Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction

Autor: Bert Paesbrugghe, Johanna Vuori, Heidi Kock

Publikováno v: Journal of Business & Industrial Marketing. 37:1012-1024

Purpose Based on insights from the buying process, the purpose of this study is to align selling firms to the buyer’s efficiency needs that are grounded on the different types of purchases. Design/methodology/approach Using thematic analysis, this

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::81beb7113d391ddb1ef65b289780019f
https://doi.org/10.1108/jbim-05-2019-0252

Does IoT Adoption Lead to Value Creation in B2B Relationships?

Autor: Bert Paesbrugghe, Fadeela Toofany, Karina Burgdorff Jensen

Publikováno v: Paesbrugghe, B, Toofany, F & Burgdorff, K 2022, Does IoT Adoption Lead to Value Creation in B2B Relationships? in Does IoT Adoption Lead to Value Creation in B2B Relationships? . pp. 779-795 .
Aalborg University

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=dedup_wf_001::7a8db052c6b458986f85f06c8d20fb67
https://vbn.aau.dk/da/publications/244da705-0db9-4d10-bacc-cacae76d5ff9

Understanding the Digital Communication Preference of Business-to-Business Purchasers and Sellers

Autor: Deva Rangarajan, Bert Paesbrugghe, Arun Sharma, Teidorlang Lyngdoh

Publikováno v: Advances in Digital Marketing and eCommerce ISBN: 9783030765194

In this paper, we explore the shift in digital communications by selling firms to enhance the value of their offerings. Based on in-depth interviews with professional purchasers, this paper’s findings suggest that business-to-business relationships

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::bff92c316abec0cbdd36056b4e075c29
https://doi.org/10.1007/978-3-030-76520-0_29

Between a rock and a hard place: Seizing the opportunity of demanding customers by means of frontline service behaviors

Autor: Fernando Jaramillo, Omar S. Itani, Bert Paesbrugghe

Publikováno v: Journal of Retailing and Consumer Services
Journal of Retailing and Consumer Services, Elsevier, 2020, 53, pp.101978. ⟨10.1016/j.jretconser.2019.101978⟩
Journal of Retailing and Consumer Services, 2020, 53, pp.101978. ⟨10.1016/j.jretconser.2019.101978⟩

International audience; Service businesses are increasingly facing more demanding customers as a result of a shift in power from the service providers' side to the customers' side. Related literature predominantly examines the negative side of this o

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::5891202128444b991439d0c2f886e857
https://hal.archives-ouvertes.fr/hal-02987189

Personal selling and the purchasing function: where do we go from here?

Autor: Niladri B. Syam, Deva Rangarajan, Arun Sharma, Bert Paesbrugghe

Publikováno v: Journal of Personal Selling & Sales Management. 38:123-143

The business-to-business selling function has changed over the years, with more informed and demanding buyers, prompting firms to move toward a more consultative, solution-selling approach. While these changes have been the focus of extensive researc

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::22a0c93ff4839a35dfccb2f20339fe53
https://doi.org/10.1080/08853134.2018.1425881