ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to
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.
It is widely believed that a B2B relationship disruption, which refers to the change of the salesperson in a customer relationship with another salesperson within the same firm, results in negative consequences such as a loss of customer knowledge, diminished interpersonal trust, and increased uncertainty. However, some B2B relationship disruptions also have positive effects that countervails some of the negative effects of disruptions. Results of this study indicate that relationship disruption can decrease resale value by 28.8% but it can also revitalize the relationship and increase new sales revenue by 52.2%.
When the Filtration Group acquired Porex, they made a large investment to increase sales and marketing resources to drive growth. See how Porex established a plan and program to recruit, onboard, and develop a large increase in commercial resources.
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