The consideration of network effects can increase the predictability of product and/or service success. This study forecasts the size of the digital market using business-to-business platforms that mediate the relationship between regional banking institutions and small-to-medium-sized...

A good understanding of B2B salespeople's employment experiences could better inform strategies to enhance their job satisfaction and reduce job turnover. This study analyzed more than 50K salespersons' social media posts on the job review website Glassdoor.com to identify the types of stories...

Adverse events, such as product recalls, transcend business-to-business (B2B) secondary markets (i.e., used product markets). Yet, little, if any, is known about the impact of such adverse events on purchase responses of B2B buyers (i.e., channel intermediaries). The current study addresses this...

We study how a particular form of social ties (i.e., professional ties proxied by past employment) affect price and profitability in business-to-business (B2B) markets. While most of the work on social ties focuses on information diffusion in business-to-consumer markets, we ask: Do B2B buyers...

The sustainable supply chain structure reveals the ability of firms to continue their activities in economic, social, and environmental dimensions. In the studies carried out so far that B2B and B2C structures are not considered comparatively in sustainable supply chain models. Multi-Criteria...

This research aims to investigate the determinants of salesperson performance with a focus on the role of customer-centric selling behaviors in the interaction with Guanxi-a measure of the quality of customer-salesperson relationship. The study examines two well-established constructs in the...