Organizational Buying Behavior
2016 Best Paper Looks at Consequences of Customer EngagementApr 16, 2016
MSI's 2016 Best Paper investigates how customer engagement can alter—not simply augment—existing customer–company bonds. Conor Henderson, Lena Steinhoff, and Rob Palmatier examine how customer engagement initiatives interact with customer loyalty mechanisms that underlie ongoing business exchanges.
Partnering with the FrenemyFeb 12, 2016
Webinar featuring Sandy Jap, Emory University
Partnering holds the promise of all things good, so why do business partnerships and alliances fail so often?
Modern Marketing Is Business-to-Person MarketingJul 24, 2015
Video featuring Jon C. Iwata, Senior Vice President, Marketing and Communications, IBM Corporation
From MSI Board of Trustees Meeting, "A Celebration of Breakthrough Marketing," in Boston, April 23-24, 2015. (Edited)
Connecting Inter-firm Teams for Better Customer SolutionsJun 12, 2015
Novel insights based on social network theory
Consequences of Customer Engagement: How Customer Engagement Alters the Effects of Habit-, Dependence-, and Relationship-Based Intrinsic LoyaltyDec 19, 2014 Conor M. Henderson, Lena Steinhoff, and Robert W. Palmatier, 2014, 14-121
Investigates the performance ramifications of customer engagement; uses a longitudinal field experiment with a service provider to identify how initiatives interact with intrinsic customer loyalty mechanisms (habit, dependence, and relationship).
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