2023
Session 23: February 16, 2003:
Jordan Truong (Melbourne University), Erik Mooi (Melbourne University)
"Text analysis in B2B - a guide" (Note this is partly a paper presentation, partly a how-to)
2022
Session 22: November 3, 2022:
Vivian (Xu) Zheng, City University of Hong Kong
"’Epidemics’ of Failure: The Contagion Effect of Franchised Outlet Failure"
Session 21: October 20, 2022:
Arnd Vomberg, University of Mannheim
"Algorithm-Based CRM Technology: The Human Side of a Cold Start Problem?"
Session 20: September 15, 2022:
Maggie Dong, University of New South Wales (UNSW)
"Adjusting Value Chains in Countries with Politician Turnover: A Contingency Framework"
Session 19: May 12, 2022:
Khashayar Afshar Bakeshloo, Raj Agnihotri & Elizabeth Hoffman, Iowa State University
"Organizational Strategic Emphasis and Salespeople's Escalation of Commitment: Is Artificial Intelligence a Cure"
Session 18: April 7, 2022:
Ashwin Baliga, Indian Institute of Technology, Madras
"Thinking Highly of a B2B Service Provider Post Service Failure: Investigating Service Recovery Paradox and Relationship Constructs in an Emerging Market Context"
Session 17: March 17, 2022:
Elsa Dessaigne, Excelia Business School
"From Business Networks to Elias’ Business Figurations.
Expliciting the social ontology of the Industrial Network Literature through cross-disciplinary research"
Session 16: February 9, 2022:
Katharina Prohl-Schwenke (Freie Universität Berlin)
“Customer Success Management Implementation: Its Measurement from a Customer Perspective and Impact on Customers’ Behavioral Intentions”
2021
Session 15: November 4, 2021:
Michael Kleinaltenkamp (Freie Universität Berlin)
“Conceptualizing Customer Experience in B2B Settings”
Session 14: October 7, 2021
Jeff Wang (Monash University Melbourne)
“Manufacturer Tridadic Governance in Marketing Channel”
Session 13: September 16, 2021
Lisa Scheer (University of Missouri)
“The Importance of P2P Relationships in B2B Relationships”
Session 12: July 8, 2021
Victoria Kramer (University of Münster), Manfred Krafft (University of Münster), & Kaj Storbacka (Hanken School of Economics)
“Relationship Configurations for Selling Servitized Offerings: A fuzzy-set Qualitative Comparative Analysis”
Session 11: June 3, 2021
Jon Bingen Sande (City of Oslo), Kenneth Wathne (Norwegian Business School), Mrinal Ghosh (Eller College of Management), & Henrik Jensen
“The role of cross-understanding in complex problem solving in interorganizational relationships”
Session 10: May 6, 2021
Stephan Henneberg (Queen Mary University of London)
“It’s OK, Until it’s Not: A Conceptual Model of Boundary Spanner Corruption”
Session 9: April 1, 2021
Vivian Zheng (City University of Hong Kong)
“Locations and Beyond: Franchise Clustering and Contingent Effects of Governance Mechanisms”
Session 8: March 3, 2021
Raghu Bommaraju (Indian School of Business)
“Throwdown (A Novel Sales Contest) – Evidence from a Field Experiment on its Effectiveness vs. a Traditional Sales Contest”