-business context: A bibliometric analysis using HistCite and VOS viewer
Abstract purpose Value co-creation (VCC) recently displayed a significant increase in the
frequency of publications in business studies and social sciences. Our study objects to …
frequency of publications in business studies and social sciences. Our study objects to …