Issues

Editorial: Relational disruptions in sales and sales management

Brian N. Rutherford; Nathaniel Hartmann; Nwamaka Anaza; Scott C. Ambrose
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Disruptive AI: the response depends on the buyer’s political ideology

Patrick van Esch
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I want what they have: the impact of salesperson envy on customer relationships amid organizational disruption

Tyler Hancock; Michael L. Mallin; Ellen B. Pullins; Catherine M. Johnson
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Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions

Rodrigo Guesalaga; Jose L. Ruiz-Alba; Pablo J. López-Tenorio
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Inflection points during a disruptive event: planning within the sales force

Ryan L. Matthews; Brian N. Rutherford; Lucy M. Matthews; Diane R. Edmondson
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Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic

Marta Giovannetti; Arun Sharma; Deva Rangarajan; Silvio Cardinali; Elena Cedrola
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Not the way it used to be: B2B interactions in the era of ecosystems

Brandon Gustafson; Nadia Pomirleanu; Babu John-Mariadoss
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Effect of the pandemic on professional selling: an exposition of different selling styles using theories-in-use approach

Mohd Atif Aman; Mohammad Khalid Azam; Asif Akhtar
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Modeling the influence of management control system and ambidextrous behavior on B2B customer relationships: a job demand-resource perspective

Muhammad Irfan; Bilal Ahmad
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Actor roles emergence through actor engagement: an SD logic perspective

Anees Wajid; Osman Sadiq Paracha; Muhammad Mustafa Raziq
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Does enabling control systems and relational capabilities foster conflict management in innovation ecosystems?

Thiago Tomaz Luiz; Anderson Betti Frare; Ilse Maria Beuren
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The moderating effect of supply chain collaboration on servitization

Jose L. Ruiz-Alba; Anabela Soares; Miguel Angel Rodríguez-Molina
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Inter-firm coopetition and innovation in industrial clusters: the role of institutional support

Rui Xu; Xiaoxuan Zhu; Yu Wang; Jibao Gu; Christian Felzensztein
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Customer participation in manufacturing firms’ new service development: the moderating role of CRM technology

Todd Morgan; Wesley Friske; Marko Kohtamäki; Paul Mills
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The effect of strategic supply management on operational and innovation performance: the mediating role of external supply resources mobilization

Caillin Zhang; Suicheng Li; Xinmeng Liu; Jing Li
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