behaviour to examine the different sub-cultural mental frames that characterize the two functions. A total of 44 salespeople and …

dyads. I develop my hypotheses in the context of a sales team selling a complex customer solution to a buying team and test … solutions by simultaneously examining the networks within and between selling and buying teams involved in the development and … selling teams, which prior research tends to examine only in isolation of each other. This research also extends the …

The renaissance of accounting-based valuation models in the 1990s has primarily been triggered by the analyses of … accounting information as at valuation date. The derivation of the so called 'other information' has not been specified by Ohlson …

climate was conducted in Mexico and compared to an existing U.S. sample of salespeople. Across the two national cultures, it … associated with perceived organizational ethical climate for Mexican salespeople, there is no such relationship for U ….S. salespeople. Ethical climate positively influences organizational commitment for the U.S. salespeople but has no influence for …

promises and selling ineffective solutions. Researchers suggest that this damaging behavior has been largely attributed to the …

This book develops a structured methodology that allows to systematically analyze emotions in auctions. It provides a …