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Annie H. Liu · Study
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Author
Annie H. Liu
13 works
· latest 2023
· 4 institutions
cluster: provisional
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13
Citations
1,278
Works here
13
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23
Most cited in this library
Theory Testing Using Case Studies in Business-to-Business Research
1999 · 414 citations
Developing Loyal Customers with a Value-adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople
2001 · 232 citations
Examining customer value perceptions of organizational buyers when sourcing from multiple vendors
2003 · 182 citations
Customer value and switching costs in business services: developing exit barriers through strategic value management
2006 · 125 citations
Applying positive psychology to selling behaviors: A moderated–mediation analysis integrating subjective well-being, coping and organizational identity
2018 · 64 citations
Works
13 shown
B2B Buyers' emotions and regulatory focus in justice and switch back decisions
Industrial Marketing Management
·
2023
·
4 authors
20
citations
Applying positive psychology to selling behaviors: A moderated–mediation analysis integrating subjective well-being, coping and organizational identity
Journal of Business Research
·
2018
·
3 authors
64
citations
Opportunities and opportunism with high-status B2B partners in emerging economies
Journal of Business and Industrial Marketing
·
2016
·
3 authors
40
citations
Working smart to win back lost customers the role of coping choices and justice mechanisms
European Journal of Marketing
·
2016
·
3 authors
21
citations
Role conflict and ambiguity confronting transnational business networkers: Contrasting social stigma and relational risks for Chinese and Western boundary spanners
Industrial Marketing Management
·
2014
·
4 authors
36
citations
It ain't over 'til it's over: Evaluating reacquisition opportunities in business-to-business markets
Industrial Marketing Management
·
2014
·
2 authors
27
citations
Customer value and switching costs in business services: developing exit barriers through strategic value management
Journal of Business and Industrial Marketing
·
2006
·
1 author
125
citations
The Role of Self-Regulation Training in Developing the Motivation Management Capabilities of Salespeople
Journal of Personal Selling and Sales Management
·
2005
·
3 authors
48
citations
Using case studies for theory testing in business-to-business research: The development of a more rigorous case study methodology
Advances in business marketing & purchasing/Advances in business marketing and purchasing
·
2004
·
3 authors
·
chapter
10
citations
Examining customer value perceptions of organizational buyers when sourcing from multiple vendors
Journal of Business Research
·
2003
·
3 authors
182
citations
Investigating Interrelationships among Sales Training Evaluation Methods
Journal of Personal Selling and Sales Management
·
2003
·
2 authors
·
Open access
59
citations
Developing Loyal Customers with a Value-adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople
Journal of Personal Selling and Sales Management
·
2001
·
2 authors
·
Open access
232
citations
Theory Testing Using Case Studies in Business-to-Business Research
Industrial Marketing Management
·
1999
·
3 authors
414
citations