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Marketing

Published Papers

  • Marketing Doctrine: Impetus, Development, and Consequences

  • Implementing Changes in Marketing Strategy: The Role of Outcome– and Process-Oriented Supervisory Actions

  • The Threat from Within: Account Managers’ Concern about Opportunism by their Own Team Members

  • Proactive Postsales Service:When and Why Does It Pay Off?

  • THE MODERATING INFLUENCE OF FIRM MARKET POWER ON THE TRANSACTION COST ECONOMICS MODEL

  • The Impact of Simulation Training on Call Center Agent Performance: A Field-Based Investigation

  • Influence Tactics for Effective Adaptive Selling