Organizational Buying Behavior
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).
Interlocking Networks: How and When Do Connections between Buying and Selling Teams Affect Customer Solutions?Dec 17, 2014 Brian R. Murtha, Sundar G. Bharadwaj, and Christophe Van den Bulte, 2014, 14-120
Investigates how and when the structure of interactions between buying and selling teams affects the development and deployment of effective solutions for business customers. Combines insights from the literatures on buying and selling teams, customer solutions, and social network theory, and tests hypotheses in a conjoint experiment with 281 purchasing professionals.
Orchestrating Marketing in a B2B EnvironmentPrepared by Stefan Todd Sleep, University of Georgia, and Myoung-Jin Chae, Georgia Institute of Technology, 2014, 14-305
Summarizes the proceedings of MSI's conference, "Orchestrating Marketing in a B2B Environment" held on October 15-16, 2014, at Emory University in Atlanta, Georgia.
Assessing the Drivers of Short- and Long-Term Outcomes at Business Trade ShowsOct 28, 2014 Shrihari Sridhar, Clay M. Voorhees, and Srinath Gopalakrishna, 2014, 14-114
Investigates the incremental effects of trade show marketing efforts (pre-,post-, and at-show) on short- and long-term outcomes; considers heterogeneity in customer profiles and show type. Uses attendee-level data from multiple shows attended by one Fortune 500 corporation.
Effect of Transformational Relationship Events on Exchange PerformanceJul 1, 2014 Colleen M. Harmeling, Robert W. Palmatier, Mark B. Houston, and Mark J. Arnold, 2014, 14-104
Develops a conceptual framework of transformational relationship events (TREs) in B2B relationships; conducts a field study of 773 B2B relationships to identify the mechanisms by which TREs impact performance.
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