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

Murtha, Brian R.; Challagalla, Goutam; Kohli, Ajay K. - In: Management science : journal of the Institute for … 57 (2011) 9, pp. 1580-1594

Persistent link: https://www.econbiz.de/10009287932

The threat from within : account managers' concern about opportunism by their own team members

Murtha, Brian R.; Challagalla, Goutam; Kohli, Ajay Kumar - In: Management science : journal of the Institute for … 57 (2011) 9, pp. 1580-1593

Persistent link: https://www.econbiz.de/10009312559

Update the theory + practice section

Jaworski, Bernard J. - In: AMS review : official publication of the Academy of … 12 (2022) 1/2, pp. 102-104

Persistent link: https://www.econbiz.de/10013401744

The customer-centered transformational journey

Jaworski, Bernard J. - In: AMS review : official publication of the Academy of … 14 (2024) 1/2, pp. 143-143

Persistent link: https://www.econbiz.de/10014584114

Toward a theory of marketing control : environmental context, control types, and consequences

Jaworski, Bernard J. - In: Journal of marketing 52 (1988) 3, pp. 23-39

Persistent link: https://www.econbiz.de/10001054854

On managerial relevance

Jaworski, Bernard J. - In: Journal of marketing 75 (2011) 4, pp. 211-224

Persistent link: https://www.econbiz.de/10009270879

Commentary: advancing marketing strategy in the marketing discipline and beyond

Jaworski, Bernard J. - In: Journal of marketing management : MM 34 (2018) 1/2, pp. 63-70

Persistent link: https://www.econbiz.de/10011883311

Introducing the Theory + Practice section

Jaworski, Bernard J. - In: AMS review : official publication of the Academy of … 8 (2018) 1/2, pp. 1-4

Persistent link: https://www.econbiz.de/10011919192

Reflections on the journey to be customer-oriented and solutions-led

Shabshab, Nabil (interviewee); … - In: AMS review : official publication of the Academy of … 8 (2018) 1/2, pp. 75-79

Persistent link: https://www.econbiz.de/10011919263