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Making channel incentives work: A discriminating match framework
Stephen K. Kim, Youngsu Lee

Explicit and normative contracting in collaborations of varying magnitudes: Differing perspectives of component suppliers and original equipment manufacturers
Steven H. Dahlquist, David A. Griffith

A dynamic capabilities-based framework of organizational sensemaking through combinative capabilities towards exploratory and exploitative product innovation in turbulent environments
Margaret L. Sheng

Endogeneity bias in marketing research: Problem, causes and remedies
Ghasem Zaefarian, Vita Kadile, Stephan C. Henneberg, Alexander Leischnig

Is perceived value more than value for money in professional business services?
Maja Arslanagic-Kalajdzic, Vesna Zabkar

Embracing uncertainty in value-based selling by means of design thinking
Hanna Luotola, Magnus Hellström, Magnus Gustafsson, Olga Perminova-Harikoski

Development of new B2B venture corporate brand identity: A narrative performance approach
Minna Törmälä, Richard I. Gyrd-Jones

Dynamics of the transition process towards partnership thinking in centralized public procurement
Outi Keränen

Achieving requisite variety in modeling firms’ strategy heterogeneities: Explaining paradoxical firm-market performances
Gábor Nagy, Carol M. Megehee, Arch G. Woodside, Tommi Laukkanen, Saku Hirvonen, Helen Reijonen

The effects of buyer-supplier’s collaboration on knowledge and product innovation
Jeanine Chang

Different roles of control mechanisms in buyer-supplier conflict: An empirical study from China
Wei Yang, Yu Gao, Yao Li, Hao Shen, Songyue Zheng

Knowing the price of everything? Exploring the impact of increased procurement professional involvement on management consultancy purchasing
Chris Lonsdale, Kim Hoque, Ian Kirkpatrick, Joe Sanderson

The role of humor usage on creativity, trust and performance in business relationships: An analysis of the salesperson-customer dyad
Bruno Lussier, Yany Grégoire, Marc-Antoine Vachon

Online group buying: Some insights from the business-to-business perspective
Weng Marc Lim

Multiple channel complexity: Conceptualization and measurement
Nermin Eyuboglu, Sertan Kabadayi, Andreas Buja

A permaculture primer: Using eco-theory to promote knowledge acquisition, dissemination and use in the sales organization
Ronald Jelinek

Challenges of servitization: A systematic literature review Review Article
Wanrong Zhang, Sujit Banerji

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