[HTML][HTML] Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda
Value-based selling (VBS) has become an increasingly important selling practice in
contemporary business-to-business (B2B) markets, but currently most VBS studies are …
contemporary business-to-business (B2B) markets, but currently most VBS studies are …
Social media and customer relationship management technologies: Influencing buyer-seller information exchanges
Due to the increasing array of sales technology, salespeople must understand how each
application assists them. This study examines how business-to-business salespeople use …
application assists them. This study examines how business-to-business salespeople use …
Mobile payment adoption in Latin America
Purpose Service providers have a vested interest in enhancing adoption of technologies that
improve the customer service experience. Buoyed by this idea, this paper aims to explore …
improve the customer service experience. Buoyed by this idea, this paper aims to explore …
Curbing the undesirable effects of emotional exhaustion on ethical behaviors and performance: A salesperson–manager dyadic approach
Recent events and popularized stereotypes call into question the ethics of salesperson
behaviors. Although prior research demonstrates that salespeople's emotional exhaustion …
behaviors. Although prior research demonstrates that salespeople's emotional exhaustion …
Leader crisis communication and salesperson resilience in face of the COVID-19: The roles of positive stress mindset, core beliefs challenge, and family strain
LT Tuan - Industrial Marketing Management, 2022 - Elsevier
The resilience of B2B sales forces is crucial in face of severe wide-ranging challenges
during a crisis. This study aims to investigate the role of leader communication of the crisis in …
during a crisis. This study aims to investigate the role of leader communication of the crisis in …
Creating trust and commitment in B2B services
In an ever-changing environment, business relationships are becoming increasingly
complex. This particularly applies to the business-to-business (B2B) service sector due to its …
complex. This particularly applies to the business-to-business (B2B) service sector due to its …
[LIBRO][B] Business to business marketing management: A global perspective
A Zimmerman, J Blythe - 2017 - taylorfrancis.com
Business to business markets are considerably more challenging than consumer markets
and as such demand a more specific skillset from marketers. Buyers, with a responsibility to …
and as such demand a more specific skillset from marketers. Buyers, with a responsibility to …
Identifying the determinants and consequences of post-recovery satisfaction in B2B customers: a multidimensional justice theory perspective
Purpose Drawing on justice theory, this study aims to investigate the determinants and
consequences of post-recovery satisfaction in a business-to-business (B2B) sales …
consequences of post-recovery satisfaction in a business-to-business (B2B) sales …
Buffering B2B service failure: The role of customer engagement
Research has shown that customer engagement contributes positively to competitive
advantage. It is well-established that in the process of building and maintaining customer …
advantage. It is well-established that in the process of building and maintaining customer …
[HTML][HTML] The attributes of inter-organizational relationships: Which fifteen of them really matter to software developers?
This research identifies (using a systematic literature review), verifies (using in-depth
interviews), and tests (using a large-scale survey) the relevant attributes of inter …
interviews), and tests (using a large-scale survey) the relevant attributes of inter …