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A nomological framework of antecedents and postcedents to satisfaction in purchase and sales business relationships
Guan, Jyh-Liang; Lee, Tzong-ru; Mostert, Pierre; … - In: Journal of contemporary marketing science 6 (2023) 1, pp. 46-63
Persistent link: https://www.econbiz.de/10014301512
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From buying centers to buying ecosystems : advancing the B2B research journey
Ehret, Michael; Johnston, Wesley J.; Ritter, Thomas - In: Industrial marketing management : the international … 117 (2024), pp. A10-A16
Persistent link: https://www.econbiz.de/10014530182
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Power, conflict, and cooperation : the impact of guanxi in Chinese marketing channels
Zhuang, Guijun; Xi, Youmin; Tsang, Alex S. L. - In: Industrial marketing management : the international … 39 (2010) 1, pp. 137-149
Persistent link: https://www.econbiz.de/10003962938
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Understanding the role of marketing–purchasing collaboration in industrial markets : the case of Russia
Smirnova, Maria; Henneberg, Stephan; Ashnai, Bahar; … - In: Industrial marketing management : the international … 40 (2011) 1, pp. 54-64
Persistent link: https://www.econbiz.de/10008907889
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Drivers of sales and marketing collaboration in business-to-business selling organisations
Le Meunier-FitzHugh, Kenneth; Piercy, Nigel - In: Journal of marketing management : MM 25 (2009) 5/6, pp. 611-633
Persistent link: https://www.econbiz.de/10003874181
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The trickle-down effect of trust in business-to-business relationships : how can a supplier ensure cooperation from multiple customers?
Yuki, Sho; Takashima, Katsuyoshi - In: Journal of marketing channels : distribution systems, … 26 (2020) 3, pp. 208-226
Persistent link: https://www.econbiz.de/10012258202
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The antecedents and consequence of Et-Moone B2B relationships
Abosag, Ibrahim - In: Industrial marketing management : the international … 51 (2015), pp. 150-157
Persistent link: https://www.econbiz.de/10011422817
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The mediating role of cooperative norms in the formation of buyer commitment in the buyer-seller relationship
Vieira, Valter Afonso; Mayberry, Robert; Boles, James … - In: The journal of business & industrial marketing 38 (2023) 7, pp. 1409-1423
Persistent link: https://www.econbiz.de/10014314113
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Action and social alignment constituents of collaboration in B2B relationships : buyer and seller perspectives
Guan, Jyh-Liang; Lee, Tzong-ru; Otero-Neira, Carmen; … - In: Journal of relationship marketing : innovations and … 21 (2022) 3, pp. 194-225
Persistent link: https://www.econbiz.de/10013336339
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Collaborative B2B sales partnerships in supply chains : an integrative framework of social and action alignment
Svensson, Göran; Ferro-Soto, Carlos; Padin, Carmen; … - In: European research on management and business economics 29 (2023) 3, pp. 1-9
In business-to-business (B2B) contexts, sales organizations require both long-term and stable partnerships to accomplish their tasks effectively and enhance mutual value and satisfaction for the parties involved. Collaboration and satisfaction are two connected and central issues in the...
Persistent link: https://www.econbiz.de/10014480049