ÂÜÀòÉç¹ÙÍø

INTEREST CATEGORY: INTERORGANIZATIONAL
POSTING TYPE: TOCs

---

Special issue: The Sales Ecosystem – Defining and Exploring How Various Levels of Connection and Interaction Affect the Selling Process.

Guest Editors: Lenita Davis, Pia Hautamaki, Dawn R. Deeter-Schmelz

Tensions within the sales ecosystem: a multi-level examination of the sales-marketing interface
—Avinash Malshe, Michael T. Krush []

The utilization of online sales forums by salespeople as a mesosystem for enhancing sales-activity knowledge
—Richard Conde, Victor Prybutok, Cameron Sumlin []

Selling actors in multi-actor sales ecosystems: who they are, what they do and why it matters
—Patrick Weretecki, Goetz Greve, Jörg Henseler []

Sales technology and salespeople’s ambidexterity: an ecosystem approach
—Marta Giovannetti, Silvio Cardinali, Piyush Sharma []

Digital transformation in sales as an evolving process
—Stefan Wengler, Gabriele Hildmann, Ulrich Vossebein []

Value (co-)creation in B2B sales ecosystems
—Sami Rusthollkarhu, Pia Hautamaki, Leena Aarikka-Stenroos []

Emotional labor in a sales ecosystem: a salesperson-customer interactional framework
—Michel Klein []

An ecosystems analysis of how sales managers develop salespeople
—Karen M. Peesker, Lynette J. Ryals, Gregory A. Rich, Lenita Davis []

Purchasing behaviour and supplier base evolution – a longitudinal case study
—Anna Dubois, Lars-Erik Gadde, Lars-Gunnar Mattsson []

Exploring the factors influencing the adoption of supply chain finance in supply chain effectiveness: evidence from manufacturing firms
—Jean-Noël Beka Be Nguema, Gongbing Bi, Zulqurnain Ali, Aqsa Mehreen, Christophe Rukundo, Yangqian Ke []

The impact of supply chain relationship quality on knowledge sharing and innovation performance: evidence from Chinese manufacturing industry
—Gang Li []

A methodology for classification and validation of customer datasets
—Dongyun Nie, Paolo Cappellari, Mark Roantree []

Purchasing performance of engineering procurement and construction companies using a fuzzy quality function deployment approach
—Gitesh Chavan, Ranjan Chaudhuri, Wesley J. Johnston, Benjamin Garner []

Cooperative goals and dynamic capability: the mediating role of strategic flexibility and the moderating role of human resource flexibility
—Linbo Yang, Chenjing Gan []

Investigating corporate social irresponsibility (CSIR) and its impact on social judgments in the weak institution: moderating the role of corporate ability
—Shamila Nabi Khan, Ahmed Kamal []

Necessary and sufficient antecedents of customer loyalty to logistics service providers
—Ilias Vlachos []

How collaboration impacts in the market orientation-performance relationship of SMEs? A perspective from belt and road initiative
—Zafran Ahmad, Liu Chao, Wang Chao, Saqib Ilyas []

How post-merger integration duration affects merger outcomes
—Joon-Hee Oh, Wesley J. Johnston []

Tell me more: how salespeople encourage customer disclosure
—Jarkko Niemi, Ellen Bolman Pullins []

Managing technology transfer between coopetitive firms: the roles of coopetition, asset specificity and justice
—Ruijia Liu, Jianjun Yang, Feng Zhang []

Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation
—Richard Conde, Victor Prybutok []

The varying impact of buyer and supplier expected relationship-specific investments on relationship governance
—Imran Khan, Meike Eilert []

Sustainable housing development: the legitimacy-seeking perspective
—Chee Wei Cheah, Brian Low, Christina Kwai-Choi Lee []

Buying behaviour model of early adopting organizations of radical software innovations
—Krishnan Iyer, Jayasimha K.R. []

Antecedents and consequences of market orientation in international B2B market: role of export assistance as a moderator
—Md Imtiaz Mostafiz, Murali Sambasivan, See Kwong Goh []

The underlying states of salesperson product buy-in and product strategy buy-in
—Jessica Zeiss, Joseph Chapman []

Marketing-sales-service interface and social media marketing influence on B2B sales process
—Chris I. Enyinda, Abdullah Promise Opute, Akinola Fadahunsi, Chris H. Mbah []

Leveraging resource ecologies for sustainability transitions – a waste management case
—Rumy Narayan, Annika Tidström []

Collaboration between supply chain partners: when does it matter? Evidence from collaborative profiles
—Gopal Kumar []

Organizational ambidexterity, brand management capability and brand performance
—Pramod Iyer, Arezoo Davari, Mohammadali Zolfagharian, Audhesh Paswan []

Bourdieusian interaction: actors’ habitus, agentic activities and field resources
—Sid Lowe, Nirundon Tapachai []

The dilemma of relational embeddedness: mediating roles of influence strategies in managing marketing channel opportunism
—Yin Zhou, Wei Yang, Guijun Zhuang []

Drivers of managers’ affect (emotions) and corporate website usage: a comparative analysis between a developed and developing country
—Ramendra Thakur, Dhoha AlSaleh []

The interplay between entrepreneurial orientation and control mechanisms on decision-making and new product performance
—Civilai Leckie, Heath McDonald []