TOC: Ind Mar Man
Introduction
Industrial Marketing Management, 64
Beyond the retention—acquisition trade-off: Capabilities of ambidextrous sales organizations
Edwin J. Nijssen, Paolo Guenzi, Michel van der Borgh
What’s mine is mine: A study of salesperson knowledge withholding & hoarding behavior
Nwamaka A. Anaza, Edward L. Nowlin
The role of horizontal and vertical new product alliances in responsive and proactive market orientations and performance of industrial manufacturing firms
Sena Ozdemir, Destan Kandemir, Teck-Yong Eng
Identifying customer behavioral factors and price premiums of green building purchasing
Yi-Kai Juan, Yin-Hao Hsu, Xiaoyan Xie
Working more or working less? Contingent allocation of reseller effort in distribution channels
Stephen K. Kim, David I. Gilliland
B2B SME management of antecedents to the application of social media
Tove Brink
Concerned innovation: The ebb and flow between market and society
Simona D’Antone, Louise Canning, Elizabeth Franklin-Johnson, Robert Spencer
Do resource differences between manufacturers and suppliers help or hinder product innovation of manufacturers? The moderating role of trust and contracts
Yongchuan Bao, Yuan Li, Changwei Pang, Yeqing Bao, Xiang Yi
A model of negotiation issue–based tactics in business-to-business sales negotiations
Ingmar Geiger