Compares salespeople’s and managers’ perceptions of control. Salespeople in this sample of manufacturing firms perceive … they are granted more control over sales‐call related activities than their managers perceived they were granting. This …

its complexities has become the arena in which many sales managers must labor. However, the combination of diverse …

Purpose – This study aims to analyze how and why managers adopt and use business-to-business (B2B) research. Design … certain conceptual model from B2B research. Findings – The study suggests that managers use B2B research in an action …-oriented, flexible and dynamic manner. Such conceptual or translational use is characterized by managers’ creative translation of the …

to increase the extent to which B2B research is relevant to managers. Design/methodology/approach – These recommendations … conceptualizations which are potentially relevant to managers are those that discover new perspectives, simplify complexity, enable … managers to take action and have an instant grab. To accomplish this as researchers, the authors emphasize fostering a beginner …

firm and specifies the scope and pace of renewal. However, it is the firm's entrepreneur‐managers who shape its renewal … experiences of successful entrepreneur‐managers. Design/methodology/approach – The paper uses field research. Findings – The paper … finds that entrepreneur‐managers are in part corporate entrepreneurs. They are outward‐focused, cognizant of changes in …

role of financial managers in the management of cooperative arrangements. Design/methodology/approach – Research questions … used in combination. On average, financial managers report to be actively involved in the management of interfirm … financial managers in the management of interfirm cooperation. An analysis of differences in this role across different types of …

/methodology/approach – The study surveys 65 managers of service and manufacturing organizations using ABC. Findings – The stepwise regression …