Content Library

Customer Journey Management Capability in Business-to-Business Markets: Its Bright and Dark Sides and the Overall Impact on Firm Performance (Homburg and Tischer 2023)

Although effective customer journey management can increase firm performance, how it is achieved can be costly.

June 25, 2023

Horizontal Referrals in B2B Markets (Hada, De Bruyn, and Lilien 2023)

Although horizontal referrals are common in B2B industries, managers must consider several different factors to increase their chances of receiving the best possible referral from a supplier.

May 8, 2023

Impact of Buying Groups on Buyer-Supplier Relationships: Group-Dyad Interactions in Business-to-Business Markets (Kumar et al. 2023)

With the rise of group purchasing organizations, determining the optimal relationship between buyers and sellers has become an even greater challenge.

February 19, 2023

The Impact of Corporate Social Responsibility on Brand Sales: An Accountability Perspective (Nickerson et al. 2022)

Following socially irresponsible behaviors, firms must carefully select what type of CSR efforts to engage in.

January 15, 2023

Who We Are and How We Govern: The Effect of Identity Orientation on Governance Choice (Heide, Bell, and Tracey 2023)

In interfirm relationships, the identity orientation of each party can impact what type of governance is the most effective.

December 19, 2022

Bad News? Send an AI. Good News? Send a Human (Garvey, Kim, and Duhachek 2022)

While garnering favorable customer reactions following offerings is critical, the role of human or AI agents as the deliverers of offering information could prove to be a deciding factor.

October 16, 2022

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

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