This paper presents a study designed to examine outcomes of different workplace structures. Specifically, using a sample of 156 sales organizations, we review how sales force structure, eLearning, and technological tools can influence coordination and the level of customer orientation within an...

The authors propose a symbolic–instrumental interactive framework of consumer–brand identification (CBI) and explore its predictiveness across 15 countries. Using multinational data, they show that the negative impact of the misalignment between self–brand congruity and perceived quality...

The widespread use of bundling enables consumers to increasingly choose between different bundles from different firms. Therefore, while previous research has primarily examined fixed bundles in monopoly situations, we propose and estimate a latent class joint conditional model of bundling...

The widespread use of bundling enables consumers to increasingly choose between different bundles from different firms. Therefore, while previous research has primarily examined fixed bundles in monopoly situations, we propose and estimate a latent class joint conditional model of bundling...

Previous marketing literature has focused to a large extent on the effect of bundle characteristics on a consumer’s decision to buy a (fixed) bundle in a non-competitive setting. This study extends this narrow focus in four major ways. First, the authors address bundles that are customizable....

In this paper we examine how business strategy influences the nature and extent of firms’ market orientation and how this in turn influences the extent of firms’ new product activity. Specifically, we develop a framework linking firms’ relative emphasis on cost leadership, product...

Diffusion patterns of products are known to differ significantly between countries. Studies that mainly focused on consumer contexts in European countries show that culture has a significant effect on innovation diffusion and consumer innovativeness. In the present research we focus on adoption...

By empirically testing a framework of pricing strategies and their determinants in an industrial setting, Noble and Gruca (1999a) help to overcome the lack of empirical validation of pricing theory. In a commentary to the article, Cressman (1999) (1) expresses worries about the high percentage...

How do buyer–supplier relationships affect innovation? This study suggests that the relational exchange norms of flexibility, information sharing, and solidarity (the bright side) encourage buyer innovation. However, negative (dark side) aspects of relationships with suppliers—loss of...