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Challenger sale: a dynamic method for customer engagement and value creation in business-to-business relationships
Talai Osmonbekov, Brent Adamson, and Matthew Dixon

Implementing the Challenger Sales Model at Cars.com: a case study
Mathew S. Isaac, Ajay T. Abraham, and Elaine Y. Richards

Mentoring characteristics and functions: mentoring’s influence on salespeople
Tom Brashear-Alejandro, Hiram Barksdale, Danny Norton Bellenger, James S. Boles, and Channelle James

The dark side of technology: examining the impact of technology overload on salespeople
Duleep Delpechitre, Hulda G. Black, and John Farrish

How can challenger marketers target the right customer organization? The A-C-O-W customer organization profiling matrix for challenger marketing
Weng Marc Lim

The salesperson wellness lifestyle, coping with stress and the reduction of turnover
Frederic B. Kraft, Devdeep Maity, and Stephen Porter

Value-based selling: a multi-component exploration
Mario Kienzler, Daniel Kindström, and Thomas Brashear-Alejandro

The importance of customer’s perception of salesperson’s empathy in selling
Duleep Delpechitre, Brian Nicholas Rutherford, and Lucette B. Comer

The effects of goodwill and competence trust on strategic information sharing in buyer–supplier relationships
William James Newell, Chris Ellegaard, and Lars Esbjerg

Country-of-origin effects on industrial purchase decision making: a systematic review of research
Birce Dobrucali

Arabic business relationship characteristics: a social capital perspective
Hussain Albin Shaikh, Sharon Purchase, and Gregory Brush

Buyer relationships when developing new products: a contingency model
Gerard A. Athaide, Jason Q. Zhang, and Richard R. Klink

Formal and informal scenario-planning in strategic decision-making: an assessment of corporate reasoning
Charlene Lew, Danielle Meyerowitz, and Göran Svensson

Self-justification for opportunistic purchasing behavior in strategic supplier relationships
Cees J. Gelderman, Jelle Mampaey, Janjaap Semeijn, and Mark Verhappen

Enhancing client-agency relationship quality in the advertising industry – an application of project management
Elizabeth Levin, Thu Nguyen Quach, and Park Thaichon

Demographic homophily, communication and trust in intra-organizational business relationships
Henning Ahlf, Sven Horak, Andreas Klein, and Sung-Won Yoon

Evaluating channel partner’s performance: impact of task environments on the relevance of measurement metrics
Vikas Goyal and Prashant Mishra

How do an alliance firm’s strategic orientations drive its knowledge acquisition? Evidence from Sino-foreign alliance partnership
Qian Yang, Yi Liu, and Yuan Li

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