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PurposeThe purpose of this paper is to explore a central issue in industrial marketing, namely the buyer‐seller relationship, by focusing on how its development influences and is influenced by the use of B2B e‐commerce strategies. More specifically, the paper aims at identifying what kinds of B2B electronic interactions are imposed by influential buyers; exploring the link between these electronic interactions and the buyer‐seller relationship; and seeing how influential buyers and SME suppliers adapt their own strategies in this online environment.Design/methodology/approachThe multi‐case study methodology was used to allow for rich data collection and analysis and to support the discovery of patterns.FindingsThe results indicate that large buyers use specific e‐commerce processes and tools for the different relationships they have with their SME suppliers. The latter must adapt to these requirements to attain the next relationship level or risk forfeiting their established position. When a supplier reaches the new level, other requirements arise, forcing it to continuously adapt its e‐commerce strategy.Research limitations/implicationsThe model proposed in this paper can serve as a tool to align B2B e‐commerce strategies and buyer‐seller relationship levels.Practical implicationsSome SME suppliers have developed a competitive advantage by going through this cycle faster than their competitors. The following relationship stages were observed: pre‐relationship, spot relationship and contractual relationship. Interestingly, there was no collaboration stage in the relationships studied.Originality/valueThe paper contributes to an understanding of the link between electronic interactions and the buyer‐seller relationship. Its information is particularly relevant to organizations that transact or plan on transacting electronically with clients or suppliers in a B2B setting.

PurposeSalespeople are at the forefront of the external environment where they act as the first responders to critical events and their resulting business turbulence. How the salesforce responds to turbulence is, therefore, of great interest both theoretically and in practice. The paper aims to rekindle interest in agility selling, which is the most adequate behavioral sales model to exploit environmental uncertainty.Design/methodology/approachAn organizational autoethnography complemented with data from in-depth interviews with key salespeople involved in turbulence resulted in the development of eight case studies.FindingsSalespeople use agility selling through four possible responsive roles. They amplify, innovate, cooperate or mitigate turbulence to exploit its ensuing opportunity or minimize its negative effect for both the supplier and the customer. The article enhances the agility selling model by putting three core abilities in the forefront: (1) forecasting turbulence from critical events, (2) responding to changes quickly and adequately and (3) exploiting changes as opportunities.Research limitations/implicationsThe article argues that critical events are the cause of the turbulence that the salesforce must deal with before it hits the dyad. Agility selling represents an untapped research opportunity in business-to-business sales, and sales management, as well as within the overall agile organization.Practical implicationsSales organizations would greatly benefit in implementing training of agility selling's core abilities because responsiveness is a valuable tool for salespeople in times of turbulence.Originality/valueThe study is the first to empirically demonstrate the existence of agility selling.

PurposeThe purpose of this paper is to present a case study of a hospital nursing unit that has evaluated and approved a two‐bin "e‐kanban" replenishment system based on passive high frequency radio‐frequency identification (RFID) technology.Design/methodology/approachThe case study analysis is based on both qualitative and quantitative data that were collected using semi‐structured interviews, on‐site observations and experience from previous implementations. The data and simulation analysis presented in this paper were validated by key respondents thereby increasing their reliability.FindingsResults indicate that implementing the e‐kanban RFID solution in conjunction with the redesign of the ward floor and of the roles and functions can substantially improve business and operational performance. The most important benefits for the hospital are derived from the time saved from non‐value‐added activities that can be transferred to patient care activities and the significant reduction of on‐hand inventory at distributed storage locations. The solution is considered an alternative that requires less initial investment than RFID‐enabled cabinets used in the replenishment of consignment and high‐value supplies in operating rooms and cardiac catheterization laboratories.Research limitations/implicationsThere is a need to conduct further research on RFID supply chain management (SCM) applications in the healthcare sector as this area holds a great potential for performance improvements. Additionally, there is a need to conduct more in‐depth research into the isolated impact of RFID technology in comparison to the change management and process redesign that it generates. One key limitation of this research is the case study approach based on a single case. This paper, therefore provides direction for practitioners on how to assess RFID's potential impact in the healthcare supply chain.Originality/valueWhile most of the research on RFID in healthcare sector focuses on active RFID technology for asset management, this research presents a novel RFID application and contributes to our understanding of RFID's potential in intra‐organizational SCM processes.