This study operationalizes the construct of organizational networking through a rigorous two-stage scale construction and validation process. The measurement model is conceptualized as a second-order Read More »
Marketing is an established discipline in B2B companies. However, during the last years marketing has experienced a shift from strategic to operational tasks. Since B2B companies still have a need Read More »
Spatially Contiguous segments are managerially more attractive in terms of logistical and administrative efficiencies. The research develops and tests a methodology that assigns geographical units Read More »
Determining the optimal amount of mailings being sent to customers is crucial and requires the specification of relevant mailing variables. Therefore we distinguish different mailing types and sizes Read More »
Many of consumers’ goals persist over long periods of time. Saving for retirement and being healthy, for instance, cannot be achieved in one night. These and other ‘ongoing’ goals (e.g., being Read More »