... by a disruptive event (the COVID-19 pandemic). Design/methodology/approach This study uses a two-phase qualitative data collection approach. Thirteen executives, primarily from the Business-to-Business (B2B) manufacturing industry, were interviewed in phase one (2–3 months before the first COVID-19 vaccine...

... 20 04 2023 30 05 2023 © Emerald Publishing Limited 2023 Emerald Publishing Limited Licensed re-use rights only International Sales process Salespeople Qualitative Conducting business abroad is a critical consideration for firms as the business environment continues...

... Emotional Agency Client Qualitative Services marketing Tensions are present in every relationship and can result in negative or positive outcomes influencing knowledge sharing and value development (Mele, 2011 ; Woodside and Chebat, 2001). Tensions are typically increased by ambiguity from...