A cost-plus trap: Pricing heuristics and demand identification Ward A. HansonKirthi Kalyanam OriginalPaper Pages: 199 - 209
The power relationships of brand managers Richard G. Starr Jr.Paul N. Bloom OriginalPaper Pages: 211 - 223
Salesperson impression and strategy formation Elizabeth H. CreyerWilliam T. Ross Jr. OriginalPaper Pages: 225 - 234
Critical sales events and salesforce attitudes Frederick A. RussKevin M. McNeilly OriginalPaper Pages: 235 - 244
Blinders, fuzzy lenses, and the wrong shoes: Pitfalls in competitive conjecture Marian Chapman MooreJoel E. Urbany OriginalPaper Pages: 247 - 258
Buyer-supplier relational characteristics and joint decision making Gary L. FrazierBernard J. JaworskiBarton A. Weitz OriginalPaper Pages: 259 - 270
Competitive decision making: Two and a half frames Eric J. JohnsonJ. Edward Russo OriginalPaper Pages: 289 - 302