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Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance
16 references·0 citing·36 second hop
Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance (2023)Value-Based Selling Capability: Anteceden…A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)A new criterion for assessing…PLS-SEM: Indeed a Silver Bullet (2011)PLS-SEM: Indeed a Silver Bull…An assessment of the use of partial least squares structural equation modeling in marketing research (2011)An assessment of the use of p…Service-dominant logic: continuing the evolution (2007)Service-dominant logic: conti…Managing the co-creation of value (2007)Managing the co-creation of v…Assimilation of Enterprise Systems: The Effect of Institutional Pressures and the Mediating Role of Top Management1 (2007)Assimilation of Enterprise Sy…The dynamic resource‐based view: capability lifecycles (2003)The dynamic resource‐based vi…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)A Critical Review of Construc…Modern Methods for Business Research (1998)Modern Methods for Business R…Prospering in Dynamically-Competitive Environments: Organizational Capability as Knowledge Integration (1996)Prospering in Dynamically-Com…Strategic assets and organizational rent (1993)Strategic assets and organiza…Market Orientation: Antecedents and Consequences (1993)Market Orientation: Anteceden…Firm Resources and Sustained Competitive Advantage (1991)Firm Resources and Sustained …A resource‐based view of the firm (1984)A resource‐based view of the …Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)On the Evaluation of Structural Equation Models (1988)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Partial least squares structural equation modeling (PLS-SEM) (2014)When to use and how to report the results of PLS-SEM (2018)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Prospect Theory: An Analysis of Decision under Risk (1979)Dynamic capabilities and strategic management (1997)Dynamic capabilities: what are they? (2000)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology (1989)User Acceptance of Information Technology: Toward A Unified View1 (2003)Using PLS path modeling in new technology research: updated guidelines (2016)Partial Least Squares Structural Equation Modeling (PLS-SEM) Using R (2021)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Self-Reports in Organizational Research: Problems and Prospects (1986)Structural Equations with Latent Variables. (1991)Technology Acceptance Model 3 and a Research Agenda on Interventions (2008)Sources of Method Bias in Social Science Research and Recommendations on How to Control It (2011)Common Method Bias in PLS-SEM (2015)Evolving to a New Dominant Logic for Marketing (2003)Service-dominant logic: reactions, reflections and refinements (2006)Customer Engagement (2011)Consumer Brand Engagement in Social Media: Conceptualization, Scale Development and Validation (2014)Institutions and axioms: an extension and update of service-dominant logic (2015)Positioning: The Battle for Your Mind (1981)The Concept of Corporate Strategy (1987)The Theory of the Growth of the Firm (1995)Firm resources and sustained competitive advantage (2004)Asset Stock Accumulation and Sustainability of Competitive Advantage (1989)The cornerstones of competitive advantage: A resource‐based view (1993)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)The Theory of Economic Development (2003)Response Rate and Response Quality of Internet-Based Surveys: An Experimental Study (2004)Introduction (2007)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)
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References

  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 1991Firm Resources and Sustained Competitive Advantage48,209 cited
  • 2014A new criterion for assessing discriminant validity in variance-based structural equation modeling38,283 cited
  • 1984A resource‐based view of the firm25,618 cited
  • 2011PLS-SEM: Indeed a Silver Bullet21,614 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
  • 1993Strategic assets and organizational rent8,402 cited
  • 2011An assessment of the use of partial least squares structural equation modeling in marketing research8,083 cited
  • 2007Service-dominant logic: continuing the evolution7,615 cited
  • 1998Modern Methods for Business Research6,534 cited
  • 2003A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research5,847 cited
  • 1996Prospering in Dynamically-Competitive Environments: Organizational Capability as Knowledge Integration5,641 cited
  • 2003The dynamic resource‐based view: capability lifecycles4,550 cited
  • 1993Market Orientation: Antecedents and Consequences4,340 cited
  • 2007Assimilation of Enterprise Systems: The Effect of Institutional Pressures and the Mediating Role of Top Management1

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3,918 cited
  • 2007Managing the co-creation of value3,467 cited
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