This article examines the joint effect of issue capability and gender on risk taking. Across three studies, the authors show that the effect of issue capability is moderated by gender, depending on the compatibility between the goal orientation of the decision maker and the nature of the...

Commitment is a key construct determining relationship outcomes, especially in B2B relationships. However, the processes by which commitment affects relationship outcomes — specifically likelihood to terminate a B2B relationship — are not well understood. Using a number of decision-process...

This article reports on a marketing initiative at a pharmaceutical company to redesign its distribution network. Distribution affects a firm's cost and customer satisfaction and drives profitability. Using a nonlinear mixed-integer programming model, the authors develop a distribution network...

Two studies examined the influence of transient affective states and issue framing on issue interpretation and risk taking within the context of strategic decision making. In Study 1, participants in whom transient positive or negative affective states were induced by reading a short story...

We report results for the Oil & Gas Services sector from the Strategy and Performance in the Energy Industry (SCOPE) Survey conducted among professionals in the energy industry (so called “insiders”) to measure their perceptions about specific companies on multiple dimensions of strategic...

We report sector-level results from the Strategy and Performance in the Energy Industry (SCOPE) Survey conducted among professionals in the energy industry (so called “insiders”) to measure their perceptions about specific companies on multiple dimensions. The study includes 51 of the most...

Firms conduct customer surveys to gather their customers' voice in order to fully understand their perceptions, judgments, attitudes, intentions, and behaviors. Among firms, the practice of surveying customers is widespread. However, if conducted incorrectly, surveys can lead to significant...

Marketing scholars have hypothesized and found a linear and symmetric association between different dimensions of customer commitment and behavioral intentions. We utilize a four dimensional conceptualization of commitment to hypothesize an asymmetric association among the different dimensions...

Previous research assumes an unconditionally positive association of perceived switching costs — financial, procedural and relational — with repurchase intentions. The authors theorize that price sensitivity differentially moderates the relationship of repurchase intentions with three...

How did the 2016 film Deepwater Horizon affect BP's corporate brand? How can a company reliably measure and track its brand for strategic planning purposes? This study provides a practical approach for measuring the effect of external events on a firm's corporate brand. Such a measurement...