Content Library

Business-to-Business Projects, Task Configuration, and Innovation (Ghazimatin, Mooi, and Heide 2022)

Although short-term projects can generate crucial product and process innovations, their organization requires careful consideration by B2B firms.

September 19, 2022

Onboarding Salespeople: Socialization Approaches (Wiseman et al., 2022)

For newly hired salespeople, decentralized onboarding programs may provide significant performance benefits over centralized programs.

August 25, 2022

Differential Effects of Received Trade Credit and Provided Trade Credit on Firm Value (Astvansh and Jindal, 2022)

Although trade credits are commonplace, recent research suggests that their impact may be asymmetric for those who receive as opposed to provide them.

August 19, 2022

Despite Efficiencies, Mergers and Acquisitions Reduce Firm Value by Hurting Customer Satisfaction (Umashankar, Bahadir, and Bharadwaj, 2022)

Although mergers and acquisitions can create value for firms, their potentially negative impact on customer satisfaction requires attention.

July 21, 2022

Improving Business-to-Business Customer Satisfaction Programs: Assessment of Asymmetry, Heterogeneity, and Financial Impact (Mittal et al. 2021)

Customer satisfaction is a key outcome in the B2B domain, and specifying the essential attributes that comprise it should be a priority for firms.

July 11, 2022

The Opportunities and Costs of Highly Involved Organizational Buyers (McClure et al. 2022)

Having highly involved organizational buyers can impact financial outcomes for B2B firms.

June 17, 2022

Marketing Experience of CEOs and Corporate Social Performance (Janani et al. 2022)

CEOs with prior marketing experience can prove particularly effective at enhancing corporate social performance.

May 24, 2022

Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships (Forkmann et al. 2022)

Although trust in marketing relationships is imperative, it can also give rise to boundary spanner corruption that is detrimental to both parties.

April 19, 2022

The future of buyer–seller interactions: a conceptual framework and research agenda (Ahearne et al. 2022)

Buyer-seller relationships have changed in two key ways: information asymmetry and face-to-face communications have both decreased. The future of buyer-seller relationships will depend on addressing these challenges.

April 6, 2022

Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets (Homburg, Vomberg , and Muehlhaeuser 2020)

Managing multichannel sales system requires careful consideration of design and governance decisions.

February 16, 2022

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