New technologies, such as artificial intelligence (AI), blockchain, and big data analytics, can
shape how B2B relationships are managed and how dark side effects are manifested in B2B …

With contemporary life becoming more instantly connected and as the disruptiveness of
technologies is occurring at a faster pace, the Internet-of-Things (IoT) is now even more …

Extending the literature on sales technology, we use two studies to develop and test a model
involving salesperson-customer shared technology tools, referred to as Social Media …

Sustainable competitive advantage is not possible in knowledge-based competition without
continuous innovation. Innovations, by nature, emerge in social interaction in which diverse …

This study addresses the question of how to design governance mechanisms so that local
suppliers are encouraged to make transaction-specific investments in foreign manufacturing …

Research examining technology and the sales force has a long, developed history that
spans several decades. From initial research reviewing sales force laptop usage to more …

Many companies see key account management as a potentially successful way to
implement a relational strategy. Nevertheless, the literature suggests that strategy …

Strong relationships are important, particularly for business partners dealing with business-
to-business (B2B) professional service providers, as the quality of the relationship can serve …

Scholars and managers continue to seek a better explanation for the behaviours displayed
by various stakeholders. An enhanced understanding of the drivers of these behaviours …

Why do key accounts combine opposing types of relationship with their suppliers? The
author has chosen to term this new hybrid form of supplier relationship management, which …