Organizational Buying Behavior
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.
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
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