Search Results - "Liu, Annie H"

Customer value and switching costs in business services: developing exit barriers through strategic value management by Liu, Annie H.

“…Purpose - The purpose of this study is to examine the concept of customer value and its role in building switching costs perceptions. The current research…”
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Examining customer value perceptions of organizational buyers when sourcing from multiple vendors by Liu, Annie H., Leach, Mark P., Bernhardt, Kenneth L.

“…When organizational buyers outsource service from multiple providers, what leads buyers to shift business among current suppliers? In this article, the authors…”
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Advocates and adversaries: examining the role of supplier advocacy on customer reacquisition by Leach, Mark P., Liu, Annie H., Pullins, Ellen Bolman, Wang, Sijun

“…Reacquiring a lost customer is often easier, faster, and less expensive than acquiring a new customer. Thus, reacquisition activities have become important…”
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Opportunities and opportunism with high-status B2B partners in emerging economies by Gould, A. Noel, Liu, Annie H, Yu, Yang

“…Purpose This study examines the potential of foreign business-to-business (B2B) firms to select high-status local partners in emerging markets to achieve…”
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Role conflict and ambiguity confronting transnational business networkers: Contrasting social stigma and relational risks for Chinese and Western boundary spanners by Liu, Annie H., Gould, Albert Noel, Rollins, Minna, Gao, Hongzhi

“…Our research explores the role conflict, ambiguity and resulting social stigma and relational risks that transnational B2B networkers face when facilitating…”
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It ain't over 'til it's over: Evaluating reacquisition opportunities in business-to-business markets by Leach, Mark P., Liu, Annie H.

“…Using a qualitative critical incident research technique, this paper examines how sales firms evaluate defected customers in order to determine their…”
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Working smart to win back lost customers the role of coping choices and justice mechanisms by Liu, Annie H, Chugh, Richa, Noel Gould, Albert

“…Purpose The purpose of this paper is to examine how the cognitive appraisals, coping choices and behavioral responses by business-to-business (B2B) sales…”
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EXAMINING RELATIONAL RISK TYPOLOGIES FOR "GUANXI" BOUNDARY SPANNERS: APPLYING SOCIAL PENETRATION THEORY TO "GUANXI" BROKERING by Liu, Annie H., Gao, Hongzhi

“…Guanxi boundary spanners are important gate-openers and relationship-facilitators for foreign firms doing business in a close-knit Chinese society. However,…”
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Considering Technological Impacts When Selecting Food Suppliers: Comparing Retailers' Buying Behavior in the United States and Europe by Liu, Annie H., Bui, My, Leach, Mark

“…Purpose: The research investigates the impact of emergent technologies, specifically supply-chain technology and food-production technology (i.e., genetically…”
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Theory Testing Using Case Studies in Business-to-Business Research by Johnston, Wesley J, Leach, Mark P, Liu, Annie H

“…The strength of any confirmatory research method depends on two factors. First, the relationship between theory and method, and, second, how the researcher…”
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Developing Loyal Customers with a Value-adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople by Liu, Annie H., Leach, Mark P.

“…The consultative services of business-to-business salespeople are becoming increasingly important to customers when evaluating a supplier's overall value…”
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Applying positive psychology to selling behaviors: A moderated–mediation analysis integrating subjective well-being, coping and organizational identity by Lyngdoh, Teidorlang, Liu, Annie H., Sridhar, Guda

“…Subjective well-being (SWB) has been widely found to have a profound impact on the individual, yet its application in the sales field remains unexplored…”
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Investigating Interrelationships among Sales Training Evaluation Methods by Leach, Mark P., Liu, Annie H.

“…Today numerous training options are available to sales organizations, and sales training teams use various means to report training effectiveness. This study…”
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B2B Buyers' emotions and regulatory focus in justice and switch back decisions by Chugh, Richa, Gould, Noel, Leach, Mark P., Liu, Annie H.

“…Research on the role of emotions in organizational decision making is escalating, yet the impact of emotions on organizational buying remains under-examined…”
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The Role of Self-Regulation Training in Developing the Motivation Management Capabilities of Salespeople by Leach, Mark P., Liu, Annie H., Johnston, Wesley J.

“…Time management, goal setting, goal attainment strategies, prioritization techniques! These are some of the self-regulation skills that today's sales…”
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The use of culturally relevant stimuli in international advertising by Leach, Mark P., Liu, Annie H.

“…International marketers are increasingly advocating the practice of incorporating cultural aspects in advertising. However, little is known about how these…”
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Sensor networks for the detection and tracking of radiation and other threats in cities by Liu, Annie H, Bunn, Julian J, Chandy, K Mani

“…This paper presents results from experiments, mathematical analysis, and simulations of a network of static and mobile sensors for detecting threats on city…”
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Examining Rela tional Risk Typologies for Guanxi Boundary Spanners: Applying Social Penetra tion Theory to Guanxi Brokering by Liu, Annie H., Gao, Hongzhi

“…Guanxi boundary spanners are important gate-openers and relationship-facilitators for foreign firms doing business in a close-knit Chinese society. However,…”
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Managing mergers: Why people first can improve brand and IT consolidations by Jap, Sandy, Gould, A. Noel, Liu, Annie H.

“…The number and value of mergers and acquisitions (M&As) continue to grow, with record increases in the U.S. and Asia Pacific in 2015. Yet, despite calls from…”
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Strategies for Trade Sales in a Changing Asian Business Culture by Leach, Mark P., Liu, Annie H., Pelton, Lou E.

“…Multinational manufacturers of many consumer products continue to struggle with the development and management of their international sales-channels. To…”
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