... Emerald Publishing Limited Licensed re-use rights only Distributor slackness Inter-organizational information-sharing Distributor opportunism Supplier encroachment Chain mediation model Distribution channels and markets Buyer-seller relationship Industrial marketing Channel relationships...

... 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...

... to the original publication and authors. The full terms of this licence may be seen at http://creativecommons.org/licences/by/4.0/legalcode Social media Social selling Sales transformation B2B customer Buyer-seller relationship Purchasing Digitalization represents one of the most significant...

... moderated the relationships between barriers and facilitators with the degree of digital use. Originality/value This study combined technology and behavioral theories to explain the buyer–seller relationship. The expanded framework contributed to understanding B2B digital usages and brand engagement...

... by the use of aggressive humor. Buyer–seller relationship Machiavellianism Humor Renaud Lunardo can be contacted at: renaud.lunardo@kedgebs.com 07 06 2022 20 09 2022 17 11 2022 30 11 2022 © Emerald Publishing Limited 2023 Emerald Publishing Limited Licensed...

... 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...

... mentioning it; 3 References agility selling to discuss adaptive or solution selling; 4 Agility outside of sales © Emerald Publishing Limited 2020 Emerald Publishing Limited Licensed re-use rights only Buyer–seller relationship Adaptive techniques Problem solving Decision-making Sales...

... 2020 Emerald Publishing Limited Licensed re-use rights only Performance measurement Planning Buyer–seller relationship Sourcing Supplier evaluation Multi-objective decision-making Business-to-business relationship Purchasing planning Supplier data visibility Data science Synergy...

... of similar features. Originality/value The paper deals with an understudied topic within the literature: business models change in business to business markets, taking into consideration the perspective of the supplier. It considers buyers-seller relationships in industrial supply chains as being part...

... 2020 20 03 2020 © Emerald Publishing Limited 2020 Emerald Publishing Limited Licensed re-use rights only Public sector Buyer–seller relationship Outsourcing IT Procurement Networks This paper centers round outsourcing in the public sector. This topic is approached here...

... Performance Relationship marketing Supply chain Buyer–seller relationship Relationship quality Marketing researchers have defined relationship quality (RQ) as the related parties’ overall evaluation of a relationship’s strength (Palmatier et al., 2006). In both business practice...

... that important moderators of the relationship–outcomes link are being overlooked and warrant greater attention. This paper addresses this deficiency. Innovation New product development Buyer-seller relationship Industrial marketing Buyer-seller relationships Business-to-Business marketing...

... Strategic planning Buyer-seller relationship Channel relationships There appears to be some risk, though, in relying exclusively on the weighted average correlation in that a few large-sample studies could dominate the analysis. We therefore also report the un-weighted or simple average...

.../licences/by/4.0/legalcode . Buyer-seller relationship Trust Social cues Approach and avoidance BIS/BAS-theory Neuroscientific theory It appears to be difficult to grasp the difference between a successful and an unsuccessful vendor, especially in a business-to-business (B2B) context...

... Organizational structure Buyer–seller relationship Advertising Greece In today’s highly turbulent and fiercely competitive knowledge economy, organization’s capacity to innovate has been highlighted as a crucial strategic asset and a major source of competitive advantage (Jiménez-Jiménez and Sanz...

... competitive business environment and especially in fully satisfying the changing customer needs and higher client expectations (Klein, 2008 ; Patterson, 2008 ; Payne et al., 2015 ; Wenzel et al., 2014). Pharmaceutical industry Value co-creation Buyer-seller relationship...

... relationships, including the ongoing relationship management process. Outsourcing Purchasing Buyer-seller relationship Sourcing The outsourcing of business processes is an increasingly important type of service purchasing. This implies that a broader range of business services are being...

... salespeople can align their actions with customers more effectively. Buyer-seller relationship Value added B2B sales Buyer satisfaction Expectancy disconfirmation theory Sales interaction The landscape of selling is changing, perhaps because of an increased focus on services as well...

... Group Publishing Limited Licensed re-use rights only Buyer–seller relationship Channel management Controlling supplier opportunism is a core challenge for a manufacturer working with multiple supplier groups. Opportunism can easily undermine product quality (Noordewier et al...

... to be further validated and confirmed in other contexts, for instance, within buyer–supplier relationship intensity. Practical implications – The ATS can help firms to identify key parameters in buyer–seller relationships. It is important for the seller to collect information to determine the stage...