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Exercised power as a driver of trust and commitment in cross-border industrial buyer-seller relationships
Leonidou, Leonidas C.; Talias, Michael A.; Leonidou, … - In: Industrial marketing management : the international … 37 (2008) 1, pp. 92-103
Persistent link: https://www.econbiz.de/10003650461
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Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff; Plouffe, Christopher R.; Hochstein, Bryan; … - In: Industrial marketing management : the international … 88 (2020), pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
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Bridging the chasm between survey and case study research : research methods for achieving generalization, accuracy, and complexity
Woodside, Arch G. - In: Industrial marketing management : the international … 39 (2010) 1, pp. 64-75
Persistent link: https://www.econbiz.de/10003954487
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Multi-dimensional analysis of perceived switching costs
Barroso, Carmen; Picón, Araceli - In: Industrial marketing management : the international … 41 (2012) 3, pp. 531-543
Persistent link: https://www.econbiz.de/10009546586
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Violations of rational choice principles in pricing decision
Hinterhuber, Andreas - In: Industrial marketing management : the international … 47 (2015), pp. 65-74
Persistent link: https://www.econbiz.de/10011313573
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The general theory of behavioral pricing : applying complexity theory to explicate heterogeneity and achieve high-predictive validity
Woodside, Arch G. - In: Industrial marketing management : the international … 47 (2015), pp. 39-52
Persistent link: https://www.econbiz.de/10011313578
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Coming in from the cold : the psychological foundations of radical innovation revisited
Hodgkinson, Gerard P.; Healey, Mark P. - In: Industrial marketing management : the international … 43 (2014) 8, pp. 1306-1313
Persistent link: https://www.econbiz.de/10010473331
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The bonding effects of relationship value and switching costs in industrial buyer-seller relationships : an investigation into role differences
Geiger, Ingmar; Durand, Aurélia; Saab, Samy; … - In: Industrial marketing management : the international … 41 (2012) 1, pp. 82-93
Persistent link: https://www.econbiz.de/10009513218
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Performance implications of distributor effectiveness, trust, and culture in import channels of distribution
Nevins, Jennifer L.; Money, R. Bruce - In: Industrial marketing management : the international … 37 (2008) 1, pp. 46-58
Persistent link: https://www.econbiz.de/10003650412
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Exploiting innovative opportunities in global purchasing : an assessment of ethical climate and relationship performance
Gonzales-Padron, Tracy; Hult, G. Tomas M.; Calantone, … - In: Industrial marketing management : the international … 37 (2008) 1, pp. 69-82
Persistent link: https://www.econbiz.de/10003650432