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The purpose of this paper is to further explicate the notion of challenger sale.

The method used for this article is a personal interview.

The interview provides readers with insights and explanations of the challenger sale method from the authors of the book.

The interview allows the readers to learn directly from the authors of the methodology.

The purpose of this study is to examine the effects of relationship digitization benefits on reseller profit. The authors hypothesized two pathways by which the digitization benefits improve reseller profitability: direct and indirect. The direct pathway is via enhancing the reseller’s digital resources and capabilities and the indirect pathway is by improving the relationship with a focal manufacturer by reducing inequity and enhancing interorganizational trust.

The authors use the survey methodology to attempt to understand the interorganizational dynamics of digitization. The authors survey more than 200 resellers in the computer and computer components industry.

Overall, the pattern of results generally supports the framework for direct and indirect effects of digitization benefits on the bottom line of the reseller, as well as the idea of examining the benefits structure components of benefit magnitude and benefit asymmetry. Sales benefit magnitude improves reseller profit directly, as enhanced digital resources result in a more efficient and effective reseller salesforce. The indirect effects flow through to profitability via inequity and trust.

The authors are not aware of any prior research that uses the asymmetry and magnitude framework to approach the digitization phenomenon.

The purpose of the paper is to discuss the potential of AI to impact organizational buying behavior. Potential impacts on organizational communication, Organizational Buying Center (OBC) structure and dynamics are discussed.

This research is conceptual in nature and uses narrative literature review to develop testable propositions derived from a technology overview and incorporates existing organizational buying behavior theory.

The article's conclusion suggests that significant changes are likely due to the adoption of AI. The nature of organizational buying is anticipated to undergo a shift toward increased reliance on AI-generated input. Additionally, it is expected that the size of OBCs may decrease, with reduced vertical and lateral involvement, while promoting greater coordination and less conflict among members.

This paper aims to conceptualize the effects of AI technology adoption on organizational buying situations and the structure and dynamics of OBCs. For practitioners, this conceptualization may equip them to navigate the impacts of the AI technological advancements effectively.

The purpose of this paper is to discuss the potential of Internet of Things (IoT) to affect organizational buying behavior. Potential impacts on organizational communication, buying center structure and processes and privacy and security issues are discussed.

This is a conceptual paper that advances testable propositions based on the technology overview and use of existing organizational buying behavior theory.

This paper concludes that major changes are likely as a result of the adoption of IoT. The nature of organizational communication may shift to more machine-to-machine communication and buying centers may become smaller, less hierarchical but more coordinated, with less conflict. In addition, privacy and security concerns will need to be addressed.

This is the first attempt to conceptualize the impact of adoption of IoT technologies that may help future researchers to examine the impact on a more granular level. For practitioners, it may help them prepare for the impacts of the IoT technological juggernaut.

The impact of employee health on organizations, individual employees and society as a whole is vast. The purpose of this paper is to explore the relationship between leadership–member exchange (LMX) and employee mental and physical health. Additionally, two variables with strong empirical and theoretical ties to employee health (empowerment and stress) are explored as potential mediators.

Survey responses from 182 employees across two organizations were collected to measure study variables. Structural equation modeling techniques were used to analyze data and test hypotheses.

An association between LMX and employee health was found to be fully mediated by both empowerment and stress.

These findings contribute to the literature by providing evidence of the association between leadership and both the mental and physical health of employees. This phenomenon highlights the significant impact that leaders have on subordinates both at work and in their general lives outside of the workplace. Understanding the mediating pathways through which leadership comes to impact employee health creates new knowledge regarding the manner in which constructs as disparate as leadership and employee health come to form an association.

The purpose of this paper is to examine the impact of social and contractual enforcement on the performance of business-to-business relationship. The research also tests the mediating role of perceived inequity and coordination.

A survey methodology was used to obtain responses from 224 decision-makers at reseller organizations. The data were analyzed using structural equation modeling.

It was found that both social and contractual enforcement impact relationship performance. Perceived inequity and coordination are important moderators of those relationships, as social enforcement increases coordination and reduces perceived inequity, while contractual enforcement increases perceived inequity.

While previous studies examined enforcement impact on coordination and conflict, this study links it to relationship performance. Importantly, enforcement’s relationship with perceived inequity is also examined in the context of B2B relationship.

This study aims to examine the antecedents and performance consequences of three types of communication technology (phone, e-mail and internet) in cross-border business-to-business relationships.

Based on the proposed theoretical framework six hypotheses are advanced and tested. The authors use regression analysis on data from a survey of American exporters combined with secondary data on emerging European markets.

This research finds that relationship-level variables are better predictors of ICT use than country-level variables, and that ICT use impacts dyadic performance. More specifically, information exchange predicted all three communication modes, while the use of warnings predicted both inter-personal communication methods. From an institutional standpoint, the authors find that bureaucratic barriers predict both phone and e-mail communication. At the firm level, it is found that firm-level technological skills are a significant predictor for the use of internet-based data exchange. The paper also finds that increased frequency of phone and e-mail communication among dyadic partners improves performance.

Although micro-level variables are found to be more important, country variables still bring interesting insights and should not be ignored. Also, newer technologies should be explored in future research.

The authors explore antecedents of information/communication technology (ICT) use at three levels: country or macro level, dyadic (or inter-firm relationship) level, and firm capabilities (intra-firm). At the country level, the authors move beyond infrastructure to examine the impact of institutional factors, such as government red tape. At the relationship level, the authors include trust-type social norms, but extend the analysis to incorporate the use of unilateral influence attempts, such as warnings.

Previous research indicates that employees reciprocate for abusive supervision by withholding discretionary organizational citizenship behaviors (OCBs). The purpose of this paper is to investigate the boundary conditions of the negative relationship between abusive supervision and OCBs, by investigating time and money (dyadic duration and pay satisfaction) as potential moderating variables to the abusive supervision‐OCBs relationship.

A sample of 357 bank employees in Kazakhstan was used to test hypotheses.

Results indicate that the negative relationship between abusive supervision and OCBs is more pronounced when employees have been supervised by a particular manager for a longer period of time, as well as when employees are less satisfied with their level of compensation.

Limitations include the use of cross‐sectional data and the possibility of common method bias.

Satisfaction with pay as a moderator may suggest additional costs associated with abusive supervision, as employees may demand higher salaries when working for abusive supervisors. Additionally, dyadic duration as a moderator may suggest that abusive supervisor behaviors over time lead individual employees to withhold more and more OCBs.

Organizational cultures can be adversely affected by reactions to abuse, and abusive supervision represents a growing social problem that may necessitate legislation to protect workers.

This paper contributes to the literature by suggesting that employees appear more willing to withhold OCBs in longer‐term dyadic relationships, and employees' positive satisfaction with pay appears to lessen the negative relationship between abusive supervision and OCBs. Additionally, this study explores abusive supervision using a non‐western sample.

This paper aims to analyze antecedents of entrepreneurship propensity in two separate studies, at individual and organizational levels. The first study proposes that the effect of individual cultural values on entrepreneurial propensity is mediated by the locus of control. The second study focuses on the interaction effect between the individual's need for autonomy and a bureaucratic culture characterized by high centralization and high formalization.

The approach takes the form of surveys of business students and retail salespeople in Romania and regression analysis.

Internal locus of control predicts entrepreneurship propensity. Mediation effects were not supported. Centralization and formalization stimulate entrepreneurial propensity, especially in salespeople with a high need for autonomy. In general, the individual cultural values approach generated weak results, while the organizational culture approach showed strong support for the hypotheses.

A combination of push and pull effects determines an individual's entrepreneurial propensity. Personality traits, such as internal locus of control and need for autonomy predict entrepreneurial propensity. But individuals are pushed into entrepreneurship by negative factors, such as dissatisfaction with existing employment.

In transitional economies, entrepreneurial ventures are relied on to sustain a high growth rate, to serve the unmet needs of the population, and to create jobs. Multinationals operating in transition countries could improve recruiting decisions by hiring managers with a high internal locus of control and could then allow them decision‐making power to satisfy their need for autonomy.

The paper analyzes antecedents of entrepreneurship propensity in two separate studies, at micro (individual) and meso (organizational) levels, but set within the same transitional economy. This macro context is posited to shape both organizational culture and individual cultural values and personality traits.

Modern procurement is being shifted from paper‐based, people‐intensive buying systems toward electronic‐based purchase procedures that rely on Internet communications and Web‐enhanced buying tools. Develops a typology of e‐commerce tools that have come to characterize cutting‐edge industrial procurement. E‐commerce aspects of purchasing are organized into communication and transaction tools that encompass both internal and external buying activities. Further, a model of the impact of e‐commerce on the structure and processes of an organization’s buying center is developed. The impact of the changing buying center on procurement outcomes in terms of efficiency and effectiveness is also analyzed. Finally, implications for business‐to‐business marketers and researchers are discussed.