Recent research in marketing strategy emphasizes the dual processes of creating and
appropriating value in exchange relationships. In business to-business markets …

While the creation of superior customer value is regarded as fundamental to a firm's long-
term survival and growth, little is known about the effective implementation of a firm's value …

Despite the increasing strategic value of service-led growth in competitive and
commoditized markets, firms frequently encounter problems orienting their industrial sales …

Despite the rapidly growing customer relationship management (CRM) literature, the
dimensions of CRM and their effects on customer outcomes remain equivocal. In this …

This study examines the association of a comprehensive set of auditor-client relationship
bonds (audit firm tenure, audit engagement partner tenure, long duration director-auditor …

Purpose–This paper seeks to explore drivers and consequences of customer trust in the
salesperson in the financial services industry. Its theoretical foundations are based on …

Several scholars have noted the importance of relationship marketing and the critical role
that salesperson knowledge plays in the formation of buyer-seller relationships. However …

Key account management (KAM) supports the profitability and financial sustainability of firms
in business-to-business markets. It also attracts considerable academic research. However …

Conventional wisdom suggests that a customer orientation is a vital cornerstone upon which
the success of salespeople is predicated in terms of serving their customers and prospects …

Most studies that explore the role of mutual information sharing in buyer-seller relationships
focus on disclosure between parties; however, the literature largely ignores the content of …