Connect, Engage, Transform!

The first paper titled, &quote;How can B2B researchers engage in impactful industry collaboration? Lessons from the field&quote; written by Mooi, Mani, Kleinaltenkamp, Lilien, and Wilkinson discusses this theme. The second paper titled, &quote;Buyer-seller relational engagement and seller brand equity&quote; by Dwivedi, Miles, Oczkowski, Weerawardena, Johnson, and Wilkie studies how relational exchange, conceptualized as a higher-order construct comprising legal bonds, knowledge exchange impact buyer-perceived seller brand equity using a survey of 401 US-based industrial buyers. The third paper, &quote;The Value of Values in Business Purchase Decisions&quote; by Anwer, Deshpande, Derry, and Basil uses evidence from Canada to study the role values play in business purchase decisions. The fourth paper in this ebook, titled, &quote;Gender Bias in the Recruitment of Entry-level B2B Salespeople&quote; by Ashnai, Mani, Kothandaraman, and Shekari examines how gender bias affects recruitment of students for entry-level sales positions. In this paper, the authors creatively use three years' data from a sales competition in the United States to examine gender bias in recruitment. The fifth paper in This ebook is &quote;Recipes for New Product Success: The Interplay between Orientations and Environmental Turbulence&quote; by Ho and Plewa. The authors use the fuzzy set qualitative comparative analysis (fsQCA) technique to assess the combination of strategic orientations, inter-functional coordination, and environmental turbulence to improve new product success. The sixth paper in this ebook is entitled, &quote;Systematic Review of Determinants of Sales Performance: Verbeke et al.'s (2011) classification extended by Chawla, Lyngdoh, Guda, and Purani. The authors provide an extensive review of the sales performance literature. The authors introduce new categories to the drivers of sales performance.