Commentators suggest that the business-to-business sales role is changing and evolving into relationship management. Previous research indicates that a relationship management role is very different from ‘traditional’ sales, and that it may require a different attitude on the part of the...

Purpose: The purpose of this study is to identify and explain how leadership behaviors of sales managers can enhance the development of salespeople within the context of those interpersonal connections and interactions that is the sales ecosystem. Design/methodology/approach: The authors...

Purpose – This paper examines two co‐manufacturing relationships, which were efficient with the aim of understanding why they were not value maximising. Design/methodology/approach – The paper utilises a methodology designed by Wilding and Humphries and based on Williamson's organisation...