Zobrazeno 1 - 10
of 12
pro vyhledávání: '"Mahima Hada"'
Publikováno v:
Journal of Retailing. 97:405-423
Franchisors often modify the contract terms offered to prospective (new) franchisees – to incentivize growth in the number of franchisees, to access capital, or to improve their financial performance. We argue that changes in contract terms offered
Publikováno v:
Journal of Marketing Research. :002224372311811
Opportunities for the shared consumption of publicly available products that once might have been considered personal-use only, such as hand sanitizers and shampoos, are proliferating in the consumer environment. This work explores shared product con
Publikováno v:
Journal of Marketing Research. :002224372311754
Horizontal referrals –when suppliers recommend other suppliers– are a common phenomenon in complex B2B markets. For the referring supplier, giving the best-possible horizontal referral may strengthen the relationship with its customer, yet it may
Publikováno v:
International Journal of Research in Marketing. 37:258-280
Consumers purchase conspicuous goods, such as luxury cars, to satisfy both social and functional needs. Heterogeneity in the emphases that consumers place on these two drivers of utility in conspicuous goods markets creates two broad groups: function
Publikováno v:
Journal of Advertising Research. 59:14-26
Companies have been increasing their investments in digital-video advertising at the expense of television advertising. This study examines the efficacy of such investments with a media efficiency and saturation analysis on longitudinal datasets from
Publikováno v:
Journal of Marketing. 82:127-145
Intuition suggests that a salesperson should not refer consumers to a competitor for products that they both sell. However, myriad examples reveal salespeople doing just that. The authors study specialist competitor referrals, a sales strategy by whi
Publikováno v:
Journal of Supply Chain Management. 49:81-95
In evaluating suppliers in complex purchasing decisions involving customized solutions, purchasing managers must judge the capabilities suppliers have to provide the solutions, a judgment that often includes considerable uncertainty. To reduce this u
Publikováno v:
Journal of International Business Studies. 44(8):787-812
Foreign subsidiaries of multinational corporations (MNCs) rely on external partners, such as channel partners, to achieve global objectives. We conceptualize the subsidiary’s channel partner as an extended link of the MNC’s internal network: thus
© 2014, American Marketing Association In business-to-business markets, suppliers often ask an existing customer to provide a referral for them (i.e., a supplier-selected referral), in which the supplier selects a referrer to influence a specific po
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::bc776732fc43812067319add6d245748
https://hdl.handle.net/10453/118767
https://hdl.handle.net/10453/118767
Autor:
Rajeev J. Sawant, Mahima Hada
Publikováno v:
Academy of Management Proceedings. 2016:16598
Suppliers rely on supplier-initiated referrals in the sales process to reduce potential customers’ uncertainty about their capabilities. Supplier-initiated referrals are considered most important f...