Table of contents - Special Issue: The Role of Emotions in B2B Marketing
Guest Editors: Aberdeen Leila Borders
What drives a salesperson’s goal achievement? An empirical examination
V. Kumar, Ashley Goreczny, Todd MaurerThe purpose of this study is to understand how a salesperson’s preset goals, customer satisfaction levels and past performance affect the extent of goal achievement, as well as…
The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers
Elyria A. Kemp, Aberdeen Leila Borders, Nwamaka A. Anaza, Wesley J. JohnstonOrganizational buying behavior has often been treated as a rational activity, even though humans are involved in the decision-making. Human decision-making often includes a…
Empathy and affect in B2B salesperson performance
Nwamaka A. Anaza, Aniefre Eddie Inyang, Jose L. SaavedraThe purpose of this study is to explore salesperson empathy and the moderating impact of positive/negative affect on a salesperson’s listening and adaptive selling behaviors. It…
Triggering and tempering brand advocacy by frontline employees: vendor and customer-related influences
Vishag Badrinarayanan, Jeremy J. SierraLawler (2001) posits that social exchanges create a sense of shared responsibility for outcome success. The purpose of this study is to apply this framework to the…
Faking it: salesperson emotional intelligence’s influence on emotional labor strategies and customer outcomes
Duleep Delpechitre, Lisa BeelerThe purpose of this paper is to investigate how salesperson’s emotional intelligence (EI) influences salesperson behaviors (i.e. emotional labor strategies) and the influence…
The behavioural response of the professional buyer on social cues from the vendor and how to measure it
Eveline van Zeeland, Jörg HenselerVendors’ social cues – physical or behavioural hints – have an impact on the professional buyer. However, little is known about that impact. The purpose of this paper is to place…
Contrasting effects of salespeople’s emotion appraisal ability in a transaction-oriented environment
Elten Briggs, Ashish Kalra, Raj AgnihotriAlthough the role of emotions in buyer–seller exchanges is important, it remains understudied, especially in the business-to-business selling context. This paper aims to provide…
Trust, guanxi, and cooperation: a study on partner opportunism in Chinese joint-venture manufacturing
Jinjie Xue, Shaokai Lu, Benshan Shi, Haiping ZhengThe purpose of this paper is to provide a conceptual model for examining the effects of trust (competence trust, goodwill trust) and cooperation on partner opportunism and for…
Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work
Edward Nowlin, Doug Walker, Dawn R. Deeter-Schmelz, Alexander HaasThe purpose of this paper is to investigate whether and under what condition does affective orientation (AO) drive salesperson performance (SP) and whether there is a tradeoff…
The soft side of branding: leveraging emotional intelligence
Jennifer Hutchins, Darlene Xiomara RodriguezThe purpose of this paper is to support the need for further research and theory building on emotions in business-to-business (B2B) industries. Specifically, this research…
Emotional intelligence and organizational learning at trade shows
Harriette Bettis-Outland, Monica D. GuilloryThis paper aims to illustrate the interface between emotional intelligence (EI), trust and organizational learning in the context of a trade show environment.
Trust and duration of buyer-seller relationship in emerging markets
Kofi Q. Dadzie, Charlene A. Dadzie, Alvin J. WilliamsThis study aims to examine how various components of interpersonal trust (affective and cognitive) influence the duration of buyer-seller relationships in the emerging market (EM…
A customer engagement framework for a B2B context
Youmna Mohamed Abdelghany Youssef, Wesley J. Johnston, Talaat Asaad AbdelHamid, Mona Ibrahim Dakrory, Mohamed Galal Soliman SeddickThe purpose of this study is to investigate conceptually the relationship between the customer’s engagement and equity and to determine whether customer engagement could be…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota