Proposes that grouping industrial market transactions into separate segments can be aided by use of individual dimensions and combinations of dimensions. Examines the idea that knowledge about the composition of the decision‐making unit or buying centre in specified situations helps marketers...

Starting from the premise that market definition is critical to developing effective and efficient market entry strategies, shows that current approaches to market definition are unable to meet these challenges, that their deficiency is compounded for multinational entry strategies, and that the...

Purpose – The primary purpose of this paper is to investigate how opportunity for control and firm capability interact to moderate the amount of risk that managers associate with various international entry‐mode strategies. A secondary goal is to investigate how managers perceive the need to...

Many industrial firms are adopting new selling methods such as telemarketing, national account management, and the like. Unfortunately, there are few guidelines for division managers who pioneer the use of these techniques in their firms, particularly in terms of changes in appraisal,...

States that firms in many industries are seeking strategic partnerships with suppliers, distributors and customers. Discusses Customer‐Linked Strategy (CLS), a type of partnership being used by some firms. Evaluates the advantages and disadvantages of CLS and specifies appropriate...

Social entrepreneurship is increasingly recognized as a mechanism for creating social and economic value. By applying population ecology, resource dependency and resource-based view perspectives, this paper develops a conceptual model to provide greater insight into how social entrepreneurship...

This article brings together research perspectives on strategic change and organizational behavior to construct a series of theoretical propositions regarding the likelihood that a firm will undertake a change in strategy. Drawing on the concept of “situational strength”, it is argued that...