Issues

Special Issue: The Role of Emotions in B2B Marketing. Guest Editor: Aberdeen Leila Borders

Guest editorial

Aberdeen Leila Borders; Elyria A. Kemp
View articletitled, Guest editorial
Open the PDF for Guest editorial in another window
Add to Citation Manager for Guest editorial

What drives a salesperson’s goal achievement? An empirical examination

V. Kumar; Ashley Goreczny; Todd Maurer
View articletitled, What drives a salesperson’s goal achievement? An empirical examination
Open the PDF for What drives a salesperson’s goal achievement? An empirical examination in another window
Add to Citation Manager for What drives a salesperson’s goal achievement? An empirical examination

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. Johnston
View articletitled, The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers
Open the PDF for The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers in another window
Add to Citation Manager for The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers

Empathy and affect in B2B salesperson performance

Nwamaka A. Anaza; Aniefre Eddie Inyang; Jose L. Saavedra
View articletitled, Empathy and affect in B2B salesperson performance
Open the PDF for Empathy and affect in B2B salesperson performance in another window
Add to Citation Manager for Empathy and affect in B2B salesperson performance

Triggering and tempering brand advocacy by frontline employees: vendor and customer-related influences

Vishag Badrinarayanan; Jeremy J. Sierra
View articletitled, Triggering and tempering brand advocacy by frontline employees: vendor and customer-related influences
Open the PDF for Triggering and tempering brand advocacy by frontline employees: vendor and customer-related influences in another window
Add to Citation Manager for Triggering and tempering brand advocacy by frontline employees: vendor and customer-related influences

Faking it: salesperson emotional intelligence’s influence on emotional labor strategies and customer outcomes

Duleep Delpechitre; Lisa Beeler
View articletitled, Faking it: salesperson emotional intelligence’s influence on emotional labor strategies and customer outcomes
Open the PDF for Faking it: salesperson emotional intelligence’s influence on emotional labor strategies and customer outcomes in another window
Add to Citation Manager for Faking it: salesperson emotional intelligence’s influence on emotional labor strategies and customer outcomes

The behavioural response of the professional buyer on social cues from the vendor and how to measure it

Eveline van Zeeland; Jörg Henseler
View articletitled, The behavioural response of the professional buyer on social cues from the vendor and how to measure it
Open the PDF for The behavioural response of the professional buyer on social cues from the vendor and how to measure it in another window
Add to Citation Manager for The behavioural response of the professional buyer on social cues from the vendor and how to measure it

Contrasting effects of salespeople’s emotion appraisal ability in a transaction-oriented environment

Elten Briggs; Ashish Kalra; Raj Agnihotri
View articletitled, Contrasting effects of salespeople’s emotion appraisal ability in a transaction-oriented environment
Open the PDF for Contrasting effects of salespeople’s emotion appraisal ability in a transaction-oriented environment in another window
Add to Citation Manager for Contrasting effects of salespeople’s emotion appraisal ability in a transaction-oriented environment

Trust, guanxi, and cooperation: a study on partner opportunism in Chinese joint-venture manufacturing

Jinjie Xue; Shaokai Lu; Benshan Shi; Haiping Zheng
View articletitled, Trust, guanxi, and cooperation: a study on partner opportunism in Chinese joint-venture manufacturing
Open the PDF for Trust, guanxi, and cooperation: a study on partner opportunism in Chinese joint-venture manufacturing in another window
Add to Citation Manager for Trust, guanxi, and cooperation: a study on partner opportunism in Chinese joint-venture manufacturing

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 Haas
View articletitled, Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work
Open the PDF for Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work in another window
Add to Citation Manager for Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work

The soft side of branding: leveraging emotional intelligence

Jennifer Hutchins; Darlene Xiomara Rodriguez
View articletitled, The soft side of branding: leveraging emotional intelligence
Open the PDF for The soft side of branding: leveraging emotional intelligence in another window
Add to Citation Manager for The soft side of branding: leveraging emotional intelligence

Emotional intelligence and organizational learning at trade shows

Harriette Bettis-Outland; Monica D. Guillory
View articletitled, Emotional intelligence and organizational learning at trade shows
Open the PDF for Emotional intelligence and organizational learning at trade shows in another window
Add to Citation Manager for Emotional intelligence and organizational learning at trade shows

Trust and duration of buyer-seller relationship in emerging markets

Kofi Q. Dadzie; Charlene A. Dadzie; Alvin J. Williams
View articletitled, Trust and duration of buyer-seller relationship in emerging markets
Open the PDF for Trust and duration of buyer-seller relationship in emerging markets in another window
Add to Citation Manager for Trust and duration of buyer-seller relationship in emerging markets

A customer engagement framework for a B2B context

Youmna Mohamed Abdelghany Youssef; Wesley J. Johnston; Talaat Asaad AbdelHamid; Mona Ibrahim Dakrory; Mohamed Galal Soliman Seddick
View articletitled, A customer engagement framework for a B2B context
Open the PDF for A customer engagement framework for a B2B context in another window
Add to Citation Manager for A customer engagement framework for a B2B context