Organizational Buying Behavior
Poster: Organizational Buying and Innovation Adoption Under Share of Wallet ContractsApr 15, 2019 Navid Mojir, Harvard University
Navid Mojir explores the impact of “share of wallet” contracts on purchasing decisions and how they can potentially speed up diffusion of innovation in the context of a medical device market.
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, 17-120-09
A dynamic perspective offers valuable information about the influence of intrafirm relationships on relationship marketers’ (RM) sales performance. Study 1 uses a longitudinal sample (three-year period) of relationship managers from a single firm and Study 2 uses a sample of RMs across three industries.
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
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