Special Session: New Directions in B2B Sales and Marketing Research AMS 2019 Annual Conference, Vancouver: An Abstract

Our special session combines four papers that offer fresh, new, directions in business-to-business (B2B) research. Our first paper, “Emotions in B2B Multi-Million Dollars Sales Proposals: A Qualitative Examination of the Buying Process in Large Value Key Account Sales,” focuses on the B2B buying process with large value, key accounts. The authors, Carolyn Curasi and Jim Boles, track the specific steps within the buying cycle (Curasi et al. 2018) and offer a modified framework of the B2B buying cycle, examining drivers of sales performance (Samli et al. 1988; Verbeke et al. 2011).