... and less conflict among members. Originality/value This paper aims to conceptualize the effects of AI technology adoption on organizational buying situations and the structure and dynamics of OBCs. For practitioners, this conceptualization may equip them to navigate the impacts of the AI technological...

... and reworking business processes for maximum efficiency and effectiveness (Lopez, 2014). Others see the potential power of the IoT to be harnessed by companies in their move to develop deeper, more integrated relationships with customers and drive recurring service revenues (Opresnik and Taisch, 2015 ; Porter...

... that decide to involve customers in NPD activities. In order to improve efficiency and effectiveness, this research suggests that firms build inter‐organisational relationships with customers to foster knowledge sharing, cooperation, and problem solving. However, firms should be aware that product...

...John E. Cicala; Rachel K. Smith; Alan J. Bush Purpose This exploratory research aims to examine the commonalities and differences in how buyers and sellers perceive and characterize an effective sales presentation in an attempt to present issues/themes that may help start a dialogue...

... that several critical factors must be considered if an alliance is to be proven effective in the marketplace. At the top of the list is compatibility between the two organizations involved. The corporate cultures should be somewhat compatible if the interface between the partners is to be effective. The bases...

... orientation at salesforce level. © MCB UP Limited 2003 Market orientation Salesforce Reliability Effectiveness Market orientation During the last decade market orientation has been one of the most important focuses in marketing literature and research. The development of knowledge...

...Swinder Janda; Srivatsa Seshadri The potential of the purchasing function to increase shareholder value is not well publicized and hence not widely recognized. This fact becomes self‐evident when the effect of purchasing strategies on performance is well understood. With an increasing number...

... potential improvements to trade shows and the perceived impact of these changes on the elements of the personal selling process. Results demonstrate that attendee quality, attendee quantity and measuring trade show results should be increased. Although the net effect of these changes, in concert with nine...