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INTEREST CATEGORY: INTERORGANIZATIONAL
POSTING TYPE: TOC

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How to translate great research into great teaching
–Adam Lindgreen, C.Anthony Di Benedetto, Roderick J. Brodie, Peter Naudé

The praxis of studying interorganizational practices in B2B marketing and purchasing – A critical literature review
–Jim Pedersen, Chris Ellegaard, Hanne Kragh

A typology of business usage center members
–Maximilian Huber, Michael Kleinaltenkamp

Corporate brand identity co-creation in business-to-business contexts
–Oriol Iglesias, Polina Landgraf, Nicholas Ind, Stefan Markovic, Nikolina Koporcic

Cannibalize and combine? The impact of ambidextrous innovation on organizational outcomes under market competition
–Nukhet Harmancioglu, Maria Sääksjärvi, Erik Jan Hultink

Product radicalness and firm performance in B2B marketing: A moderated mediation model
–Antonio Carmona-Lavado, Shanthi Gopalakrishnan, Haisu Zhang

Genetic and psychological underpinnings of motivation and satisfaction of industrial salespeople
–Richard P. Bagozzi, Willem J.M.I. Verbeke

Value champions in business markets: Four role configurations
–Joona Keränen, Stephan Liozu

Converting purchase commitments into purchase fulfillments: An examination of salesperson characteristics and influence tactics
–Melissa Clark

A relational embeddedness perspective on dynamic capabilities: A grounded investigation of buyer-supplier routines
–Leila Alinaghian, Yusoon Kim, Jagjit Srai

Digital mediation in business-to-business marketing: A bibliometric analysis
–Bipul Kumar, Arun Sharma, Sanket Vatavwala, Prashant Kumar

Are organizational buyers rational? Using price heuristics in functional risk judgment
–André Bueno Saab, Delane Botelho

Incumbent and non-incumbent salesperson consultation in the pre-decision stage of organizational purchasing
–Leff Bonney, Bryan Hochstein, Brett Christenson, Ellis Chefor

Valuable strategy and firm performance in the O2O competition
–Zhi Pei, Audhesh Paswan, Kerri Camp

Customer collaboration, service firms’ diversification and innovation performance
–Larissa Statsenko, Graciela Corral de Zubielqui

B2B purchase engagement: Examining the key drivers and outcomes in professional services
–Munyaradzi W. Nyadzayo, Riza Casidy, Park Thaichon

How and when social media affects innovation in start-ups. A moderated mediation model
–Graciela Corral de Zubielqui, Janice Jones

Joint marketing and sales appointment: Uncertainty from intertwining of marketing and sales in one position
–Shashank (Sash) Vaid, Michael Ahearne, Ryan Krause

Collaborating to shape markets: Emergent collective market work
–Jonathan J. Baker, Suvi Nenonen

Toward a social fitness perspective on contract design: Contract legitimacy and influence strategy
–Xiaoling Li, Xingyao Ren, Liping Qian, Chenting Su

The interplays of coopetition, conflicts, trust, and efficiency process innovation in vertical B2B relationships
–Linlin Chai, Jin Li, Chanchai Tangpong, Thomas Clauss

Tripartite role of communications in channel relationships: Mitigating exchange hazards, reducing opportunism, and curtailing its ill effects on relationship performance
–Sandip Trada, Vikas Goyal