Papers | IMP Group | Page 67

Salespeople are from Mars, purchasers are from Venus: an agenda for inquiry for the sales function

Arun Sharma; Bert Paesbrugghe; Deva Rangarajan; Niladri Syam

New avenues for research in reference marketing

Andre Vilares Morgado

What facilitates and impedes value co-creation activities in professional service networks?

Ilma Nur Chowdhury; Judy Zolkiewski; Thorsten Gruber

Transforming a value proposition into realized value: an exploratory study

Hsin-Hui Chou

Examining dyadic business relationships using repertory grid technique

Juho Ylimäki; Minna Rollins

The social-political role of NGOs in the Malaysian housing market: a case study on the triadic business network

Brian K.H. Low; Chee Wei Cheah; Christina K.C. Lee

Network legitimacy in technology sustainability: a case of semi-conductor

Brian Low; Paul Yeow Heng Ping; Stephanie Cheah Kay Ann

The role of corporate partners within innovation incubators

Bella Butler; Daniel Schepis; Sharon Purchase

Emerging B2B case data: the central role of regulators in creating value in Fintech ecosystems

Hugh M. Pattinson; Suresh C. Sood

Understanding SME entry into emerging markets using institutional and resource-based theory

Michel Rod; Nick Ashill; Val Lindsay