Relational selling is at a crossroads: Some trends undermine salespeople's ability to build
strong relationships (e-commerce, buying norms), but others emphasize the importance of …

To cope with the digital transition exacerbated by the COVID-19 pandemic, managers of
manufacturing small and medium enterprises (SMEs) need to adopt innovative practices to …

In light of the emerging discourse on AI systems' effect on society, whose perception swings
widely between utopian and dystopian, we conduct herein a critical analysis of how artificial …

Although the importance of customer orientation (CO) has been recognized, its relationship
with firm performance is far from clear. This lack of clarity is partly because the impact of CO …

Anecdotal evidence suggests that, despite the large variety of data, the huge volume of
generated data, and the fast velocity of obtaining data (ie, big data), quality of big data is far …

The service–profit chain (SPC) has served as a prominent guidepost for service managers
and researchers alike. This meta-analysis provides the first comprehensive test of the SPC …

In many business markets, manufacturers seek service-led growth to secure their existing
positions and continue to grow in increasingly competitive environments. Using longitudinal …

Following the principles of relationship marketing, many service providers treat customers
differently based on their profitability. We investigate consumers' fairness perceptions of …

In today's age of relational selling, a key challenge for salespeople is to determine the
degree to which their customer-oriented behaviors drive sales performance. Therefore, this …

The role of selling has become increasingly analytical and it is a central topic on senior
management's agenda in business markets. Still, sales strategy remains an under …