Conventional wisdom suggests that when firms face a negative externality like gray marketing (i.e., the selling of branded goods outside of the manufacturer's authorized channels), an effective strategy to reduce the negative impact is to centralize decision-making (Varian 1992). Nevertheless,...

This paper investigates whether individuals that we identify as “connectors” who possess a blend of innate traits and skills that predispose them to be personable, willing to relate to others, and able to influence others' relationships can serve as a catalyst for improving group outcomes....

Gray markets arise when a manufacturer's products are sold outside of its authorized channels, for instance when goods designated by a multinational firm for sale in a foreign market are resold domestically. One method multinationals use to combat gray markets is to increase transfer prices to...

Gray markets arise when a manufacturer's products are sold outside of its authorized channels, for instance when goods designated for a foreign market are resold domestically. One method multinationals use to combat gray markets is to increase internal transfer prices to foreign subsidiaries in...

Gray markets arise when an intermediary buys a product in a lower-priced, often emerging market and resells it to compete with the product’s original manufacturer in a higher-priced, more developed market. Evidence suggests that gray markets make the original manufacturer worse off globally by...

Conventional wisdom suggests that when firms face a negative externality like gray marketing (i.e., the selling of branded goods outside of the manufacturer's authorized channels), an effective strategy to reduce the negative impact is to centralize decision-making (Varian 1992). Nevertheless,...