Customer behavior and adoption · 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.
B2B relationships on the fast track: An empirical investigation into the outcomes of solution provision
Mariachiara Restuccia, Renaud Legoux (2019). B2B relationships on the fast track: An empirical investigation into the outcomes of solution provision. Industrial Marketing Management. https://doi.org/10.1016/j.indmarman.2018.08.012
Plain-English take
Solution provision increased retention, sales volume, and cross-selling for recent customers (an accelerator role), while established customers did not show the same increases.
How much weight to give this
2/5 Evidence needs cautious interpretation
The 1–5 evidence-check score is a practical reading aid, not a formal peer review or a probability that a conclusion is true. It combines design strength (2 points), sample reporting (1), comparison/control clarity (1), and how much of the paper could be checked (1). Access affects how confidently this directory can assess a study, not the study's underlying quality. Blinding is reported separately because it is not relevant to every 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.
One North American company and its B2B customers; supplier sales database with recent and established customer relationships.
Check comparison conditions and analysis in the paper.
Publisher record checked; full-text methods were not verified.
Double-blind? Blinding details were not established from the checked publisher page.
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.
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.
This is a paraphrase of the source. Check the original paper for definitions, estimates, statistical uncertainty and analysis details.
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.
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.
Evidence access
Publisher page; full-text availability varies and was not established.
Candidate study metadata and reported evidence were cross-checked against a direct publisher-page retrieval; the full article was not independently reviewed.
If only an abstract or metadata was available, the profile is limited to claims supported there. A paper's paywall does not change its evidentiary status, but it limits what we can substantiate from accessible text.