• Letting customers win: live chat agent effectiveness in B2C sales negotiations 

    Lin, Yufan (Frank) (University of Missouri--Columbia, 2022)
    Sales negotiations over Internet-enabled live chat portals are increasingly common in business-to-consumer (B2C) durable product sales, but little is known about sales agent effectiveness in this context. Drawing from ...
  • Organization's response to external disruptive events 

    Anand, Divya (University of Missouri--Columbia, 2022)
    Essay 1: While implementing a change in distribution strategy, firms often end up creating negative ramifications for some of their channel partners. One such ramification is channel demotion, defined as a downward movement ...