Purpose The purpose of this paper is to extend Zablah et al. ’s (2012) findings regarding the proper way to treat customer orientation (CO) to the study of CO among B-B salespeople in one of the most important emerging economies, India. Design/methodology/approach The authors of this study...

Purpose – The purpose of this study is to develop and test a model of the antecedents and outcomes of one aspect of customer mind-set (CMS) – external CMS (ECMS) — among front-line employees. The goal of this paper is to help managers address customer-level orientation by further...

Purpose – Business failures during the economic recession of 2008‐2010 years were unusually high in the USA. The purpose of this paper is to build a new model to predict business failure, using mostly cash flow statement based measures as predictor variables and discriminant analysis...