The capabilities and performance of ambidextrous sales organizations

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The capabilities and performance of ambidextrous sales

organizations

Citation for published version (APA):

Nijssen, E. J., Guenzi, P., & Borgh, van der, W. (2013). The capabilities and performance of ambidextrous sales organizations. In E. Karaosmanoglu, & A. Banu Elmadag Bas (Eds.), Proceedings of the 42nd annual EMAC conference: "Lost in translation, marketing in a interconnected world", June 4-7, 2013, Istanbul, Turkey (pp. 396-396). European Marketing Academy.

Document status and date: Published: 01/01/2013 Document Version:

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• A submitted manuscript is the version of the article upon submission and before peer-review. There can be important differences between the submitted version and the official published version of record. People interested in the research are advised to contact the author for the final version of the publication, or visit the DOI to the publisher's website.

• The final author version and the galley proof are versions of the publication after peer review.

• The final published version features the final layout of the paper including the volume, issue and page numbers.

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İTU MANAGEMENT ENGINEERING

Email: emac@itu.edu.tr Phone & Fax: +90 212 291 23 91

ORGANIZATION SECRETARIAT BROS CONGRESS

Özgürce Gölbaşı

ozgurce.golbasi@brosgroup.net

Cumhuriyet Mah. Halaskargazi Cad. Tavukçu Fethi Sok. Köşe Palas Apt. No:28/3

Osmanbey - Şişli - İstanbul Tel: +90 (212) 296 66 70 - 142 Fax: +90 (212) 296 66 71

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Editors: Assoc. Prof. Elif Karaosmanoğlu, Assoc. Prof. A. Banu Elmadağ Baş

CONFERENCE PROCEEDINGS

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ACKNOWLEDGEMENT OF SUPPORT

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42 nd EMAC Conference

engineering school of Turkey, historical roots of İstanbul Technical University (İTU) date back to the Ottoman Empire, when the Royal School of Naval Engineering was established in 1773. As being a part of this higher education legacy, Management Engineering Department is happy to welcome you in İstanbul in 2013 that marks the 240th anniversary of our pioneering university in Turkey.

As expressed in our conference theme, we hope that İstanbul’s bridging nature of the east and the west is going to be an inspiration for realising the need for dynamic strategy development to recover any losses in translation of marketing practices into gain and retention in the context of overwhelming message and offering interflow.

In every era, İstanbul has been the intersection point of Eastern and Western civilizations. This is owed not only to the strategic significance of its geographical position, but also to the city’s identity as a centre of experience, accumulation in culture, arts, sciences and technology. With a settlement history of more than thousands of years, this rooted city presents an absolute harmony of culture and civilization. Being the largest city of Turkey, İstanbul was the most crowded city of the world in 1502, then London took this title in 1840. İstanbul metropolitan province has 13.26 million

18% of Turkey’s population which makes it the 3rd largest metropolitan area in Europe after London and Moscow.

İstanbul, has a number of major attractions derived from its huge historical status as the capitals of the Byzantine and Ottoman Empires. These include the Sultan Ahmed Mosque, the Hagia Sophia, the

Topkapı Palace, the Basilica Cistern, the Galata Tower, and the Grand Bazaar.

We believe that all these qualities of İstanbul are already highly appreciated by marketing scholars that we have received a total of 1076 submissions this year following the record breaking pattern of last year’s conference. It is our pleasure to be one of the stimulators of such acceleration in submissions contributing to the positioning of EMAC as a premier outlet for academic research in marketing.

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accepted into twenty one tracks, deriving an acceptance rate of 53% which proves the stiff competition and hence the higher standards of research each year EMAC attendees demonstrate. The accepted papers are organised in 161 competitive track sessions. In order to balance the programme we have allocated no more than 17 parallel sessions per time and avoided parallel scheduling of the same track except “consumer behaviour” and “advertising, promotion and communication” that received a higher number of papers than other tracks. Seven Special Interest Groups also are included in the programme encompassing a total of 35 papers. Additionally, 128 posters will be presented during the conference.

The Doctoral Colloquium (DC) also has shown a similar pattern to the last year. Under the three major tracks that are Consumer Behaviour, Marketing Mix Instruments and Strategy and the Internet, 61 beginner and senior PhD students out of 155 submissions will present their research between 2nd and 4th of June, 2013. The DC is chaired by Thomas Otter and involves eighteen very dedicated faculty members.

This year we are welcoming GAMMA-Korean Scholars of Marketing Science and EMAC Joint Symposium for the second time. Twenty seven papers will be presented under the theme of “Bridging Asia and Europe in Interconnected Marketing”.

While we are all attending the sessions to follow state of art studies in marketing everyday in sessions, we will be able crown the best research with The Susan P. Douglas Award, Steenkamp Longterm Impact Prize, Best Paper Award of

based on a dissertation and MSI Best Papers Award in IJRM Special Issues and EMAC Distinguished Marketing Scholar Award on the 7th of July at noon time.

We also will be cherishing the success of freshly minted PhDs with the McKinsey Dissertation Award and will be expressing our gratitude to Professor Jan-Benedict Steenkamp (the University of North Carolina at Chapel Hill) with the EMAC Distinguished Marketing Scholar Award on the 7th of July in the evening during the gala dinner in Hilton Convention Centre.

Apart from 626 papers to choose from, EMAC delegates will have the chance to enjoy İstanbul with social activities. Starting with the reception on the 4th of June in the garden of the İTU Faculty of Architect building which is one of the Ottoman heritages, we will proceed to the Bosphorus sightseeing boat trip on the 5th of June, pub/ bar crawl will follow it on the 6th of June and we will close with the gala dinner in the Hilton Convention Centre on the 7th of June.

The EMAC 2013 organization committee looks forward to hosting you in İstanbul in June 2013! You could find details regarding the conference, university and the city at the following websites:

http://www.emac2013.org http://www.itu.edu.tr http://www.isl.itu.edu.tr/eng/indexEN.html http://www.timeout.com/İstanbul Indulge yourself! Elif Karaosmanoğlu

42nd EMAC Conference Chair Assoc. Prof. of Marketing

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We would like to thank all the authors who sub-mitted their best work to EMAC 2013. A warm thank you goes to all the reviewers who spared their valuable time and put their expertise into the reviewing process.

A special thank you is addressed to track chairs who highly committed to the coordination of re-view process and final programme design. An appreciation goes to the EMAC Executive Committee, particularly to its President Udo

Wag-ner, the VP for Conferences Andras Bauer, and the VP for Publications Soenke Albers. We also would like to thank Nina Payen, EMAC Executive Sum-mary and Cristina Setyar, EMAC Administrative Manager for their back office support.

Finallly, we would like to express our gratitude to our sponsors, Turkish Airlines, TUBITAK, Fas-dat, Şişecam, Arneca, and Coca-Cola.

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The east we know is not the same east; the west we know is not the same west anymore. Econo-mies are interconnected and as in the butterfly ef-fect there is a sensitive dependence on contextual factors. Companies are not monogamous, they transact within enmeshed relationships that are collaboratively built with their counterparts, sup-pliers, distributors, consultants, associations, governments etc. Transition from the Real World to the virtual world fa-cilitates empowerment of con-sumers who constantly en-gage in countless exchanges. In such an environment, organizations and individ-uals are subject to a range of influences and open to inter-dependencies. While those changes oc-cur, having a static, precon-ceived world view would be a major blunder for corpora-tions when investing in global markets.

Interactions among and across con-sumers and businesses are dialogical transac-tions inextricably bound to interconnectedness between micro and macro contexts in which both parties exist and evolve. Through interactions, cli-ents and firms move towards understanding each other and even learn about their own selves. How-ever, such a learning process could be overwhelm-ing due to too much information flux and

avail-ability that instead of detailed analysis, proximities could be used to reach conclusion for reducing risk. Such contextual dynamism may lead mes-sage and offering interflow to be illusive and may increase the need for better marketing strategies to recover any losses in translation of marketing prac-tices into customer gain and retention.

In order to eliminate the risk of mistransla-tion of the observed to acmistransla-tions, the use

of marketing research to accumu-late market intelligence should

revise its conventional divide of quantitative and

qualita-tive approaches. Rather, for building mechanisms to elicit interim feedback, both worlds should be rec-onciled towards breeding a collaborative expertise as to support cumulative learning.

As the organization commit-tee, we are very pleased to wel-come you to leverage knowledge on these current issues in marketing by hosting the 42nd EMAC Conference in June 2013 at İstanbul Technical University, Management En-gineering Department. We look forward to meet-ing you in İstanbul, the city that inherently bridges the East and the West.

Elif Karaosmanoğlu

2013 EMAC Conference Chair

Conference Theme

Lost in Translation

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Honorary Chair

Prof Selime Sezgin

Conference Chair and Programme Chair

Assoc Prof Elif Karaosmanoğlu

Conference Programme Co-chair

Assoc Prof A. Banu Elmadağ Baş

Committee Members

Prof Nimet Uray Prof Burç Ülengin Prof Şebnem Burnaz

İTU Faculty of Management

İTU Maçka Campus Silahhane cd. No: 2 Maçka – Beşiktaş İstanbul/TURKEY

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Conference Venue

İTU Faculty of Management

İTU Maçka Campus Suleyman Seba cd. No. 2 34367 Maçka – Beşiktaş İstanbul / TURKEY

Phone: +90 212 296 40 40 Ext: 2033 Fax: +90 212 291 23 91

Campus

İTU Faculty of Management is strategically located at the heart of İstanbul. In its surroundings there is a metro station that is 15 minutes walk through

one of the very popular designer-brands borough called Nisantası. Within a short walking distance from Beşiktaş port, there is a wide number of bus routes that take you to historical peninsula Sultan Ahmet Square in where all the museums, mosques and Grand Bazaar is located. Those buses also take you another very close area called Taksim Square which offers a wide-range of hotels, restaurants, shops and artistic and cultural centers. There is also a telpher that connects Maçka and Taskısla campuses and Maçka campus to Taksim Square. You could see the road map to Maçka Campus below.

General Information

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Entrance to the Conference

Venue

The conference venue has an entrance on Süleyman Seba street. Please look for the main gate that says İTÜ İşletme Fakültesi on the gate arch. When you go through the gate, you need to follow the patio on the left to reach to the back garden where you can find the entrance to the venue. The registration desk is going to be right at the entrance.

Official Language:

The official language of the conference is English. No simultaneous translation will be provided.

Conference Venue Facilities

Halls

The Poster Exhibition will take place in the Exhibition Hall located on the 2nd floor above the registration area. Its entrance has glass doors.

Lecture / Seminar and Meeting Rooms

The scientific programme sessions as well as meetings and seminars will take place in the meeting rooms and auditorias located on floors 1, 2, 3, 4 and 5. The identification number of the rooms

indicates which floor the room is located on. i.e. D402 is located on the 4th floor. Please see the directional signage for the meeting rooms placed in strategic points on each floor.

Computer Rooms

The computer rooms are located on the entrance 1st floor of the historical building. It is the F block. The rooms are F131 and F132. Access to this floor

is from the 3rd floor of the D block where D30X lectures rooms are located.

Back Garden

Access to the lunch are is provided through the back garden. It is a glass building called Atrium. When you take the stairs in the back garden it leads you to the lunch area.

Registration Desk

The EMAC Conference Secretariat and Registration Desk is located in the main entrance that faces the back garden between 5-7th of June, 2013. On the 4th of June, there will a regitration desk in the Taşkışla building (Faculty of Architecture) opposite Hyatt Regency Hotel where the Welcome Reception will take place.

Registration Desk openning hours

EMAC Doctoral Colloquium (Faculty of Management, Conference Venue) Sunday, 2 June 13:30-19:00 Monday, 3 June 08:00-18:00

EMAC Conference

Tuesday, 4 June 14:00-18:00

(Faculty of Architecture, Welcome Reception Venue)

Wednesday, 5 June 08:00-18:00

(Faculty of Management, Conference Venue)

Thursday, 6 June 08:00-18:00

(Faculty of Management, Conference Venue)

Friday, 7 June 08:00-18:00

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Name Badge

All participants should wear their name badge visible at all times in order to guarantee access to the scientific programme sessions, lunch area and to the social events.

Conference Certificate

You are welcome to print your personalized certificate of attendance at the Conference Secretariat. Please note that requests for certificates of attendance after the conference will only be considered until end July 2012.

Conference Assistants

In addition to the staff at the Conference Information Desk, a number of conference participants available all over the conference area are ready to help participants. They are wearing special T-shirts for easy recognition.

Audiovisual Equipment

All meeting rooms and auditoria are equipped with standard AV – equipment including PC, projector and screen. Conference assistants/volunteers will assist speakers with uploading of presentations. Please note that support for MAC computers will not be available.

Conference Proceedings

Participants will receive the collection of the Conference Proceedings on a USB stick.

Poster Sessions

Exhibition area located on the 2nd floor. Entrance to the Poster Exhibition area is made via glass doors at the floor of the lecture rooms that have D20X signs.

Exhibition

The exhibition area is located in the foyer of the main entrance close to the Conference Secretariat & Registration Desk. The exhibition will be open from 14:00-19:00 on Tuesday 4 June and from 09:00 to 18:00 during the full Conference days (4-7 May).

The Welcome Reception

The Welcome Reception will take place in the Faculty of Architecture NOT in the conference venue building. It is the historical building that is opposite Hyatt Regency hotel. Access to the Faculty of Architecture is by the cable car or on foot from the Democracy Park that the conference venue overlooks and also from Taksim Square (takes 10 minutes on foot).

Lunch & Coffee Breaks

Lunches will be served in the Atrium building that is adjacent to the conference venue at the back. Coffee Breaks will be served in the back garden, in the registration area and the 2nd floor.

Internet Access

Internet Rooms

Participants will have opportunity to access internet and e-mails free of charge in the Internet Rooms located in the 1st floor of the historical

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Disclamer

The Local Organising Committee, the Confer-ence Organisation and the ConferConfer-ence Venue (Faculty of Management) accept no liability for personal injuries or loss, of any nature what-soever, or for loss or damage to property either during or as a result of the conference. Partici-pants and accompanying persons attending the conference and all related events do so at their own risk and responsibility.

building F block. Access to this floor is from the 3rd floor of the D block where D30X lectures rooms are located. (rooms: F131 and F132).

Wi-Fi

Participants carrying their own laptops will also have access to wi-fi free of charge. İTU Faculty of Management network is ITU_misafir that should be automatically detected as default network once your computer is connected to the wireless function.

İTU Faculty of Management

Library

Location: 1st floor of the historical building (access from the 3rd floor of the D block). Opening hours on weekdays: 09:30 - 17:30. The library is specialized in Social, Management and Technological Sciences. The collection include about 60.000 books and 18.000 journals (hard copies and on-line) with free access.

Accessibility for Wheelchairs

Elevator is available. Personal assistance is provided too.

ATM/Cash Machines

There are branches of major banks on the hill to the conference venue (Süleyman Seba Street). You can have access to the ATM/Cash Machines there.

Cloakroom

Coats and smaller pieces of luggage may be left in the cloakroom, located in the ground floor below the Conference Secretariat & Registration desk. Please note that the organizers do not accept any liability for any loss or damage to property.

First Aid/ Paramedics

There is Macka Health Care Services in the next historical building to the conference venue. The building is called the School of Languages. The entrance to this building is from the entrance that is accessed from the Nişantaşı street.

Accommodation & Tourist

Information Desk

The accommodation and tour information desk is located by the Registration Desk.

Language in the country

The official language is Turkish. English is widely spoken in major cities and especially in İstanbul.

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Currency

TL (Turkish Lira) 1 Euro approximately equals to 2,35 Turkish Liras.

Sales Tax

Sales tax (VAT) is included in prices quoted. For non E.U. residents, tax free shopping schemes are available in many shops, which give substantial savings to visitors.

Shopping

Fine leather goods, golden and silver jewellery and textiles are considered excellent buys in İstanbul. The pedestrian streets of the city centre, “Taksim Square”, Nişantaşı (just 5 minutes walking distance from the İTU Faculty of Management) and “Grand Bazaar” in the old town Shops are open from 9:00 to 20:00 Monday to Sunday except Grand Bazaar (closed on Sundays). Major shopping malls stay open from 10:00 to 22:00, including weekends. Some of the famous shopping malls are Demirdöken, City’s, Kanyon, İstinye Park and Cevahir.

Time Zone

GMT+2; CET +1; and EST (US -East) +7

Business Hours

The workweek in Turkey runs from Monday to Friday. Banks, government offices and majority of corporate offices open at 9 AM and close at 5 PM.

Visas

Visas are easily obtained upon arrival at the air port

Electricity

220V. European standard round two-pin sockets.

Health Services & Requirements

Cities and major touristic towns have a selection of private inter national and public hospitals with good standards. With the exception of vaccination certificates for persons coming from areas where yellow fever is endemic, at the present there are no special health requirements.

Smoking

The Turkish law, in accordance with the Regulations in force in the majority of European Countries and the USA, does not allow smoking in any public transportation or in any closed public areas.

Food

As with many Mediterranean nations Turkish food is very healthy, fresh and enjoyable.

Water

Tap water is chlorinated and, therefore, safe to drink. However, it is recommended that you consume bottled water, which is readily and cheaply available.

Communications

Turkey has three GSM operators, all of them offering 3G services and almost 95% coverage over the country. Internet service is available all around the country.

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International Dial Code

+90

Climate

The following bar chart for İstanbul, Turkey shows the years average weather condition readings covering rain, average maximum daily temperature and average minimum temperature.

Average Weather Conditions

Hotel Check-in/out Policy

Normail check in time at hotels is 14:00. The established check out time is 12:00. Should you need guraranteed ocupancy before 14:00 on the day of your arrival, the previous night should be reserved.

Getting there: How to reach İTU

Faculty of Management

By Bus:

Only one bus from Beşiktaş 30M that departs from Beşiktaş port bus station and directly takes you to İTU Maçka Campus in five minutes. You could reach Beşiktaş from Taksim Square by buses 559C, 40S, 30D; Dolmuş (7-8 seater yellow midi taxis that only depart after they are full) or taxi.

We advise you to buy an İstanbul card from the kiosks located in major bus stations in Beşiktaş and Taksim Square. You could use these cards in any kind of public transportation.

By Dolmuş:

There is a special transport in İstanbul called Dolmuş that departs only when it gets full. These are 7-8 seater midi taxis that take you to certain destinations. There is one in Beşiktaş port called Harbiye Dolmuş that takes you directly to İTU Macka Campus in 5 minutes and costs only 1 Euro per person (2.32 TL)

By Cable Car:

This is the only cablecar in the city. After a 5-7 min. walk from Taksim Square passing by İTU Faculty of Architecture (Reception Venue), you reach to the cablecar that takes you right in front of İTU Maçka Campus.

By Taxi:

You could take a taxi from everywhere in İstanbul. You just need to point them! The hotel receptions help you get them too. From Taksim Square, it takes 5 min to reach İTU Macka Campus. Between 8.00-9.30 and 17.00-19.00, the taxi takes nearly half an hour.

From the Airport:

There are two internationa airports in İstanbul. One in the European and the other on the Anatolian (Asian) side.

Atatürk International Airport:

It is located in the European side of İstanbul as İTU Macka Campus. It is nearly 35-40 km away from Taksim Square.

Havaş coach service: You could take Havaş coaches from the airport to Taksim Square. It

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takes 30 min to Taksim Square. Please see the link for departure schedule:(Please see http://www. havas.net/en/shuttle-parking/İstanbul-ataturk-airport/)

By Taxi: You could get a taxi from the airport. It costs app. 21,61 Euros (apprx.50 TL) and takes 20 minutes to Taksim Square and 30 minutes to Maçka off-rush hour time.

Sabiha Gökçen International

Airport:

It is located in the Asian side of İstanbul. It is nearly 50 km away from Taksim Square.

coaches from the airport to Taksim Square. It costs only 7,35 Euros (17 TL) and off-rush hour it takes 40 minutes to Taksim Square. Please see the link for departure schedule: (Please see TAKSİM SHUTTLE SERVICE INFORMATION) Regular public bus service: Number E-3 public buses take you to 4th Levent Metro station. From there you could take metro to Taksim Square directly and reach there only in 5 minutes. By Taxi: You could get a taxi from the airport. It costs app. 21,61 Euros (50 TL) and takes 30 minutes to Taksim Square and Maçka off-rush hour time.

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Management Engineering (ME) department rep-resents a relatively younger department of İTU, having been founded in 1977. Although being young, its members play substantial roles in the management structure of the ITU. There are two İTU senate members within our department’s body and the head of our department Prof Ler-zan Özkale is also the head of the İTU EU Center. Moreover, she acts as Turkey’s Bologna Repre-sentative. The roots of our department are grown in the İTU’s education model based on French grandes écoles in its early years. In early years of İTU, the disciplines beyond engineering especial-ly economics and management found their place in engineering curriculum. This French approach resulted as the establishment of the Management Engineering Department that aim to develop engineers who could undertake managerial and leadership responsibilities in the rapidly develop-ing Turkish industrial enterprises and world-wide organizations. During its foundation years, it was one of the very few of its kind in the world. There were three similar programs in the USA. After the adoption of Anglo-American education model

by the İTU in 1996, like other departments, ME started to run a 30% English Credits program. This year it also has started an additional undergradu-ate program fully instructed in English. Still being the only Management Engineering department in Turkey, it embodies a curriculum at undergradu-ate and graduundergradu-ate levels that blends general engi-neering foundation with management functions and processes.

The Mission of İTU Management Engi-neering Department

is to graduate individuals,

• who thoroughly comprehend the dynamic nature of social, economic, engineering and/ or management systems and are able to de-sign and implement one or more of these sys-tems, and are able to forecast environmental changes and make decisions under temporal and contextual constraints,

• who can develop interdisciplinary solutions and/or synthesize complex and innovative

İTU Management Engineering

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long learning and social responsibility. It also defines itself as a department that stands for contributing to the scientific, technological and socio-economic development by producing and diffusing original knowledge both at the interna-tional and nainterna-tional levels.

The Vision of Management Engineering Depart-ment is to be the role-model institution in the world by graduating engineers, managers and economists, who are able to shape national and international future as influential leaders and to af-fect the world by producing high-caliber scientific knowledge.

Faculty

In the ME department, apart from Marketing Group, there are five more divisions that are Eco-nomics, Quantitative Methods, Management & Organization and Law. In those six disciplines, as full-time faculty, there are 11 professors, 10 as-sociate professors, 10 assistant professors and 6 instructors. There are also 10 part-time lecturers who are currently working in private organizations as to boost the intense contact and strong inter-action with the business world. All full-time and part-time faculty has PhDs as a legal requirement of the Higher Education Council of Turkey in or-der to lecture in public universities.

Majority of the core faculty has international PhD degrees of renowned US and European universi-ties or has been in those universiuniversi-ties as visiting re-searchers. Nottingham Business School, Warwick Business School, Alabama University, State Uni-versity of New York at New Paltz, HEC Paris, Co-lumbia University, Portland State University, New

search and publish in high quality journals such as International Marketing Review, Journal of Busi-ness Research, European Journal of Marketing, Journal of Business Ethics, International Review of Intellectual Property and Competition Law, The Icfai Journal of Financial Economics, EconoQuan-tum - Economics and Business Journal, Applied Economic, Feminist Economics, Computers and Industrial Engineering, Expert System with Appli-cations, International Journal of Human Resource Management, Gender, Work and Organization, International Studies of Management and Organi-zation, International Journal of Production Re-search, European Journal of Operational Research. Our full-time faculty also gives consultancy and/ or sit in the boards of private, sectoral non-profit organizations and governmental institutions such as TUSIAD Turkish Association of Business Peo-ple), Elginkan Holding, İşbank Inc., Selva Export Company, Serenpaş Inc. International Consul-tancy Company, WWHR-New Ways and Platform for Women’s Labor and Employment, Directorate on Women’s Status: Ministry of Women’s Affairs, the Parliamentary Committee on Equal Opportu-nities: Ministry of Labor and Social Security, The State Employment Agency and GfK Turkey. Please visit our website to get more information: www.isl.itu.edu.tr

Our Marketing Group

Our Marketing Group in the Management Engi-neering Department was first established under Management and Organization Division but in 2002 joined to the Manufacturing Management group. It is founded by the honorary conference chair Prof Selime Sezgin in 1977. Today, our mar-keting team comprises 5 faculty members with

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members actively took place in administrative positions within the faculty and in the univer-sity offices. Until October 2012, the Vice-dean of the İTU Management Faculty was Assoc Prof Elif Karaosmanoğlu. She then handed it over to another marketing faculty Assoc Prof A. Banu Elmadağ Baş. Both of them are currently the Co-coordinator for the SUNY-Business Dual Diploma Program. The Vice-Director of the İTU Social Sci-ences Institute is Prof Şebnem Burnaz.

Our group’s main goal is enhancing research out-put of the ME department by delivering high qual-ity articles based on the national and international research projects. Since the beginning, our team significantly contributed to the curriculum devel-opment and research activities of the department. Majority of the doctoral theses completed in the PhD program were supervised by the marketing faculty or our team members acted as second su-pervisors.

strong industry relations and regularly conducts research projects for private sector. Pepsi’s Nation-al Taste Test Project, CarefourSA In-shop Printed Sales Promotional Material Test and Genpa Dis-tribution Channel Conflicts Project are just a few to list. Moreover, one of our team members, Prof Nimet Uray, is one of the two Industry Relations representatives of the ME department.

Our team members consistently are involved in external fund raising. The projects listed below have recently been awarded with research grants from two national institutions. These grants are the two of the larger external funds raised by the faculty in ME department to date. Our team mem-bers are also memmem-bers of renowned academic as-sociations from some of which they received best paper awards.

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VENUE MAPS

İTÜ Faculty of Management

1 ₂ İTÜ School of Foreign Languages ₃ Abdi İpekçi Student Dormitory ₄ _{İTU Social Facilities} İTÜ Conservatory

5 ₆ Maçka Park ₇ Lunch ₈ İTU Faculty of Architecture

Cablecar Nişantaşı 1 2 3 4 5 7 6 8 Besiktaş Entrance Car Entrance Car Parking M açk a C ad . Süleyman S eba C d. M açk a Talim Yeni S k. M açk a C ad . M_açk a C ad . Kadır galar C ad . Taşk ışla C ad. Taşk ışla C ad. Bayıldım C ad. Ba_{yıldım C} ad .

Askerocağı C ad.

Beşiktaş J.K. Grand Hyatt

Hotel

EUROPEAN MARKETING ACADEMY

EMAC 2013

İSTANBUL

İstanbul Technical University

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VENUE MAPS

EXHIBITION AREA ENTRANCE D101 WC D102 A - B - C - D / 1st Floor D103 C101 B101 Auditorium Reg istr ation D esk COPY CENTER

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VENUE MAPS

D201 WC D202 A - B - C - D / 2nd Floor D203 POSTER AREA

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42 nd EMAC Conference D301 F132 WIFI WIFI F131 WC WC WC D302 A - B - C - D / 3r d F loor F / 1st F loor D304 D305 D303

VENUE MAPS

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42 nd EMAC Conference D401 Amphitheatre WC WC WC WC D402 A - B - C - D / 4th Floor F / 2nd Floor D404 D405 D403

VENUE MAPS

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42 nd EMAC Conference D501 Amphitheatre WC D502 D / 5th Floor D504 D505 D503

VENUE MAPS

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breathtaking natural beauties, unique historical and archaeological sites, steadily improving hotel and touristic infrastructure and a tradition of hospitality and competitive prices. Therefore, it is not surprising that this country has recently become one of the world’s most popular tourism destinations. Due to Turkey’s diverse geography, one can experience four different climates in any one day. The rectangular shaped country is surrounded on three sides by three different seas. Its shores are laced with beaches, bays, coves, ports, islands and peninsulas. The summers are long, lasting as long as eight months in some areas. Turkey is also blessed with majestic mountains and valleys, lakes, rivers, waterfalls and grottoes perfect for winter and summer tourism and sports of all kinds.

Skiing fans, mountain climbers, trekkers, hikers and hunters can enjoy new and unforgettable experiences in Turkey. Turkey is, above anything else, a huge open-air museum, a repository of all the civilizations nurtured by the soils of Anatolia.

wealth in Turkey seems more appropriate for an entire continent than a single country. Recently, a new field of tourism has opened up: health tourism. The country is in fact rich with hot springs, healing waters and healing muds, which come highly recommended by the medical authorities as a remedy for many diseases.

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1) İzmir, Selçuk, Ephesus (1994) 2) Antalya, Karain Cave (1994) 3) Trabzon, Sumela Monastery (2000) 4) Mersin, Alahan Monastery (2000)

5) Antalya, Demre, St. Nicholas Church(2000) 6) Sanliurfa, Harran and Sanliurfa Settlements

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7) Bitlis, The Tombstones of Ahlat the Urartian and Ottoman Citadel (2000)

8) Diyarbakir, The Citadel and the Walls of Diyarbakir (2000)

9) Seljuk Caravanserais on the route from Denizli to Dogubeyazit (2000) 10) Konya, Konya A Capital of Seljuk

Civilisation (2000)

11) Antalya, Alanya Castle and Dockyard (2000)

12) Mardin, Mardin Cultural Landscape (2000) 13) Bursa, Bursa and Cumalikizik Early

Ottoman Urban and Rural Settlements (2000)

14) Tarsus, St. Paul Church, St. Pauls Well and surrounding historic quarters (2000) 15) Agri, Ishak Pasha Palace (2000) 16) Antalya , Kas, Kekova (2000) 17) Antalya, Gulluk Mountain Termessos

National Park (2000)

18) Aydin, Archaeological Site of Aphrodisias (2009)

19) Antalya, Ancient Cities of Lycian Civilisation (2009)

20) Burdur Archaeological Site Of Sagalassos (2009)

21) Konya,Neolitic Site Of Catalhoyuk (2009) 22) Antalya,Archaeological Site of Perge (2009) 23) Beyşehir, Eşrefoğlu Mosque (2011) 24) Hatay, St. Pierre Church (2011) 25) Bergama-İzmir (2011)

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The only city in the world located on two continents is İstanbul, which has been the capital of three great empires, Roman, Byzantine and Ottoman for more than 2,000 years.

The first known University in

The famous Trojan Wars took place in western Turkey, around the site where a wooden model of the Trojan Horse has been erected at the site.

Leonardo da Vinci drew designs for a bridge over the Golden Horn, an inlet at the mouth of the Bosphorus. The world’s oldest known settlement is in Catalhoyuk in central Anatolia, Turkey, and dates back to 6,500 BC

The first man ever to fly was Turkish. Using two wings, Hezarfen Ahmet Celebi flew from the Galata Tower over the Bosphorus to land in Uskudar in the 17th century.

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In every era, İstanbul has been the intersection point of Eastern and Western civilizations. This is owed not only to the strategic significance of its geographical position, but also to the city’s identity as a centre of experience, accumulation in culture, arts, sciences and technology. With a settlement history of more than thousands of years, this rooted city presents an absolute harmony of culture and civilization. Being the largest city of Turkey, İstanbul was the most crowded city of the world in 1502, then London took this title in 1840. İstanbul metropolitan province has 13.26 million people living in it as of December, 2010, which is 18% of Turkey’s population which makes it the 3rd largest metropolitan area in Europe after London and Moscow.

İstanbul, has a number of major attractions derived from its huge historical status as the capitals of the Byzantine and Ottoman Empires. These include the Sultan Ahmed Mosque (the “Blue Mosque”),

(with its mysterious concubines and Harem life) , the Basilica Cistern (in which two Medusa heads, masterpieces of the First Age Art of Statuary were used as pedestals at the bottom of the two columns), the Dolmabahçe Palace (where Atatürk spent his last days), the Galata Tower (built in 1348 from where Hezarfen Ahmet Çelebi flew as an early aviator using artificial wings for gliding over the Bosphorus to the slopes of Üsküdar on the Anatolian side in 1630), the Grand Bazaar (the biggest old covered bazaar in the world with over 3,000 shops), Asmalı Mescit (which is linked to Karaköy port with the third oldest subway in the world, built in 1875), and the Pera Palas (where Agatha Christie wrote her famous novel “Murder on the Orient Express”). İstanbul has also recently became one of the biggest shopping centres of Europe by hosting malls like Metrocity, Akmerkez, Cevahir Mall (which is the biggest mall in Europe and seventh largest shopping center in the world) and Sapphire skyscraper (the tallest -261 meters -

İstanbul

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in there, they have created such a perfect place that it is valuable to see.” Lamartine’s famous poetic line reveals his love for İstanbul, describing the embracing of two continents, with one arm reaching out to Asia and the other to Europe. İstanbul, once known as the

capital of capital cities, has many unique features. It is the only city in the world to straddle two continents, and the only one to have been a capital during two consecutive empires - Christian and Islamic. Once was capital

the commercial, historical and cultural pulse of Turkey, and its beauty lies in its ability to embrace its contradictions. Ancient and modern, religious and secular, Asia and Europe, mystical and earthly

all co-exist here.

Its variety is one of İstanbul’s greatest attractions: The ancient mosques, palaces, museums and bazaars reflect its diverse history. The thriving shopping area of Taksim buzzes with life and entertainment. And the serene beauty of the İstanbul strait, Princes Islands and parks bring a touch of peace to the otherwise

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Welcome Reception

4 June 2013 - Tuesday 18:00

İTU Taşkışla Campus

Welcome Reception will take place in the İTU Faculty of Architecture at an immense building which has been constructed all in structural ma-sonry between 1848 and 1853 as a military medi-cine academy for the Ottoman Army. This will be an excellent opportunity to network, meet old friends and colleagues, and to make new ones as the Programme begins.

Bosphorus Boat Trip

5 June 2013 - Wednesday 19.00

Gala Dinner

7 June 2013 - Friday 19:00

Hilton Convention Centre

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EXHIBITORS

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Track 1:

Advertising, Promotion and Marketing Communications

Micael Dahlen, Stockholm School of Economics Helge Thorbjornsen, Norwegian School of Economics and Business Administration Zafer Erdoğan, Anadolu University

Track 2:

Business-to-Business Marketing and Networks

Andreas Eggert, University of Paderborn Thomas Ritter, Copenhagen Business School

Track 3 :

Consumer Behaviour

Luca Visconti, ESCP Paris

Caroline Wiertz, Cass Business School Nilüfer Z. Aydınoğlu, Koç University

Track 4:

Innovation and New Product Development

Luigi de Luca, Cardiff University Destan Kandemir, Bilkent University

Track 5:

International and Cross-Cultural Marketing

John Cadogan, Loughborough University Ayşen Bakır, Illinois State University

Track 6:

Marketing in Emerging and Transition Economies

Paurav Shukla, Glasgow Caledonian University Zeynep Bilgin, Marmara University

Track 7:

Marketing of Public and Non-profit Organisations

Patrick De Pelsmacker, University of Antwerp Gary Warnaby, University of Liverpool

Track 8:

Marketing Research and Research Methodology

Bruce Hardie, London Business School Tammo Bijmolt, University of Groeningen

Track 9:

Marketing Strategy and Leadership

Christian Homburg, University of Mannheim Ayşegül Özsömer, Koç University

Track 10:

Marketing Theory

Rod Brodie, University of Auckland

Cengiz Yılmaz, Middle East Technical University

Track 11:

Modeling and Forecasting

Daniel Klapper, University of Frankfurt Münir Tolga Akçura, Özyeğin University

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Track 12:

New Technologies and E-Marketing

Shintaro Okazaki, Universidad Autonoma de Madrid

Charles R. Taylor, Villanova School of Business

Track 13:

Pricing and Financial Issues in Marketing

Skander Esseghaier, Koç University Ayşe Kocabıyıkoğlu, Bilkent University

Track 14:

Product and Brand Management

Claudia Simoes, Open University Alper Özer, Ankara University

Track 15:

Relationship Marketing

Manfred Krafft, University of Muenster René Darmon, ESSEC Business School

Track 16:

Retailing, Channel Management and Logistics

Daniel Bello, Georgia State University Marc Filser, University of Bourgogne

Track 17:

Sales Management and Personal Selling

Paolo Guenzi, SDA Bocconi School of Management

Bülent Mengüç, King’s College London

Track 18:

Services Marketing

Andrea Ordanini, SDA Bocconi School of Management

Ed Nijssen, Eindhoven University of Technology

Track 19:

Social Responsibility, Ethics and Consumer Protection

Minoo Fahrangmehr, University of Minho Stephen P. Hogan, Brighton Business School

Track 20:

Tourism Marketing

Enrique Bigné, University of Valencia Alain Decrop, Louvain School of Management

Track 21:

Marketing Education

Angela Paladino, University of Melbourne Kerri-Ann Kuhn, Queensland University of Technology

SIG:

Special Interest Groups

Andras Bauer, Corvinus University of Budapest Elif Karaosmanoğlu, İstanbul Technical University

A. Banu Elmadağ Baş, İstanbul Technical University

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Reviewer Full name Affiliation/University

Abbate , Tindara University of Messina

Acur Nuran Strathclyde Institute of Operations Management Agnes, Helme-Guizon University Pierre Mendes France

Ahmadhusairi Cardiff University Ahmed, Tanvir La Trobe University

Akpinar, Ezgi Erasmus University Rotterdam

Akram, Muhammad Shakaib University of Engineering and Technology, Lahore Alarcón-Del-Amo,

María-Del-Carmen

Universidad Autónoma de Madrid Albers, Sönke Kühne Logistics University Alcántara Pilar, Juan Miguel University of Granada Algesheimer, Rene University of Zurich Ali, Haider Open University Alim, Sophia University of Bradford Althuizen, Niek ESSEC Business School Alturas, Bráulio ISCTE - IUL

Alvarez, Maria Bogaziçi University Andreini, Daniela University of Bergamo Andreu, Luisa University of Valencia Andronikidis, Andreas University of Macedonia Andrus, Deborah University of Calgary Ansons, Tamara University of Warwick

Antonetti, Paolo Cranfield School of Management Appio, Francesco Paolo Scuola Superiore Sant'anna Ari, Ela Ozyegin University Arnould, Eric University of Bath Arslanagic, Maja University of Sarajevo Artz, Martin University of Mannheim Ascarza, Eva Columbia University

Ashraf, Rohail IAE Aix-en-Provence & Euromed Management

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Askegaard, Søren University of Southern Denmark Assiouras, Ioannis ESC Toulouse Business School Atakan, Serap İstanbul Bilgi University Atalay, Selin HEC Paris

Atalık, Özlem Anadolu University Athanasopoulou, Pinelopi University of Peloponnese Azar, Salim Cergy Pontoise University Azevedo, António University of Minho Bag, Dinabandhu School of Management India

Baghi, Ilaria Univeristy of Modena and Reggio Emilia Balagué, Christine Institut Mines-Telecom

Balbo, Laurie Groupe Sup de Co Montpellier Business School Baltas, George Athens University of Economics and Business Barajas, Karla Universidad Anahuac Mexico Norte Barbarossa, Camilla Sapienza University of Rome Barbu, Catalin Mihail University of Craiova Barnhart, Michelle Oregon State University Bartholmé, Roland H. Independent Researcher Bartier, Anne-Laure UCL/LSM

Bassano, Clara University of Naples Parthenope Bava, Christina Plant & Food Research

Becker, Jan Kühne Logistics University Beckmann Julia University of Augsburg Beckmann, Suzanne C. Copenhagen Business School Bellman, Steven Murdoch University Belvaux, Bertrand University of Panthéon-Assas

Belz, Frank-Martin Technische Universität München (TUM School of Management)

Ben Nasr, Imed Groupe Sup de Co La Rochelle Benavent, Christophe Université Paris Ouest

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Bertini, Marco London Business School

Beruchashvili, Mariam California State University, Northridge Besson, Madeleine Télécom Business School

Biedenbach, Galina Umeå University Bigné Enrique University of Valencia Bilgin Zeynep University of Marmara Bilgin, Baler Koç University Bitmez, Yunus Emre Beykent University

Bitter, Sofie Alpen-Adria-Universität Klagenfurt Blazevic, Vera Radboud University Nijmegen Blesa, Andreu Universitat Jaume I

Boeuf, Benjamin HEC Montreal Boichuk, Jeffrey University of Houston

Boisvert, Jean American University of Sharjah (AACSB) Bolat, Elvira Bournemouth University

Bosangit, Carmela Coventry University Botti, Simona London Business School Boujena, Othman Rouen Business School Boukis, Achilleas Strathclyde University

Boztug, Yasemin Georg-August University Goettingen Brashear Alejandro, Thomas Univ of Massachusetts Amherst Bravo, Rafael University of Zaragoza

Brexendorf, Tim Oliver WHU - Otto Beisheim School of Management Brock, Christian Zeppelin University

Brodie, Rod Univesity of Auckland Brosius, Nina University of Auckland Brown, James West Virginia University Bruce, Helen Cranfield School of Management Bruggen, Elisabeth Maastricht University

Brunk, Katja ESMT Bruyneel, Sabrina K.U.Leuven

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Buil, Isabel University of Zaragoza Bukvova, Helena Technische Universität Dresden Burki, Umar Vestfold University

Burnaz, Şebnem İstanbul Technical University Busljeta Banks, Ivana ZSEM & University of Antwerp Caboni, Federica University of Cagliari

Cacho-Elizondo, Silvia IPADE Business School Cadogan John Loughborough University Cakici, Meltem Okan University Callarisa Fiol, Luis Universitat Jaume I Camarero, Carmen University of Valladolid Camurdan, Efe Koç University Caplliure, Eva María University of Valencia

Cappellini, Benedetta Royal Holloway, University of London Carbonell, Pilar York University

Carmen, Abril Universidad Complutense de Madrid Carvalho Vieira, José Manuel ISMAI

Casaló Ariño, Luis Vicente Universidad de Zaragoza Cassia, Fabio University of Verona Castañeda, José Alberto University of Granada Cebollada, Javier Public University of Navarre Ceccotti, Federica Sapienza University of Rome Chang, Connie Meiji University

Chang, Shing-Wan Middlesex University

Chauhan, Kalpana Fortune Institute of International Business, New Delhi India Chauvin, Max ESSEC Business School

Chelariu, Cristian Suffolk University Chen, Bo ESSEC Business School Christodoulides George University of London Chryssochoidis, George University of East Anglia Chytkova, Zuzana University of Economics, Prague

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Clarke , Ann University of Southern Denmark Claus, Bart IESEG School of Management Clement, Michel University of Hamburg Collange, Véronique University of Burgundy Connell, Paul Cass Business School Constantinides, Efthymios University of Twente Conway Dato-On, Mary Rollins College

Cordente Rodriguez, Maria University of Ceu San Pablo Cornelis, Erlinde Ghent University

Cornelissen, Gert Universitat Pompeu Fabra Costa, Claudia Nova Business School Costa, Diego Reims Management School

Covas Lisboa, Teresinha Universidade de Santo Amaro (UNISA) Cruz, Angela The University of Auckland

Cuestas, Pedro Jesús University of Murcia Čutura, Marija University of Mostar Czellar, Sandor University of Lausanne Çerri, Shpetim University 'A. Xhuvani' Dahlen Micael Stockholm School of Economics Dalla Pozza, Ilaria EMLV

Dalli, Daniele University of Pisa Damjan, Janez University of Ljubljana Davcik, Nebojsa ISCTE - IUL Davis, Robert Unitec

De Bock, Tine Hogeschool-Universiteit Brussel

De Brentani, Ulrike John Molson School of Business, Concordia University De Burgh-Woodman, Helene University of Notre Dame

De Juan, Maria University of Alicante De Kerviler, Gwarlann University of Paris Dauphine De Luca, Luigi Mario Cardiff Business School De Mattos, Claudio University of Manchester

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De Run, Ernest Universiti Malaysia Sarawak De Valck, Kristine HEC Paris

De Vries, Lisette University of Groningen Dejardin, Marcus University of Namur

Dekker, Hans HZ University of Applied Sciences Del Barrio-García, Salvador University of Granada

Del Bucchia, Céline Audencia Nantes School of Mangement Delcourt, Cécile HEC-ULG

Dellaert, Benedict Erasmus University Rotterdam Demirci, Ceren Ozyegin university

Denegri-Knott, Janice Bournemouth University Dens, Nathalie University of Antwerp Dholakia, Utpal Rice University

Diallo, Mbaye Fall University Lille Nord de France-Skema Business School (LSMRC)

Díaz Martín, Ana Mª Universidad Autónoma de Madrid Dibb, Sally Open University

Dikcius, Vytautas Vilnius University

Dion, Delphine Unversité Paris1-Panthéon Sorbonne Dluzewska, Anna Kazimierz Wielki University of Bydgoszcz Dolait, Jean-Pierre EDHEC Business School

Dolbec, Pierre-Yann Schulich School of Business, York University Doligalski, Tymoteusz Warsaw School of Economics

Dominique, Sérgio Polytechnic Institute of Cávado And Ave Dost, Florian European University Viadrina

Downey, Hilary Queen's University Belfast

Echchakoui, Said University of Quebec in Abitibi-Témiscamingue Eisenbeiss, Maik University of Cologne

Elgaaied, Leila University of Toulouse Capitole Elmdağ Baş, A. Banu İstanbul Technical University Emmanouilides, Christos Aristotle University of Thessaloniki

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Emontspool, Julie University of Southern Denmark Erdogmus, Zeynep Irem University of Marmara

Erfgen, Carsten Hamburg University Erguncu, Selin Koç University

Ermer, Beatrice HHL Leipzig Graduate School of Management Esbjerg, Lars Aarhus University

Esparza, Laura Universidad de Monterrey Esseghaier Skander Koç University

Farhangmehr, Minoo University of Minho Farrell, Andrew Aston University

Fassnacht, Martin WHU - Otto Beisheim School of Management Faulkner, Margaret University of South Australia

Faure, Corinne Grenoble Ecole de Management Fayos Gardó, Teresa University of Valencia

Feiereisen, Stephanie Cass Business School Feinberg, Fred University of Michigan Fernandes, Teresa University of Porto

Ferreira, Bruno Clermont-Ferrand University Fesenmaier, Daniel Temple University

Figueiredo, Bernardo University of Southern Denmark

Filieri, Raffaele Northumbria University, Newcastle Business School Flavian, Carlos University of Zaragoza

Fok, Dennis Erasmus University Rotterdam Ford, John Old Dominion University Francisco Maffezzolli, Eliane PUCPR

Franssens, Samuel K.U.Leuven

Freytag, Per University of Southern Denmark Fries, Anne University of Hamburg Friesen Dr., Mark University of St. Gallen Frochot, Isabelle University of Savoie

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G.Gallarza, Martina University of Valencia

Gadalla, Eman Manchester Metropolitan University Galan - Ladero, Mercedes University of Extremadura

Galan Muros, Victoria Münster University of Applied Sciences Galvagno, Marco University of Catania

Garcia De Los Salmones, Maria Del Mar

University of Cantabria

Garcia-Madariaga , Jesus Universidad Complutense de Madrid Gatignon, Hubert INSEAD

Gázquez Abad, Juan Carlos University of Almería Geersbro, Jens Copenhagen Business School Geigenmüller, Anja Ilmenau University of Technlogy Geiger, Ingmar Freie Universität Berlin Gensler, Sonja University of Muenster Gentina, Elodie SKEMA Business School Germelmann, Claas Christian University of Bayreuth Geskens, Kristof Vlerick Business School Geuens, Maggie Ghent University Ghose, Kamal Lincoln University Giannelloni, Jean-Luc University of Grenoble Giesler, Markus York University Gijsenberg, Maarten University of Groningen Giles, Emma Newcastle University Gil-Saura, Irene University of Valencia Gneezy, Ayelet UCSD Rady Gnoth, Juergen University of Otago Gonzalez, Silvia ITESM Campus Monterrey Goodman, Joseph Washington University in St. Louis Gök, Osman Yasar University

Gökbulut Özdemir, Özge Fırat University Graillot, Laurence University of Burgundy

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Green, Todd University of Stirling Grigoriou, Nicholas Monash University Grohmann, Bianca Concordia University Grohs, Reinhard University of Innsbruck Grønhaug, Kjell Norwegian School of Economics Grosso, Monica EMLYON Business School Grougiou, Vassiliki International Hellenic University Grunert, Klaus G. Aarhus University

Gumus, Burcu İstanbul Bilgi University Gurdal, Sahavet University of Marmara Haas, Alexander University of Giessen Hahn, Alexander Universität Mannheim Hakala, Ulla Turku School of Economics Halbheer, Daniel University of Zurich Halliburton, Chris ESCP Europe Hammedi, Wafa University of Namur Hamzaoui Essoussi, Leila University of Ottawa Hang, Haiming University of Bath Haron, Hazliza Universiti Teknologi Mara Harun, Amran University Malaysia Sabah Heath, Timothy HEC Paris

Heidig, Wibke University of St. Gallen Hein, Wendy Birkbeck, University of London Helkkula, Anu Hanken School of Economics Herhausen, Dennis University of St. Gallen Hernandez, Asunción University of Valencia Hernández Mogollón, José

Manuel

University of Extremadura Heuvinck, Nico IESEG School of Management Hildebrand, Diogo Baruch College

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Hofer, Katharina Maria Johannes Kepler University Linz Hoffmann, Arvid Maastricht University

Hogan Stephen P. Brighton Business School

Hogreve, Jens Catholic University of Eichstaett Ingolstadt Hollebeek, Linda University of Waikato

Hollet-Haudebert, Sandrine University Paris-Est Holmlund, Maria Hanken School of Economics Holmqvist, Jonas BEM Bordeaux School of Management Holweg, Christina WU Vienna

Holzmueller, Hartmut TU Dortmund University

Houston, Rika California State University, Los Angeles Hudders, Liselot Ghent University

Huertas-Garcia, Ruben University of Barcelona Humphreys, Ashlee Northwestern University Hunter, Gary Illinois State University

Hurmerinta, Leila Turku School of Economics at Turku University Hyde, Kenneth AUT University

Hyder, Antonio Toulouse Business School - Barcelona Campus Iamratanakul, Supachart Kasetsart University

Iglesias, Oriol ESADE Business School Jaakkola, Elina Turku School of Economics Jain, Sanjay University of Delhi Jalali, Marjan ISCTE - IUL Janssens, Wim Hasselt University

Jean, Ruey-Jer Bryan National Chengchi University Jedidi Kamel Columbia Business School Jiménez-Zarco, Ana I. Open University of Catalunya Jovic, Marija University of Belgrade Jurse, Milan University of Maribor Kadic-Maglajlic, Selma University of Sarajevo Kaiser, Ulrike WU Vienna

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Kalafatis, Stavros Kingston Business School Kalamas, Maria Kennesaw State University Kaleka, Anna Cardiff University Kandemir Destan Bilkent University Kanitz, Christopher University of Bremen Kara, Adnan University of Marmara

Karababa, Eminegül Middle East Technical University

Karantinou, Kalipso Athens University of Economics and Business Karaosmanoğlu, Elif İstanbul Technical University

Kastanakis, Minas ESCP Europe Kazadi, Kande University of Antwerp Kefi, Samy University of Nantes Kerrane, Ben Manchester Business School Kimmel, Allan J. ESCP Europe

Klarmann, Martin Karlsruhe Institute of Technology Klaus, Phil Cranfield School of Management Kleinaltenkamp, Michael Freie Universität Berlin Kleine-Kalmer Barbara University of Bremen Kocabıyıkoğlu Ayşe Bilkent University Kocher, Bruno HEC Lausanne Koenigsberg, Oded London Business School Komulainen, Ruey University of Oulu

Konus, Umut Eindhoven University of Technology Korelo, Jose Carlos Federal University of Parana Koritos, Christos ALBA Graduate Business School Kostic-Stankovic, Milica Belgrade University

Kozak, Metin Dokuz Eylul University Kretz, Gachoucha ISC PARIS

Krishnamurthy, Prabhakar SRM University Krupka, Zoran University of Zagreb

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Kuehnl, Christina University of Mannheim

Kuhn Kerri-Ann Queensland University of Technology Kumar, Basant Utkal University

Kumkale, Tarcan Koç University Kurz, Christian Viacom

Kübler, Raoul Ozyegin University Küster, Ines University of Valencia

Kyrousi, Antigone Athens University of Economics and Business Laflamme, Josée University of Quebec at Rimouski

Lages, Cristiana Loughborough University Lai, Christine Université Laval Lajos, Joseph HEC Lausanne Lamberti, Lucio Politecnico di Milano Lambert-Pandraud, Raphaëlle ESCP EUROPE

Lange, Fredrik Stockholm School of Economics Langley, David TNO

Laroche, Michel Concordia University Lassar, Walfried FIU

Laukkanen, Tommi University of Eastern Finland Lebe, Sonja Sibila University of Maribor Leischnig, Alexander University of Bamberg Lengler, Jorge ISCTE - IUL Li, Yuanyuan K.U.Leuven

Liao, Mei-Na Bradford University School of Management Lindqvist, Lars-Johan Hanken School of Economics

Lindridge, Andrew The Open University

Lionakis, Konstantinos Athens University of Economics and Business Little, Vicki Monash University

Lloyd Parkes, Elizabeth University of Glamorgan Longo, Cristina University of Bath

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Lopez Sanchez, Jose Angel University of Extremadura Loureiro, Sandra ISCTE - IUL

Lucia-Palacios, Laura University of Zaragoza Luedicke, Marius Cass Business School Luque-Martinez, Teodoro University of Granada Macedo, Isabel Maria University of Minho Mafael, Alexander Freie Universität Berlin Mahr, Dominik Maastricht University

Malheiro, Alexandra Instituto Politécnico do Cávado e do Ave Malkoc, Selin Washington University in St. Louis Malone, Sheila Lancaster University

Manganari, Emmanouela University of Patras Marchand, Andre University of Muenster Marciniak, Ruth GCU London

Marques, Susana High Institute of Administration and Management Marshall Roger Auckland University of Technology

Martin, Xavier Novancia

Martínez-López Francisco J. University of Granada

Martinez-Ruiz, Maria Pilar University of Castilla-La Mancha Mas, Francisco University of Alicante

Massara, Francesco Iulm University Mat Yamin, Fadhilah Universiti Utara Malaysia Matute, Jorge University of Zaragoza Mauri, Chiara Università della Valle d'Aosta Mazodier, Marc University of South Australia Mazurek, Grzegorz Kozminski University Mccabe, Scott Nottingham University Megyeri, Eszter University of Szeged Melanthiou, Yioula University of Nicosia Melero-Polo, Iguácel University of Zaragoza

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Meyer, Anton Ludwig-Maximilians-Universität München Michaelidou Nina Loughborough University

Mihic, Svetlana University Educons

Miniero, Giulia SDA Bocconi School of Management Minowa, Yuko Long Island University

Mittelman, Mauricio Universidad Torcuato Di Tella Modi, Pratik Institute of Rural Management Anand Mohamad, Mahadzirah Universiti Malaysia Terengganu Moisio, Risto California State University, Long Beach Molnár, László University of Miskolc

Mondéjar-Jiménez, José Castilla-La Mancha University Monferrer Tirado, Diego Universitat Jaume I

Montaguti, Elisa University of Bologna Montoro Ríos, Francisco Javier University of Granada Moore, Sarah University of Alberta Morgan, Robert Cardiff University

Muhamad, Nazlida Universiti Brunei Darussalam Mujika, Alazne University of Deusto

Mukesh, Mudra IE Business School-IE University Munnukka, Juha University of Jyväskylä

Munuera-Aleman, Jose Luis University of Murcia Munzel, Andreas University of Strasbourg Murphy, Patrick University of Notre Dame Musso, Fabio University of Urbino Mustak, Mekhail Turku School of Economics Müller, Brigitte University of Savoy Münkhoff, Eva University of Paderborn Narsey, Vanisha University of Auckland Natter, Martin Goethe University Frankfurt Naude, Peter Manchester Business School Neghina, Carmen Open Universiteit

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Nijssen Ed Eindhoven University of Technology Nique, Walter Universidade Federal do Rio Grande do Sul Nobre, Helena University of Minho

Notebaert, Jean-François University of Bourgogne Obadia, Claude ESCE

O'Donohoe, Stephanie University of Edinburgh Odou, Philippe University of Lille 2 Ofir, Chezy Hebrew University Ognjanov, Galjina University of Belgrade Ograjenšek, Irena University of Ljubljana

Okazaki, Shintaro Universidad Autónoma de Madrid Oktem, Deniz Koç University

Oliveira, João Loughborough University Olsen, Lars Erling Oslo School of Management Olsen, Line Norwegian Business School Opute, Abdullah Promise Gprom Academic Solutions Ordanini, Andrea SDA Bocconi School of Management Ortega Egea, José Manuel University of Almería

Orus, Carlos University of Zaragoza Oswald, Laura

Ou, Yi-Chun Ou University of Groningen Ozretic-Dosen, Durdana University of Zagreb Ozturan, Peren Koç University

Önder, Irem MODUL University Vienna Paas, Leo VU University Amsterdam Pace, Stefano Euromed Management Paço, Arminda UBI

Palacios Fenech, Javier Universidad Adolfo Ibáñez Palazon, Mariola Universtiy of Murcia

Panagopoulos, Nick Athens University of Economics and Business Panic, Katarina Ghent University

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Panigyrakis, George Athens University of Economics and Business Panopoulos, Anastasios University of Western Macedonia

Panwar, Jayendra Singh DAVV University, Indore Papies, Dominik University of Tuebingen Parra-Lopez, Eduardo Universidad de La Laguna Patil, Ajit University of Bombay (Mumbai)

Pelet, Jean-Eric IDRAC - International School of Management (Nantes) Pels, Jaqueline Univ Torcuato Di Tella

Peluso, Alessandro M. University of Salento, Lecce / LUISS, Rome Peretz, Adrian Oslo School of Management

Pérez, Andrea University of Cantabria

Perin, Marcelo Pontifical Catholic University of Rio Grande do Sul Peschken, Thomas Glasgow Caledonian University

Pestek, Almir University of Sarajevo Pfeffermann, Nicole University of Bremen Piciocchi, Paolo University of Salerno Pick, Doreen Freie Universität Berlin Pinson, Christian INSEAD

Pizzetti, Marta Università della Svizzera Italiana Pizzi, Gabriele University of Bologna

Pocheptsova, Anastasiya University of Maryland Polo Peña, Ana Isabel University of Granada Ponchio, Mateus ESPM-SP

Poncin, Ingrid SKEMA Business School Popa, Monica University of Saskatchewan Press, Melea University of Bath Prime, Nathalie ESCP Europe Priya, Preeti IRMA

Puccinelli, Nancy Oxford University

Puntoni, Stefano Erasmus University Rotterdam

The capabilities and performance of ambidextrous sales organizations