This study investigates the role of a firm's orientation, both customer and competitor, in driving innovative capabilities and the impact of those capabilities on a firm's current and future performance. The study's contribution is threefold in that it (1) examines market-related exploitative...

Over the last three decades, strategic alliance performance has been an important research topic within the international business and management fields. Researchers have investigated a number of factors explaining performance but often find diverging results. Scholars have suggested that one...

While the effect of communication apprehension on a multitude of psychological and performance variables has been studied in many other disciplines, it has not been extensively examined by sales researchers. This article considers communication in the sales transaction from the perspective of...