Business model design in this work refers to the architecture of a firm’s boundary-spanning transactions with other business model participants. The study at hand addresses calls of prior research by developing and testing a theoretical model that integrates relationship marketing into the...

This study investigates the importance of an entrepreneurial orientation of the sales department (SEO) as a strategic orientation in a challenging environment and the role of sales management controls in fostering SEO. The relationships are hypothesized to be contingent on the competitive...

Purpose – The internet has gained enormous importance as an advertising medium. At the same time, the question of marketing accountability has become one of the top areas of research for researchers and practitioners who aim at optimal marketing budget allocations. This paper aims to show that...

Purpose – The aim of this paper is to examine the effects of corporate social responsibility (CSR) on corporate identity, image and firm performance in a multi‐industry setting, in order to support evidence that the effects of CSR differ in different industry settings....

Purpose – The aim of this paper is to corroborate with empirical validations the theoretical considerations about the influence of chief executive officers (CEOs) and their experience as micro‐level origin of dynamic capabilities in organisations. Design/methodology/approach – The paper...

Qualitative and recent quantitative research indicates that market orientation exerts a positive effect on the performance of new entrepreneurial firms. However, the question whether in this context organizational culture, which has been identified as an important antecedent of market‐oriented...