In business-to-business (B2B) markets, the success of key account management (KAM) teams depends heavily on how they are structured and how they handle the relationship with customer accounts. The authors conceptualize the relationships among selling team members as a within seller (intrafirm)...

We develop a multi-period theoretical model to characterize the relationship between a publication that ranks universities and prospective attendees -- high school students -- who might view the ranking and use it to help decide which university to attend. We assert that published rankings not...