The size distribution of firms is an important indicator of market concentration. Studying the distribution of sales for eBay’s commercial sellers, this paper provides the first analysis of a firm size distribution (FSD) at an online market, further examining its evolution, and the underlying...

Policies involving what are known as Free Economic Zones (FEZs) have been popular among countries interested in attracting foreign investment. While foreign investment has generally benefited the receiving country, the effect of market rivalry is known to reverse this impact. Our paper tests,...

Corporate online sales data are embedded with high informational value. Focusing on auditors who are concerned about information quality, this paper systematically tests the governance effect of releasing third-party online sales data on audit quality. Using the first aggregate release of online...

Policies involving what are known as Free Economic Zones (FEZs) have been popular among countries interested in attracting foreign investment. While foreign investment has generally benefited the receiving country, the effect of market rivalry is known to reverse this impact. Our paper tests,...

Many enterprises selling products on e-commerce platforms have adopted livestreaming to increase sales volume. A high return rate, caused by an exaggerated presentation of the products, can overwhelm the supply chain. Livestreaming considering the product return issue has received little...

Status quo of Artificial Intelligence and its relevance for sales -- Analysis of Artificial Intelligence in the sales cycle phases -- AI in lead generation and qualification -- AI in outreach -- AI for supporting customer conversations -- AI for generating customer value -- AI in solution...

Importance of Strategic Sales Structuring -- The Market: Building a detailed understanding of the market and competition -- The Customer: Developing a detailed understanding of buyers and customers -- The Channel: Determining sales channels and structuring options -- The Organization:...

This special issue comprises 12 papers published in the Special Issue entitled "Corporate Finance and Environmental, Social, and Governance (ESG) Practices", addressing a wide range of topics related to the following: corporate reporting (sustainability reporting; environmental accounting...

Die digitale Transformation führt zu einem tiefgreifenden gesellschaftlichen Wandel und beeinflusst den Business-to-Business-Vertrieb (B2B-Vertrieb) erheblich. Der Vertriebsprozess ist zunehmend von digitalen Technologien geprägt und die Beziehung zwischen Kund*innen und Vertrieb verlagert...

Die Vermarktung und der Vertrieb von komplexen Produkt- und Dienstleistungsbündeln in Business-to-Business-Märkten wird als Solution Selling bezeichnet. Dieser Verkaufsansatz vermarktet keine einzelnen Produkte oder Dienstleistungen, sondern maßgeschneiderte Lösungen. Die Komplexität und...

We study how experts influence consumer behavior and welfare by focusing on the Booker Prize. Leveraging the discontinuity created by the attribution of the prize, we show that readers receive the signal sent by the jury of the Booker and are persuaded to buy the awarded book but experience...

Olive oil, a staple of the Mediterranean diet, encounters substantial commercial obstacles in Spain and other olive oil-producing nations. Historically, these obstacles have been examined from a consumer demand standpoint, focusing on aspects such as quality enhancement, pricing issues, and...

We study how experts influence consumer behavior and welfare by focusing on the Booker Prize. Leveraging the discontinuity created by the attribution of the prize, we show that readers receive the signal sent by the jury of the Booker and are persuaded to buy the awarded book but experience...

This study examines the cover design of 1,113 video games. Based on cue utilization theory, it is argued that video game covers represent important product cues that should affect sales as consumers evaluate them before purchasing. Analysis of the data shows that the depiction of male and female...

Purpose - This study presents new empirical evidence to the relatively scarce number of research papers on the correlation between eco-innovation and company growth. It sheds light on the causal relationship between these two variables. Design/methodology/approach - Data from the Spanish...

Customer Success Management (CSM) is an emerging B2B strategy designed to prioritize and maximize customers' value-in-use. Scholars have questioned whether CSM represents a rebranding of extant customer management practices or an evolution of customer management practices. This research...

Aim/purpose - This paper aims to explore both fuel sales forecasting and the business ecosystem, subsequently reversing the focus to examine the business ecosystem in the context of fuel sales forecasting. Accompanying this research objective are the following research questions: 1) Does the...

In this study, we aimed to investigate the financial implications of website performance on restaurant visitor traffic. It is crucial to address the current challenges faced by the restaurant industry, such as decreasing diner numbers due to rising prices, which can have a negative impact on the...

In a multi-channel distribution environment, the selection and assessment of suppliers are pivotal to effective retailer performance management. This necessitates heightened qualifications and competence from suppliers. This study examines the relationship between the perception of supplier...