The growth of Internet technology and electronic commerce has not been matched by theoretically-guided social science research. Well-developed consumer research is needed to illustrate the nature and possible scope of the Internet retail choice in the marketplace. The primary purpose of this...

Most research that has examined preferences for relational sales approaches has considered the seller's perspective. Differences in relational preferences in the context of consumer and industrial purchases have not been considered. Empirical study of buyer preferences for relational sales...

This study attempted to assess a very basic yet still unresolved relationship between personal sales representatives and sales effectiveness. Using the arena of pharmaceutical sales this study asks the essential question, are personal sales representatives effective in increasing sales? What is...

Globalization threatens "good jobs at good wages", according to overwhelming public sentiment. Yet professional discussion often rules out such concerns a priori. We instead offer a framework to interpret and address these concerns. We develop a model in which monopolistically competitive firms...