Organizational Buying Behavior
Dynamic Effects of Intrafirm Relational Strategies and Relational Structures on PerformanceSep 6, 2017 Danny P. Claro, Carla S. D. Ramos, Gabriel Gonzalez, and Robert W. Palmatier, 2017, 17-120
A dynamic perspective offers valuable information about the most effective ways to leverage teams to ensure the necessary resource flows to relationship managers over time.
Transformational Events in B2B RelationshipsJun 01, 2016
For loyalty-building events, it's important to calibrate rewards to the proper magnitude of "discomfirmation" of relational expectations (from Journal of Marketing).
Improving Profitability on Win-BacksJun 01, 2016
To encourage profitable second-lifetime behavior, firms should base win-back offers on the customer's reason for defection (from Journal of Marketing).
The Benefits of Ambidextrous SalespeopleMay 24, 2016
New study with implications for salesforce management
Dynamic Effects of Service Transition Strategies on B2B Firm Value: Tradeoffs in Sales, Profits, and Cash FlowMay 4, 2016 Mehdi Nezami, Stefan Worm, and Robert W. Palmatier, 2016, 16-108
Many B2B manufacturers are transitioning to services, but do they understand the performance effects of adding more service offerings? Using data on 525 manufacturers, this study looks at how service transitions affect sales growth, profitability, and cash flow volatility.
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