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Exploring the roles of marketing and selling capabilities in delivering critical customer centric performance and brand performance outcomes for B2B firms

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Beyond commitment : entrenchment in the buyer-seller exchange

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Corporate entrepreneurship, customer-oriented selling, absorptive capacity, and international sales performance in the international B2B setting : conceptual framework and research...

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Value-based sales process adaption in business relationships

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The interaction of three dimensions of trust, relational selling, team selling and B2B sales success in the European market

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Negotiating when outnumbered : agenda strategies for bargaining with buying teams

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How buyer-seller relationship orientation affects adaptation of sales processes to the buying process

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Do supplier perceptions of buyer fairness lead to supplier sales growth?

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A sales process framework to regain B2B customers

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