Table of contents
Role identity and attributions of high‐performing salespeople
Michelle D. Steward, Michael D. Hutt, Beth A. Walker, Ajith KumarThis paper aims to propose and test an exploratory model, illustrating performance differences based on underlying role identities and attributions of salespeople in business…
Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes
Raj Agnihotri, Adam Rapp, Kevin TrainorThis study seeks to address the issue of managing buyer‐seller relationships. Specifically, a framework incorporating the constructs of information communication, sales…
Managerial uncertainty as a feature of organizational form: a sociological perspective
R. Saylor Breckenridge, Ian M. TaplinThis paper sets out to review the sociological perspective on the changing role of managers in US corporations following the demise of Fordist hierarchies.
The impact of supply chain integration on brand equity
Daekwan Kim, Erin CavusgilAs measuring returns on intangible assets has become more and more crucial in the contemporary business environment, this study seeks to explore the impact of a firm's…
Causes of conflict in intercompetitor cooperation
Annika TidströmThe purpose of this study is to increase understanding about the causes of conflict in intercompetitor cooperation.
Multiplicity of norms in inter‐company cooperation
Eiren Tuusjärvi, Kristian MöllerThis paper aims to examine the multiplicity of norms in inter‐company cooperation in the context of an SME export group. It will show that the strategic interests of the parties…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota