Big data is transforming the new product development (NPD) process. Organizations are
investing heavily in big data capabilities to capitalize on the ongoing analytics movement …

The literature highlights the importance of top management teams (TMTs) for technology-
based new ventures' success in achieving growth, which is often achieved through product …

This research aims to bridge the entrepreneurship and marketing/sales literature streams by
studying how young firms enable their resource endowments using value-based selling …

Purpose This study aims to explore the conception and antecedents of organizational value-
based selling (VBS) capability in the business-to-business (B2B) market. Additionally, the …

The use of customer references to facilitate marketing and sales in business markets has
received growing interest among practitioners and academics. The importance of references …

This study seeks to discuss a potential 'long-term/short-term dilemma'for small and medium-
sized enterprises (SMEs), which could cause tension when adopting two strategic …

Purpose This study aims to investigate the new connotations, key antecedents, outcomes
and contingency factors of value-based selling (VBS) in the context of business to business …

Impression management tactics have recently been identified as effective strategies for
coping with work stressors. However, despite the evidence that using a combination of …

Purpose Customer value propositions are promoted as critical for technology startups.
However, empirical evidence supporting the beneficial effects of startups using customer …

A wealth of research in the past decades has examined born globals or international new
ventures, which are firms that from inception view the whole world as a market and as a …