...Deva Rangarajan; Bryan Hochstein; Duane Nagel; Teidorlang Lyngdoh Purpose The increasingly complex business-to-business (B2B) sales process necessitates that sales managers strike the right balance between appropriate resource allocation, while also maintaining the profitability...

... Germany Switzerland Resources Suppliers Resource allocation Supplier relations An executive summary for managers and executive readers can be found at the end of the article. The mutual benefits of value co‐creation and value sharing in collaborative customer‐supplier relationships...

... of the intervening role of trade show marketing processes (pre‐show promotion, at‐show selling, and post‐show follow‐up) in the relationship between resource allocation and performance of trade shows. Design/methodology/approach This study used the Directory of Chinese Export Commodities Fair Exhibitors...