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Special issue on Tribute to Peter LaPlaca ;Edited by: Adam Lindgreen, C. Anthony Di Benedetto, Jens Geersbro, Thomas Ritter

Past, present, and future business-to-business marketing research
Adam Lindgreen, C. Anthony Di Benedetto, Jens Geersbro, Thomas Ritter

The Emergence of Industrial Marketing Management as the Leading Academic Journal in Business-to-Business Marketing
C. Anthony Di Benedetto, Adam Lindgreen

Patterns of knowledge outflow from Industrial Marketing Management to major marketing and specialized journals (1999–2013): A citation analysis
C. Anthony Di Benedetto, Shikhar Sarin, Mustapha Belkhouja, Christophe Haon

IMP thinking and IMM: Co-creating value for business marketing
Kristian Möller, Aino Halinen

Unit pricing and its implications for B2B marketing research
Wesley J. Johnston, Roberto Mora Cortez

Journal positioning meta-issues as evolving contexts: Organizational marketing at the crossroads
J. David Lichtenthal, Nektarios Tzempelikos, Thomas Tellefsen

Have your cake and eat it too: Achieving scientific legitimacy
Arch G. Woodside

The application of human resource management policies within the marketing organization: The impact on business and marketing strategy implementation
Eric M. Olson, Stanley F. Slater, G. Tomas M. Hult, Kai M. Olson

Multidexterity in customer relationship management: Managerial implications and a research agenda
Thomas Ritter, Jens Geersbro

Conceptualizing and communicating value in business markets: From value in exchange to value in use
Andreas Eggert, Wolfgang Ulaga, Pennie Frow, Adrian Payne

Purchasing and supply management in an industrial marketing perspective
Thomas E. Johnsen

Internationalizing through networks from emerging to developed markets with a case study from Ghana to the U.S.A.
Irene Kujala, Jan-Åke Törnroos

Peter Laplaca: A case study
Michael B. Beverland

Coopetition in regional clusters: Keep calm and expect unexpected changes
Christian Felzensztein, Eli Gimmon, Kenneth R. Deans

Peter LaPlaca – The best marketer of industrial and B2B marketing research
Michael Kleinaltenkamp

Inspiring future generations of industrial marketing scholars
Joona Keränen

Tribute to a “good fella”
Gert Human

“Chance favors the connected mind”: Tribute to a world class editor
Margherita Pagani

Special issue on Sales and Customer Development; Guest edited: Arun Sharma, University of Miami and Niladri Syam, University of Missouri

Sales and customer development: An agenda for inquiry
Arun Sharma, Niladri Syam

Waiting for a sales renaissance in the fourth industrial revolution: Machine learning and artificial intelligence in sales research and practice
Niladri Syam, Arun Sharma

A strategic framework for a profitable business model in the sharing economy
V. Kumar, Avishek Lahiri, Orhan Bahadir Dogan

The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness
Wolfgang Ulaga, Ajay K. Kohli

Relational selling: Past, present and future
Denni Arli, Carlos Bauer, Robert W. Palmatier

When does CEO endorsement of sales & marketing leaders help firms? The role of heavy marketing emphasis
Sash (Shashank) Vaid, Michael Ahearne

The transformation of professional selling: Implications for leading the modern sales organization
Javier Marcos Cuevas

Cooperation in B2B relationships: Factors that influence customers’ perceptions of salesperson cooperation
Bruno Lussier, Zachary R. Hall

Relational communication and illusionary loyalty: Moderating role of self-construal
Mehdi T. Hossain, Lawrence B. Chonko

Rapport building in authentic B2B sales interaction
Timo Kaski, Jarkko Niemi, Ellen Pullins

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