Content Library

Tolerating and Managing Failure: An Organizational Perspective on Customer Reacquisition Management (Vomberg, Homburg, and Gwinner 2020)

Reacquiring lost customers is, in part, facilitated by company cultures that are moderately tolerant of failure.

August 2, 2021

Customer Satisfaction and Its Impact on the Future Costs of Selling (Lim, Tuli, and Grewal 2020)

Customer satisfaction can be used as a leading indicator for future cost of selling, an important consideration for investors.

July 15, 2021

Effects of Contract Ambiguity in Inter-organizational Governance (Zheng et al. 2020)

Ambiguous contractual language between parties can lead to outcomes that benefit franchisors.

July 2, 2021

Corporate Sociopolitical Activism and Firm Value (Bhagwat et al. 2020)

Corporate sociopolitical activism (CSA) is defined by Bhagwat and her co-authors as a firm’s public demonstration of support for or opposition to one side of

June 16, 2021

Omnichannel in B2B sales: The new normal in a year that has been anything but

An omnichannel approach is the way of the future and the way of the present in B2B industries.

May 25, 2021

Connect, engage, transform: how B2B researchers can engage in impactful industry collaboration (Mooi et al. 2020)

Collaborations between academics and practitioners in the B2B domain can yield critical insights for both groups.

April 26, 2021

Collaborative Market Driving: How Peer Firms Can Develop Markets Through Collective Action (Maciel and Fischer 2020)

Collaborative actions between peer firms can ultimately contribute to industry growth in a three stage process.

April 14, 2021

Effect of Alliance Network Asymmetry on Firm Performance and Risk (Chakravarty, Zhou, and Sharma 2020)

There are costs and benefits to firms having similar networks. These factors must be considered in new product alliances that often fail to meet their desired objectives.

March 18, 2021

An Exploratory Study of Business-To-Business Online Customer Reviews: External Online Professional Communities and Internal Vendor Scorecards (Steward, Narus, and Roehm 2018)

Business-to-business (B2B) buyers often rely on online reviews to make purchasing decisions. However, the impact of a positive or negative review can often vary depending on if the review is written on an internal or external channel.

January 6, 2021

The Effect of Review Writing on Learning Engagement in Channel Partner Relationship Management (Aguirre et al. 2018)

Channel partners play a critical role in the financial performance of suppliers. One way in which suppliers can provide useful information to their channel partners is through partner relationship management strategies. Aguirre et al. 2018 provide recommendations for how these strategies can generate the most engagement amongst channel partners.

December 21, 2020

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