How organizations leverage digital technology to develop customization and enhance customer relationship performance: An empirical investigation
Digital technology (DT) is critical for realizing customization to create business value.
However, research on how DT affects customization and customer relationship performance …
However, research on how DT affects customization and customer relationship performance …
Competitive strategies in the agri-food industry in Italy during the COVID-19 pandemic: an application of K-means cluster analysis
Purpose This paper aims at understanding how companies in the agri-food are
reconfiguring their competitive strategies to face the coronavirus disease 2019 (COVID-19) …
reconfiguring their competitive strategies to face the coronavirus disease 2019 (COVID-19) …
The comparative effects of gratitude and indebtedness in B2B relationships
Reciprocity is inherent to business-to-business (B2B) exchanges and paves the way for
salespeople and customers to experience the emotional states of gratitude and …
salespeople and customers to experience the emotional states of gratitude and …
Sharing of selling functions in distribution channels and distributor outcomes: The role of solution selling capabilities and uncertainty
AS Vinhas - Industrial Marketing Management, 2023 - Elsevier
Despite the extensive research on channel governance and inter-firm relationships over the
last decades, the literature offers limited insights into the sharing of functions between …
last decades, the literature offers limited insights into the sharing of functions between …
Forms of supplier relationship exploration and distributor performance
M Wang, D Zhao, FF Gu - European Journal of Marketing, 2023 - emerald.com
Purpose This study aims to differentiate two types of relationship exploration–substitute
relationship exploration (SRE) and complementary relationship exploration (CRE)–and …
relationship exploration (SRE) and complementary relationship exploration (CRE)–and …
Managing business-to-business disruptions: Surviving and thriving in the face of challenges
B2B disruptions, defined as disturbances that interrupt the flow of materials, goods and
services (Craighead, Blackhurst, Rungtusanatham, & Handfield, 2007) have been on the …
services (Craighead, Blackhurst, Rungtusanatham, & Handfield, 2007) have been on the …
[HTML][HTML] Uncertainty driving the dynamic development of inter-organisational relationships in engineering services over time
ME Kreye - Industrial Marketing Management, 2022 - Elsevier
This paper explores the dynamic development of inter-organisational relationships between
provider and buyer over time. We specifically study how uncertainty drives relationship …
provider and buyer over time. We specifically study how uncertainty drives relationship …
Technological sensing and response capabilities as drivers for radical innovation in the context of apocalyptic uncertainty
This paper introduces a new conceptual model to examine the impact of technological
opportunism (technology sensing and response capabilities) on the adoption of incremental …
opportunism (technology sensing and response capabilities) on the adoption of incremental …
Strategic responses to market uncertainty: performance value of strategic agility and online-to-offline platform adoption
The significant market volatility in the digital economy has demanded businesses to rapidly
adapt their e-commerce strategies. This study examines how market volatility in the digital …
adapt their e-commerce strategies. This study examines how market volatility in the digital …
Who Will Serve the Reputationally Compromised Boards? Politicians' Appointment to the Boards of Chinese MNCs in the US
The appointment of politicians to the corporate boards has long been recognized as an
important strategy for multinational corporations (MNCs) to navigate the institutional …
important strategy for multinational corporations (MNCs) to navigate the institutional …