Article : texte imprimé

The threat from within : Account managers' concern about opportunism by their own team members

Brian R. Murtha, Auteur ; Goutam Challagalla, Auteur ; Ajay K. Kohli, Auteur |

Dans Management science (Vol. 57 N° 9, Septembre 2011)

It is well known that transaction-specific investments (TSIs) made in customers by account managers makes them vulnerable to opportunism by customers (i.e., the targets of the investments). The present research shows that TSIs made in customers [...]

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