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Leveraging boundary spanning capabilities to encourage supplier investment : a comparative study
Zhang, Chun; Wu, Fang; Henke, John W. - In: Industrial marketing management : the international … 49 (2015), pp. 84-94
Persistent link: https://www.econbiz.de/10011373944
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Commentary on "Storytelling by the sales force and its effect on buyer-seller exchange"
Lacoste, Sylvie; La Rocca, Antonella - In: Industrial marketing management : the international … 46 (2015), pp. 143-146
Persistent link: https://www.econbiz.de/10011286966
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Communication, interactivity, and satisfaction in B2B relationships
Murphy, Micah; Sashi, C. M. - In: Industrial marketing management : the international … 68 (2018), pp. 1-12
Persistent link: https://www.econbiz.de/10011822080
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Relational communication and illusionary loyalty : moderating role of self-construal
Hossain, Mehdi T.; Chonko, Lawrence B. - In: Industrial marketing management : the international … 69 (2018), pp. 221-234
Persistent link: https://www.econbiz.de/10011822578
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Communicative skills that support value creation : a study of B2B interactions between customers and customer service representatives
Salomonson, Nicklas; Åberg, Annika; Allwood, Jens - In: Industrial marketing management : the international … 41 (2012) 1, pp. 145-155
Persistent link: https://www.econbiz.de/10009513202
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Concerning trust and information
Denize, Sara; Young, Louise - In: Industrial marketing management : the international … 36 (2007) 7, pp. 968-982
Persistent link: https://www.econbiz.de/10003532916
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Tripartite role of communications in channel relationships : mitigating exchange hazards, reducing opportunism, and curtailing its ill effects on relationship performance
Trada, Sandip; Goyal, Vikas - In: Industrial marketing management : the international … 85 (2020), pp. 281-294
Persistent link: https://www.econbiz.de/10012212168
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Sharing is the name of the game : exploring the role of social media communication practices on B2B customer relationships in the life sciences industry
Rose, Susan; Fandel, Diana; Saraeva, Anastasiya; … - In: Industrial marketing management : the international … 93 (2021), pp. 52-62
Persistent link: https://www.econbiz.de/10012501937
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Effects of power use in buyer-supplier relationships : the moderating role of communication
Han, Zhaojun; Handfield, Robert B.; Huo, Baofeng; Tian, Yu - In: Industrial marketing management : the international … 102 (2022), pp. 45-57
Persistent link: https://www.econbiz.de/10013259008
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Activating salesperson resilience during the COVID-19 crisis : the roles of employer event communication and customer demandingness
Luu Trong Tuan - In: Industrial marketing management : the international … 96 (2021), pp. 18-34
Persistent link: https://www.econbiz.de/10013194566