February 12, 2014 Posted by: bob Category: No Comments Should Salespeople Target Start-Ups? Examining the Advantages and Disadvantages of “Imprinted Relationships” – Tuba Üstüner, Rosemond Desir, and Joe Cannon Leveraging Social Networks to Improve Sales Prospecting Outcomes – Srinath Gopalakrishna, Andrew Crecelius, and Raghuram Iyengar Email Negotiations in B2B Selling: Dynamic Use of Textual Cues as Influence Strategies – Jagdip Singh, Detelina Marinova, and Sunil Singh A PDF version of this session’s PowerPoint deck is available here.