The salesperson is a job that is prone to deviant behavior. Prior studies addressed that
deviant behavior is a behavioral stress response. Although numerous studies have …

Managers often accompany salespeople to customer meetings, and their presence can be
invaluable to the interaction. However, at times, managers may act in ways that are harmful …

Climate change has caused several significant risks to agro-economy in developing regions.
Adaptations to climate change can improve farmers' resilience in agricultural production …

Purpose Trust is an important facilitator of successful B2B relationships. The purpose of this
study is to investigate affect-based antecedents of both interpersonal and interorganizational …

Purpose This paper aims to propose mechanisms of the dark side of interorganizational
relationships from a social psychological perspective. The purpose is to understand the role …

Suppliers can grow sales by offering expanded solutions to specific, promising customer
accounts via relationship expansion proposals. Extant perspectives offer conflicting advice …

Despite the importance of trust and the dyadic nature of exchange relationships, research on
how differing trust perceptions between partners affect transactions is insufficient. Drawing …

This research investigates the impact of an organizational buyer's product involvement on
the customer firm's and supplier's financial outcomes. The results suggest that highly …

Trust has been shown to be a key component of a successful business-to-business (B2B)
relationship. However, recent studies have pointed to the potential adverse effects on …

This study draws on theory of dyadic morality and categorization to disentangle opportunistic
behaviors from the perception by their victim that leads to the moral categorization of the …