Shankar Ganesan
University of Notre Dame, Marketing, Faculty Member
This study replicates, integrates, and extends prior research on the dispositional, contextual, and cognitive antecedents of feedback-seeking behavior. Regression analysis was used to analyze data collected from a sample of salespeople (N... more
This study replicates, integrates, and extends prior research on the dispositional, contextual, and cognitive antecedents of feedback-seeking behavior. Regression analysis was used to analyze data collected from a sample of salespeople (N = 310) from 2 Fortune 500 companies. The study hypotheses were supported with the following results. First, the individual disposition of learning goal orientation and the contextual factors
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http://ssrn.com/abstract=530882 THE ROLE OF MARKETING IN THE CORPORATION: A PERPETUAL WORK IN PROGRESS Frederick E. Webster, Jr.
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High Calculative Commitment: As purchasing manager responsible for microchips, you find yourself in a situation in which it is difficult to find a suitable replacement for your existing supplier. If you were to decide to stop purchasing... more
High Calculative Commitment: As purchasing manager responsible for microchips, you find yourself in a situation in which it is difficult to find a suitable replacement for your existing supplier. If you were to decide to stop purchasing from this supplier, it would be difficult to replace the components they provide with similar purchases from alternative suppliers. You would not be
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*Shankar Ganesan is Office Depot Professor of Marketing, Eller College of Management, University of Arizona (e-mail: sganesan@eller.arizona. edu). Steven P. Brown is Bauer Professor of Marketing, CT Bauer College of Business, University... more
*Shankar Ganesan is Office Depot Professor of Marketing, Eller College of Management, University of Arizona (e-mail: sganesan@eller.arizona. edu). Steven P. Brown is Bauer Professor of Marketing, CT Bauer College of Business, University of Houston (e-mail: ...