... A multimethod, multistudy approach was used to explore the link between salesperson LWTs and customer responses by analyzing data from B2B salespeople, customers and company sales figures, using a social exchange framework that emphasizes trust and conflict levels. Findings The results from the quantitative...

... 18 10 2022 22 05 2023 30 10 2023 21 05 2024 20 10 2024 23 12 2024 02 02 2025 Business-to-business Commitment Conflict Opportunism Satisfaction Numerous studies have highlighted the critical role of effective interactions, cooperation, and synergy...

...Chris I. Enyinda; Charles Blankson; Guangming Cao; Ifeoma E. Enyinda Purpose Rising expectations for exceptional customer experiences demand strategic amalgamation of cross-functional, customer-focused teams (marketing/sales/service departments). However, the long history of interface conflicts...

...Nwamaka A. Anaza; Brian N. Rutherford; Gavin Jiayun Wu; Ashok Bhattarai Purpose Drawing on the organizational buying decision-making framework, the purpose of this study is to investigate how sales orientation (SOCO) affects buyers’ conflict, salesperson-owned loyalty and buyers’ propensity to end...

... style on relationship commitment in an environment of multiple channel complexity. Leadership Channel relationships Franchising Commitment Conflict Channel leadership Multiple channel complexity Relational capital Path-goal theory Dheeraj Sharma can be contacted at: dsharma...

...Anni Rajala; Annika Tidström Purpose The purpose of this study is to increase understanding about vertical coopetition from the perspective of interrelated conflict episodes on multiple levels. Design/methodology/approach The empirical part is based on a qualitative single case study...

... levels of analysis and shows the roles of interests, conflicts, interfaces and alignment in shaping firms and their networks. Per Vagn Freytag can be contacted at: pvf@sam.sdu.dk 15 10 2018 15 10 2018 12 12 2018 21 01 2019 25 01 2019 © Emerald Publishing Limited...

...Milena Ratajczak-Mrozek; Krzysztof Fonfara; Aleksandra Hauke-Lopes Aleksandra Hauke-Lopes can be contacted at: Aleksandra.Hauke-Lopes@ue.poznan.pl RQ1. What is the nature of conflicts in foreign business relationships from the perspective of small firms, taking into consideration...

... an impact on the intensity and nature of channel conflict which needs to be inspected to structure better channel relationship strategies in the changing context. This paper aims to attempt a systematic investigation into the determinants of channel conflict in today’s context and proposes a composite model...

.... The results were analyzed through structural equation model. Relational antecedents of collaborative communication and constructive conflict positively relate to trust, as well as to relationship effectiveness. Constructive conflict positively relates to exploration and exploitation. Relationship...

..., specifically how the key account manager handles multiple incidents of simultaneous conflict while carrying out their internal selling duties. Design/methodology/approach The research uses the critical incident technique together with an interpretive framework for data coding in order to explore...

...Rex E. McClure Purpose This study aims to review three recognized culture types: bureaucracy, supportive, and innovative, then to develop a model describing how intra‐organizational conflict mediates the relationship between these cultures and market orientation. Design/methodology/approach...

...Mike Rich; Jens Geersbro; Thomas Ritter Purpose This paper aims to discuss the concepts of uncertainty, ambiguity, and conflict in business networks in relation to firm performance. The paper aims to argue that uncertainty, ambiguity, and conflict are useful concepts for understanding firm...

... the degree to which supplier oriented purchasing can mediate the impact of manifest conflict on buyer‐supplier relationships. Design/methodology/approach A model is developed and tested examining the relationship among manifest conflict, relationship satisfaction and SOP. Data collection involved...

... and conflict. To do this, the R&D directors of 178 Spanish innovative firms were surveyed. A sample of 345 products (177 successes and 168 failures) was been obtained. Findings The results derived from a multisample analysis allow the conclusion that in those situations of high dependence the creation...

...Terje I. Vaaland; Sharon Purchase Purpose The purpose of the paper is to explore the introduction of agents, such as consultants and lawyers, when the continuation of a business relationship is threatened by conflict. Design/methodology/approach Based on findings in a distorted business...

...David A. Reid; Ellen Bolman Pullins; Richard E. Plank; Richard E. Buehrer The study reported perceived sales interaction conflict (PSIC) as a construct in need of evaluation. As a first step toward validation of a PSIC measure, the study draws perceptual data from a sample of professional...

...Charles H. Schwepker, Jr This paper empirically examines the relationship between salespeople’s ethical conflict and their job performance. Results suggest that ethical conflict, resulting from an incongruence in ethical values between salespeople and their organizations’ top management, has...