Content Library

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

Artificial Intelligence Coaches for Sales Agents: Caveats and Solutions (Luo et al. 2021)

Investments into artificial intelligence (AI) by firms can contribute to improved sales performance via help from increasingly sophisticated AI coaches.

January 21, 2022

Variable Compensation and Salesperson Health (Habel, Alavi, and Linsenmayer 2021)

Although variable compensation share plans may incentivize salespeople to work harder, they could have deleterious effects on their wellbeing.

January 7, 2022

Salesperson Dual Agency in Price Negotiations (Lawrence et al. 2021)

Salespeople who act as advocates for both buyers and sellers can achieve better financial outcomes for their firms.

December 19, 2021

Value from technology licensing – The role of monitoring and licensing experience (Mooi and Wuyts 2021)

In B2B markets, firms entering licensing agreements should consider licensing experience as a key factor when making monitoring decisions.

November 23, 2021

Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End (Atefi et al. 2020)

In sales negotiations, building trust at the beginning of an interaction can lead to significantly higher back end revenue.

October 11, 2021

2021 ISBM B2B Trends Study

The goals of the 2021 ISBM B2B Trend Study© are (1) to identify research priorities for the academic B2B marketing community and (2) to guide course content and other offerings for the corporate ISBM community.

October 1, 2021

The Impact of Platform Protection Insurance on Buyers and Sellers in the Sharing Economy: A Natural Experiment (Luo et al. 2021)

Platform-level buyer protection insurance can not only increase purchases from buyers, but also, accelerate customer acquisition for sellers.

September 10, 2021

The New Rules of B2B Lead Generation

A new B2B selling environment in which buyers prefer remote interactions and self-service necessitates a new approach to lead generation.

August 31, 2021

B2B Pulse: Content Library

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