... Business-to-business marketing Channel management the National Natural Science Foundation of China No. 71862021 The research was funded by NSF Programs (No. 71862021) from the National Natural Science Foundation of China. Traditional suppliers are more likely to sell products...

... commitment as a “negative motivation” (Geyskens et al., 1996 ; Kumar et al., 1994). © 2025 Emerald Publishing Limited 2025 Emerald Publishing Limited Licensed re-use rights only Buyer–seller relationship Commitment Business-to-business marketing Supplier relations...

... configurations as well. Surprisingly, this multistage marketing metamorphosis, particularly when venturing into novel service territories with the aid of social media, has largely eluded scholarly scrutiny. Social media Business-to-business marketing Wine tourism Bordeaux Châteaux Multistage marketing...

... Publishing Limited 2024 Emerald Publishing Limited Licensed re-use rights only Business-to-business marketing Emerging technologies Supply chain sustainability Supply chain sustainability performance In today’s business environment, characterized by increasing ecological challenges...

... the network of immediate partners (Vargo and Lusch, 2017). Service ecosystem Business-to-business marketing Value co-creation Service-dominant logic “SDL” The importance of a broad context of service-for-service exchanges between economic and social actors has been widely recognised...

...@qq.com 25 10 2023 13 02 2024 10 04 2024 12 06 2024 15 07 2024 © Emerald Publishing Limited 2024 Emerald Publishing Limited Licensed re-use rights only Business-to-business marketing Commitment misperception Trust Transaction-specific investments Channel...

... Eastern) Views culture as fluid and intermingled, emphasizing the value of multiple cultural perspectives in a global setting Source: Author’s work Business-to-business marketing Ambicultural sensitivity Relational embeddedness Relationship marketing International business...

... Business-to-Business marketing Channel management Pricing strategy With the continuously maturing internet technology and mobile payment methods, more and more consumers are choosing to shop on internet and give some reviews. According to the 47th Statistical Report on China’s Internet...

... websites and annual reports (Lam et al., 2022). Second, we provide insight into the culture experienced by members of the B2B salesforce specifically. In the next section, we outline our research approach. Corporate culture Business-to-business marketing Multidimensional scaling...

... prior research on WOM in the B2B context, this study contributes to a better understanding of the B2B WOM phenomenon and facilitates future research on this topic. Business-to-business marketing Recommendation Reference Referral Systematic review Word-of-mouth JSPS KAKENHI Grant...

... Limited 2022 Emerald Publishing Limited Licensed re-use rights only Marketing–Supply chain alignment Business-to-business marketing Supply chain resilience Firm performance Absorptive capacity Process macro Hierarchical multiple regression The uncertain demand conditions...

... Inside sales Sales development Lead funnel management Sales technology Marketing–sales integration Business development Selling Business-to-business marketing Technological change Sales strategies Digitalization has dramatically changed the nature of business-to-business (B2B) exchange...

...). Therefore, the aim of this study is to investigate the factors for managing global accounts effectively in a cross-cultural setting. India Germany Relationship marketing Case studies Corporate culture Business-to-business marketing Marketing researchers have recognized the importance...

... 31 03 2022 24 06 2022 01 07 2022 © Emerald Publishing Limited 2022 Emerald Publishing Limited Licensed re-use rights only Advanced technology Business-to-business marketing Empirical insights Relationship management Relationship marketing Relationship quality...

... that satisfaction is relatively given, and that its base (i.e. reference point) is relative in nature (Varki and Rust, 1997). Customer satisfaction model Business-to-business marketing Customer loyalty Share of wallet Share of purchases Customer strategy In business markets, the relationship...

... marketing strategies COVID-19 Crisis event sequence Business-to-business (B2B) Marketing concept Qualitative research Business-to-business marketing Agile marketing “For some organizations, near-term survival is the only agenda item. Others are peering through the fog of uncertainty, thinking...

... Journal of Research in Marketing, Journal of Business and Industrial Marketing, Journal of Business-to-Business Marketing, Journal of Business Research, Journal of Marketing, Journal of Marketing Management, Journal of Marketing Research and Journal of the Academy of Marketing Science. Third...

...-to-business marketing Status Relatedness COVID-19 impact As indicated in the call for this special issue and other recent studies (Hartmann and Lussier, 2020), there is a need to outline and evaluate managerial approaches, skills and frameworks that might help B2B leaders face the challenges...

... organizations to improve organizational effectiveness. Customer-focused teams Interface Conflict B2B sales process Sensitivity analysis Analytic hierarchy process Multi-criteria decision-making Marketing Service Sales Business-to-Business marketing © Emerald Publishing Limited 2020 Emerald...

... Publishing Limited Licensed re-use rights only Buyer-seller relationship Sales Business-to-business marketing Sales management Salesforce Sales planning Value appropriation Sales complexity Sales manager Resource allocation A review of the recent sales literature (both practitioner...