Purpose: The purpose of this paper is to understand the ethnocentric tendencies of Indian consumers towards foreign multi-brand retailers (FMBRs), and the influence that such ethnocentrism has on their attitudes towards, and future purchasing behaviour from, these international retailers....

Purpose: In the context of an emerging market, this paper empirically investigates the direct as well as the indirect impact of natural reward strategies (NRS) on the sales performance of B2B sales force. It also investigates the mediating impact of salesmanship skills on the NRS–sales...

Despite having the first-mover advantage, an online travel booking major is facing a severe threat from newer players offering better convenience to customers. They initiated the biggest consolidation exercise in the sector by acquiring their closest rival and splurged on innovative marketing...

IndiGo Airlines started operations in August 2006, after having ordered a hundred A320 aircraft to be delivered in a staggered manner in 2005. Since then, it has been on a path of constant growth vis-à-vis revenue and with a minor bump or two, has also seen a steady rise in its profits. This...