...Goran Svensson; Rocio Rodriguez; Nils M. Høgevold Purpose To empirically verify meta-analytical conceptualizations and syntheses of predictors of salespeople’s performance in business-to-business (B2B). This paper aims to undertake a reality check of the seminal meta-analytical works reported...

... to managing B2B relationships that is built on value-adding service deliverables to drive continuous engagement. A seller’s relational approach is characterised by the service engagement and service management ability towards the B2B customer base that directly influences the B2B customer’s satisfaction...