Bricolage–a systematic review, conceptualization, and research agenda
The practice of bricolage, predominantly regarded as a strategy for innovation and
overcoming constraints in resource-scarce environments, has garnered increased scholarly …
overcoming constraints in resource-scarce environments, has garnered increased scholarly …
The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling: the role of social capital
OS Itani, V Badrinarayanan… - European Journal of …, 2023 - emerald.com
Purpose This study aims to develop and test a process model of the effect of social media
use by business-to-business (B2B) salespeople on their value cocreation and …
use by business-to-business (B2B) salespeople on their value cocreation and …
Relational exchanges in the sales domain: A review and research agenda through the lens of commitment-trust theory of relationship marketing
V Badrinarayanan, I Ramachandran - Journal of Business Research, 2024 - Elsevier
The commitment-trust theory (CT theory) of relationship marketing ushered in a new
marketing paradigm that shifted attention from discrete transactions to establishing …
marketing paradigm that shifted attention from discrete transactions to establishing …
Energy efficiency in the post-COVID-19 era: exploring the determinants of energy-saving intentions and behaviors
The COVID-19 pandemic has a long-lasting influence on global economies. Households are
expected to consume more electricity for their usual routine activities due to mandatory stay …
expected to consume more electricity for their usual routine activities due to mandatory stay …
[HTML][HTML] Enhancing export intensity of entrepreneurial firms through bricolage and international opportunity recognition: The differential roles of explorative and …
This study proposes and tests a framework relating to the effect of entrepreneurial bricolage
on international opportunity recognition (IOR) and the influence of the latter on export …
on international opportunity recognition (IOR) and the influence of the latter on export …
[HTML][HTML] Impression management and leadership in failing or failed business-to-business firms during and post-COVID-19: Empirical insights from Africa
This paper is one of the pioneering studies to specifically link COVID-19 pandemic with
business failures in African B2B firms and the role of leadership and impression …
business failures in African B2B firms and the role of leadership and impression …
The power of knowledge management: how top management team bricolage boosts ambidexterity and performance
Purpose This paper aims to explore the relationship between top management team
bricolage and performance and also examines unit ambidexterity's mediating role. More …
bricolage and performance and also examines unit ambidexterity's mediating role. More …
Uncertainty in industrial markets: The COVID-19 pandemic
R Matthews, BN Rutherford, D Edmondson… - Industrial Marketing …, 2022 - Elsevier
This article develops a deeper conceptualization and understanding of the COVID-19
pandemic's impact on industrial firms. Qualitative analysis is conducted based on twelve …
pandemic's impact on industrial firms. Qualitative analysis is conducted based on twelve …
Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
Salespeople's responses to change have been extensively examined in the context of sales
literature, sales force automation (SFA), customer relationship management (CRM) systems …
literature, sales force automation (SFA), customer relationship management (CRM) systems …
A desire for success: Exploring the roles of personal and job resources in determining the outcomes of salesperson social media use
Sales researchers have recognized the importance of salesperson social media use in
enhancing job outcomes. However, research that considers the influence of salesperson …
enhancing job outcomes. However, research that considers the influence of salesperson …