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Unintended Consequences Of Organizational Error Culture: Does The Strive For Perfection Cause Employees To Put On A Façade And Consider Leaving?, Scott Crumpton

Business Administration Dissertations

In an increasingly digital world, and further amplified over the last two years by COVID, customer expectations have never been higher. Facing intense competition, B2B technology providers are under growing pressure to deliver a frictionless customer experience to their clients (Baliga et al., 2021). Striving for perfection, organizations naturally operationalize how they manage their customers and how they handle errors as they occur. But as organizations work through their cultural error practices, are they considering the well-being of their employees and how their error culture practices may inadvertently influence the ways that employees look at their organizations?

In this study, …

Effectiveness Of Interorganizational (B2b) Selling: The Influence Of Collaboration, Initiator, Market Segmentation, Product, George Talbert

Business Administration Dissertations

Most B2B sales involve personal selling, which is expensive and collaborative. Problem solving and value creation, i.e., collaboration, are contemporary trends in sales and marketing. Little is known about how purchase decisions are made in large-dollar accounts, about what factors make B2B sales processes effective for both buyers and sellers, and about the roles senior managers play in the buying process. The motivation for this exploratory study is rooted in these questions. In addition, few studies have explored senior executive buyers’ perceptions of suppliers. In this dissertation, I use a robust secondary data set based on assessments of 23 suppliers …