This research proposes a framework for relating governance mechanisms (power, contracts, and trust) to the generation of creative approaches to business activities in buyer-seller relationships. The framework is tested with a survey of 262 purchasing agents. The results indicate that trust and...

The use of sales contests in sales force management is growing in popularity and receiving increasing allocations of sales budgets in many industries. So far, however, the sales management research literature offers little guidance on why and when firms benefit from employing "openended" and/or...

Multichannel retailing is the set of activities involved in selling merchandise or services to consumers through more than one channel. Multichannel retailers dominate today’s retail landscape. While there are many benefits of operating multiple channels, these retailers also face many...