Papers | IMP Group | Page 53

INFLUENCE OF VENDOR EXPERIENCES ON BUYING CENTER DECISIONS AND RELATIONSHIP INTENT – A CONCEPTUAL FRAMEWORK EXPLORING JOURNEY FROM INDIVIDUAL PURCHASE INTENT TO BUYING CENTER PURCHASE DECISION

Amit Mookerjee; Santosh Kumar Pandey

Understanding the process of repair in dissolving B2B relationships: An SME perspective

Dierdre Fleming; Jaana Tahtinen; Patrick Lynch

Learning from internationalisation success and failure

Heléne Lundberg; Luis Fernando da Costa Oliveira; Martin Johanson; Stylianos Papaiouannou

An examination of sales interactions with prospects with various knowledge levels

Mark P. Leach; Rhett T. Epler

Learning to give in a network context: applying theories of the gift to examine network learning

Moheeb AbuAlqumboz

GAME DEVELOPMENT AND APPLICATION FOR SALESPEOPLE TRAINING

C.V. Viegas; G.M. Pereira; M. Borchardt; M. Dauer

Deliberate network orchestration and deliberate non-network strategizing: Developing seamless travel experiences

Anna Sward; Debbie Harrison; Espen Andersen; Lars Huemer; Vegard Kolbjørnsrud

Digital Transformation Supporting Public Service Innovation for Sustainable development – Business modelling interacting with “public service provision modelling”

Lars-Gunnar Mattsson; Per Andersson

Trust building in a Complex Innovation Ecosystem: a Contingency Framework

Adam Lindgreen; John Nicholson; Steven Pattinson

Governance Structures in Business Relationships: The Role of Corporate Compliance Programs Between Relationship-Level and Higher-Level Governance Mechanisms

Barbara Niersbach; Bjorn Sven Ivens; Fabian Uhl