In business-to-business markets, suppliers often ask an existing customer to provide a
referral for them (ie, a supplier-selected referral), in which the supplier selects a referrer to …

In evaluating suppliers in complex purchasing decisions involving customized solutions,
purchasing managers must judge the capabilities suppliers have to provide the solutions, a …

Foreign subsidiaries of multinational corporations (MNCs) rely on external partners, such as
channel partners, to achieve global objectives. We conceptualize the subsidiary’s channel …

Horizontal referrals—when suppliers recommend other suppliers—are a common phenomenon
in complex B2B markets. For the referring supplier, giving the best possible horizontal …

… This research received financial support from the Lang Fellowship Award 2013 awarded to
Mahima Hada and the PSC-CUNY awards, awarded to Rajeev J. Sawant and Mahima Hada. …

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 …

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 …

The business-to-business economy is almost twice as large as the business-to-consumer
economy. Marketing scholars have studied the B2B sector for decades, investigating the …

From the supplier firm's perspective, a referral is a recommendation from A (the referrer) to B
(the potential customer) that B should, or should not, purchase from C (the supplier firm). …

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 …