Why do bidders in buyer-determined procurement auctions often bid above the lowest observed bid over the course of the auction? Are such bidding patterns meaningful? In this research the authors propose that since bidders are differentiated in their value to the buyer and competition in these...

In this research, the authors extend a contingency perspective of international marketing in an exporting context by considering how internal and external forces of the firm explain adaptation of the marketing mix in export markets. The impact of marketing strategy adaptation and past...

Franchise encroachment, or the addition of an outlet in the vicinity of existing franchisees, has been contentious, due to revenue cannibalization of incumbent franchisee locations. We explore the possibility that the addition of same brand franchisees can, in fact, create positive effects on...