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The moderating influence of firm market power on the transaction cost economics model: An empirical test in a forward channel integration context

Shervani, Tasadduq A.; Frazier, Gary; Challagalla, Goutam - In: Strategic management journal 28 (2007) 6, pp. 635-652

Persistent link: https://www.econbiz.de/10007721575

Efficiency and effectiveness in marketing

Frazier, Gary (contributor) - In: AMA educators' proceedings 1988 (1988)

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Influence Tactics for Effective Adaptive Selling

Mcfarland, Richard G.; Challagalla, Goutam N.; … - In: Journal of marketing 70 (2006) 4, pp. 103-117

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Control system diversity: Implications for selling centers

Murtha, Brian R.; Shervani, Tasadduq A.; Challagalla, … - In: Journal of Business Research 67 (2014) 9, pp. 1870-1876

It is often the case that members of selling centers are governed by different control systems (i.e., some selling center members are governed more by behavior controls while others are governed more by outcome controls). Surprisingly, there is little research which examines the impact of...

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Section IV: What Are the Contributions of Marketing to Organizational - Marketing, Business Processes, and Shareholder Value: An Organizationally Embedded View of Marketing Activit...

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Market-Based Assets and Shareholder Value: A Framework for Analysis

Srivastava, Rajendra K.; Shervani, Tasadduq A.; Fahey, Liam - In: Journal of marketing 62 (1998) 1, pp. 2-18

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Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction

Challagalla, Goutam N.; Shervani, Tasadduq A. - In: Journal of marketing 60 (1996) 1, pp. 89-105

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A Measurement Model of the Dimensions and Types of Output and Behavior Control: An Empirical Test in a Salesforce Context

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Learning and Performance Orientation of Salespeople: The Role of Supervisors

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

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