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The Threat from Within: Account Managers' Concern About Opportunism by Their Own Team Members

Murtha, Brian R.; Challagalla, Goutam; Kohli, Ajay K. - In: Management Science 57 (2011) 9, pp. 1580-1593

It is well known that transaction-specific investments (TSIs) made in customers by account managers makes them vulnerable to opportunism by customers (i.e., the targets of the investments). The present research shows that TSIs made in customers by account managers can also lead them to be...

Persistent link: https://www.econbiz.de/10009293057

Update the theory + practice section

Jaworski, Bernard J. - In: AMS review : official publication of the Academy of … 12 (2022) 1/2, pp. 102-104

Persistent link: https://www.econbiz.de/10013401744

The customer-centered transformational journey

Jaworski, Bernard J. - In: AMS review : official publication of the Academy of … 14 (2024) 1/2, pp. 143-143

Persistent link: https://www.econbiz.de/10014584114

Commentary: advancing marketing strategy in the marketing discipline and beyond

Jaworski, Bernard J. - In: Journal of marketing management : MM 34 (2018) 1/2, pp. 63-70

Persistent link: https://www.econbiz.de/10011883311

Introducing the Theory + Practice section

Jaworski, Bernard J. - In: AMS review : official publication of the Academy of … 8 (2018) 1/2, pp. 1-4

Persistent link: https://www.econbiz.de/10011919192

Reflections on the journey to be customer-oriented and solutions-led

Shabshab, Nabil (interviewee); … - In: AMS review : official publication of the Academy of … 8 (2018) 1/2, pp. 75-79

Persistent link: https://www.econbiz.de/10011919263

Netflix : reinvention across multiple time periods

Jaworski, Bernard J. - In: AMS review : official publication of the Academy of … 11 (2021) 1/2, pp. 180-193

Persistent link: https://www.econbiz.de/10012586898

Market driving : some directions for future research

Kohli, Ajay Kumar; Jaworski, Bernard J. - In: Industrial marketing management : the international … 113 (2023), pp. 348-351

Persistent link: https://www.econbiz.de/10014433610

The prospects for marketing strategy and the marketing discipline in Era V : is the prognosis promising or problematic?

Hunt, Shelby D. - In: Journal of marketing management : MM 34 (2018) 1/2, pp. 86-95

Persistent link: https://www.econbiz.de/10011883324

The transition from products to connected health

Jaworski, Bernard J.; Farrell, Michael - In: AMS review : official publication of the Academy of … 8 (2018) 3/4, pp. 228-232

Persistent link: https://www.econbiz.de/10011975510