In the contemporary digital landscape, the interconnection between e-commerce and customer relationship management (CRM) is unmistakable. Both are intricately linked by their shared focus on managing customer interactions and elevating customer satisfaction. Emphasising data analysis and...

Pharmaceutical and medical device companies apply social psychology to influence physicians’ prescribing behavior and decision-making. Physicians fail to recognize their vulnerability to commercial influences; due to self-serving bias, rationalization, and cognitive dissonance. Professionalism...

In the digital age, buyers rely heavily on online review information. Our paper studies buyers' strategic behaviors when leaving reviews in a business-to-business (B2B) context. In particular, we explore whether they are less likely to write a review when a supplier's transaction volume...

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...