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

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

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

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

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

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

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

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

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

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

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