Table of contents
Understanding effects of salesperson locus of control
Alex Hamwi, Brian Nicholas Rutherford, James S. Boles, Ramana K. MadupalliThe purpose of this paper is to examine the effects of external locus of control on different job characteristic variables – i.e. role conflict, role ambiguity and emotional…
Investigating sales approaches and gender in customer relationships
John Andy Wood, Julie Johnson, James S. Boles, Hiram BarksdaleThe purpose of this research is an examination of three different types of sales approaches (product-, solution- and provocation-based) on relational outcomes. The type of sales…
Communication technology in international business-to-business relationships
Cristian Chelariu, Talai OsmonbekovThis study aims to examine the antecedents and performance consequences of three types of communication technology (phone, e-mail and internet) in cross-border…
Firms' customer responsiveness and performance: the moderating roles of dyadic competition and firm's age
Anders PehrssonThe literature reports mixed findings on the performance impact of market orientation and a lack of attention to the moderating roles of dyadic competition and firm's age. The…
Explaining industrial importers' commitment from an emerging market perspective: theoretical and managerial insights
M. Abu Saleh, M. Yunus Ali, Syed Saad AndaleebThis study seeks to provide insights concerning the predictors of industrial importers' commitment to their foreign suppliers in a relationship paradigm involving an emerging…
Organizational processes for B2B services IMC data quality
Debra Zahay, James Peltier, Anjala S. Krishen, Don E. SchultzThe objective of this paper is to investigate IMC metrics in the lens of an institution-wide change management process, and to do so, the authors develop and test an…
Product importance and complexity as determinants of adaptation processes in business relationships
Cristina Sales BaptistaThe aim of this paper is to characterize adaptation processes in business relationships. The nature of adaptive behavior is described by outlining activities and events in these…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota