The communication environment for buyer‐seller interfaces is being transformed by a variety of new communication choices. The use of electronic mail in business today is especially prevalent. This investigation explores buyer and seller reactions to electronic mail use in buyer‐seller...

A potential weakness of marketing in the strategy dialogue has been a tendency on the part of marketing scholars to stay with outmoded frameworks. As the economy is decreasingly influenced by industrial value creation and increasingly influenced by knowledge creation and dissemination, the role...

Purpose – The purpose of this paper is to present the results of a qualitative study of employees' sensemaking as a social, communicative process during a major organizational transformation. Design/methodology/approach – This case study describes a major transition in work mode, from...

Purpose: This paper aims to examine a longitudinal study of mentoring functions and their effect on salesperson attitudes and intentions. Design/methodology/approach: The research is based on a multi-year study of salespeople beginning when the salesperson entered the industry being examined....