Now showing items 1-3 of 3

    • One-to-One and One-to-Many Business Relationship Marketing: Toward a Theoretical Framework 

      Niculescu, Mihai; Payne, Collin R.; Krishnan, Vijaykumar (Journal of Business-to-Business Marketing, 2013-04)
      Purpose. This work addresses mixed findings in relationship marketing literature regarding the importance of micro-level (interpersonal) relationships on firm outcome. MethodobgylApproach: The article leverages impression ...
    • Social Media's Influence on Business-To-Business Sales Performance 

      Rodriguez, Michael; Peterson, Robert M.; Krishnan, Vijaykumar (Journal of Personal Selling & Sales Management, 2012-07)
      The implementation of social media technology in a firm’s marketing strategy has been adopted by some forward-thinking sales forces. Sharing content and building a network of contacts are the principles behind social ...
    • When Sales and Marketing Align: Impact on Performance 

      Peterson, Robert M.; Gordon, Geoffrey L.; Krishnan, Vijaykumar (Journal of Selling, 2015)
      Without sales and marketing working to produce revenue, the firm ceases to exist. Yet, given the magnitude of what’s at stake, these two functions are often at odds with one another to the detriment of performance. This ...