Big data facilitation, utilization, and monetization: Exploring the 3Vs in a new product development process
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 …
investing heavily in big data capabilities to capitalize on the ongoing analytics movement …
The role of top management teams in transforming technology-based new ventures' product introductions into growth
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 …
based new ventures' success in achieving growth, which is often achieved through product …
How young companies can effectively manage their slack resources over time to ensure sales growth: the contingent role of value-based selling
A de Jong, NA Zacharias, EJ Nijssen - Journal of the Academy of …, 2021 - Springer
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 …
studying how young firms enable their resource endowments using value-based selling …
Value-based selling capability: antecedents and implications for B2B sales performance
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 …
based selling (VBS) capability in the business-to-business (B2B) market. Additionally, the …
Customer reference marketing: Conceptualization, measurement and link to selling performance
H Terho, A Jalkala - Industrial Marketing Management, 2017 - Elsevier
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 …
received growing interest among practitioners and academics. The importance of references …
Determining the presence of a long-term/short-term dilemma for SMEs when adopting strategic orientation to improve performance
SR Didonet, A Fearne… - … Small Business Journal, 2020 - journals.sagepub.com
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 …
sized enterprises (SMEs), which could cause tension when adopting two strategic …
Successful implementation of value-based selling: a value co-creation and dynamic capabilities perspective
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 …
and contingency factors of value-based selling (VBS) in the context of business to business …
Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion
B Bande, F Jaramillo, P Fernández-Ferrín… - Journal of Business …, 2019 - Elsevier
Impression management tactics have recently been identified as effective strategies for
coping with work stressors. However, despite the evidence that using a combination of …
coping with work stressors. However, despite the evidence that using a combination of …
How technology-based startups can use customer value propositions to gain pilot customers
M Kirchberger, M Wouters… - Journal of Business-to …, 2020 - Taylor & Francis
Purpose Customer value propositions are promoted as critical for technology startups.
However, empirical evidence supporting the beneficial effects of startups using customer …
However, empirical evidence supporting the beneficial effects of startups using customer …
[PDF][PDF] Born global or local? Factors influencing the internationalization of university spin-offs--the case of Halmstad University
S Andersson, E Berggren - Journal of International …, 2016 - drive.google.com
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 …
ventures, which are firms that from inception view the whole world as a market and as a …