• How do salespeople help make buyer’s resources available?

      Zhang, AL; Baxter, RA; Glynn, MS (The University of Strathclyde, 2011)
      Purpose of the paper and literature addressed There is great emphasis by researchers on the issue of co-creation of value across business-to-business buyer-seller relationships because co-creation is the source of much ...
    • How sales people unlock buyer's resources for seller outcomes

      Zhang, AL; Baxter, RA; Glynn, MS (Industrial Marketing and Purchasing Group, 2012)
      Positive outcomes in a business-to-business buyer-seller relationship occur best when resources are readily available from both partners in a trusting and communicative environment. Taking the seller’s perspective, this ...