Table of contents - Special Issue: Connect, Engage, Transform!
Guest Editors: Erik Mooi, Sudha Mani
Connect, engage, transform: how B2B researchers can engage in impactful industry collaboration
Erik Mooi, Sudha Mani, Michael Kleinaltenkamp, Gary Lilien, Ian WilkinsonThis paper aims to argue that engagement with industry in research, while costly in terms of time and effort, can provide benefits in terms of measurable research impact…
Buyer–seller relational engagement and seller brand equity
Abhishek Dwivedi, Morgan Miles, Eddie Oczkowski, Jay Weerawardena, Lester W. Johnson, Dean WilkieRelational engagement is offered as a framework to describe how buyers and sellers conduct exchange. Relational engagement is conceptualized as a higher-order construct comprising…
The value of values in business purchase decisions
Ehtisham Anwer, Sameer Deshpande, Robbin Derry, Debra Z. BasilThe purpose of this study is to develop and test a theoretical framework to examine business purchase decisions using the concept of “values” (personal values (PV), organizational…
Gender bias in the recruitment of entry-level B2B salespeople
Bahar Ashnai, Sudha Mani, Prabakar Kothandaraman, Saeed ShekariIn response to calls to reduce the gender gap in the salesforce, this study aims to examine the effect of candidate gender, manager gender and industry to explain gender bias in…
Recipes for new product success: the interplay between orientations and environmental turbulence
Joanne Ho, Carolin PlewaPrior studies suggest that strategic orientations not only impact innovation outcomes individually but also by interacting with each other and with environmental factors. Yet…
Systematic review of determinants of sales performance: Verbeke et al.’s (2011) classification extended
Vaibhav Chawla, Teidorlang Lyngdoh, Sridhar Guda, Keyoor PuraniConsidering recent changes in sales practices, such as the sales role becoming more strategic, increased reliance on technology for sales activities, increased stress from adding…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota