Day's conceptual framework linking market orientation with business performance is adapted for the export market, and is empirically tested using a sample of 341 small Korean exporters. The modified measures of market orientation have reasonably high degree of reliability. The prescribed...

This study proposes and empirically tests an integrated framework investigating the antecedents to managerial trust and sales control in Malaysian salesforce. The theoretical framework of transaction cost analysis (TCA) serves as the main paradigm for suggesting that uncertainty is the basis for...

Using the transaction cost framework, this paper examines the determinants of entry mode choice by multinationals and the impact of the entry mode choice on performance in a unified framework. Using a database of foreign investment in China from 1979 to 1992, we find that the hypothesized...

Brands have become increasingly important as a foundation for competitive strategy. Unfortunately, although brand managers are responsible for brand strategy development and execution, little is known about what makes a brand manager effective. A model is developed to understand what intangible...

The development model of free open source software (FOSS) provides important managerial lessons for knowledge creation, innovation, and software and new product development. Yet many unanswered questions exist regarding why certain FOSS projects succeed while others fail. Drawing on social...

Purpose: The purpose of this paper is to investigate how referral reward programs (RRPs) utilizing scarcity messages influence bank credit holders’ referrals to and adoptions by close or distant friends. Design/methodology/approach: A 2×2 experiment is implemented with 760 consumers...

Purpose: The purpose of this paper is to investigate how referral reward programs (RRPs) with scarcity messages influence consumer’ recommendation behavioral intentions about a bank credit card. Design/methodology/approach: In total, 1,599 consumers are accessed through Amazon’s Mechanical...