The objective of my dissertation is to view referrals from the perspective of the supplier firm. Referrals influence potential customers to purchase (or not) from a specific supplier firm (e.g., Apple Inc.). Thus, referrals affect the supplier firms cash flow; and, in the first essay I argue...

Market and Customer Knowledge and the Role of Value in Firm Performance provides a multi-tiered look at how and when market orientation impacts seller performance. While market orientation is generally accepted as a key factor in above-average firm or SBU performance, the published literature...