Institutional theory emphasizes the relationship between organizations and the environment. Institutions consist of political, cognitive and sociological elements that form the external and internal environment of a firm. Both external and internal environments affect firm decisions and...

Purpose – This paper aims to examine the influence of the salesperson’s characteristics (organizational commitment [OC] and disposition to innovate) on buyer’s behaviors in buyer – supplier relationships. A model is proposed depicting the effects of the salesperson’s OC and disposition...

Purpose – The purpose of this paper is to provide an investigation of market orientation of retailers in China, an emerging economy. Several predictors of Chinese retailers' market orientation are examined. Design/methodology/approach – Using survey data collected from 99 retailers in China,...