Purpose Contemporary supply chain relationships inherently rely on delegation of work
between organizations and, thus, are subject to agency problems for which a wide range of …

Purpose Digital solutions (DS) that build on recurring revenue models (RRMs) offer new
opportunities to continuously create and capture superior value. However, many firms fail to …

Firms struggle to respond to product recalls and achieve high recall effectiveness, ie, the
percentage of affected consumers who participate in corrective actions. We present the first …

We examine issues associated with various operational measures and model specifications
in marketing-duality research that focuses on either a balancing or a combining perspective …

In the digital economy, many business-to-business companies expect their salespeople to
promote e-commerce channels to customers as alternative ways to purchase. However …

Extant literature has studied how customer–salesperson price negotiations evolve in
“normal” circumstances. However, recent economic recessions illustrate the need to …

Artificial intelligence (AI) clearly can benefit standard business models, in which firms sell
products to buyers. But the outcomes of greater reliance on AI in peer-to-peer marketplaces …

Although customer orientation is widely endorsed as a crucial salesperson characteristic,
little is known about its effect in price negotiations with customers. This study rectifies this …

Given the pervasive ubiquity of data, sales practice is moving rapidly into an era of predictive
analytics, using quantitative methods, including machine learning algorithms, to reveal …

This study applies the two-tier stochastic frontier model to estimate the distribution of
housing transaction information in Hangzhou, Wenzhou, Ningbo, and Jinhua (four cities in …