Table of contents
Strategy‐driven B2B promotions
Karl HellmanTypically, business‐to‐business (B2B) promotions are price cuts that drain profits and erode brand equity for the sake of short‐term volume gains. This paper shows how to elevate…
Stress in business relationships
Maria Holmlund‐Rytkönen, Tore StrandvikOne of the causes of change in business relationships comes from incidents that deviate in a positive or negative way from the expected and normal relationship pattern. This…
Salesforce automation, perceived information accuracy and user satisfaction
Stephan F. Gohmann, Robert M. Barker, David J. Faulds, Jian GuanThis paper examines how perceptions about salesforce automation (SFA) systems are influenced by the perceived accuracy of the information the system provides.
Industrial buyers’ influence strategies: buying situation differences
Leonidas C. LeonidouDespite the critical role of the industrial buying situation in shaping buyer behavior and seller response, little research has been conducted to augment extant knowledge on the…
The “agent effect” on business divorce
Terje I. Vaaland, Sharon PurchaseThe purpose of the paper is to explore the introduction of agents, such as consultants and lawyers, when the continuation of a business relationship is threatened by conflict.
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota