... are built to capture the effect of each variable on firm performance and the type of interaction between the variables. Servitization and digitalization are positively related to firm performance. Digitalization positively mediates the relationship between servitization and firm performance...

... relationships, the role of emotional intelligence is poorly understood in the literature on salesperson performance. Design/methodology/approach Two data sets from business-to-business salespeople in various industrial and service sectors were analyzed with structural equation modeling. Mediation hypotheses...

... on a relationship when a radical change in interactions in the relationship takes place because of the adoption of e-business tools. More specifically, we demonstrate how coordination and inequity may play mediating roles with respect to the impact of social and contractual enforcement on reseller performance...

... mediators of the relationship between MO and firm- and customer-level performance. Only marketing resources fully mediate the relationship between MO and firm-level performance. Research limitations/implications – This study relied on self-reporting by marketing executives, thus inferences about...