How salespeople facilitate buyers' resource availability to enhance seller outcomes

[1]  K. Evans,et al.  The Role of Sales Managers and Salespeople in a Marketing Information System , 2013 .

[2]  Christian Koch,et al.  The effects of low internal integration between purchasing and operations on suppliers’ resource mobilization , 2012 .

[3]  Enrico Baraldi,et al.  Resource interaction in inter-organizational networks: Foundations, comparison, and a research agenda , 2012 .

[4]  Trond Hammervoll,et al.  Managing interaction for learning and value creation in exchange relationships , 2012 .

[5]  Lars-Erik Gadde,et al.  Interactive resource development in new business relationships , 2012 .

[6]  Daniela Corsaro,et al.  Roles of actors in combining resources into complex solutions , 2012 .

[7]  Kaj Storbacka,et al.  Management Practices in Solution Sales—A Multilevel and Cross-Functional Framework , 2011 .

[8]  Alina Zhang,et al.  How do salespeople help make buyer’s resources available? , 2011 .

[9]  David Ford,et al.  IMP and service-dominant logic: Divergence, convergence and development , 2011 .

[10]  Stephen L. Vargo,et al.  It's all B2B…and beyond: Toward a systems perspective of the market , 2011 .

[11]  C. Grönroos A service perspective on business relationships: The value creation, interaction and marketing interface , 2011 .

[12]  Sreedhar Madhavaram,et al.  Knowledge-based sales management strategy and the grafting metaphor: Implications for theory and practice , 2010 .

[13]  Iain A. Davies,et al.  Relationship management:a sales role, or a state of mind? An investigation of functions and attitudes across a business-to-business sales force , 2010 .

[14]  W. Johnston,et al.  WHAT'S NEXT IN KEY ACCOUNT MANAGEMENT RESEARCH? BUILDING THE BRIDGE BETWEEN THE ACADEMIC LITERATURE AND THE PRACTITIONERS' PRIORITIES , 2010 .

[15]  George J. Avlonitis,et al.  Selling and sales management: An introduction to the special section and recommendations on advancing the sales research agenda , 2010 .

[16]  E. Baraldi,et al.  An interactive perspective on business in practice and business in theory , 2009 .

[17]  Susi Geiger,et al.  Industrial sales people as market actors , 2009 .

[18]  Iain A. Davies,et al.  The changing role of sales: viewing sales as a strategic, cross‐functional process , 2009 .

[19]  Geoff Easton,et al.  Actors, resources, activities and commitments , 2009 .

[20]  Suvi Nenonen,et al.  Customer relationships and the heterogeneity of firm performance , 2009 .

[21]  L. Araujo,et al.  Market practices and forms: introduction to the special issue , 2008 .

[22]  Ajay K. Kohli,et al.  Rethinking Customer Solutions: From Product Bundles to Relational Processes , 2007 .

[23]  George R. Franke,et al.  Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis , 2006 .

[24]  D. Turley,et al.  Exploring salesperson learning in the client relationship nexus , 2006 .

[25]  Kyle J. Mayer Spillovers And Governance: An Analysis Of Knowledge And Reputational Spillovers In Information Technology , 2006 .

[26]  Vishag A. Badrinarayanan,et al.  Enhancing Customer-Needs–Driven CRM Strategies: Core Selling Teams, Knowledge Management Competence, and Relationship Marketing Competence , 2005 .

[27]  B. Menguc,et al.  Re‐examining field sales unit performance , 2005 .

[28]  Steven P. Brown,et al.  The Changing Environment of Selling and Sales Management , 2005 .

[29]  P. Humphreys,et al.  The impact of supplier development on buyer-supplier performance , 2004 .

[30]  Scott B. MacKenzie,et al.  Common method biases in behavioral research: a critical review of the literature and recommended remedies. , 2003, The Journal of applied psychology.

[31]  R. B. Woodruff,et al.  Exploring the Phenomenon of Customers' Desired Value Change in a Business-to-Business Context , 2002 .

[32]  Joseph O. Rentz,et al.  A Measure of Selling Skill: Scale Development and Validation , 2002 .

[33]  Roger Bennett,et al.  “Ba” as a determinant of salesforce effectiveness: an empirical assessment of the applicability of the Nonaka‐Takeuchi model to the management of the selling function , 2001 .

[34]  James M. Sinkula,et al.  The synergistic effect of market orientation and learning orientation on organizational performance , 1999 .

[35]  Barton A. Weitz,et al.  Personal selling and sales management: A relationship marketing perspective , 1999 .

[36]  Jeffrey H. Dyer,et al.  The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage , 1998 .

[37]  Stephen Tallman,et al.  Resources, Transactions and Rents: Managing Value Through Interfirm Collaborative Relationships , 1998 .

[38]  T. Wotruba The transformation of industrial selling: Causes and consequences , 1996 .

[39]  D. Ford,et al.  Interaction, relationships and networks in business markets: an evolving perspective , 1996 .

[40]  I. Nonaka A Dynamic Theory of Organizational Knowledge Creation , 1994 .

[41]  H. Håkansson International Marketing and Purchasing of Industrial Goods: An Interaction Approach , 1982 .

[42]  C. Moss,et al.  Industrial Salesmen as a Source of Marketing Intelligence , 1979 .

[43]  Terry S. Overton,et al.  Estimating Nonresponse Bias in Mail Surveys , 1977 .

[44]  A. Pentland The new science of building great teams , 2012 .

[45]  Daniela Corsaro,et al.  Creating value in business relationships: The role of sales , 2012 .

[46]  H. Håkansson,et al.  Economic use of knowledge , 2007 .

[47]  Christian Homburg,et al.  Intraorganizational determinants of key account management effectiveness , 2003 .

[48]  Ivan Snehota,et al.  The IMP Perspective: Assets and Liabilities of Business Relationships , 2000 .

[49]  H. Håkansson,et al.  Developing relationships in business networks , 1995 .

[50]  D. A. Kenny,et al.  The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations. , 1986, Journal of personality and social psychology.