Set in an industrial product distribution channel, the authors investigate the relationship
between: (1) a supplier's power and its use of influence tactics with a distributor, (2) the level of …

The authors empirically tested Underwood, Bond, and Baer’s (2001) social identity–brand
equity (SIBE) model in the context of fans of a university men’s basketball team. Their model …

Interfirm communication via the Internet was examined within the plastics industry. A survey
of 1283 respondents from four industry sectors revealed that, although end-user firms have …

This study considers customer characteristics as situational influences on a salesperson'sethical
judgment formation. Specifically, customer gender, income, and propensity to buy were …

Although the study of organizational commitment (OC) is prevalent in the sales literature,
multiple commitments have yet to be considered with respect to their impact on OC and work‐…

Internationalization theory states that firms, which attempt to forge exchange relationships
with foreign counterparts, will be most successful with those who appear to be similar to their …

The effects of the Internet on the long‐term viability of buyer/seller exchange relationships is
examined within the US plastics industry. The author poses two possible scenarios: the …

The authors demonstrate that ethical judgments can be biased when previous judgments
serve as a point of reference against which a current situation is judged. Scenarios describing …

A study utilizes cognitive evaluation theory to assess interorganizational relationships. Sales
personnel's influence strategies and opportunistic behaviors are cast as antecedent to …

There is ample evidence that the relative roles of the inside and field sales force of industrial
firms are changing. To cope with this change, this study investigates those traits which …