Table of contents
Tacit knowledge transfer and firm innovation capability
S. Tamer Cavusgil, Roger J. Calantone, Yushan ZhaoThis study surveys a broad spectrum of US manufacturer and service firms to examine the effect of tacit knowledge transfer on firm innovation capability. The authors present a set…
Exclusivity and relationalism in marketing channels
Santiago González‐Hernando, Víctor Iglesias Argüelles, Juan A. Trespalacios GutiérrezInter‐firm channel relationships have recently attracted great interest in academic research. This paper attempts to make a study of the governance mechanisms in…
Industrial buyers’ perceptions of industrial salespersons
Thomas F. Stafford, Marla Royne StaffordThere are many anecdotal accounts about industrial buyers’ perceptions of sellers, but little research exists empirically to determine these perceptions. This research generates a…
Market orientation and industrial salesforce: diverse measure instruments
Enrique Bigné, Inés Küster, Francisco ToránThis paper supports the need for a market‐oriented industrial salesforce. So, in the first part, a definition of industrial salesforce market orientation is proposed…
Gatekeeping in organizational purchasing: an empirical investigation
Geok Theng Lau, Mohammed A. Razzaque, Angeline OngOwing to the complexity of the task and the risks inherent in it, the effectiveness of any organizational buying decision largely depends on the information available for the…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota