Effects of Buyers and Sellers on Search Ad Revenues on B2B PlatformsOct 15, 2015
A look at the economic returns of attracting new vs. existing buyers and sellers
Connecting Inter-firm Teams for Better Customer SolutionsJun 12, 2015
Novel insights based on social network theory
Integrating Relationship Marketing and Lifecycle Perspectives: Strategies for Effective Relationship MigrationsOct 21, 2013 Jonathan Z. Zhang, George F. Watson IV, Robert W. Palmatier, and Rajiv P. Dant, 2013, 13-121
Models how business-to-business relationships evolve and the differential effects of relationship marketing on firm performance at different relationship stages; employs a longitudinal survey data set of 346 B2B relationships maintained by a Fortune 500 firm.
Firms and TrustApr 11, 2013 Sandy Jap, Emory University
From Three Academic Perspectives on Trust panel, Sandy Jap reports on research on how firm-to-firm collaboration does or does not lead to trust.
Developing and Maintaining Inter-Organizational Trust: A Case Study from the Pharmaceutical IndustryApr 11, 2013 Andrew Eibling, Covance, Inc. and Adrienne Takacs, Eli Lilly and Company
The transformation of the pharmaceutical industry over the past 15 years has included the proliferation of creative strategic alliances. The alliance between Eli Lilly and Company and Covance, formed in 2008, was viewed as groundbreaking in its design and magnitude. Establishing and maintaining trust across the variety of stakeholders and team members was, and continues to be, critical. The presenters will share examples and methods utilized to build trust, to ensure the full value contemplated by the alliance is attained.
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