Content Library

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

Mobilizing the Temporary Organization: The Governance Roles of Selection and Pricing (Ghazimatin, Mooi, and Heide 2021)

The use of temporary organizations in B2B settings continues to be substantial, but the selection of suppliers and pricing strategies is a key challenge for firms employing diverse teams of specialists.

August 27, 2021

Governance Implications of Modularity in Sourcing Relationships (Harmancıoğlu, Wuyts, and Ozturan 2021)

Although managers often do not consider the degree of system modularity when making their governance choices, recent work has found that they should.

August 16, 2021

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

B2B Pulse: Content Library

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