A separate and distinct interaction with both the actual e-vendor and with its IT Web site
interface is at the heart of online shopping. Previous research has established, accordingly …

Familiarity is a precondition for trust, claims Luhmann [28: Luhmann N. Trust and power.
Chichester UK: Wiley, 1979.(translation from German)], and trust is a prerequisite of social …

Reducing social uncertainty—understanding, predicting, and controlling the behavior of
other people—is a central motivating force of human behavior. When rules and customs are …

Customer Relationship Management (CRM) systems require extensive configuration during
which users come into extensive contact with the technical implementation team. Previous …

Based on both economic and sociological theory, the effects of supervisory control and
organizational support on the frequency and effort of individuals in contributing their …

RESUMEN El Marketing de Relaciones es un término que abarca significativamente más
que unos simples objetivos con sus estrategias; por ello, parece mejor entenderlo como una …

Based on Sternberg's (1985) theory of human intelligence, the nature of salespeople's street-
smarts—one of three aspects of intelligence this theory defines—is evaluated. It is …

How do salespeople make judgments of merit pay fairness? By what mechanisms do
fairness judgments influence the performance and commitment of salespeople? Using …

The literature examining the effect of sales control on salesperson performance is, at best,
equivocal. To reconcile inconsistencies in empirical findings, this research introduces two …

Sharing knowledge in an R&D team is one of the crucial ways of sustaining a competitive
advantage. According to the social power theory, managers have five types of power to …