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Journal Articles

Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction

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Bert Paesbrugghe, Johanna Vuori, Heidi Kock
Journal: Journal of Business & Industrial Marketing
Journal of Business & Industrial Marketing (2022) 37 (5): 1012–1024.
https://doi.org/10.1108/JBIM-05-2019-0252
Published: 19 August 2021
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Journal Articles

Buyer versus salesperson expectations for an initial B2B sales meeting

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Timo Arvid Kaski, Pia Hautamaki, Ellen Bolman Pullins, Heidi Kock
Journal: Journal of Business & Industrial Marketing
Journal of Business & Industrial Marketing (2017) 32 (1): 46–56.
https://doi.org/10.1108/JBIM-12-2015-0246
Published: 06 February 2017
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