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Implementing changes in marketing strategy : the role of perceived outcome-and process-oriented supervisory actions

Sarin, Shikhar; Challagalla, Goutam; Kohli, Ajay Kumar - In: Journal of marketing research : JMR 49 (2012) 4, pp. 564-580

Persistent link: https://www.econbiz.de/10009580805

Characteristics that enhance training effectiveness in implementing technological change in sales strategy : a field-based exploratory study

Sarin, Shikhar; Sego, Trina; Kohli, Ajay Kumar; … - In: The journal of personal selling & sales management : JPSSM 30 (2010) 2, pp. 143-156

Persistent link: https://www.econbiz.de/10003981277

Characteristics that Enhance Training Effectiveness in Implementing Technological Change in Sales Strategy: A Field-Based Exploratory Study

Sarin, Shikhar; Sego, Trina; Kohli, Ajay; Challagalla, … - In: The journal of personal selling & sales management 30 (2010) 2, pp. 143-157

Persistent link: https://www.econbiz.de/10008405488

Spanning the Boundaries

Tuli, Kapil R; Bharadwaj, Sundar G; Kohli, Ajay K - In: Journal of marketing research : JMR 47 (2010) 1, pp. 1-3

Persistent link: https://www.econbiz.de/10008352951

From the Editor: The State of the Journal

Kohli, Ajay K - In: Journal of marketing 74 (2010) 5, pp. III

Persistent link: https://www.econbiz.de/10008453650

From the Editor: Reflections on the Review Process

Kohli, Ajay K - In: Journal of marketing 75 (2011) 6, pp. 1-5

Persistent link: https://www.econbiz.de/10009796376

Introduction to the Journal of Marketing 75th Anniversary Special Section

Kohli, Ajay K - In: Journal of marketing 75 (2011) 4, pp. 128-129

Persistent link: https://www.econbiz.de/10009175032

From the special issue editor: taking stock and looking ahead ; an introduction to the special issue on new product development teams

Sarin, Shikhar - In: The journal of product innovation management : an … 26 (2009) 2, pp. 117-122

Persistent link: https://www.econbiz.de/10003811477

The Threat from Within: Account Managers' Concern About Opportunism by Their Own Team Members

Murtha, Brian R.; Challagalla, Goutam; Kohli, Ajay K. - In: Management Science 57 (2011) 9, pp. 1580-1593

It is well known that transaction-specific investments (TSIs) made in customers by account managers makes them vulnerable to opportunism by customers (i.e., the targets of the investments). The present research shows that TSIs made in customers by account managers can also lead them to be...

Persistent link: https://www.econbiz.de/10009293057

The moderating influence of firm market power on the transaction cost economics model: An empirical test in a forward channel integration context

Shervani, Tasadduq A.; Frazier, Gary; Challagalla, Goutam - In: Strategic management journal 28 (2007) 6, pp. 635-652

Persistent link: https://www.econbiz.de/10007721575