This study examines how the institutional environment of transitional economies impacts institutional arrangements in the form of influence strategies employed by Western exporters in managing relationships with local firms. Reflecting environmental components, a Western firm’s understanding...

Purpose: This study aims to explore the effects of three competency layers of personality on salesperson effort and performance: self-efficacy, competitiveness and entrepreneurial motivation. Design/methodology/approach: A two-study approach with data from 285 business-to-business (B2B)...

Purpose – This paper aims to analyze antecedents of entrepreneurship propensity in two separate studies, at individual and organizational levels. The first study proposes that the effect of individual cultural values on entrepreneurial propensity is mediated by the locus of control. The second...

Purpose – This paper seeks to apply the relational exchange framework, updated by insights on interimistic relationships, to analyze governance implications for the three types of e‐marketplaces currently in operation: independent exchanges, consortia, and private exchanges. These three...

Purpose – This study aims to examine the antecedents and performance consequences of three types of communication technology (phone, e-mail and internet) in cross-border business-to-business relationships. Design/methodology/approach – Based on the proposed theoretical framework six...