J Bus Industrial Mar
Introduction
Journal of Business & Industrial Marketing, 41(2)
INTEREST CATEGORY: INTERORGANIZATIONAL
POSTING TYPE: TOCs
Short-term versus long-term time perspectives among B2B salespeople: switching or adapting influence tactics to enhance performance
—Laurianne Schmitt; Romain Franck []
Uncovering sales agents’ recruitment, hiring and training practices as necessary conditions to sales agents’ exceeding quota and turnover intentions
—Richard Conde []
Adoption of a value orientation: implications for B2B salespeople behaviors and performance
—Emerson Wagner Mainardes; José Ricardo Pereira; Paulo Alexandre Oliveira Duarte; Kati Suomi []
Supplier changes, operational risk and enterprise green innovation: moderation role of market competition
—Yun Huang; Yuansi Feng; Kai Wang ; Qidi Hou []
Dynamic capabilities, channel multiplicity and channel adaptation: the mediating role of cross-channel integration and moderating roles of environmental dynamism and network centrality
—Fanglan Pang ; Shanshan Ma; Yabing Li []
B2B marketing in metaverse: toward a theoretical framework
—Vahideh Arghashi; Harish Kumar; Umashankar Venkatesh; Jones Mathew; Ä°pek Altinbasak Farina []
Inter-organizational sensemaking under technological turbulence: the roles of contractualization and negotiation in inter-firm knowledge creation
—Li Wang; Menglei Gu; Longwei Wang []
Measuring and predicting supply chain resilience through AI-based technology: evidence from the Chinese manufacturing industry
—He Huang ; Youhao Wang; Yuchen Xu; Jingqi Tang []