The Nigerian consumer obsession with foreign-made goods has had a detrimental effect on the domestic manufacturing industry. This paper uses conjoint analysis to investigate the importance of a product's country-of-manufacture relative to other attributes in the Nigerian consumer choice. It was...

Drawing on social learning theory, we examine how the perceived technological savvy of a salesperson’s manager, co-workers, and competitors impacts sales technology usage behavior. Data were drawn from a major retail bank in Nigeria, Africa. Analyses of data from relationship managers confirm...

Summarizes the proceedings of the conference on "Customer Relationship Management: Strategies and Company-wide Implementation" co-sponsored by the Marketing Science Institute (MSI) and INSEAD, held July 11-12, 2002, in Fontainebleau, France. Customer relationship management (CRM) is the...