Successful organizations adapt their marketing strategies to marketplace changes.
Boundary spanners, such as salespeople, because they are able to embed themselves in …

The effects of leader narcissism on employee outcomes have yielded inconsistent results.
Scholars suggest that its benefits or costs may depend on situational moderators that …

Although there is a growing body of research exploring the transition to a more service-
based orientation in complex product markets, the majority of this literature adopts what …

'Alignment'and 'misalignment'are terms commonly used both in strategy and in marketing. In
B-to-B marketing, in particular, researchers investigated alignment/misalignment between …

Although an ability to generate and transfer tacit knowledge provides the basis for
competitive differentiation, organizations face two primary issues when attempting to …

A consensus notion in sales research is that superior performance requires high levels of
effort. Studying the effect of individual and situational factors on effort has significant …

This article utilizes agency theory to explain maverick buying in governmental agencies, that
is, noncompliance to centrally negotiated frame agreements. Traditional agency theory …

Shared values can have a significant influence in motivating channel members to achieve
channel objectives. However, limited research examines the role of shared values in …

This paper explains the institutional logics of academia, and of practitioners within industry
and government, as well as the alignment and misalignment that occurs when these actors …

Construction enterprises are aware of the importance of involving marketing in their
management functions as a way to adapt themselves not only to the continuous changes in …