Modern procurement is being shifted from paper‐based, people‐intensive buying systems
toward electronic‐based purchase procedures that rely on Internet communications and Web‐…

Previous conceptualizations of attitudinal commitment are extended by considering two very
different components of a manufacturer's attachment to an independent channel …

The authors examine international distribution channels in terms of the coordination
processes that govern the relationship between export manufacturers and their foreign-based …

Inherent differences between business-to-business marketing and consumer marketing results
in important differences in how marketing communications tools are processed and acted …

The authors conduct a meta‐analysis on the combined influence of organizational and national
culture on new product performance. For this purpose, they refer to the effectiveness of …

Control and governance theories recognize that exchange partners are subject to two general
forms of control, the unilateral authority of one firm and bilateral expectations extending …

Creating effective business-to-business (B2B) communications is an increasingly complex
challenge for marketing managers. It requires a theoretical understanding of a number of …

A recent focus on intermediary compensation underscores the need to organize the many
complex incentives used by channel practitioners. Employing a grounded theory methodology…

This study considers the influence of contracts on enforcement and the subsequent performance
impact of aligned and misaligned enforcement. We define enforcement as a corrective …

The authors use social control theory to develop a conceptual model that addresses the
effectiveness of regulatory agencies’ (eg, Food and Drug Administration, Occupational Safety …