B2B relationships on the fast track: An empirical investigation into the outcomes of solution provision

For your marketing

Possible founder application

Use this paper as evidence about b2b relationships on the fast track: an empirical investigation into the outcomes of solution provision in the stated context; compare its population, treatment and outcome with your own decision.

Reported result

What the study found

Solution provision increased retention, sales volume, and cross-selling for recent customers (an accelerator role), while established customers did not show the same increases.

Research question

What the authors investigated

What does b2b relationships on the fast track: an empirical investigation into the outcomes of solution provision show about customer behavior or marketing outcomes?

Design

Longitudinal analysis of a supplier sales database using propensity-score matching to compare solution provision with non-provision; outcomes are retention, sales volume, and cross-selling, moderated by relationship life-cycle stage.

Sample and setting

One North American company and its B2B customers; supplier sales database with recent and established customer relationships.

Scope and transfer

Limitations to keep in view

Authors explicitly state that data from one supplier and its customers limits generalizability, although the single-firm design controls contextual effects. Full-text methods and correction history were not independently checked.

Research sources

Candidate study metadata and reported evidence were cross-checked against a direct publisher-page retrieval; the full article was not independently reviewed.