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Reaching the breaking point : a dynamic process theory of business-to-business customer defection
Hollmann, Thomas; Jarvis, Cheryl Burke; Bitner, Mary Jo - In: Journal of the Academy of Marketing Science 43 (2015) 2, pp. 257-278
Persistent link: https://www.econbiz.de/10010504684
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B2B relationship calculus : quantifying resource effects in service-dominant logic
DeLeon, Anthony J.; Chatterjee, Sharmila C. - In: Journal of the Academy of Marketing Science 45 (2017) 3, pp. 402-427
Persistent link: https://www.econbiz.de/10011685005
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An exploratory study of business-to-business online customer reviews : external online professional communities and internal vendor scorecards
Steward, Michelle D.; Narus, James A.; Roehm, Michelle L. - In: Journal of the Academy of Marketing Science 46 (2018) 2, pp. 173-189
Persistent link: https://www.econbiz.de/10011844765
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Understanding the long-term implications of retailer returns in business-to-business relationships
Beitelspacher, Lauren Skinner; Baker, Thomas L.; Rapp, Adam - In: Journal of the Academy of Marketing Science 46 (2018) 2, pp. 252-272
Persistent link: https://www.econbiz.de/10011844791
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It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael; Haumann, Till; Kraus, Florian; … - In: Journal of the Academy of Marketing Science 41 (2013) 6, pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
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Customer experience quality : an exploration in business and consumer contexts using repertory grid technique
Lemke, Fred; Clark, Moira; Wilson, Hugh - In: Journal of the Academy of Marketing Science 39 (2011) 6, pp. 846-869
Persistent link: https://www.econbiz.de/10010218001
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Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Salonen, Anna; Terho, Harri; Böhm, Eva; Virtanen, Ari; … - In: Journal of the Academy of Marketing Science 49 (2021) 1, pp. 139-163
Persistent link: https://www.econbiz.de/10012434091
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Salesperson social media use in business-to-business relationships : an empirical test of an integrative framework linking antecedents and consequences
Bill, Fabian; Feurer, Sven; Klarmann, Martin - In: Journal of the Academy of Marketing Science 48 (2020) 4, pp. 734-752
Persistent link: https://www.econbiz.de/10012293330
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Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland; Alavi, Sascha; Habel, Johannes; … - In: Journal of the Academy of Marketing Science 50 (2022) 4, pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
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Leveraging customers' multiple identities : identity synergy as a driver of organizational identification
Fombelle, Paul W.; Jarvis, Cheryl Burke; Ward, James C.; … - In: Journal of the Academy of Marketing Science 40 (2012) 4, pp. 587-604
Persistent link: https://www.econbiz.de/10009566393