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The purpose of this paper is to present a comprehensive model of the relationship between control and sales performance contingent upon the commitment and adaptive selling variables. Specifically, the study tests the mediator effects of adaptive selling and organizational commitment on the effect of managerial control systems on self-assessed performance of the salespeople working in the field of industrial marketing.

In total, 472 firms active in the industrial marketing field for tangible industry products in Turkey were selected for the research. The proposed model that tested posits relationships among management control variables and adaptive selling, organizational commitment and sales performance measures. Management controls are related to sales performance through the mediating effect of adaptive selling and organizational commitment. Management control styles (output as formal and professional as informal) were the independent variables, while changes in organizational commitment and adaptive selling were tested both as mediators and sales performance as dependent variable, consistent with the reciprocal effects model under analysis.

The findings demonstrated that “control” is positively associated with “sales performance” and “commitment” and “adaptive selling” mediate this relationship. Findings indicate that control impacts sales performance through a mediating mechanism that involves adaptive selling and commitment. Taken together, results showed that adaptive selling and commitment played a critical role in sales performance.

This research is the first to empirically analyse the model regarding the relationship between sales performance, control, adaptive selling and commitment variables.

In order to win the global race for innovation as a source for competitive advantage, many companies enter into any kind of business co‐operation. Beyond intending to grow merely quantitatively, co‐operation partners should target to commonly create new knowledge and to transfer knowledge as a basis for qualitative growth. This apparent deficiency of practitioners is compounded by a lack of theory and empirical research on intercultural knowledge transfer. This task becomes even more daunting, when co‐operation partners transcend borders, and the knowledge transfer process becomes impacted by national cultures. This paper aims to present empirical research that illuminates the effects which national cultures have on the transfer of knowledge between Central/Eastern Europe (CEE) using Russia as a case study, and Western European partners.

The paper applies a phenomenological approach applying grounded theory for data generation and analysis. The research method is a case study, and as research techniques 11 interviews with senior Russian managers and academics were conducted and three participant observation events in Russian settings were chosen. The researchers applied a fundamental shift from a mere comparative study of cultural differences to the study of interactions.

This stage of the research presents a reflection on Eastern perceptions on Western knowledge transfer methodologies related mainly to the content of the knowledge as well as the attitudes when transferring knowledge. In addition, a self‐reflection on the characteristics of the Russian knowledge receivers is provided.

Limitations of this research refer to a lack of differentiation as to ownership, type of co‐operation, company size or industry type. It has to be underlined that the focus of the research was to concentrate on the holistic problems that were not sufficiently addressed in previous research. On this basis more specific and differentiated further research can be conducted.

This research aimed to develop an understanding of why Eastern and Western European partners experience different barriers when transferring and receiving knowledge and provides recommendations to overcome the barriers. It facilitates an understanding of the feelings and obstacles in the learning process between Russian and Western European partners serving as a reflective and eye‐opening starting point for urgently required theory generation and change of attitudes. The paper contributes to the development of a coherent body of knowledge in the field. Contemporary authors criticise the lack of research on a dyadic level and theory on intercultural knowledge transfer. This research addresses these shortcomings by having selected respondents that are currently involved in Eastern/Western co‐operations and by comparing Eastern and Western perspectives at a later research stage.

In an online banking context this study seeks to explore the relation between the relationship marketing factors of customer intentions to continue to use services and to recommend these services to others, and the technology acceptance factors of self-control, usefulness, customer value, technology-based service encounter satisfaction and reputation. Innovatively this study also compares the proposed model in two countries, Portugal and Austria.

Derived from a review of previous literature, a survey was developed and data were collected using the online survey service of universities in two countries, Portugal and Austria. The partial least squares approach was employed to test the hypotheses.

The findings showed that self-control and usefulness are important antecedents of customer value delivery. Furthermore perceptions of online bank reputation were enhanced by the satisfaction derived from positive customer encounters with online banking services. Unlike the Portuguese, Austrians' perceptions of bank reputation did not significantly influence their intention to continue to use or their propensity to recommend online banking to others.

Based on literature which suggests that constructs such as customer value, trust, satisfaction and reputation are inter-related to the technology acceptance model, this paper extends earlier theoretical frameworks and is the first study to incorporate relationship marketing constructs into a model examining intention to use, and recommending online banking services. The study also differentiates the model in two countries that represent different business and cultural settings: Portugal and Austria.

The purpose of this paper is to explain the discrepancy between ethnohistorical accounts on north-western Kalahari San of the nineteenth to early twentieth century and recent ethnographic accounts, the former depicting the San as intensely warlike, the latter as basically peaceable.

Review of historical, ethnohistorical and ethnographic source material (reports, journal articles, monographs).

The warlike ways of the nineteenth-century Kalahari San were reactions to settler intrusion, domination and encapsulation. This was met with resistance, a process that led to the rapid politicization and militarization, socially and ideationally, of San groups in the orbit of the intruders (especially the “tribal zone” they created). It culminated in internecine warfare, specifically raiding and feuding, amongst San bands and tribal groupings.

While the nineteenth-century Kalahari San were indeed warlike and aggressive, toward both intruders and one another, this fact does not warrant the conclusion that these “simple” hunter-gatherer people have an agonistic predisposition. Instead, of being integral to their sociality, bellicosity is historically contingent. In the absence of the historical circumstances that fuel San aggression and warfare, as was the case after and before the people's exposure and resistance to hegemonic intruders, San society and ethos, in conformity with the social structure and value orientation of simple, egalitarian band societies, is basically peaceful.

A setting-the-record-straight corrective on current misunderstandings and misinformation on hunter-gatherer warfare.

This paper investigates why and when messages regarding unsustainable luxury products lead to negative word-of-mouth (NWOM) through a focus on the role of guilt, need to warn others and consumers' cultural orientation.

Three experiments test whether messages describing unsustainable versus sustainable luxury manufacturing processes elicit guilt and a need to warn others and whether and how the need to warn others affects consumers' NWOM depending on their cultural orientation.

Consumers experience guilt in response to messages emphasizing the unsustainable (vs sustainable) nature of luxury products. In turn, guilt triggers a need to warn other consumers, which leads to NWOM about the luxury company. Furthermore, the results suggest that two dimensions of Hofstede's model of national culture – namely individualism/collectivism and masculinity/femininity – moderate the effect of the need to warn others on NWOM.

Luxury managers should design appropriate strategies to cope with consumers' different reactions to information regarding luxury brands' unsustainability. Managers should be aware that the risk of NWOM diffusion may be higher in countries characterized by a collectivistic and feminine orientation rather than an individualistic and masculine orientation.

Consumer reaction to unsustainable luxury, especially across different cultural groups, is a neglected area of investigation. This work contributes to this novel area of research by investigating NWOM stemming from unsustainable luxury manufacturing practices in different cultural contexts.

This study aims to explore how relationship trust and different types of influence strategy (i.e., non-coercive and coercive influence strategy) impact green customer integration (GCI), while investigating the moderating mechanisms of big data development and social capital.

Following hierarchical linear regression analysis, the authors examine hypothesized relationships by combining survey data from 206 Chinese manufacturers with secondary data.

The results show that relationship trust positively affects non-coercive influence strategy, while its impact on coercive influence strategy is insignificant. Non-coercive influence strategy has an inverted U-shaped impact on GCI. Furthermore, big data development flattens the inverted U-shaped relationship between non-coercive influence strategy and GCI. Conversely, social capital steepens the inverted U-shaped relationship between non-coercive influence strategy and GCI.

This study sheds light on managers on how to involve customers in GCI through friendly strategies that favor the involvement of customers and the willingness to develop environmentally friendly initiatives.

Although GCI has received widespread attention, how it can be enhanced remains unclear. These findings provide novel insights into the emerging GCI literature and complement social exchange theory.