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)...

Multinational corporations (MNCs) adopt increasingly diverse and complex marketing channels to sell their products worldwide, thus prompting questions about how to manage channels that confront diverse demands from headquarters (HQ), foreign subsidiaries, and local partners, as well as complex...

Reports of the influence of corporate lobbying suggest that firms (e.g., automotive companies) try to persuade regulators (the U.S. National Highway Traffic Safety Administration – NHTSA) not to order recalls of products (vehicles) with potentially harmful or fatal defects (e.g., rapid...

The selection of novel ideas is vital to the development of truly innovative products. Firms often turn to idea crowdsourcing challenges, in which both ideators and the seeker firms participate in the idea selection process. Yet prior research cautions that ideators and seeker firms may not...

Some contemporary new product introductions feature attribute auto-dynamics — the property that enables a product to adapt its attributes automatically in response to changing customer, product-system, or environmental (CSE) conditions. In addition to explicating auto-dynamics, the authors...

Although scholars have established that customer satisfaction affects different dimensions of firm financial performance, a managerially important, but overlooked aspect is its effect on a firm's future cost of selling (COS), i.e., expenditures associated with persuading customers and providing...

Triggered by a territorial dispute, as well as historical animosity, a nationwide civilian boycott of Japanese products took place in China in summer of 2012. Using detailed data on vehicle sales in four major Chinese cities (Beijing, Tianjin, Shanghai, and Nanjing), this study investigates the...