Planning and Strategy Management

Article

Conceptualization And Validation Of Organizational Networking As A Second-Order Formative Construct

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 »

Date: 06/03/2014
Author: Sabrina Thornton, Stephan Henneberg, Peter Naudé
Contributor: eb™ Research Team
Article

Business Development: A New Organizational Anchorage Of Strategic Marketing In B2b Companies?

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 »

Date: 06/03/2014
Author: Jana Poelzl, Markus Voeth, Anne Theresa Eidhoff
Contributor: eb™ Research Team
Article

Segmentation Of Spatially Dependent Geographical Regions: Model And Application

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 »

Date: 06/03/2014
Author: Rahul Govind, Rabikar Chatterjee, Vikas Mittal
Contributor: eb™ Research Team
Article

Investigating The Effects Of Mailing Variables And Endogeneity On Mailing Decisions

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 »

Date: 06/03/2014
Author: Nadine Schröder, Harald Hruschka
Contributor: eb™ Research Team
Article

Managing Motivation Over Time: How Focusing On The Present Versus Future Influences Goal Pursuit

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 »

Date: 2013
Author: Jordan Etkin, Rebecca Ratner
Contributor: eb™ Research Team
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