Table of contents
Organizational configuration as an antecedent to buying centers' size and structure
John “Andy” WoodRecent research suggests that organizations cycle through a small set of possible configurations. Each buying center as an informal organization within one of these four viable…
Market orientation: relation to structure and performance
Kenneth W. Green, R. Anthony Inman, Gene Brown, T. Hillman WillisOrganizational structure dimensions have been theorized as antecedents to and organizational performance as a consequence of market orientation. Multiple studies have investigated…
Racial diversity in professional selling: an empirical investigation of the differences in the perceptions and performance of African‐American and Caucasian salespeople
Craig A. MartinAlthough a significant number of employment fields and categories have followed the trend of increasing the number of minority employees in their profession, professional selling…
Salesforce control system in high‐tech contexts: do environment and industry matter?
Jozée Lapierre, Jimmy SkellingAims to examine the influence exerted by two key actors – sales person and sales manager – on the salesforce control system used by high‐tech industries. First, since these…
Analysis of customer portfolio and relationship management models: bridging managerial dimensions
Rajagopal, Romulo SanchezThe customer portfolio and relationship management have been of contemporary interest to the academics and practitioners. This paper aims to systematically analyze the review and…
Have small businesses adopted the market orientation concept? The case of small businesses in Michigan
Charles Blankson, Julian Ming‐Sung ChengSets out to nvestigate the adoption of and application of the market orientation concept within the small business sector using Michigan, USA, as a study setting.
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ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota