Purpose The purpose of the paper is to discuss the potential of AI to impact organizational buying behavior. Potential impacts on organizational communication, Organizational Buying Center (OBC) structure and dynamics are discussed. Design/methodology/approach This research is conceptual in...

Purpose – The purpose of this paper is to present an approach to identify the knowledge, skills, and abilities required by a job market by systematically analyzing classified advertisements of position openings. It suggests appropriate methodological techniques to conduct such a study and...

Manufacturer–reseller interactions are becoming more technology-enabled as channels of distribution increasingly utilize e-business tools on the Internet. This research examines the performance consequences for resellers as these technological advances are applied to distribution activities...

Purpose: The purpose of this paper is to further explicate the notion of challenger sale. Design/methodology/approach: The method used for this article is a personal interview. Findings: The interview provides readers with insights and explanations of the challenger sale method from the authors...

Purpose: The purpose of this paper is to discuss the potential of Internet of Things (IoT) to affect organizational buying behavior. Potential impacts on organizational communication, buying center structure and processes and privacy and security issues are discussed....

Purpose: The impact of employee health on organizations, individual employees and society as a whole is vast. The purpose of this paper is to explore the relationship between leadership–member exchange (LMX) and employee mental and physical health. Additionally, two variables with strong...

Purpose – Previous research indicates that employees reciprocate for abusive supervision by withholding discretionary organizational citizenship behaviors (OCBs). The purpose of this paper is to investigate the boundary conditions of the negative relationship between abusive supervision and...